Latest / Mortgage Marketing Radio / Ep #66: How to Recoup One Hour A Day By Automating Your Best Self

Transcript

Ep #66: How to Recoup One Hour A Day By Automating Your Best Self · Mortgage Marketing Radio

• 0:00
  In today's highly competitive mortgage industry, building profitable relationships with
• 0:04
  the real estate agents is essential for success.
• 0:06
  However, finding effective ways to secure agent relationships can be a challenge.
• 0:11
  With so many mortgage loan originators vying for the attention of real estate agents, it
• 0:15
  can be difficult to stand out and establish meaningful connections.
• 0:20
  Our new case study featuring loan officer Chris Cogill is a must-read.
• 0:25
  Chris has closed a remarkable 36 million in funded loans from agent referrals.
• 0:31
  And in this case study, he shares his proven strategies for building strong relationships
• 0:34
  with real estate agents and leveraging those relationships to drive more business.
• 0:39
  To get your hands on this resource, head over to LOKestudy.com and download your free copy
• 0:45
  of the case study today.
• 0:47
  You'll find actionable insights and practical tips that Chris used to close 36 million
• 0:52
  in funded loans from agent referrals and how you can too.
• 0:56
  Don't miss out.
• 0:57
  Go check it out right now, visit LOKestudy.com and download your free copy today.
• 1:17
  Hey listeners, Jeff, it's him for Welcome to this week's episode of Mortgage Marketing
• 1:38
  Radio.
• 1:39
  I am so glad you're here.
• 1:41
  You know, it's been a little bit of a crazy new year for me.
• 1:45
  How's your new year been?
• 1:46
  I mean, we're through January, we're in February now.
• 1:49
  I don't know if you're aware of this or not, but I actually moved to Las Vegas, Nevada
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  over the holiday break from Christmas to New Year's, so that's my poor impersonation
• 2:04
  of Elvis.
• 2:05
  But anyway, moved here because better choice for the family.
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  If you must know, my wife's job had her commuting back and forth from California to Vegas
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  for five years on an awful plane eight times or more a month, and she finally had enough
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  and said, Hey, Jeff, I know you've got a really strong gambling habit.
• 2:25
  Would you like to move to Las Vegas?
• 2:26
  No, I'm kidding.
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  I don't have a gambling habit.
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  But we did need to move for the family, right, because the kids, right, mom being gone,
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  all that kind of stuff.
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  So I don't have a personal note.
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  That's why I'm now settled in Las Vegas.
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  I'm a Nevada resident and enjoying it immensely.
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  I've also been, it's just been crazy.
• 2:44
  There's lots I want to share with you coming your way in the next few weeks here that I
• 2:48
  had intended to get out to earlier, but because of the move, taking longer than I had expected,
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  me putting my house for sale on the market, and I got some stories there coming up for
• 2:57
  you as well about working with realtors and my own personal listing, good, funny stuff.
• 3:03
  And then just getting nailed with a upper respiratory infection, which maybe you can still
• 3:08
  hear in my voice that I've got a Z-pack that I just popped today for.
• 3:12
  So dealing with all that, yet still, the train is moving forward.
• 3:16
  The show must go on, bringing you the content, as always, here at Mortgage Marketing Radio.
• 3:21
  So on this episode, we're back to a familiar topic of late, just a matter of how these have
• 3:27
  been coming on the calendar.
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  We're talking about, once again, CRM, customer relationship management.
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  And the reason why is because my purpose, my mantra here, my tagline, if you will, is
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  truth in Mortgage Marketing.
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  And so I want to bring you people, content, resources, tools, information to help you become
• 3:49
  a better version of you.
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  That's right.
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  To help you be the best person, the best professional that you can be.
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  And so sometimes what that means is I'll have a vendor on, right?
• 3:59
  And I have no association or affiliation for compensation to a particular vendor.
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  So you can know that I'm only bringing them to you because I think they've got something
• 4:07
  important and valuable for you to be aware of.
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  And so that's why this week I'm bringing to you, Whiteboard Mortgage CRM.
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  And it's interesting.
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  On this interview, you'll hear from Jordan, who's in marketing over there at Whiteboard.
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  And I love it, she said, you know, one of the core beliefs at Whiteboard is they want
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  to help loan officers relive your most successful day every day.
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  I thought, wow.
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  Think about that for a second.
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  Think of about a great day that you had.
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  A great day in terms of loan closings, new leads coming in referrals from partners.
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  And everything just went well.
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  It clicked.
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  You touched, you know, you got referrals from your past database and things are just
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  humming and moving along and you achieve the tasks that you wanted to.
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  You're able to close more loans, create better relationships, increase referrals.
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  That's the vision for Whiteboard Mortgage CRM relive your most successful day every day.
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  Whereas one of their clients says, Cody Hardridge, what Whiteboard has allowed him to do is
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  automate the very best version of himself.
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  I like it.
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  I like it a lot.
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  And I think there's some really key features and functionality in Whiteboard that I want
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  you to listen to here, particularly if you're one of those who, you know, aren't sure
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  quite how to integrate a CRM into your business are a little bit intimidated by a potentially
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  very cumbersome onboarding process and learning curve.
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  I think that's where Whiteboard might be of interest for you because of the short learning
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  curve because of a lot of the built in tools, templates, scripts, like if you're going
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  to make calls to pass clients and partners, guess what they've got on their dashboard?
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  Scripts.
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  Scripts.
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  That's right.
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  Talktracks feed a follow.
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  So when you're making those pass client database calls or those annual mortgage review
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  calls, et cetera, you've actually got talktracks and scripts to follow, including all the
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  stuff you would expect in any robust CRM automated marketing campaigns, reports and analytics,
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  ready made templates, right?
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  A dashboard that allows you to out of glance, manage your daily tasks and priorities and
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  communicate with partners on milestones during the loan process.
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  So anyway, and then they're also going to tell you a little bit about this thing called
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  the mortgage playbook, which is really cool.
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  Whiteboard mortgage CRM, as I said, was built exclusively for loan officers and actually
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  much of the process, the architecture, and the content in the mortgage playbook, which
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  is those scripts and tasks and handwritten notes, et cetera.
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  A lot of that has been formulated by some of their top loan officers that are also clients.
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  One of those is my friend, Dominic Bangora, who was on the podcast last year, and you
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  can find him over at mortgagemarketinginstitute.com forward slash 61, and you'll hear how Dominic
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  went from 16 loans to 236 loans in record time.
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  So I encourage you to take a listen to Whiteboard.
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  It's not a long session.
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  We just get right into it and cover the nuts and bolts of how do you make an evaluation
• 7:02
  of the right CRM for you in your specific situation.
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  And if you like what they have to say, then you can check them out, links to them in the
• 7:09
  show notes, and all that stuff.
• 7:10
  And then for those of you that are interested in the t-shirts, hey, don't forget, I've got
• 7:13
  a new stock of t-shirts coming in in a week, so if you're waiting on yours, they're coming
• 7:17
  to you soon.
• 7:18
  But if you want a t-shirt, here's how you get it.
• 7:21
  Step one.
• 7:22
  Go ahead and leave me a review of the podcast of mortgagemarketing radio over an iTunes
• 7:27
  or a Stitcher, depending if you're iPhone or Android person.
• 7:30
  Leave me a review, and then send me an email confirming that you left a review with your
• 7:36
  mailing address and your preferred t-shirt size.
• 7:38
  And I have to tell you, it's L or XL.
• 7:41
  I don't have the M's or smalls.
• 7:42
  Come on, I know you're all a little more beefy than that.
• 7:46
  And if you want a t-shirt, that's how you get one if you like to show, and you want to
• 7:49
  spread the love, I'll give you some swag for spreading the word for us.
• 7:53
  And then lastly, hey, stay tuned.
• 7:55
  Stay tuned.
• 7:56
  Good stuff coming for any of you that are members of Get Powerful Presentations.
• 8:00
  We're talking about a total relaunch here in 2018.
• 8:04
  Brand new, cool stuff coming your way to help you succeed at any even larger level with
• 8:09
  your real estate agent relationships.
• 8:11
  And so if you haven't checked out Get Powerful Presentations, you can go over there right
• 8:15
  now and check it out, Get PowerfulPresentations.com.
• 8:18
  All right, that's it without further ado.
• 8:19
  Let's get into this week's show.
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  Hey, Jordan, welcome to the show.
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  Hi, Jeff.
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  How are you?
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  All right.
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  I'm doing better for the listeners.
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  You may have heard in the intro.
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  I, you know this already because you and I talked before, but it just recently moved
• 8:39
  to Vegas and it's been a whirlwind and I'm just now getting over this tough cold.
• 8:43
  So if you hear it in my voice, I apologize in advance.
• 8:47
  But we are here to carry on a conversation that's been kind of recurring theme for myself
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  and for the listeners.
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  And the reason is it because people want to know, right, and querying minds want to know
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  the importance of having a CRM.
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  So Jordan, if you could take us a second, tell the listeners a little bit about you and
• 9:04
  whiteboard.
• 9:05
  Absolutely.
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  So my name is Jordan Douglas.
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  I'm the marketing manager here for whiteboard mortgage CRM.
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  And my job, you know, on a day-to-day basis is to get the word out, not only about whiteboard,
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  but you know about good, solid relationship management in general.
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  Awesome.
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  Okay.
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  So let's talk about good, solid relationship management.
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  What does that look like in the mortgage world?
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  So I think in the mortgage world, you've got two parts.
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  You've got your industry partners, right?
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  And then you've got your actual customers, whether they be borrowers, co-bars, you have
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  it.
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  And of course, that comes with its own set of challenges within the marketing industry,
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  because the messaging between the two is so different, right?
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  What you need to inform your borrowers of are things like what type of mortgage loans
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  are there.
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  If they're a first-time borrower, what is it that they need to know?
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  You obviously don't need to tell your referral partners that.
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  And so, you know, as you're balancing those things, you're juggling, maintaining those
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  relationships, keeping up communication, it can be hard sometimes, especially for loan
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  officers who are so busy, regardless, to know who they've told what.
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  Yeah.
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  So why do you think, have you seen loan officers be reluctant to take an integrated CRM
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  and use that in their business, and if so, why do you think so?
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  You know, here's what I say about that.
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  I think every single loan officer out there is using a CRM.
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  They may not have purchased the platform.
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  They may be using their Outlook calendar.
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  They may have 17 different Excel spreadsheets and an address book.
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  They may have a roll of deck, but they're using CRM and they are managing their relationships.
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  Our opinion obviously here at Whiteboard is, you know, why should you create this kind
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  of Frankenstein's monster CRM of your own when you can have a system that's built specifically
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  for you to efficiently manage those relationships?
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  You're doing so anyway.
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  Yeah, but I'm already so busy as a loan officer, right?
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  And I know, I know I know I should have a CRM.
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  I should follow up with my past clients.
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  I should kind of automate some of these touch points in the process, so I don't have
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  stuff fall through the cracks, but man, I just don't, I can't seem to get to it.
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  What do we say to those people?
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  Oh, sure.
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  Sure.
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  So, you know, a lot of times, there's actually a statistic out there right now.
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  It's sitting at about 63% of CRM implementations fail.
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  That's not a good number, especially whenever you think about the cost and time that these
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  people, these loan officers, these businesses are putting into the implementation or at least
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  trying to implement these systems.
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  And so at whiteboard, what we want to do is create something that it doesn't take more
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  work from you than you're willing to put in or that you want to put in.
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  Of course, you always have the option with any CRM, but with whiteboard, our goal is for
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  you to be able to use this on day one.
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  We want someone to be able to start their job being a loan officer on day one and perform
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  like a top producer, or we want your assistant to be able to efficiently handle your tasks,
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  even without you being there.
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  We want the people who are listening right now.
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  If they've been sitting there thinking about how can I perform better?
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  How can I, what can give me that edge?
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  We want them to be able to log into whiteboard as soon as they purchase the platform and
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  start making a difference for their business.
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  Instead of worrying about setup, instead of having a million meetings deciding, you know,
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  who does this and if this email gets clicked, well, what happens next?
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  We don't want you to have to think about that.
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  That's not your job.
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  Your job is to help people close loans to help people get into homes.
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  Right.
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  You know, you've heard the old saying that the best CRM is the one you use.
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  Right.
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  Absolutely.
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  It does take work.
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  What we preach to our customers, and I'd really preach this to anyone,
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  we've got kind of three steps that we encourage during the day for use of whiteboard.
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  The first is just to log in.
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  The second would be to update your client records.
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  So if someone has moved in the pipeline, let's say they've
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  filled out their 1003, so they're going to be in that pre-qualification process,
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  you're going to just move them into that pipeline sequence, which is what we call it.
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  And they're going to automatically start receiving emails that come from you talking about that
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  part of the process, what comes next and what we need from them.
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  And then the next part would be to complete the tasks that you're prompted to
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  complete.
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  So whether you have whiteboard or not, that's going to sound like things,
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  making partner phone calls, calling your borrowers to update them on the status of their loan,
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  sending out needs lists, things like that.
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  With whiteboard, it's a little easier because those are handled for you,
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  and your tasks are prompted for you, and your scripts are written for you.
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  But you know, this is a daily process.
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  This isn't something that you can just sit back and do nothing.
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  A CRM, in my opinion, and hopefully, I think in your opinion, is the goal is to automate those
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  things that aren't necessarily, it's the minutia, right? It's the things that we don't necessarily
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  want to be doing, sending those emails. Yes, it helps. Yes, it's important,
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  but it still feels like a waste of time.
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  Whenever I could be writing someone a note, building an actual personal relationship with them,
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  and so that's what a CRM can do for you.
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  You don't have to think about those loan-up data emails.
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  Instead, you can give someone a phone call and ask all they're doing.
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  You can go have that meeting. You don't have time to go do otherwise,
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  because you're too busy filling out paperwork.
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  It's to give you time to be better, not to do something for you, I guess.
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  Well, I love one of the comments that's on your website by Cody Hardridge,
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  who it says, what the CRM has allowed me to do is automate the very best version of myself.
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  Right. And I think that's the key there.
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  And I think you've alluded to that and what you just pointed out there is that,
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  look, there's a lot of different activities, tasks that need to happen throughout the career
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  of a productive loan officer. And some of those are much more hired dollar tasks,
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  such as talking to potential borrowers. That's what definitely we should be doing,
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  primarily. And I think what happens is, because that's the highest payoff task,
• 15:03
  well, I see two things happen. One is, right, a good loan officer spends most of their time doing that.
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  But two is, you get caught in that production rollercoaster where we get out, we produce,
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  and then we have to spend time processing, babysitting, staying in touch, top of everything.
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  Absolutely. And that's why I'm beating the drum on a CRM, because the CRM can help you,
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  as I just said, automate the very best version of yourself, and complete some of those,
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  perhaps, lower dollar value tasks, but that still are important.
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  Right. And those types of things, the type of things that just take up brain space,
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  you don't want to have to think about who you've told needs to send you in a copy of their
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  driver's license, who needs to make a phone call to what partner, because you need something
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  from them, you don't want to have to think about those things when you could be thinking about,
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  what moves can I make for my business? What can I add to my social presence to improve that?
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  What can I do to go above and beyond and really step out amongst the pack as someone that can
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  keep up with all of their contacts and do the extra stuff that everybody else can't figure out how
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  they have time to do? Yeah. And another thing, let's just state the obvious here. So technology,
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  and the conversation, the digital mortgage experience, and it's a growing, it's growing,
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  I think, in momentum, and I think everybody's becoming aware of the continuing influence of
• 16:30
  technology, having an impact in the loan officer role, and maybe some people are a little
• 16:36
  concerned about that. So here's the question, right? If push-button mortgage truly exists or
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  is going to exist, what's going to separate you as a loan officer from the pure push-button
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  solution, and it's going to come down to your customer experience and your partner experience?
• 16:54
  Absolutely. And you know, when you think about it, it's really always been that way.
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  Whether it's been a technology-based fear or anything else, we always are looking for,
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  you know, well, if this happens, then what, or how can I stand out if everybody's doing this? And
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  you know, whatever, and that's how we come up with new innovations, it's how we come up with
• 17:13
  technology. CRMs all came out in mass at once because it's solving a problem that people have.
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  It's really though how you use it. You have no more or less access than any of your competitors.
• 17:25
  It depends on what kind of work you want to put into it.
• 17:28
  Yeah, I agree. 100%. And I think that one of the benefits of having a CRM that you use is
• 17:34
  that is a differentiator, because if you can create a positive experience for your customers and
• 17:41
  your realtors, and it's not dependent upon manual labor, well, then guess what? It's duplicatable
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  and it's scalable, which means if you can remove you from doing most of the heavy lifting,
• 17:52
  that allows you to grow. One of our little catchphrases here is that we want to help people to
• 17:57
  relive their most successful day every day. And through processes, through automated tests,
• 18:04
  through automated emails, whether you're having the best day of your life or the worst day,
• 18:09
  or maybe you're not even in the office, the people on the other side won't know the difference.
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  And your partners and your borrowers, the people that are paying your bills to put it frankly,
• 18:21
  they deserve that good experience and they deserve for you to be at your best every day.
• 18:27
  And whether you can physically do that or not, we all have days that maybe we're not as
• 18:32
  efficient as we could be. We've got other things going on. We're busy. We're in and out of the
• 18:36
  office with a CRM that you maintain and that you have set up or that set up for you even better.
• 18:43
  You don't have to worry about those types of things. Everyone on the other end is seeing from you
• 18:47
  exactly what they want to see. I personally have a little bit, I think of a different
• 18:51
  perspective than most in this industry and that I'm a millennial. And so I've grown up,
• 18:58
  you know, with the expectation of technology to do things for me to put it simply. So I absolutely
• 19:05
  110% expect to quickly hear back from a company, to quickly hear back from a person about any kind
• 19:13
  of inquiry, whether it be alone or anything else. I know from my own experience that it's possible.
• 19:18
  And so because it's possible, it's what people expect. And we can find it all day long and try not
• 19:25
  to implement a CRM, try not to do this and try not to do that. But the bottom line is if your
• 19:29
  competitors are doing so and you're not, then you're behind. Yeah. Yeah. That's a great point.
• 19:34
  You know what came to mind to me was the term I've heard before used is are you creating a
• 19:39
  referable experience? Right. And so, you know, if your business, we hear so often. We are so
• 19:46
  often people don't need a marketing platform. They don't need the marketing campaigns. They don't
• 19:51
  they don't think marketing is important because their business is based on referrals. And that's
• 19:57
  great. Referral business is fantastic. It's reliable. You know, it makes sense. But why not then
• 20:04
  capitalize on that? If you don't want to market to new people and you just want to, you know,
• 20:09
  take advantage of referrals, then you can absolutely do that with this with a CRM and you can do
• 20:14
  that better than anyone else that you know if you want to put in the work. A CRM is not just for
• 20:18
  new people. It's not just for new leads. You can use it for your past contacts, your past borrowers,
• 20:25
  to not only take advantage of refinancing opportunities, but, you know, those referrals and
• 20:29
  everything else. Yeah. And those are listening. If, you know, they've heard other podcasts in the
• 20:35
  past from top producers, they know every loan officer knows that one of the hallmarks of being
• 20:40
  a top producer, if you will, or a efficient productive loan officer is mining your database,
• 20:45
  the gold in the database. But most, if you're honest listening right now would probably admit
• 20:49
  that, you know, you're not as good as you should be in that. So, depending on where you are,
• 20:55
  are on that spectrum, what I hear more often than not is the reason why people don't call on their
• 20:59
  past databases. It's just not on top of the radar. They don't think of it and then they,
• 21:03
  they, and they don't make the time, you know, I talk about time block and then they don't, you know,
• 21:07
  feel they have enough time in their day to do it. So tell me how a CRM will help alleviate that.
• 21:13
  That's perfect. So time blocking is actually a really important part. I think of anyone's day
• 21:17
  if they want to be efficient. But a CRM can make it easier. And especially with whiteboard,
• 21:21
  the way that we have set up our dashboard, you see your tasks lined out for you for your daily
• 21:27
  basis. So if I, if I click into my dashboard right now and I see that I need to prepare a thank you
• 21:32
  know, then that's what I'm going to do. And it's easy to then look through that. Check off your tasks
• 21:37
  as they're done. Mark them as complete and, and move on with your day and, and delineate out what
• 21:43
  you need to do and delegate if you need to as well with your groups and with different options
• 21:47
  that you're going to have within our CRM. You can base your time and your day around exactly
• 21:54
  what you need to do. You don't have to, you know, look over your desks for the 14 different
• 21:58
  Post-it notes you wrote down yesterday of, you know, the notes that you took in your phone calls,
• 22:02
  you can see it all here. And then, and then base your workflow, essentially around something that's,
• 22:08
  it's designing your workflow for you. Right. Essentially whenever you've got something that will,
• 22:12
  that will populate your tasks and, and we'll do those types of things.
• 22:16
  And having a, I'm glad you used that word workflow because, you know, having a, a day by design
• 22:23
  is really another hallmark of somebody who's highly productive instead of being casual. Like I,
• 22:28
  I say, casual leaves the casualties, you know. Right. Definitely. You know, this is all about not
• 22:33
  letting people slip through the cracks. And while a CRM can kind of coat the floor, you still
• 22:39
  are going to have to sweep up a little bit. The fact remains that no matter how many emails are
• 22:43
  being sent out and no matter who knows what they still need on their needs list or your partner
• 22:49
  has been thanked for sending you a referral, those, again, those extra little things or those
• 22:54
  tasks that you have to complete during the day are still there. What whiteboard can do and what a
• 22:58
  CRM can do is make sure that you're aware of that. You don't have to take up that brain space
• 23:03
  thinking about it and you can design your workflow exactly the way that you need it to be for you
• 23:08
  to be the most efficient that you can be. All right. That's great. So listen, I asked you to be on
• 23:13
  the podcast because there's a couple of things for me that stood out about whiteboard, which is,
• 23:18
  you know, again, for those listeners, I mean, I've got no, no dog in this hunt. I bring to you
• 23:23
  what I think is, you know, truth and mortgage marketing. And so you've heard me talk about other CRMs
• 23:28
  on the podcast before and I'm bringing somebody else to you now who I think is somebody that
• 23:31
  definitely should be on your short list to consider. A couple of things that stood out for me about
• 23:36
  you guys is number one, this mortgage playbook. Tell us tell listeners what that is.
• 23:42
  So we designed whiteboard with the help of top producers. We took two years going into this project
• 23:49
  before we released anything before we created a line of code. We walked and talked and studied
• 23:56
  what top producers were doing, who they were talking to, what emails they were sending, what
• 24:00
  their practices were, and then worked with them to integrate that and put that into what we call
• 24:08
  the mortgage playbook. It's the recipes, LO success, all bundled up in one package. So the emails,
• 24:17
  the campaigns, the phone calls, the handwritten notes, those types of things that we saw people
• 24:23
  doing and saw truly making a difference. We wrote out for you. We populated for you. We wrote it
• 24:29
  with them so that those, hello, how are you? My name is so-and-so. I'm willing to help you with
• 24:38
  your mortgage needs, your loan needs, whatever the introductory emails, the hey are you still
• 24:44
  looking emails. We've got campaigns designed for when someone enters your system that after
• 24:49
  15 days they get a certain different type of email. The cadence switches up those types of things
• 24:54
  that loan officers don't want to think about. Why would you have to think about that? I'm a marketing
• 25:01
  manager. Those of us that work with CRMs every day, those of us that work in marketing, especially,
• 25:07
  we've been trained, we've been taught, we work with this stuff every day. So let us handle it
• 25:14
  is our opinion so that you can do the things that you handle and that you're the best at.
• 25:19
  And the playbook is basically a stepping stone. Someone can buy whiteboard on the first day
• 25:25
  and they can use whiteboard on the first day. Once they've imported their first contact,
• 25:29
  if let's say this is an old past borrower that you think would be a great eligible person for
• 25:37
  refinancing opportunity. You can put them into the system, put them as a refinancing opportunity
• 25:45
  in your pipeline sequences and it will automatically insert them into that campaign and they're
• 25:49
  going to start getting emails that are already written, that are persuasive, they're professionally
• 25:53
  written, obviously, that you haven't even had to think about or touch. Your name's going to be
• 25:57
  merged in, your signature, all of those things that make it look like it's from you, but you're
• 26:03
  off doing whatever else. You may be in a meeting, you may be closing, actually closing someone's loan,
• 26:08
  signing paperwork, whatever, but that email is still going out and you're still doing your job.
• 26:12
  You're basically being in multiple places at once. Yeah, like we said, automate the very best
• 26:16
  version of yourself, right? Right, right. So, you know, those great emails are just the beginning
• 26:22
  of that, obviously, and the playbook is made up of more than that. We've got call scripts.
• 26:28
  Like I said earlier, we want John Doe to walk in on day one. He's fresh,
• 26:34
  fresh and new. He just came from his interview. He signed up. He's in his suit. He's there on day
• 26:39
  one, and he walks in. He doesn't know anything about what he's doing, but he can sit down and
• 26:44
  perform exactly like a Cody Hardridge or any other top producer out there. You're assistant.
• 26:50
  Maybe you need to take a vacation that week, but you're stressed out. You don't want your
• 26:54
  borrowers to not hear from you. You don't want your partners not hearing from you. This way, those
• 26:59
  emails are still going out. All of that is still happening, but it's off your mind. It's off your
• 27:04
  plate, and your assistant can then take those call scripts if they're prompted to call someone,
• 27:12
  and let's say make a referral partner call. All that that script is going to, or the script
• 27:19
  is going to pop up. It populates. It'll, they can read through it, and they really don't have to
• 27:23
  say anything. It's going to pop in all of their variables, which is what we call them. So,
• 27:28
  that's going to be, you know, first name, last name, what their loan is. Maybe it's got the
• 27:32
  address on there, whatever it is, and they can just read that, close it out, complete the task,
• 27:39
  and it's done. They haven't had to think about it, and they don't really need to know what's
• 27:42
  going on. It doesn't matter because it's all within Whiteboard, and you can handle it that way.
• 27:46
  That's just making it too easy. I mean, it sounds, it sounds too good to be true, but it's awesome.
• 27:53
  One of the cooler things, at least personally, we have something in the call scripts that even says
• 27:59
  if goes to voicemail, and then finishes it out, so you don't even have to think about how you're
• 28:04
  going to close out that phone call if it's gone to voicemail, as opposed to a live person picking it up.
• 28:10
  Having to think about that doesn't make someone a better loan officer. Making those phone calls
• 28:14
  is establishing relationships, closing loans makes someone a good loan officer, and that's what we
• 28:18
  want to help you do. Yeah, and it just makes sense to model those who have gone before and are
• 28:23
  obviously highly effective, so modeling best practices there was. Right. And, you know, I listen to
• 28:30
  your previous episode, and you said that there were kind of three key areas to master.
• 28:37
  In order to be an effective loan officer, you said it was, you know, completing tasks,
• 28:40
  getting your stuff done, communicating effectively, and tracking that communication,
• 28:44
  and marketing to your current past future clients. Those three things, that base right there,
• 28:50
  that's what we want to help you establish. Right. Because that's what's important, and that's
• 28:55
  what that's what's making money, that's what's closing your loans, are those three things. No
• 28:58
  matter what extras and add-ons, and anything else you can add in there. At the end of the day,
• 29:04
  your partners and borrowers want to know what's going on, and you need to be closing your loans.
• 29:09
  Right. And doing what it takes to do those things. And this is really great for that.
• 29:15
  Right. And thank you for bringing that up. As a matter of fact, there's one person in particular
• 29:20
  who's a client of yours who was on the podcast previously, Dominic Dan Gora.
• 29:25
  Right. Nobody's listened to him. You can go to mortgagemarketinginstitute.com forward slash 61.
• 29:31
  He's episode 61, where I talked to him about how in his first year in business, he did 16 loans,
• 29:37
  and in 2017, he did over 236 loans. So he knows a thing or two about growth and how to manage his
• 29:45
  growth. So, you know, if Dominic endorses whiteboard, well, that's good enough for me.
• 29:51
  Right. And Dominic's been an extremely important and valuable voice for us and a voice of input.
• 29:57
  He's a great customer of ours, and he helps us to this day continue to make whiteboard better,
• 30:02
  which we strongly believe in. The great thing about the playbook, like you mentioned earlier,
• 30:06
  is that it's ever evolving, both on our side, and it can be on the customer side as well.
• 30:11
  There really is not a thing that you cannot do with whiteboard that you can cook up in your head.
• 30:18
  Our main goal, our main goal is someone can use this on day one, and they're going to be an
• 30:23
  effective loan officer on day one. But we don't want to limit you there, and there's no need to limit
• 30:27
  you there. And so our software doesn't limit you there. Well, it's like you said earlier,
• 30:31
  it's that statistic about 63%. I think it was of CRM installations fail. And correct me if I'm wrong,
• 30:37
  but one of the biggest reasons they fail is because they're too difficult. The learning curve is just
• 30:41
  crazy. Right. Absolutely. You know, you're taking on the job of a marketing strategist, a copywriter,
• 30:49
  an analytics manager, a software expert, you're writing code. There are just so many things
• 30:55
  that get thrown on your plate that frankly, you're not prepared for. You shouldn't be expected
• 30:59
  to be prepared for. And there are people out there that can handle it. So let us handle it.
• 31:04
  You know, we want you to be able to do what you want to be doing. You entered the mortgage
• 31:08
  industry presumably because you enjoyed doing what you're doing. Hopefully you enjoy it. You
• 31:13
  want to be a loan officer and do loan officer tasks. If you wanted to be a marketer, you could
• 31:17
  you could do this phone call for me instead. You know, we don't all have the same strengths. And so,
• 31:22
  you know, there's an Einstein quote, I believe that's about, you know, something along the lines of
• 31:27
  if you expect a fish to climb a tree, he's going to spend forever. There's no need to stare at a
• 31:33
  blank screen at a CRM that you just spent, however, many dollars on that you had to convince
• 31:38
  so and so and so and so and so to get. And then sit down and look at it and realize you have no idea
• 31:44
  where to even begin. We don't want you to ever feel that way with whiteboard. And so we designed
• 31:48
  it with people that already knew what they were doing so that we know what we were doing.
• 31:54
  So I'm a listener. I'm sitting here, you know, hearing about CRMs, I mean, obviously whiteboard.
• 32:00
  How would you help a listener make the right decision for them if they're going to go for it with
• 32:06
  some type of a CRM? So I think one of the things you have to think about first is how much work
• 32:12
  you're willing to put into it. If you're the type of person that's willing to spend, you know,
• 32:16
  the hundreds of man hours that it's going to take to set up a completely customized CRM,
• 32:23
  then by all means, by all means, go for it. There are options out there for it with whiteboard.
• 32:28
  You have, you really do have that option as well, but it's not our main goal. I think the
• 32:33
  amount of work is the first thing that you want to do. The second thing you want to think about
• 32:37
  is, you know, what are my goals once I have it? One of the things that we like to do when we first
• 32:42
  have one of our initial phone calls with a new customer is establish those goals. You know,
• 32:46
  what do you want to accomplish with your CRM? If you're, you know, aiming nowhere, you're going
• 32:52
  nowhere, right? So if you're wanting more referrals this year, okay, well, let's talk about
• 32:57
  how to take advantage of the referral campaigns that are already in here, where you can get more of
• 33:02
  those things. If you want to add emails to your campaigns, here's how you can do that. If you've
• 33:06
  got any great ideas of your own, it's all fully customizable, but it's also there, like I said.
• 33:11
  So, you know, you don't, you don't have to pick something that's got every answer. It's got
• 33:17
  every bell and whistle, unless you're going to use every bell and whistle. Otherwise, you need to
• 33:22
  think about how you are going to accomplish what you want to accomplish. And then look at those
• 33:27
  systems and see, you know, how much work does it look like I'm going to have to put in? How well
• 33:32
  does it fit my business? And how much work is it going to take to get it to fit my business if it
• 33:37
  doesn't already? You want to avoid the failure of implementation. Nobody wants a failure to
• 33:42
  launch project. It doesn't look good for anyone, right? We don't want that to be the case. And so
• 33:47
  you really have to think about that going in. If you and your team are willing to have meeting
• 33:53
  after meeting and think in depth and make out charts and flow charts and spreadsheets of who does
• 34:00
  what and what does what and what button leads to what action and things like that. If you have the
• 34:06
  time to think about that, then you're going to want to look at those options. If that doesn't seem
• 34:11
  plausible or possible to you, then there are quite a few CRMs that you can check off your list.
• 34:16
  And it really comes down to what is going to be important for you.
• 34:21
  Right. Right. So the takeaway there is do your due diligence.
• 34:25
  Absolutely. And there's never any harm in that we live in the digital age, right? I mean,
• 34:29
  everything is easily researchable. But, you know, it may take a little bit of thought,
• 34:36
  not just research and talking to people around you and maybe experimenting a little bit with what
• 34:42
  you can really do. Not everyone is comfortable as a writer. I can write emails all day long,
• 34:48
  but someone down the hall for me maybe can't. You don't want to set yourself up to fail,
• 34:54
  essentially. And not everyone's doing that. Some people can pick up a super complicated CRM
• 35:01
  that's not set up from the get go. And they can craft it into something absolutely magnificent.
• 35:06
  We have also had people, though, take whiteboard, start using it from day one. It's working,
• 35:12
  it's helping you close more loans, it's mining for referrals, it's doing all the things
• 35:16
  that you want it to be doing while you're also building it out and adding to it. So that you're not
• 35:22
  starting from step zero, you're not starting from first base, you're already at home plate,
• 35:27
  and now we're going to go around again. Yeah. Well, it's interesting. I like one of the comments
• 35:33
  that you have on your Facebook page, which is a great one to kind of bring it all home.
• 35:38
  You know, for loan officers, imagine this for a moment. If you could have an extra hour in your day
• 35:45
  to do whatever you choose to do with spending on your business, spending with your family,
• 35:50
  right? Get that workout in. You know, you should be getting in whatever it is, but it's about
• 35:54
  getting an hour back. That's what happens when you put the right systems and technology in place
• 36:01
  that allow you to automate or duplicate the very best version of yourself. You get that
• 36:06
  most precious commodity back, which is time. Absolutely. And I think at the end of the day,
• 36:12
  that's what we're all looking for is just some more time. Absolutely. Good stuff. So if people want
• 36:17
  to learn more about whiteboard, what do you suggest? Where should they go?
• 36:20
  All right. So what you'll want to do is you'll want to go to whiteboardmorgage.com. You'll see
• 36:26
  our website there. At the bottom, you'll be able to sign up for a free demo. If you're so inclined,
• 36:33
  there's a little form that you'll be able to fill out. And you'll also be able to get a call
• 36:38
  from one of our fantastic salespeople to really talk about not just whiteboard in general,
• 36:43
  but let's talk about how whiteboard can help you specifically help your business specifically.
• 36:49
  Because we come out of the box ready to go, but we're also ready to help you in whatever way you
• 36:54
  need as well. Absolutely. And to point out in case you guys haven't noticed already, it is the
• 37:00
  mortgage CRM built exclusively for mortgage professionals. So it's not like it's a snap on on
• 37:05
  top of the existing platform. It is built from the ground up for us. Absolutely. 100% to help
• 37:12
  loan officers close more loans. Absolutely. So I think it's definitely worth you guys checking
• 37:17
  it out, which is why I brought it to your attention here today. And if you want to get more info,
• 37:21
  if you want to take a look at the dashboard at some of those call prompts, I've seen them by the way.
• 37:25
  What the what the scripts look like when you're in the dashboard and you're going to dial a,
• 37:29
  you know, a past client or somebody who's, you know, lead or whatever and the script pops up. Man,
• 37:33
  that makes your life really simple, including the ability to manage your daily tasks and schedule
• 37:38
  your priorities, all of course, what you would expect reports and analytics. You want to run a list
• 37:43
  of people who, you know, I've got a five five and a quarter rate in your past database, etc,
• 37:49
  etc. Plus I know the onboarding and training is great at whiteboard. So yeah, I encourage you
• 37:55
  guys to check them out. So once again, that's what what's the address? whiteboard mortgage.com.
• 38:01
  All right. So hey listeners, thank you for tuning in to this episode. Hope you got a lot of value
• 38:07
  out it and I look forward to seeing you on the next one. Bye for now.
• 38:38
  Hey guys, what's up real quick? You've heard about the mortgage marketing pro membership before
• 38:42
  and you just want to quickly remind you if that you're in a place in your business where you simply
• 38:46
  need more purchased loans. You need to fill your pipeline with purchase business. Let's just face it,
• 38:51
  agents are still a solid pillar of business and sources of purchase business for you. Well, good
• 38:56
  news. Our mortgage marketing pro membership helps loan officers like you close more loans without
• 39:01
  the hassle of chasing agents or cold calling. Done for you agent classes, expert training videos,
• 39:07
  a marketing automation platform that automates the entire process for you, everything you need
• 39:12
  to build your personal brand in your local market, attract and convert agents into referral partners.
• 39:18
  Plus done for you proven marketing materials and plug and play content to make promoting your class,
• 39:24
  getting agents butts and seeds, partnering with affiliates, real easy, but that's not all. You'll
• 39:30
  also get access to our weekly mastermind calls with top LOs, authors, speakers and coaches to learn
• 39:37
  the best strategies to grow your business right now in today's market. And as an extra bonus for
• 39:42
  limited time for all new members, you'll get access to a database of 200 agents in your local market
• 39:49
  that have closed anywhere to from eight to 50 transactions in the last 12 months. And we'll provide
• 39:55
  that list uploaded into our platform for you so you can get off to a fast start in reaching
• 40:00
  actually productive agents. So what are you waiting for? You can check out more at mortgagemarketing.pro,
• 40:06
  see more of the success stories there. And if you feel compelled to do so, book a call,
• 40:11
  we'll have a chat. We'll see if it's a fit. Don't miss out on this opportunity to take your
• 40:14
  mortgage business to the next level right now. Head over to mortgagemarketing.pro.