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Let Your Clients Verify Employment, Income and Assets · Mortgage Marketing Radio

• 0:00
  Hey, what's up listeners, Jeff Zimfer. Welcome to another episode of the Mortgage Marketing
• 0:08
  Radio podcast. So thrilled you are tuning in today. As we wind down the year, it is December
• 0:15
  19th when I'm recording this introduction. And before we get into this week's special
• 0:19
  guest and episode, I wanted to kind of do a quick recap, you know, kind of like a speed
• 0:26
  recap of some of the most successful stories, testimonials, results that mortgage professionals
• 0:36
  around the country. I've been privileged to to be a part of their journey over this past
• 0:40
  year and help, you know, I'll come along side them, if you will, as I guess I'll take
• 0:47
  the role and I, you know, take it humbly, but proudly the role of coach and mentor and
• 0:54
  guide, if you will, I think it's probably the one I associate with, you know, guide somebody
• 0:59
  who helps show you the way you already have within you the capabilities. And sometimes
• 1:06
  we just need some direction and focus and a path laid out forward and someone to put
• 1:11
  a light to our feet to help us light the way. And if if that's what I'm doing for the
• 1:17
  members of our major classes, community, then I'm fulfilled. And that helps me accomplish
• 1:25
  my mission and purpose on this planet. And so for that, if you are listening and you
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  are one of those major class members, I appreciate you. Thank you. So without further
• 1:33
  ado, a quick shout out to some of the success stories that we've collected over this past
• 1:37
  year. I'm just going to briefly read a few of these. I can see Janelle here, 30 attendees
• 1:44
  for the Reels for real estate class, so many producers in the room. I can go on to share with
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  you another one, Mitch presented his class how to get more listings and low inventory market
• 1:56
  to an entire brokerage. And he's been asked to return to that brokerage every single month.
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  At the end of his class, he came back to his office with six emails asking Mitch about working
• 2:10
  together. Here's Carrie. She did attracting the next generation of home buyers,
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  she had 16 people registered for her class, 10 who showed up six who scheduled appointments,
• 2:21
  immediately in the class using the QR code that we provide to make it easy for you to capture
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  the energy in the room and convert those attendees to conversations. Here's Travis just had 30
• 2:36
  agents attend his chat GPT class, got four messages from agents who weren't there after her
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  I was posted the video of his class to social media to create even more awareness the agents were
• 2:49
  upset that they missed us missed the class and Travis had two new referrals immediately after the class.
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  Here's Tiffany. She recently presented our class master the market. It was voted the best class
• 3:02
  to date by the agents who've attended her classes. And she actually had a broker co-present and co-host
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  the class with her, which helped her drive attendance and engagement and then leveled up her brand
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  credibility bonus. She gained two new realtor relationships who came up to her after the class and
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  said they want to start sending her business doesn't get any easier than that does it.
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  Here's a great story from Eric. Eric also hosted our chat GPT class for a team of agents.
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  Now get this the team of agents reach out to him after seeing Eric post on social media some photos
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  and videos and stuff from his chat GPT class that he hosted the previous month and the team of
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  agents reaches out and says Eric would you come and teach our team about how to use chat GPT?
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  Of course he says yes. After he's finished one of the agents from that team shared how she just
• 4:00
  had her best month ever with over six million in sales and that she's looking forward to working
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  with Eric in the future. As Eric says this beats open house visits and cold calling boy it sure does.
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  Here's another one from Carmella. What's up Carmella? A few weeks ago she was sharing
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  wins of the week and our weekly mastermind and coaching call that we do with our members of the
• 4:22
  managing class community and what Carmella shared was that she had so far for the month scheduled
• 4:29
  eight appointments and she was also going through her closed loans which had so far made her over
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  $45,000 in commissions and she still has a by the way at the time that she shared this this was
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  a few months ago as I said I'm doing updates from the year so this is actually to be clear back in
• 4:47
  August and so that was a number back in August. Carmella had already earned 45,000 in commissions just
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  from new relative relationships who have attended her classes. I'd like to check in with her since
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  August and see how that number has grown. Here's Lisa who did a class with Remax and she wanted to
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  point out for us when she shared her win of the week that a lot of times we think that these top
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  producing agents have their your their lender team already in place and sometimes they do but often
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  those relationships are in flux especially in this market and so Lisa hosted this class at Remax
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  and she wanted to say that the you may think that a top producer has the perfect team turns out
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  you never know till you ask this top producer is committed to making us their number one go to
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  mortgage lender because of the value they got from the class and here's the last one I'll share
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  with you just for sake of time even though there's lots more to share these success stories this
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  is throughout the past year here 2023 this up from Nick Nick says he got his two his first two
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  referrals from a whale that he was chasing right one of them was a $700,000 loan and this same
• 5:56
  agent is introducing Nick to the broker owner to teach classes to the brokerage and help them with
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  recruiting retention and revenue smart play their Nick well done. So you've heard success stories
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  you've been hearing them all year that was just a brief summary of some that we've collected
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  over this past year my question to you is do you want any of those types of results for yourself
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  if you're willing to be coachable if you're willing to get a little bit outside of your comfort
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  zone follow a proven process right attend our weekly coaching and mastermind calls and plug into
• 6:32
  our system which is about leading with education going from solicitor and vendor to partner in peer
• 6:39
  by leading with content and classes in person or virtual to help you build your platform and your
• 6:45
  personal brand in your local market or outside of that market so that you attract instead of chase
• 6:51
  so that you increase your conversions get more conversations that gets more referrals what are you
• 6:58
  waiting for go to mortgage marketing dot pro book a call with me and you and I will have just a
• 7:05
  candid open conversation to learn more about your business learn about what we do and we'll see
• 7:10
  if there's a fit together if you're right for our community and that's it go to mortgage marketing dot
• 7:15
  pro all right this week my special guest is a longtime friend of mine Richard griser Richard is an
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  executive at a company called truve truv.com and hey guys you know what's interesting I had a
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  conversation with Richard and I think you're going to find that kind of interesting and engaging
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  and look when you are originating alone right you have to verify employment correct
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  you have to verify income correct and what is the solution or the product or the platform that
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  most of you have been using out there huh what is it a lot of you are using the work number aren't
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  course that's provided by one of the credit bureaus equifax and there's some issues that come
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  with that out of the gate when you consider what's happening with right data trigger leads so on
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  and so forth but did you know there's another option for you yeah there's another option it's
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  called truve truv.com it's unlocking the power right to verify income employment assets insurance
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  etc and I think you'll hear what Richard has to say about making a case for considering an
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  alternative to the work number number one from a pure standpoint of cost savings who doesn't
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  want to pass on significant savings to their clients and who doesn't want to save time truve
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  of course is a you know kind of a forward thinking modern technology company that helps remove
• 8:49
  the manual processes involved in verifying right income employment assets etc and they have a
• 8:56
  pretty cool permission based data platform does a lot of the heavy lifting for you does it at a
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  lesser cost than the work number and makes you look like a superstar in here out of past those
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  savings and efficiencies on to your clients so I think you know just listen to this conversation
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  from the standpoint of is this a potential solution for you to help you deliver a better experience
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  for your clients and for your referral partners because once again who doesn't want to lower cost
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  and speed up the verification process and providing right a more seamless transaction for all
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  parties involved and you know mortgage financing so if you want to check out more the links will be
• 9:37
  in the show notes at truv.com truve go check it out there's some good stuff on there for you to
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  learn from and or reach out to Richard directly we'll put a link to his linked in profile in the show
• 9:48
  notes and without further ado let's get into this week's show Richard welcome to the show
• 9:54
  well thank you so much Jeff glad to be here good to have you man I know we've been kind of friends
• 9:59
  remotely for quite a period of time and I think this conversation today will be very insightful
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  and hopefully inspiring as well for the listeners so before we get into it why don't you just
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  share with listeners who are you what do you do so many my name is Richard Greaser and I'm running
• 10:15
  marketing at a company called truve truve truve just in a nutshell is in the income asset
• 10:22
  employment verification space you can check us out at truve.com and I've been in mortgage tech
• 10:28
  for a while I was at trust engine before and sales boom ring and mortgage coach and so yeah so
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  glad to be here glad to talk about you know what we're doing I think it's really important for
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  both lenders and borrowers okay and let's do this by the way you were educating me the last time we
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  talked on this whole you know space if you will and the current solution or option or lack thereof
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  options for originators regarding verification of employment like it's been up till truve it's been
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  quite limited is that correct very limited yeah I mean basically the de facto is the work number
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  you know the work number Heather GSC certification and a lot of folks most lenders know the work
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  number very well and I think they were happy with it you know 10 20 years ago for a long time and I
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  think the trouble that they've run into is that they've been steadily increasing in in price and
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  I think the industry and the game has just changed at this point and so it's really created a nice
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  it's just a nice time for companies with new technologies like truve to come in and and present
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  new solutions that can do even better for the borrower and the lenders so again I'm gonna
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  may sound like at the novice on this right not having you know originated alone for a minute but
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  this is the work number when you say that the listening audience should know what that is
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  I think the listening audience should know if you're a loan officer or if you're working in corporate
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  maybe you're on the marketing side you don't know so look I'll tell you what it is
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  when you do an application you typically have to verify your income it's funny we're in this
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  industry of trust but we don't trust the borrowers right borrowers are like hey I make this much money
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  and it's like yeah sure you do let's take a look at the w2s shall we yeah and so you know that's
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  that's how it works and the way the work number works it's a it's a company that was bought by
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  Equifax and what the work number does is on the back end they're essentially selling back to the
• 12:35
  consumer their own data and so the work number is getting their data from ADP and you know the
• 12:42
  consumers essentially paying for it twice with ADP and the work number and so you know we're doing
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  a whole different model and we're actually taking the consumer it's called a consumer permission
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  platform and essentially the consumer just logs into their payroll provider we've integrated
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  with all of the different payroll providers the technology is just fantastic I mean we designed
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  under like kind of Apple guidelines so if you like Apple products and you like how slick the
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  Apple products are that's the consumer interface it's a really slick product verification super
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  fast and we've integrated with 92% of payroll providers it's the highest coverage that's out there
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  we convert just as well as the work number does and so at the end of the day the consumer can
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  log in once to their payroll provider at you know the application process
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  truth pulls all of the information needed for the loan all the W2s all of that kind of stuff
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  and the consumer doesn't have to log in again when it comes time for 10 days before close which
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  is typically the model and to give you just an understanding and I think most people should
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  understand why it's a big deal right now the work number has been raising their prices year over
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  year for a while now and I don't mean by a little bit I mean like 30% you know over a couple
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  years is a big deal so you know on average bar application usually there's I think it's 1.85
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  bar wars meaning on average there's like one bar war plus a spouse who are involved in the mortgage
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  application you know you've got 55 bucks to a hundred bucks depending on what tier you're falling
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  in with the work number on just one verification for one person and then you got to do it twice
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  because you're doing it again when you're close to closing so that's getting you up to like a
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  hundred or 150 bucks and then you've got a spouse they've got to do it too so you're looking at like
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  two to four hundred dollars in in verification costs per file and then there's a lot of money
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  some lenders pass it on to the borrower some lenders eat that cost if the lenders eating that cost
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  at the end of the day that's their cost of origination going up look in this market there's not
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  that many loans out there read interest rates are high bar wars are laser focused on line items
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  on lender cost line items and you know a lot of lenders are being shopped and compared to others
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  and so this is a really good opportunity to get in front of get it get it get in front and be
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  innovative because at the end of the day most lenders care and loan officers care because it's
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  saving 60 80% against the work number but then the next question is like well does it work as
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  well as the work number doesn't and that answers yes is conversion is is good or higher
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  well that's what i want to ask you about describe the difference of user experience
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  because to recap what you said with truth you know i'm getting a loan buying a house or whatever
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  and i can log into my existing payroll platform adp whatever that is and you know do the thing how
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  does that compare to the traditional method they've been doing yeah i mean consumers have made it
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  clear they're not happy with the idea of employers and payroll providers selling their private
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  data especially when it's sold back to them well so now you know what happened i just remembered
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  the the i remember back in the day right so you got to get that you're calling somebody if i'm
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  correct the work number they call to get that verification right that is what is usually a waterfall
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  lenders have like a waterfall at the top it's just data that's being passed uh and there's
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  right now now it's okay it's okay i think that you're you're talking to probably an audience that
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  has a very similar experience with that that you've had and so at the top of the waterfall is just
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  data like does is this consumer in in our data set um and then i think after that um that's like
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  you know i don't know what the percentage conversion is it's something like 30 35 percent then after
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  that it's the waterfall is to then actually call the employer an HR department and try and verify
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  and so by conversion just not to interrupt but by conversion what you mean is the borrower
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  complies or there's success of that action step yeah exactly right like the person you were able
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  to verify the income they asked that's the appointment yeah exactly all right um okay so what we're
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  saying is we're we're basically putting that back into the users clients borrowers hands
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  absolutely right and this is the direction that um a lot of the industry is going and
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  is going to be in the future i mean all banking is hitting this way consumers aren't okay
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  with their data being sold especially when it's sold back to them that's like a totally
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  unnecessary cost the the reason we're able to be so much cheaper than the work number
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  is all we're doing is building a bridge to their own payroll provider that they have access to
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  and we can pull it directly into you know the loan operation system or the
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  POS the loan operation system the LOS or the POS we can our integrations are fairly seamless so
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  that you know i mean i think the lenders that we're working on is absolutely love what we're doing
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  so you you think in the spirit of privacy that this is something you would be supporting
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  encouraging lenders promoting you know that hey we're we're not selling your data or what would
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  be the positioning around that do you think yeah i mean i think increasingly that's where it's
• 18:04
  going to get to for sure but i think right now let's be honest it's dollars and cents that are
• 18:09
  on most lenders minds and then the one thing that gets everybody's attention right away is oh my
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  gosh i can save 60 to 80 percent on my verification cost that immediately gets a conversation going
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  and so it's a really good time as an aside just to be at the company because i think that's
• 18:25
  probably one of the only things that you can sell to most lenders and lenders and loan officers is
• 18:31
  cost savings right like hey i can save you a ton of money because there's not a ton of loans
• 18:36
  loans going on right now in the market so i would i would say it would be nice to have
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  you know the consumer permission the consumers owning their data and doing right by the consumer
• 18:46
  as the number one motivation but i would say that's more secondary or tertiary in terms of a lenders
• 18:51
  typical motivation right now it's just the martian nature of the market but with ccpa and where
• 18:55
  things are going it's definitely going to become front and center uh in a very short amount of time
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  okay um very interesting so i'm an individual loan officer and i'm hearing this and what i'm
• 19:07
  hearing so far is you know i can reduce the the costs of the loan either to you know my shop
• 19:14
  right um and or depending on how the how the company structures that some people are passing
• 19:19
  that on so what do you what what are the key points you would want a loan officer individual
• 19:23
  carrier not up you know executive at a company per se yet we can we cover that if you want but um
• 19:29
  what would you want to make sure that they uh hear from this conversation that was directly
• 19:34
  applicable to them well i think i'm going to give uh two perspectives on the business perspective
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  you as a loan officer running your own business or branch and then the lending company if you're
• 19:43
  an executive a lending company running your lending organization there's just a business
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  and the business perspective is sixty to eighty percent savings right that's just some it speaks to
• 19:53
  you right now the average i and b i just read from nba for q3 they published their underwater about
• 19:59
  five hundred bucks per loan so just think about that for a second we're talking about a reducing a
• 20:03
  two hundred dollar line item per loan by like eighty percent right so you're a lot a lot less
• 20:10
  underwater already right twenty twenty five percent less underwater just in the savings uh that you
• 20:15
  could be with by getting our true of it to do the verifications and the product works just as well
• 20:20
  so that's on the business side so let's talk about the consumer side ice mortgage technology
• 20:25
  company uh they just um released a twenty twenty three bar of insight survey survey and they said
• 20:31
  that two thirds this is twenty twenty three right not old data there uh and by the way ice is a huge
• 20:36
  market share so uh they revealed that two thirds sixty seven percent of um borrowers that were
• 20:43
  interviewed said saving money was one of their top three concerns for financing a mortgage
• 20:48
  and more than half cited how lender fees like fifty six fifty six percent of these respondents
• 20:55
  cited how lend uh lender fees or were what would make them make a decision on their next month
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  so it's not just it's not just for the company to be more efficient and and operate on lower
• 21:06
  costs it's also the borrowers care about it too sure um what about the aspect of
• 21:14
  closing time right or process to your point earlier we're talking about the differences of the
• 21:20
  true right employment verification versus the more traditional manual process things like that like
• 21:26
  how often is the traditional method of verification slowing down the loan yeah that's an interesting
• 21:33
  question i don't have exact data on how how long the that that i can't i can't answer that perfectly
• 21:39
  what i can say is this we just did a webinar with a client who said that on average a true
• 21:45
  of his improving uh there's no shortening their loan cycle time by like one to three days and
• 21:51
  that's all uh that is a lot of money in terms of cost to the lender and it also makes a big difference
• 21:56
  to the bar because at the end of the day a borrowers sitting around for 30 days i think the average
• 22:01
  actually is like 45 days uh in in terms of how long it takes to close how long the actual
• 22:07
  limb origination process takes the bar was just sitting around with anxious waiting that entire time
• 22:13
  if you can the more that you can shorten that time that's what the the the the the bar really cares
• 22:19
  about right like take that anxiety away from me and so um our our customer that we just did uh
• 22:25
  webinar it's no secret it was with revolution mortgage feme is uh just awesome he's their um
• 22:30
  EVP of operations and um he was talking about how you know their estimate is that truths can save
• 22:36
  uh $20,000 a month a month uh took in in in costs and it's getting it's getting uh the great document
• 22:45
  the actual data and that the um that is needed to actually close the loan up front when the when
• 22:51
  the borrower verifies a lot of people a lot of lenders out there right now you know what they're doing
• 22:56
  they are skipping because of the work number they are skipping uh verification steps so sometimes
• 23:02
  you know what i was saying is that you know an application you do the verification and then you do it
• 23:06
  again uh when you get close to uh ten days out to close there's a reason for that right regulation
• 23:11
  and stuff like that but but you can do little hacks to try and remove one of those verification steps
• 23:17
  and that's what a lot of lenders are having to do it's not what they want to do it's what they're
• 23:21
  having to do to try and save costs off their bill and with truth they're actually able to go back
• 23:27
  and re-verify stuff that's in their pipeline because they're like hey i can afford to do this again
• 23:33
  what's the user experience for the mortgage originator what how do they you know initiate this process
• 23:42
  on behalf of a client like what does that look like you know loan app process all that stuff
• 23:45
  yeah the integrations are pretty awesome they have a really good simple nexus integration
• 23:49
  if you like it with your POS we have this is one of them we have a really good integration
• 23:54
  with uh encompass um so it depends i think excuse me on the um the uh loan officer or the lender
• 24:01
  it depends on how you like to do it uh your your your your process but it's push button get verification
• 24:06
  you basically push button it sends out the verification it's a link you can put it out in the email
• 24:11
  if you want to um or it can go you know directly from your uh LOS or from your uh POS it's very seamless
• 24:19
  with the POS it's actually embedded in knife ring okay who then is your target person so so
• 24:27
  whoever's listening to this right now right we've got the individual producer we maybe a branch
• 24:31
  manager maybe there's a regional or an executive or something but who uh of those people in my
• 24:37
  potential audience right are the ideal people to have a conversation with about truth well next week
• 24:45
  if you're an individual loan officer we are launching our individual seat option where you can do
• 24:51
  one-off verifications wow and that's a really big deal i think for a lot of people who are in the
• 24:57
  business for themselves or for even small shops and then we have of course lender enterprise packages
• 25:04
  so if you're i think you know very simple if you're doing you know 500 to a thousand loans per year
• 25:09
  reach out to us we'll have a conversation on the enterprise level if if you're a single
• 25:14
  L.O. broker you can um you can go and and do it verifications one-off you just pay for them
• 25:20
  uh oh by the time this goes live then then that will be available 100% correct
• 25:25
  all right we're going to put a link in the show notes obviously truth truve truve.com that's
• 25:29
  probably where they go for those that are listening i want to learn more about this
• 25:33
  yep absolutely right truve.com or you can reach out to me on LinkedIn Richard Greaser uh you
• 25:38
  want to have a conversation i love having conversations with loan officers with lending executives
• 25:43
  reach out to me let's just chat yeah no this is very cool and i think um i'm glad you reached out as
• 25:49
  well because to your point you know a monopoly uh in the industry for too long raising prices
• 25:58
  not the best ideal user experience for either the originator or the client for the reasons we
• 26:04
  mentioned so disruption man it's happening it's happening yeah exactly and you know it's funny
• 26:10
  these opportunities are created by success a very successful player will just be super successful
• 26:15
  and you know just be doing what they probably should be doing with their product and it creates
• 26:19
  opportunities for incumbents to come in and create an awesome product and essentially uh provide
• 26:24
  a better service so you know it's not just it's it's i'll just i'll all end on one anecdote i have a
• 26:30
  friend who works for um SAP and they he owns like though he works in the corporate uh section and
• 26:37
  owns the travel application so like being corporate think Coca-Cola when they want to have their
• 26:41
  executives travel they booked their travel through this SAP app and uh i hope he doesn't hear this
• 26:48
  but anyways uh you know they have tont they are now under assault from incumbents i mean they are
• 26:54
  the dominant market leader with these big enterprises but they're getting we use a company called
• 26:59
  nivan and nivan is really cool it's like this uh startup where you can book train you can book
• 27:04
  flights you can book all this stuff and they try and get you the most competitive airfares and they
• 27:08
  leverage of course the business side to get you better deals then you probably can get on your own
• 27:13
  and so these competitors are coming in and my friend who works at this big company is sitting here
• 27:17
  watching these competitors he knows exactly what they need to do to change their business and compete
• 27:22
  and the company's not willing to make that change because it's essentially a cash cow they don't
• 27:26
  need to uh you know they they know the cash flow and how it's going to work out for them
• 27:31
  but it you know that plan works until it doesn't you know and there is that tipping point where
• 27:36
  suddenly you realize oh man we just lost 20% market share in a quarter or two quarters and that's
• 27:42
  usually when things change uh at these companies so yeah yeah for sure well this has been really
• 27:47
  cool man i'm glad we could have this conversation and bring some attention to the listeners so
• 27:51
  hey if you are an individual allow you heard it like by the time you're hearing this you can go to
• 27:56
  truv.ru.com and learn more about incorporating this into your process save your clients some
• 28:02
  money save you some money right um and and have a better user experience for everybody to
• 28:07
  evolve so uh can't say thank you enough once again for bringing value Richard yeah for the man
• 28:14
  I love I love talking to you uh it's my pleasure so listeners you know what to do you heard the uh
• 28:19
  link in the show notes all that if you like this episode hey leave us a review share it with
• 28:22
  somebody you think might find it useful if you're listening right now and you're like hey this
• 28:26
  person in my company should hear this please share it with them uh and or at least the uh you
• 28:31
  know the links to truth so appreciate you tuning in we'll see you on the next one bye for now
• 28:36
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