Latest / Mortgage Marketing Radio / How to Find Financial Advisors in Your Area with Geoff Zimpfer

Transcript

How to Find Financial Advisors in Your Area with Geoff Zimpfer · 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.
• 0:58
  Visit LOKestudy.com and download your free copy today.
• 1:23
  Hey, it's Jeff Clause here, Santa Clause.
• 1:26
  Get into my intro.
• 1:29
  Yeah, hey, pardon me, I'm just getting into my little intro riff there.
• 1:41
  Dig that guitar riff.
• 1:42
  I think I'm going to have to learn that as I'm struggling learning guitar player.
• 1:46
  Anyway, hey, coming to you for another episode, just me, just me.
• 1:50
  Yes, that's it.
• 1:51
  Only me.
• 1:54
  Hope you don't mind.
• 1:55
  Anyway, so here's what I want to do.
• 1:56
  First of all, foremost, how do you reach me?
• 1:59
  How do you connect with me?
• 2:00
  A couple of ways.
• 2:01
  Number one, join the Facebook group, Jess for podcast listeners.
• 2:05
  You go to Facebook, you have to type in the search bar, mortgage marketing radio.
• 2:08
  Answer a couple of questions and you're let in, assuming you actually answer the questions
• 2:12
  and answer them correctly, that you are a mortgage professional.
• 2:16
  So do that and you'll get access to more good stuff.
• 2:20
  Downloads, checklists, we're going live, things like that.
• 2:23
  And then secondly, if you do want to email me at any point, you want to talk, you got some
• 2:27
  ideas, content suggestions, whatever, you can email me podcast at mortgage marketing radio.com.
• 2:33
  And I want to give a quick shout out.
• 2:35
  People, it's like I take them up on emailing me and very few people do, but I want to give
• 2:39
  a quick shout out to Mr. Nathan Willer.
• 2:43
  Nathan Willer.
• 2:46
  Nathan Willer.
• 2:47
  Yeah.
• 2:48
  The crowd war is on for Nathan, Nathan with TCF Bank out of Jamestown, North Dakota.
• 2:56
  Hey folks, we are reaching the big cities, all cities in between, even internationally.
• 3:01
  So Nathan sent me an email, thank you for the kind of words Nathan and because of his
• 3:07
  graciousness and his willingness to take action, Nathan's got a little time on the call
• 3:12
  with me.
• 3:14
  So I'm looking forward to that, Nathan, appreciate that.
• 3:16
  So you guys can do the same podcast at mortgage marketing radio.com, email me comments, thoughts,
• 3:20
  suggestions.
• 3:21
  If you think I need a haircut or any to shave, if you tell me what it ever is, I don't
• 3:25
  know.
• 3:26
  Okay.
• 3:27
  Thank you very much.
• 3:28
  Timing a little better.
• 3:29
  Actually, I'm on it.
• 3:30
  All right.
• 3:31
  Today, here's what we're going to do.
• 3:32
  Mix it up a little bit.
• 3:33
  Tell you a true life story, real life story from a coaching call I had just yesterday.
• 3:38
  Here's the deal.
• 3:39
  Talking to the loan officer.
• 3:40
  We're talking about plans for 2021.
• 3:41
  What do you want your focus to be?
• 3:42
  What do you want to do differently?
• 3:43
  Right.
• 3:44
  What are you thinking about?
• 3:45
  And one of the things that came up is, hey, I want to diversify by referral partners
• 3:50
  a bit.
• 3:51
  I'm still, right, leaning in with real estate agents.
• 3:53
  Yes, for sure.
• 3:54
  Doing past client database, a little bit of consumer direct, but this loan officer Mary
• 3:59
  said, you know what?
• 4:00
  She wanted to start to add a few financial advisors to her mix of referral partners.
• 4:05
  So we talked through a few different ways to do that, which is, of course, one of those
• 4:09
  ways to do that is when you're taking an application, you know, and you see that these people
• 4:14
  are of some financial wear with all, right?
• 4:17
  What I mean by that is, you know, they don't have like $2,000 in the bank, whatever, and
• 4:21
  might not have the need or might not be the right appropriate person that has a financial
• 4:25
  advisor in their life, yet, although they could be.
• 4:28
  But my point is, this is when you think it's appropriate, ask the question, right?
• 4:32
  Hey, do you have a financial advisor, a CFP, a tax planner?
• 4:35
  Great.
• 4:36
  Would you mind if I made an introduction or made a call to them on your behalf, letting
• 4:39
  them know that we're actually structuring this, in this case, refinance or purchase, and
• 4:44
  I just wanted to make sure that we're all on the same page and bring your financial team
• 4:48
  into the loop.
• 4:49
  So that's a tried and true classic way that people have been getting themselves, you know,
• 4:52
  introduced to financial advisors on behalf of clients in the past.
• 4:56
  It works.
• 4:57
  And that's great.
• 4:58
  So if you're not doing that, you want to go after financial advisors, CFPs, whatever, consider
• 5:02
  that as an option.
• 5:03
  I know I did a really high level overview on that, but if you want to go deeper, hey, let
• 5:07
  me know, jump in the Facebook group and let us know.
• 5:10
  So the other approach though is this, I started thinking to myself, how would I create awareness
• 5:15
  for me as a loan officer?
• 5:16
  What did I do, actually, when I was originating that to gain exposure in the financial planning
• 5:20
  community?
• 5:21
  And lo and behold, one of the things I did was I researched.
• 5:26
  I got online and I decided to find out how I could finance financial advisors.
• 5:31
  And wouldn't you know that there's this organization called the financial planning association?
• 5:37
  That's right.
• 5:38
  They have how many chapters, 86 chapters around the country.
• 5:42
  So they're not like huge, right?
• 5:43
  They're similar to perhaps mortgage banking association, whatever, but it's an association
• 5:48
  of financial professionals, committed pranat practitioners who want to master the practice
• 5:52
  of financial planning and help shape the future of the profession.
• 5:56
  That's a good quality group of professionals there, you know what I mean?
• 5:58
  They hold themselves to high standards.
• 6:01
  So it's all about learning, leading, connecting, right?
• 6:03
  They've got local educational opportunities, meetings, they have events, they've got sponsors,
• 6:08
  conferences.
• 6:09
  I mean, you name it, right?
• 6:11
  And of course, local chapters, like I said.
• 6:12
  So I'm on the coaching call this week with Mary, again, just two days ago.
• 6:19
  And I say, well, let's do this.
• 6:21
  Let's look up and see if there's a local chapter in your area.
• 6:26
  So what here's what we do, we go to the financial planning association.org site.
• 6:35
  That's financial planning association.org.
• 6:37
  And I go to chapters, FPA chapters, 86 local chapters, and I click on the host meetings
• 6:43
  and events and other ways to connect throughout the year.
• 6:45
  And I've already been on another website in the past and I see that they've got some
• 6:48
  lenders involved, right?
• 6:50
  So now here I am, by the way, I'm on the website and I'm looking at the country and I decide
• 6:55
  to type in the state.
• 6:56
  So I'm going to filter by state and I'm going to do California, because that's where Mary
• 6:59
  is.
• 7:00
  And California's got a few different locations, let's see.
• 7:05
  I want the Newport Beach location.
• 7:06
  So there's a search.
• 7:07
  I type in California, it brings up a map with all the pins on the map and I click on Newport
• 7:13
  Beach and lo and behold, it tells me who the chapter contact is.
• 7:18
  This is the chapter executive.
• 7:20
  Her name is Carol.
• 7:22
  There's an email there for her.
• 7:23
  There's also a couple of different phone numbers.
• 7:27
  And so follow me here.
• 7:29
  What I do is I say, so let's get Carol's name, right?
• 7:33
  So I'm going to cut and paste Carol's name and I'm going to go to what is the online
• 7:39
  networking site, right, where professionals network, you guys know what it is, it's LinkedIn.
• 7:46
  So I'm going to take Carol's name, I'm going to go to LinkedIn, LinkedIn.
• 7:50
  I'm going to paste her name in there and I'm going to see what comes up for Carol.
• 7:57
  And all of a sudden I can see, okay, right, I'm doing my intel, doing some research and
• 8:00
  see Carol.
• 8:01
  So there she is.
• 8:02
  Oh, by the way, there's two mutual connections.
• 8:03
  And get this.
• 8:04
  One of the mutual connections that Carol and I have happens to be the loan officer that
• 8:09
  I'm on the call with that I'm doing the coaching way.
• 8:12
  Interesting.
• 8:13
  Okay.
• 8:14
  So hang with me.
• 8:15
  I'm going to look at her experience.
• 8:17
  She's been an executive director at the chapter in California and Orange County for 10 years,
• 8:26
  10 years.
• 8:27
  Pretty well established.
• 8:31
  By the way, there's 3,000 members in state of California itself.
• 8:35
  Hmm.
• 8:36
  Interesting.
• 8:37
  So I scroll down further and further and then I take a look at education.
• 8:40
  Now, here's how I use LinkedIn.
• 8:42
  What I'm looking for is for points of commonality, points of connection or just interests that
• 8:47
  we might have similar or that I might find interesting or that I would think that the
• 8:51
  person I'm researching might be passionate about.
• 8:53
  I can see she's a graduate of the University of Colorado at Boulder.
• 8:57
  You might have gone there.
• 8:58
  You might know people have gone there.
• 8:59
  You might have been there.
• 9:01
  You know, I don't know.
• 9:02
  But what I honed in on was this, her volunteer experience.
• 9:06
  There's typically what people volunteer for it, right, it matters to them.
• 9:10
  It's important, right?
• 9:12
  And especially if you're going to show it on your LinkedIn profile.
• 9:14
  So she was a marriage mentor for 8 years at a place called the Crossline Church in Irvine.
• 9:22
  And as I'm sharing that with Mary, my loan officer, and I'm, by the way, doing this for
• 9:26
  the loan officer, right?
• 9:29
  She goes, wait a minute.
• 9:30
  What's her name again?
• 9:31
  No.
• 9:32
  Carol.
• 9:33
  And she did what?
• 9:34
  Oh, she was a marriage mentor at the church.
• 9:36
  All of a sudden, here's what's mind-blowing about this to me is the loan officer knows
• 9:42
  Carol.
• 9:43
  Yeah.
• 9:46
  And is already connected to her on LinkedIn.
• 9:48
  And like knows Carol well enough to say, hey, Carol, this is what I would recommend to
• 9:54
  the loan officer.
• 9:55
  This is what I did.
• 9:56
  I said, Mary, here's what you do from here on out.
• 9:58
  You call Carol up.
• 10:00
  Now this is, yeah, I'll give you two examples of this.
• 10:02
  One because Mary already knows Carol personally.
• 10:05
  Call her up.
• 10:06
  Mary at XYZ Mortgage.
• 10:09
  I was just doing some planning for 2021 and I wanted to expand my network of financial
• 10:13
  advisors.
• 10:14
  And I got on LinkedIn and did some research.
• 10:15
  And what I realized was that you and I are connected.
• 10:19
  And you are the executive chair for the local organization of the FPA, the chapter.
• 10:24
  Yes, I am.
• 10:25
  Mary.
• 10:26
  Well, first of all, what would happen is some small talk, right?
• 10:28
  Hey, Carol, it's Mary.
• 10:30
  Remember you and I worked together at the such and such church, whatever, all that.
• 10:32
  Yeah, yeah.
• 10:33
  Hey, Carol, the reason why I'm calling is, right?
• 10:36
  And so here's a transitional phrase.
• 10:37
  Carol, I'm looking to expand my network of financial advisors.
• 10:42
  And I'm wondering, would you be able to help me out with any ideas or suggestions along
• 10:48
  those lines?
• 10:49
  What would you suggest?
• 10:50
  I was considering possibly joining the FPA, financial planning association.
• 10:56
  So guys, sometimes here's the lesson.
• 11:00
  Sometimes your acres of diamonds are right under your feet.
• 11:03
  If you old school peeps, you old school personal development people, you remember Earl
• 11:07
  Nightingale, right?
• 11:09
  You used to have this cassette tape series that was called your acres of diamonds.
• 11:12
  And literally, oftentimes, we don't realize that our greatest opportunities lie right beneath
• 11:17
  us, right in front of us.
• 11:18
  We just need to reach out and grab them.
• 11:21
  And so I wanted to share this with you.
• 11:22
  It was a little bit of something different on this session of the podcast, just me coming
• 11:27
  at you.
• 11:28
  And just to give you something to think about, if you're pursuing financial advisors, I
• 11:32
  think that website could be a great resource for you.
• 11:34
  Now, let me go back to the website and let's just say, okay, cool.
• 11:39
  I don't know, Carol, right?
• 11:40
  Let's just say I'm completely cold on this.
• 11:42
  Well, what would I do differently?
• 11:44
  I wouldn't do much differently, right?
• 11:46
  Let me just grab Arizona.
• 11:48
  Let's see.
• 11:49
  Yep.
• 11:50
  We've got a couple chapters in Arizona.
• 11:51
  I'm going to pull this up here.
• 11:53
  Okay.
• 11:54
  There's a couple there.
• 11:55
  There's the greater Phoenix one.
• 11:56
  If I click on that, I can see Melissa Kemp.
• 12:01
  She's there and there's her contact info and stuff like that.
• 12:03
  Now, I'm going to do the exact same thing.
• 12:05
  I'm going to grab Melissa's first and last name.
• 12:09
  I'm going to go to LinkedIn.
• 12:12
  I'm going to put her name in there and I'm going to hopefully find her.
• 12:21
  There's a lot of Melissa Kemp, so it's a very common name.
• 12:28
  Okay.
• 12:29
  So I found Melissa Kemp on LinkedIn.
• 12:33
  She is the executive director of the Financial Planning Association for Greater Phoenix and
• 12:40
  she, she too went to University of Colorado, Colorado Springs.
• 12:46
  What else do I see?
• 12:47
  Toastmasters, all that kind of stuff.
• 12:49
  Some other things.
• 12:50
  I'm looking for any mutual connections if I have any.
• 12:52
  I don't.
• 12:53
  But anyway, the point is this is here's how you can use LinkedIn.
• 12:56
  If you don't have a mutual connection.
• 12:58
  First of all, with LinkedIn, up at the top, there is opportunity to connect with somebody.
• 13:04
  Now, sometimes what people do on LinkedIn to minimize or prevent spam is you have to
• 13:11
  enter their email to connect.
• 13:13
  Now, let me try this.
• 13:15
  Let me see if I can use the email for the, her email that's from the FPA website.
• 13:19
  I bet you I can.
• 13:21
  Let me try to test right now live without a net.
• 13:24
  Okay.
• 13:25
  So she has to accept my request.
• 13:28
  Now, I don't find that that happens very often.
• 13:30
  So once again, here's the lesson.
• 13:33
  If you're looking to pursue some financial advisors, right, go where they are, right?
• 13:37
  And the good ones, right?
• 13:39
  I say that based on my knowledge of who's joining the FPA, right?
• 13:44
  It's similar to the MBA or whatnot.
• 13:46
  But you go to the Financial Planning Association.
• 13:48
  You type in your state.
• 13:49
  You find a local chapter.
• 13:50
  You find who's the chair of the chapter.
• 13:52
  And you go to LinkedIn, you see if you have any commonalities, connections, right?
• 13:56
  Things like that.
• 13:57
  And you make a connection.
• 13:58
  You reach out to this person.
• 13:59
  You don't just send it connect.
• 14:00
  You don't just hit that button connect.
• 14:02
  You hit add a personal note, okay?
• 14:05
  And then you add a little something in there that says, hey, Melissa, notice you were the,
• 14:10
  what is her title again, the executive director for the FPA greater Phoenix.
• 14:15
  Wanted to reach out because I've been considering joining the FPA as I want to expand my network
• 14:20
  of financial advisors in the greater Phoenix area.
• 14:24
  Would you be able to help me with appropriate next steps or any suggestions?
• 14:27
  Question mark.
• 14:28
  Sincerely Jeff Simper, ABC Mortgage, blah, blah, blah, blah.
• 14:32
  And that's what I would do, okay?
• 14:35
  Now again, there's only going to be this chapter director that you could possibly reach out
• 14:40
  to.
• 14:41
  But I'm just, I'm sharing this with you because you could do this with other influential
• 14:45
  people.
• 14:46
  You could do it with who?
• 14:47
  Have you closed alone with anybody who's an influential executive at a local company?
• 14:50
  A business leader, right?
• 14:51
  A volunteer leader or whatever.
• 14:53
  The point is is let's not forget the power of LinkedIn to connect with people and make
• 14:57
  connections.
• 14:59
  You could do the same thing with real estate agents quite honestly, after doing some research
• 15:03
  about them, their business, maybe didn't find any charities that are involved in, organizations,
• 15:09
  things that they're passionate about, and just do a similar approach, right?
• 15:12
  And just say, I'm looking to expand my network of real estate agents in the local area.
• 15:16
  I see you happen to be a graduate of University of Colorado.
• 15:18
  Hey, my uncle went there, or I see you're passionate about you're a, you're on the board
• 15:23
  of the no-kill dog shelter.
• 15:25
  You're on the board of the food bank, right?
• 15:29
  And always approach it from the standpoint of how do you add value?
• 15:31
  How do you contribute?
• 15:33
  So again, I just wanted this to be a quick, off-the-cuff, you know, quick tip Tuesday, if you
• 15:36
  will.
• 15:37
  I'm recording this on Tuesday.
• 15:39
  So that's what you're getting on this Tuesday.
• 15:43
  But hopefully that's helpful once again, if you are going after financial planning advisors,
• 15:47
  check the website.
• 15:48
  We'll put a links to the show notes, financial planning association.org, check it out.
• 15:52
  And lastly, if you are looking to grow your realtor referral business in a brand new purchase
• 15:58
  market in 2021, if you would like to get consistent, dependable, realtor referrals for purchase
• 16:06
  business without ever making a call call again, without chasing begging, and having realtors
• 16:11
  come into you, go to this website, mortgagemarketing.pro.
• 16:15
  And you'll see stories and examples of other loan officers who are leveraging an educational
• 16:19
  platform to attract agents in your local community, not chase, but attract, and allow you to
• 16:24
  choose who you work with, and create a stream of steady referrals.
• 16:28
  Like my friend Chris Cogel has done that, 102 loans this year so far, exclusively from
• 16:34
  agent classes, delivered over Zoom virtually, all done for you, turnkey, mortgagemarketing.pro.
• 16:40
  And that's it.
• 16:41
  So I appreciate you tuning in, and I hope you found this valuable.
• 16:45
  Feel free to reach out to me, and we'll see you on the next one.
• 16:48
  Bye for now.
• 16:49
  Hey guys, what's up real quick?
• 17:10
  You've heard about the mortgagemarketing pro membership before, and I just want to quickly
• 17:13
  remind you if that you're in a place in your business where you simply need more purchase
• 17:18
  loans.
• 17:19
  You need to fill your pipeline with purchase business.
• 17:21
  Let's just face it, agents are still a solid pillar of business and sources of purchase
• 17:25
  business for you.
• 17:27
  Well, good news.
• 17:28
  Our mortgage marketing pro membership helps loan officers like you close more loans without
• 17:32
  the hassle of chasing agents or cold calling done for you agent classes, expert training
• 17:37
  videos, a marketing automation platform that automates the entire process for you, everything
• 17:42
  you need to build your personal brand in your local market, attract and convert agents
• 17:47
  into referral partners.
• 17:49
  Plus, done for you proven marketing materials and plug and play content to make promoting
• 17:54
  your class, getting agents, butts and seeds, partnering with affiliates, real easy.
• 17:59
  But that's not all.
• 18:00
  You'll also get access to our weekly mastermind calls with top L.O.'s authors, speakers and
• 18:06
  coaches to learn the best strategies to grow your business right now in today's market.
• 18:12
  As an extra bonus for limited time, for all new members, you'll get access to a database
• 18:17
  of 200 agents in your local market that have closed anywhere from eight to 50 transactions
• 18:23
  in the last 12 months.
• 18:25
  And we'll provide that list uploaded into our platform for you so you can get off to
• 18:29
  a fast start in reaching actually productive agents.
• 18:33
  So what are you waiting for?
• 18:34
  You can check out more at mortgagemarketing.pro, see more of the success stories there.
• 18:39
  And if you feel compelled to do so, book a call, we'll have a chat, we'll see if it's
• 18:43
  a fit.
• 18:44
  Don't miss out on this opportunity to take your mortgage business to the next level right
• 18:47
  now.
• 18:48
  Head over to mortgagemarketing.pro.