Latest / Mortgage Marketing Radio / Lessons in Lead Generation and Marketing Automation

Transcript

Lessons in Lead Generation and Marketing Automation · Mortgage Marketing Radio

• 0:00
  Hey, listeners, how you doing? This is Jeff Zinford, your host of the mortgage marketing
• 0:08
  radio podcast. Thanks for tuning in. We're going to get to our content in just a moment.
• 0:13
  But as usual, I wanted to share with you a couple of success stories from the streets.
• 0:17
  This may inspire you, encourage you. Let you know that I'm here in your corner cheering
• 0:22
  you on. And sometimes we don't need to necessarily be told what to do. We need to be reminded
• 0:28
  what to do. And maybe this is your reminder of what to do. And there's a lot of talk of tech
• 0:35
  and AI and all that kind of stuff. And of course, it's relevant and has its place. But don't forget
• 0:40
  to double down on the human side of things. And remember that fundamentals still work.
• 0:44
  Fundamentals are fundamentals because they work because when you run the plays and you run
• 0:48
  them off and enough over the right, the longer horizon, right, those fundamentals are going
• 0:52
  to pay off for you, whether it's like, you know, consistently showing up at the gym,
• 0:56
  making the right choices when it comes to your food and your health and those types of things.
• 0:59
  And you know, spending time with people that matter to you and your life and relationships,
• 1:02
  right? All those things make deposits in the bank account of success. And so I bring to you
• 1:08
  today another story of fundamentals. And that is from one of our my agent classes members Bruce
• 1:14
  Klein. Bruce says he's been a member for three years now. And he says Jeff is always building out
• 1:20
  great content and classes for us to help grow our business. The classes are relevant and timely
• 1:25
  and are a great resource for getting in front of realtors to build relationships.
• 1:28
  The streamlined process he's added for promoting the classes and getting signups with auto
• 1:32
  updates and follow-ups are excellent tools to help build a warm database of eager realtors.
• 1:37
  He work, his work allows us to all be the extra expert in our field teaching powerful courses
• 1:43
  to help real estate agents learn out of brand and grow their business via the power of video,
• 1:47
  content, social media, et cetera. Highly recommend and a great investment. Bruce,
• 1:51
  if you're listening, thank you. Shout out to you, my man, being a member for three years now.
• 1:55
  And I wanted to point something out that I often overlook in these little commercial testimonials,
• 1:59
  right, for members of my agent classes. Every Friday, we get together as a small group,
• 2:04
  and as a mastermind. And it's still a small enough community in that you get one-on-one attention.
• 2:10
  You get to unmute. You get to share. You get to ask questions. You get to interact with the
• 2:15
  handful of other originators across the country. We don't have a hundred people on this call,
• 2:19
  right? We've got 30 people or less, most Fridays. And the reason why I wanted to bring
• 2:26
  Bruce's testimonial to you today is because I wanted to highlight something I don't often highlight.
• 2:30
  And that is the Friday mastermind and coaching calls. We've had people that have been with us
• 2:34
  three, four years. We've had people tell us that we need to do a better job of promoting the fact
• 2:39
  that as a my agent class member, every Friday, you get to connect in mastermind with other ambitious
• 2:46
  mortgage professionals around the country and not just work on your strategy for leveraging
• 2:51
  education to become a partner in peer like you heard Bruce describe. You also get to collectively
• 2:56
  learn from the group on all kinds of other strategies, right? Your social media strategy,
• 3:00
  your video strategy, your strategy for contacting listing agents for calling past buyers agents
• 3:05
  who have gone a dark and orphaned. And then once a month, we're bringing in a special guest to the
• 3:10
  call, a well-known speaker, author, coach, or mega producer. And so therefore, I think that's why
• 3:17
  if you ask anybody who's been a member of our platform for some time, which you can definitely do,
• 3:21
  they'll tell you it's the weekly calls. That is the cherry on top of what they already get with
• 3:26
  everything else has Bruce just described. So what is the point of all this? The point is all of
• 3:33
  all this is like you've heard me talking about the results every single week of originators
• 3:38
  getting in front of agents and getting referrals virtually on demand like on repeat, right? Because
• 3:44
  they're showing up as a partner in peer and not a solicitor and vendor and they're shifting
• 3:50
  the perception of the originator. They're showing up as a pre-eminent mortgage professional
• 3:55
  in their local market and they're creating conversations that matter and conversations that result
• 4:00
  in business. So if you haven't yet scheduled your call to learn more about this and see if this
• 4:05
  is a fit for you, I'm going to encourage you to do so now. We're entering Q4 of this year and
• 4:11
  this would be a perfect opportunity for you to consider this as a potential solution for you
• 4:16
  to reignite, right? Get back in the game, create momentum through the rest of this year and
• 4:24
  hit the ground running in 2024, 2024 so you can dominate. That's what I would encourage you to do.
• 4:29
  I know there's other things that you know are on your radar showing up in your feed in terms of
• 4:34
  different coaching this and that and platforms and lead Jen and all that kind of stuff and
• 4:37
  you know, some of those are great, some of those quite frankly are not so great. But the fundamental,
• 4:41
  right? Fundamentals will always work if you stick with it, if you implement it, follow the
• 4:46
  system and plan. So go to mortgagemarketing.pro and schedule a call and let's see if we're the right fit
• 4:52
  for you. Okay, this week is a continued conversation if you will. My episode last week was all about
• 4:59
  the next Jen loan originator with my special guest Michael McAllister whom we you know,
• 5:04
  have to make an official announcement. Michael and I have teamed up to co-run my agent classes platform.
• 5:11
  Part of the reason for doing that is so we can scale and deliver better even greater value
• 5:16
  to our members by way of doing additional things beyond just the agent classes such as helping with
• 5:22
  you know, long-term nurture outreach campaigns, marketing automation, lead, reignite campaigns,
• 5:29
  ghosted lead campaigns, right? Realtor outreach if I didn't say that already, consumer direct
• 5:34
  strategies and so forth and so on. And we two years ago I shifted to using this platform called
• 5:41
  high level which is growing a lot in the mortgage space and high level runs all the automation for
• 5:46
  us for our members that do the agent classes. It handles the email marketing, the text messages,
• 5:52
  the landing pages, confirmations, reminders, building your database, your contact database,
• 5:57
  segmenting your database and doing a lot of other things and now that I won't take the time to
• 6:01
  go into here now such as a social media integration, a Google business profile integration, etc.
• 6:07
  But look at this is why we're talking about becoming a next Jen originator, right? It's not the
• 6:12
  strongest who will survive. It is those that are most adaptable to change and learn new skills
• 6:17
  and learning a new skill of marketing, right? Of being able to leverage marketing automation
• 6:23
  in the right place and right time, that's called being a next Jen originator while simultaneously
• 6:30
  mastering the fundamentals, right? Being brilliant in the basics. You do both of those,
• 6:35
  you're going to survive and thrive. You're going to have a successful business long term
• 6:38
  and the partnership with Michael and his team over to empower L.O. leveraging the high level platform
• 6:43
  allows us to equip our clients, our members to become a next Jen originator. And the conversation
• 6:52
  that you're going to hear today with Michael and I is actually kind of a, it's a prequel, if you will,
• 6:56
  right? To the conversation that he and I put out last week, which was about becoming a next Jen
• 7:01
  originator, what does that mean? This was actually the conversation that led to that. So this is kind of
• 7:06
  like you sitting in in this room, just he and I, you've been invited into this private room where
• 7:13
  we're just kind of vetting out, penciling out, sketching out this next Jen originator. You'll hear
• 7:21
  me use the word hybrid loan officer. And I'm actually now going to be just for, you know,
• 7:25
  using next Jen because I think that's more appropriate. But, but I just wanted to bring this
• 7:28
  conversation with you because it's kind of the unofficial, if you will. There's no big press here,
• 7:32
  no ticker tip for it or anything. But the unofficial, right, announcement are coming, bringing to the
• 7:37
  market of the partnership between Michael McAllister and empower L.O. and myself to, you know, level up
• 7:45
  the service and the impact that we can have on originators leveraging our platform.
• 7:50
  High level, my agent classes and all else that goes with that. So give it a listen. And then
• 7:56
  if at the end of this, you again, want to learn more, you know what to do. You can book a call.
• 8:00
  And if you want to learn more about the high level platform, there'll be another link in the show
• 8:04
  notes. It's empower L.O.com forward slash my agent classes. Put the link in there as well. And you
• 8:10
  can also ask questions about the entire platform, my agent classes, high level, all that kind of
• 8:14
  stuff. Even though you heard me a moment ago, talk about book and follow with me. Do either one.
• 8:19
  It's up to you. Either way, you're going to get the same information. So I hope you enjoyed
• 8:23
  this episode. I appreciate you tuning in. And let's get into this weeks. No, Michael, welcome back
• 8:30
  to the show. Thanks for having me. So we're here on site and empower L.O. in Boisey. Boisey, I got
• 8:38
  to say like that. You know, HQ headquarters, a lot of good stuff coming your way. We're going to
• 8:44
  talk about here today. But before we do for anybody who might not be familiar with you, even though this
• 8:48
  is like third time, I think on the show. Yeah, that's rare error, my man. Just so you know,
• 8:53
  right? So anyway, who are you? What do you do? Yeah. Well, my name is Michael McAllister.
• 9:00
  I'm the founder of empower L.O., which we started about five years ago. I think four years ago was
• 9:06
  our first, my first time on the podcast as a lead gen company, basically, the specifically Google
• 9:11
  ad paper click. But we have since evolved into doing a lot more for the mortgage industry, which
• 9:17
  we're going to talk about today. Absolutely. Okay, cool. So I wanted to have this conversation
• 9:22
  with you because you do a lot of marketing for companies. You help people with lead gen,
• 9:27
  marketing automation, funnels, lead nurture conversion, right? So far. Okay, cool.
• 9:35
  You and I were talking about this before we hit record and that the industry in terms of sources
• 9:40
  of leads has evolved and expanded, right? So keeping me honest, I got my notes here in terms
• 9:48
  of sources of business. We've got what I'll call the traditional, which is referrals,
• 9:53
  real estate agents, CPAs, all that kind of stuff, past clients, right? Is there any other
• 9:59
  traditional source I'm forgetting or those are pretty much it, isn't it? Yeah, yeah, I mean, I guess
• 10:05
  social, I think, is getting to the point where you could refer to that. But yeah, no, I mean, as far as
• 10:10
  like traditional and what most people refer to as traditional mortgage marketing, it's your,
• 10:15
  your referral sources, whether it's agents, CPAs, divorce attorneys, whatever it is.
• 10:19
  Which is obviously heavy for a lot of people and for good reason is because that's one of those
• 10:23
  fundamentals, right? That performs well. However, the industry marketing as a whole, the consumer
• 10:28
  journey has evolved, right? And so now there's these different places that consumers hang out,
• 10:32
  they consume information and there's these different sources as well for consumers, such as social media,
• 10:39
  whether that's organic traffic, paid traffic, who paid ads, things like that. So I'm using this phrase,
• 10:46
  you've probably heard me using the past, which is the hybrid loan officer, which is, you know, hybrid
• 10:51
  loan officer is one who gets business from those more traditional sources, past client database,
• 10:56
  all that that we named, but also has certain processes, place in place to attract and engage with
• 11:03
  the, you know, non-traditional or more digital focus, right? Consumer, direct social media,
• 11:08
  other things that are happening. And so what I wanted to do today is talk about the
• 11:12
  marriage of those two, right? Because we're not saying one or the other, right? We're saying both.
• 11:18
  100% both makes sense. So what do you think is the biggest challenge then for a loan officer today
• 11:23
  who's, and I know they're out there because right, I hear from a lot of people, they're, they're,
• 11:28
  they want to diversify away from just those traditional sources. But getting there, there's like
• 11:34
  the gap from where they are to where they want to go. So what's, what advice would you have for
• 11:38
  them or what challenges do they need to be aware of? Yeah, I mean, I think the biggest
• 11:43
  challenge is like shiny object syndrome, right? The biggest challenge I think is, and you talk
• 11:48
  about this a lot in my agent classes and content I've heard from you about that, which is,
• 11:54
  and I don't remember exactly how you say it, so you can chime in and tell me when you know where I'm
• 11:58
  going with this. But basically it's the idea that like we have no shortage of methods of generating
• 12:03
  business. We have a shortage of like commitment to a couple, right? A couple regular and consistent
• 12:10
  practices that generate business. And so I think the biggest challenge is getting the level of
• 12:17
  confidence in a new marketing source that allows you to suspend your disbelief for long enough
• 12:23
  to really give it a shot and really explore that to me, I think is, is one of the biggest challenges
• 12:29
  I see anytime somebody's looking for new business is they, you know, they they sign up for something,
• 12:35
  they want to try it and then, you know, but their head is still on a swivel looking for the next best
• 12:39
  thing, which means they're not giving this one method or the couple methods that are in front of them,
• 12:44
  they're not giving that all the effort that they should be. And so they end up giving up early,
• 12:49
  and they end up and I see a lot of money get wasted this way as far as like investing in a new
• 12:53
  program or whatever and then never going anywhere with it because they're not giving it that,
• 12:59
  that attention that it deserves. And I think a lot of that has to do with fragmented technology,
• 13:04
  right? And and having to have so many different tools to log into to be able to manage the
• 13:10
  different components of your marketing. I think that's a lot to do with it, but really at the end
• 13:13
  of the day, whatever is the cause of it, it's shiny object syndromates. It's the idea that
• 13:19
  people don't commit enough to what they're trying to really see the efforts through to the results.
• 13:25
  So what does commitment look like then? You know, if you're working with somebody and they say,
• 13:29
  hey, I want to, you know, quote, become a hybrid loan officer, right? Or I want to get business
• 13:33
  from consumer direct, right? People love to throw that word. What let's let's do this?
• 13:37
  What does consumer direct even mean like to you? Yeah. Yeah. Um, it's funny. Consumer direct
• 13:42
  today means something different than it did to me five years ago. Five years ago, consumer
• 13:47
  direct to me was interchangeable interchangeable with mortgage leads. And that's just not the case
• 13:51
  anymore. One of the most successful loan officers I know in my in my market, a really good friend
• 13:56
  of mine and somebody that I like work with casually, but not on the lead gen stuff we do because she
• 14:02
  has nothing to do with leads. She doesn't she doesn't want anything to do with leads. But her number
• 14:08
  one business source is consumer direct through social media through community groups that she's
• 14:12
  involved in on Facebook in a very specific strategy that she has around extracting business from
• 14:16
  that. Yeah. She's consumer direct. And she would identify herself as being consumer direct. And yet
• 14:21
  she's never bought a mortgage lead ever. So to me, consumer direct just means, uh, just means framing
• 14:27
  your marketing in such a way that you're marketing to the borrowers and not marketing to the agents.
• 14:34
  And it ends up being dual purpose is the funny thing. Like when you end up marketing direct to
• 14:38
  consumers, agents see that shit too. Agents, you know, it benefits, uh, benefits your agent
• 14:44
  relationships just as much as it benefits your relationships with, uh, consumers. Well,
• 14:48
  that brings up another point, which is what I think the other thing people are trying to do is they're
• 14:52
  trying to go consumer direct right to self-gen leads so they can then feed those back to some of
• 14:56
  their real to referral partners. Um, but in that case of this, this person you're talking about with
• 15:00
  Facebook groups is it? Yeah. Um, what systems or process does she have in place then to ensure that
• 15:08
  she's getting conversion from that? Yeah. Um, so she, like, she, when she moved here from
• 15:15
  Southern California, she just got very active in like the mom groups, like the local, the, you know,
• 15:20
  whether it's a neighborhood, you know, neighborhood community or bicell trades or, you know,
• 15:25
  specific to moms and stuff. Like she just got really, really active in every community that she could
• 15:30
  find on there and then, um, got to a point of regular regularly posting content and cross-posting
• 15:36
  it into all these different communities with no call to action or anything, not trying to, uh,
• 15:40
  you know, just relationship building, but in the form of online digital, like she uses very,
• 15:45
  very obvious and, and time-tested practices as it relates to building relationships with people,
• 15:52
  she just uses Facebook as her medium for doing. So she's just commenting, engaging, she's showing up.
• 15:57
  Yes. Exactly. And adding value, she's not selling overtly, overtly. Right. And so people,
• 16:02
  you know, she's in their commenting or whatever people wind up finding out they look at her bio,
• 16:05
  they see who she is, what she does. And they start reaching out to her, you know, like, oh,
• 16:09
  hey, you know, I'm thinking about buying a house or this or that, right? Yeah. And it's, and it's
• 16:12
  more than just like posting content in there. It's also being a connector in the group. It's also
• 16:16
  being willing to promote other people that you know have interests in there. And like it's,
• 16:20
  like I said, it's, it's networking. It's, it's being a salesperson. It's all the things that make
• 16:24
  a good salesperson just online, right? And so that like, yeah, shocking, being a good salesperson.
• 16:32
  Yeah. But, but doing that on like being relatable. Exactly.
• 16:35
  Like actually taking an interest in others. 100%. 100%. So, so it ends up getting to the point
• 16:40
  where like she doesn't even have to comment sometimes, right? She ends up, you know, she gets tagged
• 16:45
  now from other members in the group when somebody posts on there. She gets tagged because she's
• 16:49
  been involved in the community so long and has tagged other people in the community so many times
• 16:53
  that it just you end up being a part of this ecosystem. And that's, that's where she gets the
• 16:57
  majority of her business. Why does she want nothing to do with leads to use your words?
• 17:01
  Um, and by leads, just as clarified, we're talking about paid leads. Yeah, paid leads are even
• 17:08
  the, you know, whether it's leads that she's buying or leads that, that she's generating herself.
• 17:14
  It's, I think it's the non relational, non relational nature of direct response, right? There's
• 17:22
  that like huge wall of trust that you have to overcome within 30 seconds or a minute of getting
• 17:28
  on the phone with these guys. And that's a, it's a different ballpark. Like I said, what she's
• 17:33
  doing is very traditional, just using a non traditional means of doing it. Whereas consumer
• 17:38
  direct and working internet, there's nothing traditional about that. It is a very unique set of
• 17:43
  business practices that you have to use to be successful at it. And she just has no interest in
• 17:47
  bridging that gap at this point. Interesting. Okay. Well, we know that there are loan officers who
• 17:51
  do want to do that. Yes. Do want to, you know, generate leads paid traffic. Let's call it that,
• 17:56
  right? Well, there's a Facebook ad, Google ad, Instagram ads, you know, various sources of
• 18:01
  paying for attention and things like that. So to do that, though, what's your advice for people?
• 18:07
  Like I know you said, bright shiny object. But what I've seen in the past is like you tell us,
• 18:13
  right? Online leads, the incubation period for those. What do you typically see?
• 18:17
  Well, we express our conversion rate inside of 120 day window. That like, and so when we express
• 18:24
  that conversion rate, that conversion rate has definitely gone down over time. But if we were to,
• 18:30
  I would say if we were to extend that to say 150 or 180 day window, we'd probably be at about
• 18:36
  the same part of the same spot. I think that's just a function of the lack of inventory in most
• 18:40
  of the country, right? The, you know, the number of loan officers that have dozens of pre-approvals
• 18:45
  just sitting in a spot where there's no house that's affordable enough, you know, within their
• 18:49
  price range or oh, they're waiting for rates to come down or whatever it is. There's a lot of
• 18:52
  sitting on the sidelines that goes on right now and that definitely affects the turn time for
• 18:57
  that, for the leads. But at the, at the same time, it, like I said, you're just extending that window
• 19:02
  a little bit. But within, within, we tell our LOs that sign up for our core, our lead generation
• 19:09
  system to expect to be at break even by the end of their fourth month with us. So it's, it's
• 19:15
  definitely a commitment. It's not, it is not for the faint of heart. Right. So what, what has to happen
• 19:20
  in that four-month window ish right for successful conversion to take place? Yeah. I mean, I think
• 19:27
  for a lot of loan officers, there's a pretty decent learning curve. We get, we get some loan
• 19:33
  officers that are a natural right away. They understand the difference. They understand the, the
• 19:38
  difference between engaging with a lead that comes from a referral source or a prospect that comes
• 19:43
  from a referral source versus getting somebody on the phone for the first time. For some people,
• 19:47
  they get it naturally right out of the gates. For some people, it takes a couple strategy sessions.
• 19:51
  We do, you know, regular strategy sessions where we're coaching them on this. For some people,
• 19:55
  it takes a couple and then it clicks and then some people, it takes longer. But really, what it boils
• 19:59
  down to is you have to get into a rhythm of doing the right activities every day and every week,
• 20:05
  et cetera. You've got to be more organized than most loan officers are as far as tracking your
• 20:11
  leads because you're talking about, you know, if referrals from a real estate agent convert at,
• 20:17
  say, 30%. Well, that means, you know, you get four referrals. That's at least one deal. Okay.
• 20:24
  So three deals would be 12 referrals, right? Well, three deals for internet leads is going to be
• 20:30
  100 to 120 leads. Right. Okay. So you have to be better organized than the average loan officer is
• 20:35
  because you're dealing with such a higher volume. Right. So yeah, there's definitely, like I said,
• 20:40
  for most people is just the learning curve of like transitioning their mindset from, hey,
• 20:44
  I've always worked my business this way and engaged with people this way. And now what I don't have
• 20:49
  anymore is I don't have the trust. I don't have the trust that the agent has established with that
• 20:54
  individual that I'm borrowing basically when I get a refer, when I'm, when I'm being referred.
• 20:59
  Yep. Right. So now you don't have that, which means you have to find a way to establish that trust
• 21:04
  upfront. Yes. And there's ways of doing that. There's ways of getting right to the point with
• 21:08
  people and, you know, while also, you know, identifying whether there's somebody that could, you
• 21:13
  know, use more, you know, kind of like your disk, like disk assessment, like, okay, is we call it
• 21:18
  mirroring, right? Like, and that's a general sales practice, obviously. So there's definitely,
• 21:24
  yeah, definitely, definitely, things that people have to learn in order to do this well.
• 21:29
  Well, aside from the sales skills, right? I know that if we're talking about 140 days ish
• 21:33
  incubation period and then there's some that go longer than that, of course. Yeah.
• 21:37
  And of course, we have the situation of lack of inventory. We've got buyers who've bowed out of
• 21:40
  the market for various reasons, interest rates, inventory. They get multiple offers denied, right?
• 21:46
  So they're just now kind of in timeout mode. But let's talk about your experience with leveraging
• 21:52
  technology. We're going to talk about this platform high level, which you and I are both
• 21:55
  obviously working closely together on. You'll hear more about that in a moment. So stay tuned.
• 22:00
  But marketing automation, right? Because there's no way, right, with, if we're talking, how many
• 22:05
  was it 100 leads to generate? Yeah, there's 120 to get there. Yeah, the manual effort and
• 22:10
  labor around that isn't possible for a single individual to do. So how are you leveraging technology
• 22:15
  or platform like high level, right? To backfill that so you still have that, you know, retention of
• 22:21
  that audience. Yeah. Yeah. So this, and this is something that's been a part of our model, part of
• 22:28
  our like core product lead gen product for five years. Is this marketing automation piece? It
• 22:32
  wasn't always high level. But at first, it was agent legend. I don't know if you're my agent
• 22:35
  legend, but that was the first product that we packaged with our lead generation service.
• 22:40
  And it was just like, it's basically the idea that the reason why online lead gen hasn't been
• 22:46
  more popular for loan officers leading up to this point is the monopolization of this by rocket
• 22:52
  mortgage based. Sure. Quick and loans, right? Well, when I started doing this for my own
• 22:56
  business as a loan officer back in 2016, I was, I was, I had my eyes on exactly what quick
• 23:02
  and loans was doing every step of the way. And this is where that commitment piece comes in that
• 23:05
  I was talking about is I, like, I looked for the evidence that this was going to work. And then
• 23:10
  once I found that evidence, like, there was no turning back. I'm going for it. Like, that's it. And
• 23:15
  that's the commit. Like, so that, that's my like suggestion to the audience that's looking like,
• 23:19
  okay, well, how do I know what to commit to? Well, find the evidence that you, like, find the
• 23:22
  evidence that crosses that threshold for you of, like, I believe this is going to work. And then
• 23:27
  don't look back and commit, like, cut off, decide, cut off all other options, not all other, but,
• 23:34
  you know, cut off the option of giving up basically. Yeah, yeah, commit to that initiative.
• 23:39
  Right. But back to specifically the technology, the platform, like, how do you help people leverage
• 23:44
  the platform, like high level for the marketing communication, the messages that long-term drip,
• 23:49
  venture campaign stuff. Yeah, 100%. So the rocket mortgage, why I was bringing up rocket
• 23:54
  mortgage specifically was because the call center environment is the one that I couldn't replicate,
• 23:59
  right? I couldn't replicate the technology. And I couldn't replicate the call center that,
• 24:04
  that had instant connections being made when a lead comes through. They were, like, instantly
• 24:09
  dialing out the, the LLO doesn't have to press any buttons or the dialers doesn't have to press
• 24:14
  any buttons. They just instantly get connected on the phone. I couldn't replicate that as an
• 24:18
  individual LLO. And so agent legend gave me the opportunity at the time they did a ringless
• 24:23
  voicemails, pre-recorded voicemails, text messages and emails that would go out on an automated
• 24:28
  predetermined sequence that would stop once they responded. So what I'm doing is I'm simulating
• 24:34
  essentially a call center aggressively following up by, but I can personalize it a little more than
• 24:39
  maybe a call center loan officer would be able to. So that has transitioned over time to now high
• 24:44
  level, which has all of the functionality of that. But it also has the ability to manage your
• 24:50
  social media profiles. It has a way, I mean, it's just way more robust in the functionality of
• 24:55
  text message email. Boy, smell the logic that you can program into it. Being able to manage your
• 25:01
  leads in a pipeline. So like technology is everything. It drives that, the organization that I was
• 25:07
  talking about earlier that's so important. But the automation piece is really like, it's, I'm
• 25:13
  like struggling to talk about it. You can tell I'm like dancing around a little bit. And I think
• 25:17
  it's because it's such a given after five years of doing this. It's so automatic for me that like,
• 25:22
  yeah, I would never, I would never suggest somebody touch internet leads without having a system
• 25:26
  like this in place. Exactly. That's that's kind of the point I wanted to make about this in,
• 25:30
  you know, with all these different sources of business. But, you know, people need to have the
• 25:33
  right systems and process in play. I always say people process technology, right? And so what's
• 25:38
  cool about the kind of the new partnership you and I have is we've got all three. We've got the
• 25:42
  people, right? In place, you, me, your, your team here. We've got the process and the process
• 25:48
  to for which to convert, nurture, optimize the conversion ratio of these leads, a, you know,
• 25:56
  consumer direct. But then we also have the agent piece in the past client database piece all
• 26:00
  under one umbrella. Because we're helping loan officers get attention for real estate agents,
• 26:05
  get conversations, which lead to appointments and referrals. And we're doing that through
• 26:09
  my agent classes, the educational piece. But then we're doing all those other things, but using
• 26:12
  high level to master this and then essentially giving the keys to the L.O. like, hey, here's
• 26:16
  this amazing, powerful Ferrari. Oh, but by the way, you should probably get some driver-ed
• 26:22
  coaching around that before you take that around the track. And by the way, you don't even have to,
• 26:26
  if you don't want to, right? You can leverage services like that you provide to pretty much do
• 26:30
  most of it for you, right? So that's what I'm pretty excited about, man. Is, is, is what we're
• 26:35
  going to be able to put together for them there? Yeah, I mean, I like to clarify for the audience,
• 26:38
  like everything that you just talked about is inside of high level. And that's crazy. I mean,
• 26:43
  like, this is something that we, we've been working with high level for 40 years now. And it
• 26:50
  wasn't until a year and a half ago that we really identified just how robust the technology was
• 26:55
  and how much better it was than any option a loan officer could use. It just creates a massive
• 27:00
  amount of leverage. And what I was talking about earlier, as far as being able to, having to
• 27:04
  log in and out of technology platforms, like this solves that, right? This, like literally,
• 27:08
  this is managing your entire marketing, like strategy as a loan officer in one system, whether it's
• 27:14
  you doing it, a marketing assistant, assistant doing it, a LOA doing it, whoever's doing it,
• 27:19
  is one platform that they can manage all of that in. And that is invaluable in a time where leverage
• 27:24
  is like your best friend is alone. Yeah, and time as well, because one of the biggest areas I've
• 27:29
  seen LOs get tripped up in other platforms, if you will, is they need to build it. They need to
• 27:34
  put the workflows together, the funnels and the landing pages and all that kind of stuff. And what
• 27:38
  we're saying is, no, you don't. Yeah, we've done all that for you. Yeah, 100%. We just talked about,
• 27:42
  yeah, we just talked about the amazing power of high level as itself, but that doesn't even consider
• 27:48
  the layer on top of high level that is empower a LOS version of high level, right? And my agent class
• 27:54
  is on top of that, like we haven't even spoken about that in all the preloaded content, the post-close
• 28:00
  follow-up, the lead nurture that like all that stuff that just built into it already. We were talking,
• 28:06
  I was talking about it earlier with my team and how that is such a value as a loan officer,
• 28:12
  that was my number one hurdle as in hello to implementing all the marketing strategy that I
• 28:17
  wanted to was content. And so that's really the piece that we try and help help out.
• 28:22
  I think of another platform out there that we know a number of people use, you know,
• 28:25
  it rhymes with Salesforce or other instances of those platforms and they're all great platforms,
• 28:33
  hugely powerful, right? But the problem is you still have to pay somebody to build that whole thing
• 28:37
  out, right? And so again, this is kind of like an informal announcement of our partnership. We
• 28:42
  haven't even formally announced this yet, but I'm here in Boise. We sat down. Let's just record
• 28:45
  a conversation and let those who might be interested in something like you've heard us talk
• 28:49
  about here today, like they can learn more, right? So what we're putting together, if you want to
• 28:54
  learn more, if you've heard something on this session that you think of of interest to you,
• 28:59
  you want to learn more about it, whether it's the agent class's piece, how to get in front of agents
• 29:02
  at scale and drive referrals at scale. We've got the testimonials to prove it. I mean, think of
• 29:06
  the, you know, Chris Cogl, 36 million, Kevin Dwyer, 20 million, Glenda White, 7 million, you know,
• 29:11
  I mean, in terms of additional business they've earned. Not including the consumer direct stuff,
• 29:16
  the hybrid loan officer concept to bring that back full circle. Like if you are interested in
• 29:21
  a one-stop shop solution with the team and the infrastructure to help you, you know, support you
• 29:25
  in that, what are we going to do? They can make a phone call, right? And have a demo.
• 29:29
  Yeah, 100%. I mean, the partnership that was born out of this was putting, in my opinion,
• 29:36
  like one of the best values in the mortgage, in the mortgage marketing industry, like in your
• 29:41
  my agent classes program, putting that inside of our version of our version of Go High Level,
• 29:48
  which in my opinion is the best technology platform for any loan officer to use in marketing
• 29:53
  their business. It's merging those two together. And we didn't even increase the price of your
• 29:58
  offer, which is crazy, right? So, yeah, the, the, but that may not last. Yeah, no, it won't.
• 30:04
  I, well, hopefully, hopefully it won't. We'll see. We're talking about it. We're talking about
• 30:09
  increasing the price. Well, I mean, the value is definitely there where you talked with the
• 30:11
  numbers I just gave you randomly off the top of my head. I mean, that's a significant lift
• 30:14
  in income for people. Yep. And that's without even really delving much into the, the lift on the
• 30:18
  conversion side for all the consumer direct stuff, too. So I wrote it down here for those who want
• 30:24
  to schedule a call with your team, learn more, take a look at the platform. See if it's the right
• 30:27
  fit for you. It's empowerelo.com forward slash my agent classes, right? So they'll get with
• 30:35
  somebody on your team, get a look under the hood, see if it's the right fit for you. And, you
• 30:39
  know, I'll link will be in the show notes too. So make sure you check that out also. Any
• 30:43
  parting words? Yeah, I'll just add to that the like stressing if in case listeners don't,
• 30:50
  you know, don't know what comes with my agent classes. You're, you're weekly coaching sessions
• 30:54
  that comes apart, part of this, right? We've merged forces, but I don't want anybody listening
• 30:58
  to think that that means that you're somehow less involved in this. Oh, right. Yeah. You're still
• 31:02
  at the helm, coaching people on how to do these classes every single week. They just now have
• 31:07
  some additional access to support and technology to help with the other pillars of your, of their
• 31:12
  business like your team to support you. You can't see it behind this lovely orange curtain,
• 31:16
  but there's a whole team to support you in, right? Getting up and running with not only the
• 31:20
  managing classes and getting referrals within the first 30 days, right? But also all the other stuff
• 31:25
  the marketing automation consumer direct, like whether it's a lead funnel you want to do from social
• 31:30
  media, whether it's paid ads that you want to do, whether it's how to optimize your, your five
• 31:35
  star Google review process, like all of that is done in high level and more. So I'll say it one more
• 31:40
  time for the kids in the back. Empowerelo.com forward slash my agent classes. All right. Sounds great.
• 31:47
  Hey, man. Hey, listeners, you know what to do? Like this episode, check the link of the show notes
• 31:51
  and we'll see on the next one. Bye for now. Hey guys, what's up real quick? You've heard about
• 31:55
  the mortgage marketing pro membership before and I just want to quickly remind you if that you're
• 31:59
  in a place in your business where you simply need more purchased loans, you need to fill your pipeline
• 32:05
  with purchase business. Let's just face it, agents are still a solid pillar of business and
• 32:09
  sources of purchase business for you. Well, good news. Our mortgage marketing pro membership helps
• 32:15
  loan officers like you close more loans without the hassle of chasing agents or cold calling.
• 32:20
  Done for you agent classes, expert training videos, a marketing automation platform that
• 32:25
  automates the entire process for you, everything you need to build your personal brand in your
• 32:30
  local market, attracting convert agents into referral partners. Plus done for you proven marketing
• 32:36
  materials and plug and play content to make promoting your class, getting agents, butts and seats,
• 32:41
  partnering with affiliates, real easy, but that's not all. You'll also get access to our weekly
• 32:47
  mastermind calls with top L.O.'s authors, speakers and coaches to learn the best strategies to grow your
• 32:54
  business right now in today's market. And as an extra bonus for limited time, for all new members,
• 33:01
  you'll get access to a database of 200 agents in your local market that have closed anywhere to
• 33:07
  from eight to 50 transactions in the last 12 months. And we'll provide that list,
• 33:12
  upload into our platform for you so you can get off to a fast start in reaching actually
• 33:17
  productive agents. So what are you waiting for? You can check out more at mortgagemarketing.pro,
• 33:21
  see more of the success stories there. And if you feel compelled to do so,
• 33:26
  book a call, we'll have a chat. We'll see if it's a fit. Don't miss out on this opportunity to
• 33:30
  take your mortgage business to the next level right now. Head over to mortgagemarketing.pro.
• 33:51
  you