Latest / Mortgage Marketing Radio / How myHomeIQ Helps You Grow Your Business

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How myHomeIQ Helps You Grow Your Business · Mortgage Marketing Radio

0:00
In today's highly competitive mortgage industry, building profitable relationships with
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the real estate agents is essential for success.
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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
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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
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with real estate agents and leveraging those relationships to drive more business.
0:39
To get your hands on this resource, head over to LOKestudy.com and download your free copy
0:45
of the case study today.
0:47
You'll find actionable insights and practical tips that Chris used to close 36 million
0:52
in funded loans from agent referrals and how you can, too.
0:56
Don't miss out.
0:57
Go check it out right now, visit LOKestudy.com and download your free copy today.
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We send out relevant information that they care about.
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And that's why we have 84% email open rate, right?
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It's incredible to be able to achieve that kind of statistic and how we're doing that is
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because we're giving information to homeowners, information that they care about, which is
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them and ways they can build wealth with one of their largest assets that they own.
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And so whenever the rates drop, home values, all that information is available to them
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at their fingertips.
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Hey, Listers, what's up, Jeff?
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I'm Jim for Mortgage Marketing Radio.
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Thanks for tuning in to the podcast.
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I'm grateful that you're a listener.
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And by the way, if you haven't left us a review yet, please do so where you're listening
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to this right now.
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Find those.
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Leave us a little review there.
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We got a great topic and guest coming to you here in just a couple of moments.
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But before we do, I want to share a story with you.
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I want to share a story with you about understanding, right?
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There's lots that you could be doing in your business, but it's more important to do
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what works and what's most important actually right now.
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So I want to talk to you about the concept of doing the boring work versus chasing shiny
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objects and staying focused on the goal.
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So what's your goal?
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We're reaching the end of the year.
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We're going to 2023, perhaps it's time to evaluate your sources of business, how effective
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and fruitful some are.
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And then considering, you know, what do you do?
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A lot of people are at this time in the in the year where they look at changing things,
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right?
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And they're like, they look at what they're currently doing.
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I'm not getting enough from this or this X here.
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So I'm going to totally remove this and not do it anymore.
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I'm going to go over here, right?
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And do something else.
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And I'm going to completely reassemble or disassemble my business.
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Well, on the surface, that may sound good.
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The reality is, is that distractions, right, can often lead us down the wrong path.
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Why?
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Because success comes down to doing the obvious for an uncommonly long period of time,
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right?
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Without convincing yourself that you're smarter, you are, right?
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You switch from, you switch around, you bounce around, new strategies, you try and implement
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too many things at once.
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And therefore, you become deluded, lose your focus, lose your power.
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You can never really build any true momentum.
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And even more importantly, as you never really get good at something, right?
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So first, in order to do something that's going to generate business, you've got to get
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good at it, right?
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You've got to then get better, right?
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Only then, once you've really optimized that thing of getting business, be it realtors,
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referral partners, be it whatever you're doing for marketing, video marketing, you know,
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I don't care what it is, that thing that you're doing, right?
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You've got to get better before you can go new.
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So does that make sense, right?
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You don't need a fancy plan, you just have to be willing to get a consistent momentum
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and progress, moving the change, so to speak, right?
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And with that, I'd like to share with you a quick story that one of my members sent
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with sent, put it in the Facebook group, our private group.
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And as you know, we talk a lot about getting not only starting out good, getting better,
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right?
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And consistently getting yardage, moving the chains by leading with education.
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In the context of real estate agents, you're going to need more agents that you've needed
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in the past.
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Why?
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Some are leaving.
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Why?
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There's less business to go around, right?
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And some of the big fish are eating some of the smaller fish.
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And so I talk to many, many originators and they, when they come into my community, I
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ask them, how many agents do you currently have on your roster?
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How many do you work with?
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Usually it's somewhere around five or 10, right?
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You're going to need 20.
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You're going to need 40, right?
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Especially if you're ramping up and building up.
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I remember we had Denise Donahue and our private group a couple of weeks ago.
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And if you look at MMI, her list of real estate agents that she works with, there's got
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to be over 50 on there, right?
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And I can't remember what she said, but her database of real estate agents is in the hundreds.
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And you think most top producing originators are getting, you know, 30, 40, 50 loans a year
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from real estate agents.
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It's just inaccurate.
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They're not.
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If you can get 6, 8, 10 loans from a realtor per year, you're doing great.
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I'm not going to get into all the reasons why and are there's exceptions?
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Of course, there's always exceptions to every rule.
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But you know, when you look at the numbers and if you're going to get eight or 10 closed
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loans, right, a year, you want to close 100 loans a year, right?
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How many realtors do you need?
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Well, a minimum of 10 that are going to be able to fulfill and deliver on that.
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But you know, that's not how the numbers work out.
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So you're going to need 30, 40, 50, perhaps more of those better question.
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Are you building your agent database?
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You build your past client database.
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Why not build your agent database?
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Why not provide for them, right?
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Why not deliver a communication, something of usefulness, of relevance that establishes
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you as the pre-eminent mortgage professional in their community?
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Why not lead with education?
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Like our friend, our member, Liz LaFour did.
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So she posted this in the group the other day, don't teach somebody classes.
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They said, pick one topic and just teach that.
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So it's easier.
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They said, is this really working for you?
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They said, I'm not seeing the production like XYZ person.
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They said, here's what Liz said, don't let anyone tell you that classes don't work.
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I couldn't believe my last employer and the things he said because I wasn't closing
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like XYZ person.
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Liz goes on to say, FYI, this isn't a short game, it's a long game.
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And FYI, Mr. Past employer, maybe someone doesn't want to work 24, 7 has a family and kids,
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they want to be present for it.
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So they want to work smarter.
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They want to do leveraged activities.
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Liz goes on to post her second class, agent classes, she's teaching of the month, she has
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38 reservations, right?
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All of a sudden it grows to 48 registered, 23 agents to 10.
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She collects four new Google reviews on her Google business profile.
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She sets two appointments immediately.
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She gets three emails from agents asking her to work with them.
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And the local board of realtors association has scheduled another class with her, Liz,
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for December.
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Liz goes on to say, you can do this.
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When I started my education classes for realtors, I had seven registered in one show up.
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What did Liz decide to do, not stop?
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She decided she needed to get better, right?
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She needed to go from good to better before you even consider something new.
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Liz goes on to say, keep going, tell the haters to shut up and keep working.
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Happy Monday.
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Thanks, Liz.
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We appreciate you.
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So I'm not sure if this is for you, but if you're seeking a way to attract and not chase
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to double, perhaps scale your reach of real estate agents to engage in a leveraged activity,
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one to many versus one to one, to accelerate your results in your prospecting of real estate
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agents.
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Perhaps you should consider learning more about my agent classes and our mortgage marketing
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pro membership of which Liz is a member, you want to learn more?
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Go to mortgagemarketing.pro.
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All right, so in this episode this week, we're talking with a new favorite tech platform
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and solution that I'm a big fan of and it's called my home IQ.
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That's right, my home IQ.
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That's the best way to sum this up and explain what it is.
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Well, it's a new tool, a new platform on the scene for realtors and loan officers to
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empower your clients to build home wealth and return creating, repeat, referral business
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for you.
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And look, I see a lot of tools.
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I have a lot of things come across my desk, right?
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At this bright, I'm very cognizant aware of bright, shiny object syndrome.
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And I don't like talking, endorsing or bringing some tool to you or even on my radar, unless
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I truly think it's a needle mover.
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And in this case, it is my home IQ is a needle mover, whether it's home reports, whether
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that's a pre-mover score using AI to know who's likely to sell their home in the next
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12 months, maybe it's a mortgage checkup so you can see who's may qualify for refinance
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with instant refi certificates.
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How about buyer leads?
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Anybody interested in buyer leads, a high converting funnel to generate leads through niche
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loan programs?
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What about seller leads?
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Hey, hey, how about converting funnel, a high converting funnel to generate home seller
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leads?
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And then of course, this is a really cool, hello partner relationship that allows you
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to connect with new realtors and maximize your current age and relationships.
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All at no additional cost to you, a full marketing suite, a Facebook banners and QR codes
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and all kinds of cool stuff.
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And look, some of you out there may be using a tool now called Homebot, right?
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Homebot's great.
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They've been on the podcast before a wonderful platform.
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And if you are using that or if you've considered using it in the past, I would encourage you
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to listen to this episode and then follow the link in the show notes to go learn more.
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What's the harm?
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You go learn more.
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It's scheduled time to have a demo and see if this is a fit for you.
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And I think it very well could be depending on where you're at in your business.
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But I'm definitely thrilled with what they're doing, what their roadmap is.
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And I'm barely scratching the surface or doing it justice here because I want to just
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get right into the interview and allow you to go do the due diligence yourself.
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But the, you know, the initial optics on this thing in terms of engagement results and
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valuable conversations with partners is really just very, very impressive.
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So without further ado, let's get into this week's show Alex and Sean, welcome to the show.
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Thank you, Jeff.
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Thank you, Jeff.
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Thanks for having us.
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You bet.
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Good to have you guys.
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Usually when I have two guests, we need to do who's who on the voice.
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Alex, why don't you get started?
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Who are you?
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What do you do?
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I'm Alex Cachek, one of the co-founders and CEO of my home IQ.
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And I've been a realtor for over a decade.
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We've transitioned now into a text space.
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We found a problem in the industry.
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I felt like we could solve that, bring a solution to the market.
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And so my home IQ was born.
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Love it.
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Thank you.
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Hey, Sean, how about same question for you?
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Jeff, thank you for having us again.
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22-year mortgage broker been in the streets all that time doing loans turned prop tech
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entrepreneur when Alex and I saw this problem and decided to solve it.
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So here we are.
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Fantastic.
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And we're going to talk about the problem.
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Why don't we get into that right out of the gate?
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What is this problem?
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I'm reading this statistic that 67% of homeowners don't use the same loan officer on their next
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transaction.
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Sounds like a problem.
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Why is that?
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What can you tell us more about that?
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Well, I think where a lot of agents and loan officers fall short is the post-close.
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They work extremely hard to generate that lead to nurture that client, get them into
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contract, close that transaction, but then once that transaction closes, they don't have
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adequate tools or ways to stay in front of their past clients.
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And so there's a big fall off and repeat and referral business.
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What's interesting is in our data statistic, they said that when they interviewed buyers
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who purchased a home and they asked them, would you use the same loan office or start a
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real-time on the next transaction?
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It was like 92 or 93% of them said yes.
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And so then they went back and interviewed the same homeowners and sadly not only 24%
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did use the same real-time on the next transaction.
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So there's a big disconnect that happens for those several years of past transaction.
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And that is staying top of mind with homeowners after the close of purchasing that property.
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And so that's where I think my homeicure fills that void or fills that gap with the way
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we keep agents and loan officers in front of their clients every single month with valuable
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information that's relevant to the homeowner not promoting the agent, not promoting the
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lender.
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So just there as bias standards to answer questions that that homeowner may have.
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And the other most interesting fact was that over 80% of homeowner wealth at retirement
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comes from their home in the US.
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And so now if we can position the agent and the loan officer as someone who educates
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them on best ways and practices to build wealth with one of the largest assets that they
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own, then they become like heroes.
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And so now it's not about promoting your brand or sending out reminders on or recipe cards
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or reminders of a birthday or something through an email, which statistically only 2.8%
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get open over the years and then you get spammed and you're never really staying in front
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of the homeowners.
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Now you can really educate, give relevant content and constantly engage with homeowners.
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So Sean, you've been in the field though, a warrior, if you will.
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On the streets, as you say, right, originating for 20 plus years, how do you found it challenging
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two staves top of mind and kind of like farm that past database?
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Did you see that as a, I don't want to say area of weakness unless you want to use that
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word, but area of opportunity for you in your business?
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No, I mean, honestly, it is an area of weakness and I've, you know, all admitted.
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I've had people ask me before, you know, what's the RMEU using?
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I don't have one.
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You know, where's your database over 20 something years, you should have enough business
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in there to never have to go prospect another client again, which is true.
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But sadly, going from, let's say, company to company or, you know, platform to platform
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switching loan origination systems or whatnot, you lose touch with the past clients.
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And I think if I look back, you know, one of the things that I wish I would have done
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from the very, very beginning, even if it was keeping an Excel spreadsheet would have
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been to keep all of that data in one place and then use, you know, tools like this were
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available back in the days I would never have to go get another deal.
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So I think it's definitely been a pain point, but now it's something that, you know, plugging
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into a, you know, solution like my home IQ or something else, you're actually don't really
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need to do that much after you put it in.
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And then you start seeing those people, you know, responding to you and engaging in you.
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So it's, it's definitely now going forward a much more pleasurable experience.
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And it's interesting, this is, this is the conversation I love to talk about kind of geek
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out on marketing and database and all that kind of stuff.
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And I, you know, I started originating in 2003 and people have been talking about this
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for a long time.
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And yet they seem to what, why haven't we got it fixed over 20 years?
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And so I'm thinking about in my head, is I hear your responses about why this isn't fixed
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yet?
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You know, I mean, well, no, we should do it.
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But let's maybe highlight a couple of the reasons or the obstacles.
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Is it, A, I don't know what to send people, B, I don't have the time to create something
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meaningful and engaging?
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What else?
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What do you, what do you think keeps LOs and realtors from really turning there?
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I'm going to steal a line I heard from the recent sales mastery event with Todd Duncan.
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From turning their database into a data bank, what, what, why is this a consistent problem
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for everyone or most people?
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I think because there hasn't been adequate tools available till recently.
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And there are now, like, I think the industry has now realized that this is a big problem.
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And they're starting to come out with these different tools and my homeicube is one of
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those solutions.
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And so prior to that, they were all always relying on some sort of hard mail, some sort
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of email, which we know email does not work.
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And then hard mail that requires a lot of commitment to, you know, send out, but you're
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really not going to see that result for years to come.
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And I think a big part of that has to do with that energy and the time and money that
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goes into creating something that will take you years to recuperate back.
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Because when you sell a home to a buyer, they're not going to sell it tomorrow, right?
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It could take several years.
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And so it's important to understand that you're investing into that long term future.
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And so with tools like my homeicube, we solve that problem.
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So you said something that I want to touch on for a moment, and I'm glad you said it
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actually.
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The phrase that people tend to throw around, which is email doesn't work, right?
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And I know you guys know this, but I really want to highlight this for those that might,
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we throw a lot around a lot of cliches and stuff.
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Email doesn't work.
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People say that emails dead, right?
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We throw it all at whatever.
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And it's true.
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It doesn't work when it sucks.
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And there's no benefit for the end recipient and user.
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You know, you mentioned earlier recipes, banana bread recipes, whatever, all the usual self-serving
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or irrelevant, non-relevant stuff that we're sending people.
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That's why email doesn't work.
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The truth is, and I know you guys know this and preach and it acquire.
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But truth is, email from a marketing standpoint is still the most profitable digital channel
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that there is when it comes to actually driving sales and revenue.
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Look at the stats.
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People don't have to trust me.
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You can look that up right now.
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I'm looking it up on Google.
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But I'm known that because I was in the email marketing business for a number of years.
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But that's the biggest issue is people say email doesn't work and I'm not isolating
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you saying you believe that Alex.
19:05
But that's why I think we're here is to talk about it can work if you've got something
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relevant and tangible and useful for me as the recipient.
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Otherwise, yeah, I'm not going to open it.
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Agreed?
19:18
Exactly.
19:19
Yep.
19:20
Well, another piece of that, go ahead, John.
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Oh, sorry, real quick Alex.
19:24
Another piece of that, though, Jeva, it's got to be easy first and foremost.
19:27
Right.
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You know, look at traditionally a CRM system, okay, which one do I get?
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There's a hundred different solutions.
19:33
Then you go through the process of getting it, you know, and then you got to like set it
19:37
all up and you got to tag all these people.
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It's just complicated versus getting a database in there or, you know, one of our, you know,
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integration.
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And then knowing that that relevant information, like you said, it's coming out, not a
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recipe card.
19:49
If not turn your clocks back, they can keep that into some other system.
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And Alex can talk, you know, a little bit more about how we're not a CRM.
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We compliment CRMs, but it's, it's an easy solution to get engaged with.
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No, absolutely.
20:00
I think, I think we're, so yes, let me backtrack on my statement, email doesn't work with
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irrelevant information.
20:08
Right.
20:09
And that's what most professionals have been using for a long time.
20:14
Where my home IQ shines is, like, we use email.
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And that's one of the biggest, you know, forms of staying or re-engaging with your past
20:22
clients.
20:23
However, we send out relevant information that they care about.
20:27
And that's why we have 84% email open rate.
20:31
Right.
20:32
It's incredible to be able to achieve that kind of statistic.
20:35
And how we're doing that is because we're giving information to homeowners information
20:40
that they care about, which is them in ways they can build wealth with one of their largest
20:44
assets that they own.
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And so whenever the rates drop, home values, all that information is available to them
20:50
at their fingertips.
20:52
And so yes, I do agree with your statement.
20:55
I knew you did.
20:56
And so we're on the same page.
20:57
So we talked about, we talked about why email or the challenge is why this has been
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a problem for 20 years and I'm looking at my notes here.
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So we've talked about you, like you said, Sean, A, it's got to be easy.
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So in the past, it hasn't been easy.
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B, like I said, is what to say?
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What do I send people besides, you know, templated newsletter, whatever, what I remember being
21:16
at B of A, and they used to like force people to put on, put you on this newsletter, which
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was like a complete joke, like whoever opened that thing.
21:26
Content is what we're talking about.
21:27
So what I'm hearing is, and I'm seeing out there in the marketplaces, yes, we've gotten
21:31
more advanced when it comes to marketing technology and platforms to make it easier to
21:34
help us with what to say, to have relevant content.
21:37
So we do experience a better customer experience, which leads to those 80 plus percent open
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rates, which is insane.
21:44
So let's do this.
21:46
Let's highlight, this is why I wanted to bring you guys on, because I'm always impressed
21:52
when somebody's hitting the mark on these things we just said.
21:55
And we know that you, that's what we've already made.
21:58
We don't need to make the case for database, data bank management cultivating those sales.
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That's where, you know, what's this tagline, your future business lives in your CRM.
22:07
You guys can take that and use that for free, by the way.
22:10
Thank you.
22:12
But let's talk about what I'm looking at your website here.
22:16
And so this is what I like.
22:19
This is an example of engaging types of content that is relevant to people.
22:24
Let's use the word valuable home insights.
22:26
Explain to me if you guys would what you mean by valuable home insights.
22:32
So there's two different layers to the product, right?
22:37
One is we want to be able to, the goal, what we're trying to accomplish is to keep consumers
22:43
off of portals like SIL.
22:45
And I think it's important to highlight that.
22:46
And I think that's like one of the reasons why realtors and loan officers are, it is
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it's not just Zillow, like there's going to be a ton of companies on the mortgage side
22:54
that fall into this quick hit rock, like going down that list.
22:58
They're all like your database.
23:00
It's important to understand isn't probably four to five different databases already.
23:03
Your past closets, Zillow boasts that they have 120 million unique visitors profiles.
23:10
And there's, that's about 84% of the US population, right, of homeowners have a Zillow profile,
23:17
homeowner profile, which means what, the moment the rates drop, home values, by anything
23:23
that triggers a homeowner that want to know what's going on with, with one of their
23:26
largest assets they own, they're like, they're getting bombarded and not just from Zillow,
23:31
from other, you know, big companies as well.
23:34
And so what we want to do is we want to piggyback off of that relationship that's already
23:38
established between the agent and the loan officer and the homeowner.
23:42
They've selected you as a professional, they trusted you with one of their largest purchases
23:46
that they're going to make in their life.
23:48
And so we want to be able to cultivate that trust relationship that's already there.
23:52
And instead of them going to Zillow talking to a new agent or a new loan officer about
23:57
rates, why not talk to you?
23:58
Why not get in front of them before anybody else where there's already that trust established.
24:03
So we will let them know what their home value is, how much equity they have in their
24:08
home.
24:09
If they want to decide to sell, what is it going to cost them?
24:11
So we plugged in title fees in there.
24:14
And I think a big portion of that or the concept there was to remove silos of information.
24:20
That's what these companies like Zillow have done very well is they've given access to
24:25
a lot of that information to homeowners for free without having to speak to realtors.
24:29
And so we want to do the same thing, you know, if they wanted to turn, like, does it make
24:32
sense to turn their home into an Airbnb or into a rental?
24:36
What can they earn on that?
24:38
So just different information that's relevant to them, especially around mortgage rates
24:42
whenever the rates drop, let them know what they could potentially reduce their payment
24:45
to, what that could look like in regards to savings.
24:48
So educating homeowners through information about their home.
24:55
And I think a second part of that where we're getting into is also going to be a content
24:59
driven where we'll be able to educate homeowners on what's going on with the housing market,
25:06
not just specifically their home, but really their area, their geographic location.
25:10
And then we'll be able to produce all this content and let them know where they stand.
25:15
And once again, it's coming from their trusted source.
25:17
Already a relationship established, we want to solidify those relationships to create
25:21
repeat and referral business for years to come.
25:25
Right.
25:26
So what's cool about a tool like this is you're hitting on multiple fronts.
25:30
First of all, the aspect of, you know, trying to protect our database from the onslaught
25:35
of companies, big box companies, Zillow, et cetera, who are going after the same customer.
25:40
And we've got to do that, right?
25:41
In the ways that we can do that.
25:43
The other thing that you guys do, so we can go deep in the weeds about some of the features
25:46
and functions of home IQ, you know, we don't have to do that here per se because those
25:51
that want to learn more, constantly contact you via the link we provide in the show notes
25:55
and they can learn more that way.
25:56
Let's talk more about how this actually benefits them, the ways they win.
26:00
So once again, I'm looking at the other opportunity is to partner with real estate agents.
26:05
Let's face it, right?
26:06
Especially in this market, we, it's all about your team, right?
26:09
And building that team of multiple people that will help you win.
26:13
So this case study, where was it?
26:15
Let me go back here.
26:16
Do you want to talk about your case study or just kind of highlight how you help loan officers
26:21
grow their database with realtors?
26:23
Good, Shiny, want to tackle this one?
26:26
You're a loan officer?
26:27
Yeah, I mean, it really comes down to audience, right?
26:31
So you have your past closings and you have, let's just say, landing pages, your driving
26:36
traffic, your posting stuff on social media, so you're generating new eyeballs, new audience
26:41
and you're growing that.
26:43
Another way to grow it, I mean, because you can only grow yours so much, is partnering
26:46
with real estate agents, ones that already trust you and maybe you're referring to business
26:51
and maybe ones that you're trying to get a relationship with and you need to bring something
26:55
of value.
26:56
So let's just say you partner with 10 real estate agents.
26:59
You got them onto my home IQ, you know, our team onboarded them, trained them.
27:04
And then now to each one of them have 200 past clients or 200 people in their audience.
27:09
Now you just increased your audience from just one person to 10 or 11 people.
27:15
And now your audience just grew by 2000 homeowners who now are going to be seeing these reports
27:21
every single month and interacting and engaging with them.
27:24
And then each one of, you know, the valuable blocks that we have have called the action
27:29
there.
27:30
So now all of a sudden you got 2000 people and if you do the math and how many people
27:33
are going to move or sell every year, you know, you have that many more opportunities,
27:38
that many more at that.
27:39
Right.
27:40
So that's how you really can grow with this thing and by providing, you know, all these
27:44
valuable tools, you know, the tool suite to the realtor is that absolutely no charge
27:48
as well.
27:49
So you mentioned, you mentioned a case study which can be found on our website, myhome IQ.com.
27:56
What's interesting enough, we just looked into this specific user a few days ago and I
28:02
was really blown away.
28:04
The case study said that this loan officer had a past client, you know, about 300 past
28:09
clients that were uploaded into the myhome IQ platform, invited over, you know, 200 real
28:15
tours that were able to connect with.
28:18
And then at that time, he had grown his database reach to over 10,000.
28:23
We checked it recently.
28:24
It was over 17,000 now.
28:26
Wow.
28:27
Imagine being in front of 17,000 homeowners when, you know, the rates drop, like, what
28:36
do you think is going to happen?
28:37
I mean, that's when the product really, really starts to shine.
28:40
Like we're in a cyclical, you know, constantly in a cyclical market and we all know this.
28:44
And so anyone who's getting a loan today, when those rates come down, eventually, but you
28:50
don't think they're going to want to refinance.
28:52
And so what are you going to do to stay in front of them?
28:55
I think that's a really good example to show you what's possible out there if you use
28:59
the tools, right?
29:00
100%.
29:01
I mean, this is, this is the secret guys and gals is how many people are you in front of
29:06
every, every single month and adding value and buying brain cells as Tim Bohem used to
29:11
say back in the day, top of mind awareness.
29:14
And so we've already established that the old tools, right, of recipes, et cetera, and
29:18
templated newsletters don't do the job because it's not relevant to them.
29:23
That's why a tool like my, my home IQ does such a great job of that.
29:25
And I'm reading the case study right here is because of some of the stuff you have built
29:30
into your platform, which we can highlight, you're actually generating inquiries.
29:34
These are people who are raising their hand or they're behaving or reacting with the
29:37
content in a certain way that, you know, fire off triggers or alerts to let you know that
29:41
somebody might have a higher probability of being interested in a purchase of ReFi and
29:46
investment property or something like that.
29:48
And so this is that holy grail once again, of how does a loan officer add value to real
29:53
estate agents outside of being an excellent loan officer.
29:57
This is one of the ways to do that is to, you know, help them improve the conversion rate
30:00
on their database, which by the way, if you know anything about realtors, most of them
30:04
need help with that as well.
30:07
Even the quote successful ones that are selling 10, 12, 15, 20 homes a year, believe me because
30:12
I'm with them every single week.
30:14
So let's do this.
30:15
Let's highlight a couple of things that are cool features within the platform.
30:21
Like one of them I happen to like is the pre-mover score.
30:26
Can you comment on that a little bit?
30:28
Yeah.
30:29
So I think it's important to kind of highlight that our background, I think the product
30:37
was built primarily from a realtor's perspective.
30:41
We have two co-founders, both are in the real estate space and Sean is in the mortgage space.
30:46
So we have like a balanced view of how this should work.
30:49
But since we were the driving force behind this, we wanted to ensure that realtors would
30:55
have tools that could help them.
30:57
And one of the best ways, and once again, our product evolved over time.
31:01
First, you know, we offered, you know, some of the highest, you know, highest converting
31:04
landing pages to generate sell elites, but then after you generate these sell elites,
31:08
not everyone would be ready to sell within, you know, that month, and they could take
31:12
eight months.
31:13
And so how do you then stay in front of them?
31:14
Then my home IQ, the reports got born.
31:17
And so then after all that, how do you then narrow it down further to identify who's likely
31:21
to sell within the next six months, six to 12 months?
31:25
And so that's where the pre-mover score comes in play, where we will give a pre-mover
31:30
score to every homeowner inside our report.
31:33
So not just your past clients, but also the leads that are generated through the report,
31:38
anyone who has an address, a homeowner, will be able to identify who is likely to sell
31:43
within six to 12 months.
31:45
And so then a score will be assigned.
31:47
So anyone, I believe with Sean was a seven or eight, well, I'll have to double check.
31:51
But anyone with a seven or eight and above has a 72% chance of actually closing.
31:56
And that's just data out of, you know, millions of homeowner reports pulled that predicted,
32:01
you know, when they went back to a look at the reports, it was above 70% accuracy on that.
32:07
And so just having that information is, I think, extremely important to realtors and
32:12
to loan officers.
32:13
If you know that there's a handful of 10 home owners who are likely to sell their home
32:16
this year, well, man, I shouldn't make some priority to reach out to them.
32:21
100%.
32:22
Yes.
32:23
I don't know real quick.
32:24
Yeah, go ahead, Sean.
32:25
Sorry, Jeff, real quick on that note, too.
32:28
It's another reason also for the loan officers to make a call out, right?
32:32
So loan officers in the system see a bunch of nine call, you know, their agent Susie and
32:38
say, hey, you know, his Monday, I just want to let you know, I just saw there's like five
32:41
or six nines in here.
32:42
Have you called him yet?
32:43
Or do you want to call him together or do some kind of joint thing?
32:45
So it's also triggers for the loan officers to have, you know, reasons to contact the agents
32:50
with valuable information.
32:51
For sure.
32:52
I mean, we also have plans to automate some of those, you know, paper marketing where you
32:58
could, you know, automate some letters and postcards and have our system do a lot of that
33:03
for you.
33:04
So we've got a lot of works.
33:05
We want to be able to make this product even easier, right?
33:08
So step one is identifying, you know, those prospects, then right now we're just giving
33:13
that over to the professionals to handle it like they're outreach eventually will automate
33:18
a lot of that for them as well if they choose to do so.
33:21
Do you want to talk a lot at all about the buyer leads generation with your, you know,
33:28
lead capture funnels, et cetera?
33:31
Yeah, we can mention that for sure.
33:33
I think so one, we have two primary, you know, tools that realtors need, well, both realtors
33:42
and loan officers, but one is to generate, you know, a purchase business, buyer leads
33:47
and then the other one would be to generate sell-a-leads for realtors or, you know, re-five
33:52
leads for loan officers.
33:54
And so on the purchase side, what's interesting is we built this funnel and I guess how we
34:03
made it unique and why it works is we've narrowed down the capture to a niche program.
34:11
So things like targeting firefighters, doctors, veterans and those programs are limited,
34:16
really.
34:17
All it's not necessarily a program you're offering, you're, it's a funnel, really.
34:21
Hey, are you a doctor?
34:22
Maybe there's something I can offer you, right?
34:23
That's really, but because it's an isolated message, they feel special.
34:28
And so now realtors can use this co-branded landing page that's co-branded with their
34:34
LO and the only way they can access that buyer lead generation funnels is through a connected
34:39
loan officer, exclusive loan officer.
34:41
And so now each agent can share, you know, through our product, we have the ability to share
34:48
content, social media, like banners, images to drive people to those landing pages and
34:53
then be able to generate purchase leads which then both the realtor and the loan officer
34:59
can reach out to.
35:00
And what we've done is we've, we know that we live in a time of, you know, I want something
35:06
now, like I don't want to wait for someone to call me to give me information.
35:10
And that's been kind of the premise of my home IQ, we wanted to ensure that we give information
35:14
whether it's the homeowners, the sellers, or buyers, instant gratification.
35:20
And so going to answering a few questions, seven questions, we'll be able to issue them
35:25
instantly a prequalification certificate.
35:27
So it's not a pre-approval, it's just a prequalification certificate.
35:30
It's branded to the LO.
35:32
And so this is a way that now an LO who's connected to 20, 50, 100 realtors can grow their
35:39
purchase business without really doing anything.
35:42
Those, you have an army of agents who are generating purchase business for themselves,
35:45
but the only way they can do that is through a connected loan officer.
35:49
So if you really understand the concept here, you could have an army of realtors bringing
35:53
purchase leads for you to work.
35:57
And so you give them instant gratification by a prequalification certificate.
36:01
It's branded to the LO, but it's actually co-branded.
36:04
And then now it's time for you to reach out and then have that conversation take it then
36:09
a step further.
36:11
Um, putting the LO hat on, what are some of the questions that are asked on that pre-approval
36:16
certificate?
36:17
Obviously, it's not a pre, you know, full pre-approval or prequalification, whatever you call it,
36:23
by bad.
36:24
But what are some of the questions that are asked on there?
36:26
So it's based on their income.
36:28
So one, we'll ask them, you know, how much money they make, um, what, how much money
36:34
they're going to put down?
36:35
What do they think their credit score is fair, good, the credit score.
36:38
So we're asking them.
36:39
So it's based on what they gave us.
36:41
We can then issue a prequalification certificate saying, I mean, this is, let me rephrase it.
36:47
This is a fancy prequalification, um, um, the module on any Zillow, you know, any of
36:55
the data.
36:56
Sure.
36:57
But it just, it provides a certificate at the end saying, Hey, here's what you could
37:01
potentially get if based on the information you provided.
37:04
Well, what I like about it from a marketing standpoint, this is what the big boys do,
37:08
as you just referenced, big boys and girls, right?
37:10
If you look at the lead funnel that they walk people through, um, you know, it's usually
37:15
those multi-questionaire kind of slider type form type, you know, experiences.
37:21
And you're right.
37:22
You've got to take people through this process to lower the barriers, to get them to be
37:25
open more open to.
37:27
So if they're already answering these questions, right?
37:29
It's about stickiness.
37:30
It's about commitment and consistency.
37:32
Those are principles, by the way, from psychology, Robert Childini, check it out, commitment
37:35
and consistency.
37:36
So once people have jumped through those hoops, like what we're looking to do is take
37:39
them off the street and reduce the shopping.
37:42
And so if they've gotten this now, you know, prequalification certificate, you're going
37:48
to hear from the loan office, you know, all that kind of jazz, I mean, we're just increasing
37:52
our odds that we're going to have a better shot at that business.
37:55
But one of our, like, we have a good, the case study that we mentioned on our website.
38:01
And that's just one of the few that we have come in.
38:04
Like he generated over a thousand buyer leads.
38:07
Like this was in, like, imagine, and these are like, like, agents brought these buyer leads
38:13
to him.
38:14
So imagine having that, that army just work for you.
38:18
I think that is, that's the power of, of the tool.
38:22
And this is Sean, if you want to jump in after this, feel free, but this is a point I want
38:25
to make because a lot of people are talking about, and I see people doing different programs
38:31
about the L.O. paying for these programs to run Facebook ads, to try and generate leads,
38:37
to then give to the realtors to have something of value.
38:41
And I think that's a bit of a slippery slope.
38:43
I don't want to get into it for the various reasons Facebook, et cetera, and all that kind
38:47
of jazz.
38:48
But the reality is, you can deliver equal value by simply providing the agent that platform
38:54
through which they're going to optimize the assets they already have, lead data, pass
39:01
client data, buyer leads, they've already generated, and not doing anything with.
39:06
And if you just give them this means, like we just described here, this kind of pre-qualification
39:09
process, that you're going to be the one who shakes the trees, because they're going
39:14
to fill out this form.
39:15
You're going to now literally, literally pre-approved people and take them through your
39:19
process.
39:20
And then you deliver that, hey, instead of some 1,000 Facebook leads that 73% of them suck,
39:26
right?
39:27
Here's like the core that actually are ready to do something because they're coming
39:31
from a better trusted source.
39:32
Am I right about that?
39:34
Yeah, and think about that army of real estate agents that you've partnered with that are
39:41
doing open houses and using QR code when they come in instead of getting them to sign
39:46
into a sheet, they're using the buyer IQ, landing page QR code, boom, and all of a sudden,
39:51
70s, you step, they capture that client's name, email, everything.
39:55
And then the client actually gets to see a pre-qualification certificate right there on
39:59
the spot.
40:00
And then the loan-ons, they might not even be there.
40:02
They're back at their office or home or whatever, and now they just got, you know, alive,
40:06
somebody that's in market because they're actually going into open houses with the real estate
40:10
agent, getting them to go through that funnel.
40:13
So like what you said, it's the way more valuable lead than, you know, driving traffic to
40:18
the page, which you can do as well and be successful.
40:20
But it's just, when you got that circle of trust and that it's like a warm referral coming
40:24
in from the real estate agent, it's just so much better.
40:27
And then I'm getting to a, to an ending landing page, oh, sorry, that just a thank you.
40:31
We're going to call you soon.
40:32
No, they get this report.
40:34
That's a visual.
40:35
I just saw, I just envisioned that at an open house.
40:38
Like in picturing this, right?
40:39
You got the flyer, whatever, the open house, the iPad set up and it's the QR code and
40:43
somebody, oh, would you mind just taking a few minutes?
40:45
Like we can do it, get a pre-qualled in literally like three minutes right here.
40:48
I actually like 10 seconds.
40:52
Well, like what, well, who does that remind you of push button?
40:56
Get a pre-qual now.
40:57
So guys and guys that are listening that are getting a little bit, you know, you're getting
41:02
over analytical about this.
41:03
We know it's not a full pre-qual.
41:05
And so do they.
41:07
And they're not getting one from the push button, get a pre-approval anyways, either.
41:11
But what are we trying to do?
41:12
We're trying to create an impact.
41:13
We're trying to capture people's attention, take them off the street and get them into
41:17
our funnel.
41:18
And that's cool because that's what that does.
41:20
Look, Jeff, for the L.O.s who are sitting here and, you know, just like questioning this,
41:27
you can sit and question all day long or you could be the L.O. who generates a thousand
41:32
virally.
41:33
And so the question is, who do you want to be like the product works?
41:36
It's as simple as that.
41:37
Just because maybe you don't like it doesn't mean, you know, you don't, they're not following
41:41
your specific process doesn't mean it doesn't work, but it does.
41:45
One thing that's important to highlight is you're now giving away for realtors to offer
41:52
a tool to their clients that's instant gratification.
41:56
Nobody wants to fill out full online 10.03 application to find out what if they can potentially
42:01
qualify.
42:02
Typical question is always, hey, can I qualify and how much can I potentially qualify?
42:08
Here's how much I make.
42:09
Here's what I think my score is.
42:11
If you can answer that basic question and this was like our barrier venture, I remember
42:15
like being an open house all the time as an agent early on, like we get that question asked
42:19
every single time.
42:21
That's why we built it.
42:22
We figured let's give them something.
42:23
Let's just answer that question within 10 seconds.
42:26
And then that creates a level of trust.
42:29
It's a basic level of trust.
42:30
And now you can work on that to take them to next step.
42:32
Hey, do you want to take this further?
42:34
Do you want me to create a search portal to find you homes that you, like based on what
42:38
you could potentially qualify for, it's $450,000?
42:42
Let me send you some homes.
42:43
What are you looking for?
42:44
Do you see how fast that conversation just got transitioned?
42:47
And that happened right there when they're still at the open house.
42:50
And then they're going to get a phone call from the LL saying, hey, do you want me to verify
42:54
these numbers and make sure it looks like you're out there looking at homes now or looking
42:58
at some properties online.
43:00
Let me just make sure we can get you this amount.
43:01
Maybe we could potentially get you something higher.
43:03
So you got that interest going.
43:05
And so it's a conversational, like everything's relations, like it's about relational.
43:10
And so we're trying to make it as relational as possible.
43:13
And these tools just help make that happen.
43:16
Of that.
43:17
I'm just envisioning that.
43:19
By the way, open houses are back, people.
43:21
I've talked to them.
43:22
They work.
43:23
Yeah, they work for track, you know, I know people publish stats all the time.
43:28
How many of your closed deals resulted from whatever?
43:30
Look, I talked to a realtor a couple of weeks ago who had 25 agents come through his open
43:35
house.
43:37
And like even in the market, we're at right now, which is a bit of a pause, if you will,
43:42
right?
43:43
Because of what's happening, interest rates wise, et cetera.
43:46
First of all, there's still activity.
43:47
Number one, but number two is there are people that are in wait and see mode, right?
43:52
Let's just be honest.
43:53
They are.
43:54
I don't even know that they're not still looking and shopping and kicking tires.
43:59
Because that's what, you know, when I did, when I was a young couple, first looking at
44:02
buying her first home, we were going out, checking out the open houses on Saturday, whatever,
44:06
right?
44:07
The wife actually, she dragged me.
44:08
She forced me.
44:09
I don't know if she's here to hear that, but it's something you guys, you just put up
44:14
it.
44:15
But, you know, there are people out there looking and shopping.
44:17
So what am I saying?
44:18
This all gets back to adding value, building your database.
44:22
And as you said, Alex, relationship, it's a partnership.
44:25
And I think too many LOs, for the last two years, we've had no partnership.
44:28
You've had no relationship with realtors because you didn't need one.
44:31
So therefore, you got lazy about it.
44:33
Well, now you need one, but you need something unique and different, it's what I hear from
44:37
LOs all the time.
44:38
I was talking to LO a few weeks ago and they're like, yeah, we're making, they have a company
44:41
that makes these calls for them, outbound ISAs, you know, calls to set appointments.
44:45
They set three to four appointments a week, loan officer with Realtor.
44:49
And the structure of the script is, you know, hi, we're such and such.
44:53
We've identified you as one of the most successful agents in the area and we wanted to,
44:57
you know, take a moment to tell you a little bit about our unique lending marketing platform,
45:02
whatever they called it.
45:03
It was like a platform, right?
45:04
And I was like, oh, what is that?
45:06
What is the platform?
45:07
You got me curious.
45:08
And they're like, we really don't have one.
45:12
It's just we've got a couple unique products, right?
45:14
I'm like, well, that is a major let down when the realtor hears that.
45:19
Let me, let me piggyback Jeff.
45:21
Yeah, I think we're going to, we're going to get past the open house.
45:24
But one thing I wanted to mention since, you know, you didn't mention open houses here.
45:28
And that they're, you know, coming back.
45:32
So what we've seen, and this is now not something we offer.
45:36
This is something our users came up with.
45:38
And so now it's like, well, this is pretty cool.
45:40
So I'm sharing this now with other anyone who wants to try this out.
45:45
But what realtor's did, they, who are using my home IQ,
45:49
they took a picture of the actual report and they like printed it out and put it on a,
45:55
on like some sort of like plastic stand in the open house they were doing.
46:00
And they had a QR code and said, I can get you this information on your home with just a scan.
46:04
And so what's interesting is you'd have a lot of people would walk through the home,
46:08
like the neighbor, curious neighbors or just anyone random,
46:11
anyone who was a homeowner saw the information on this report.
46:14
Like, wow, this is pretty cool.
46:15
They would just scan it without talking to anyone.
46:18
They'd plug in their address and boot instantly get all this information.
46:21
And so they were able to capture emails of homeowners.
46:24
And then surprisingly, those homeowners would be reaching out to them, you know,
46:28
sometime down the road.
46:29
So they were growing their database.
46:31
And guess what, an LL grew his database without ever meeting that homeowner
46:36
because it was the realtor who was doing the open house,
46:39
who captured that homeowner into the system.
46:42
And so that's a powerful way of being able to use a product
46:45
that has a network effect component to it.
46:48
And so, you know, now what we've seen LLs do,
46:51
they would actually order for like $100 like a retractable banner that's like six feet tall.
46:56
And they would just pop that thing open at an open house.
46:58
And then, you know, that would catch every homeowner's attention like,
47:01
well, what is all this information?
47:02
Like, hey, you can get this by scanning a QR code.
47:04
And so once again, like the product is evolving because users are coming out
47:08
with creative ways to use the product.
47:10
And so you can always bring the deer to the water
47:13
but you can't force it to drink.
47:14
And this is like the same thing.
47:16
The tool works.
47:17
It's just, you know, an infinite ways of using it.
47:20
That was a brilliant idea.
47:22
Love that.
47:24
Love that.
47:25
Sean, are you having any conversations with the realtors about my home IQ
47:29
and any experiences you want to share or what their response is?
47:33
How open are they to, you know, let's talk about the challenge
47:36
of getting them to share their database?
47:39
Well, I mean, it's always going to be a little bit of a challenge
47:43
if it's a new agent that you have.
47:44
It doesn't know who you are.
47:45
You've never had a relationship or a phone conversation or a deal together.
47:50
But I think, you know, like, I don't remember who used to have this page five
47:53
of the application.
47:55
You know, if you have a deal and it's a new agent on both sides,
47:59
that's two opportunities right there to strike up a conversation about this.
48:03
You know, instead of going right in for, hey, my programs are great.
48:06
I've closed back and everybody does that now.
48:09
Everybody has a seven day clear to close and they can be anybody's rates
48:13
could be the best if they really wanted them to be.
48:16
But using those opportunities that you already have right in front of you
48:19
to then figure out, you know, you're scripting, you know,
48:22
do you go for the appointment right away?
48:24
Do you say, hey, let's close the deal and it's, you know,
48:26
wants it to success.
48:27
I'd like to go, you know, take you out the lunch with dinner or whatever.
48:31
And then bring up the my home IQ.
48:33
I think if you're going, if you're trying to go to an open house
48:35
and it's a cold build, you've never met him that you're trying to pitch him real quick.
48:39
I don't think you're ever going to see a lot of success with that.
48:41
But the ones that we're seeing the most success in our business is the transactions
48:45
because you have a reason to talk to them multiple times during this 30 day window.
48:50
So use it. Hey, by the way, have you ever heard of this?
48:52
Hey, what are you doing to get it?
48:54
How many of your people, you know, are going to sell in the next six months?
48:57
Do you even know?
48:58
It's like little little nuggets, little hint.
49:00
Well, Sean, I'm meeting for the appointment.
49:01
To Sean's point, the moment you close that transaction is the point you want to,
49:06
or the time you want to use to engage that realtor.
49:11
First thing you do is you create that report.
49:13
And then you send that link to that report to the realtor say, Hey,
49:16
I put your branding on this specific report because I want,
49:20
if there's going to be any questions around home values or anything,
49:23
I want that to come to you, right?
49:25
And so this is something I offer to all the realtors I work with.
49:27
By the way, there's a lot more to it.
49:30
Let me know if you're interested to learn more on lead generation.
49:33
And and if you want to get all of your clients into something like this,
49:37
I can, I can help you achieve that as well.
49:39
Like just having like let them taste it and see what that looks like.
49:43
And then they'll come back and reach out like who would say no to something
49:46
that's so powerful when they usually see that report and they see their own photo
49:50
on there and they realize that now anytime this homeowner is going to have questions
49:53
around home values or fees or sell in their home,
49:56
that that CT is going to come to that realtor.
49:58
Like I would say, of course, yeah, tell me more.
50:02
That's an open door, right?
50:03
So yeah, it's an easy conversation with a relationship you already have.
50:08
So I see it now.
50:09
Right now when we're recording this, we're in Middle-ish of October.
50:14
And this is now when I'm coaching LOS to have your business planning meetings
50:17
with your current real estate agent partners.
50:19
What is their plan for Q1, Q3, right, 2023, et cetera?
50:22
And so now is to search yourself into those conversations and provide something
50:26
that will help them break through the challenges that we know they're having.
50:30
Also, little shameless plug.
50:32
We, my members and for you pro members that are listening, shout out to you.
50:37
We have a class called mastering database marketing.
50:40
And what we try to do in some of our classes, we insert tools and resources
50:44
into a class that is a point of conversation.
50:47
So picture this, a loan officer is teaching a class to 10 or 30 agents
50:51
and they're talking about how to master database marketing.
50:53
And so all of a sudden, insert my home IQ.
50:56
Hey, by the way, have you heard of this?
50:57
No, great.
50:58
Here's what this does.
51:00
Here's how it can help you.
51:01
If you want to learn more, come see me afterwards.
51:03
Or here's a QR code, schedule time on my calendar right here.
51:06
Like that's what I'm helping a lot of LOS do.
51:08
And we're going to be adding my home IQ to a couple of slides in that slide deck.
51:12
You didn't know that until just now.
51:14
I love it.
51:15
That's right.
51:16
Awesome.
51:17
Thank you, Jeff.
51:18
Yeah, there we go.
51:18
So this is really cool, guys.
51:20
And I know there's going to probably going to be some questions.
51:21
You are really curious to learn more.
51:24
So here's the called action for those that are listening.
51:27
There will be a link in the show notes.
51:29
When you're listening to this to go learn more, I don't know specifically what that link
51:33
is yet, but there will be a hyperlink in there.
51:35
You can simply tap with your thumb, your finger wherever you're listening to this and go
51:39
to a page where you're going to be able to learn more about my home IQ.
51:41
In the meantime, you can also of course always go to my home IQ.com and check it out there.
51:47
Any final words you guys want to share in terms of like roadmap or direction moving forward?
51:52
Yeah.
51:53
So one thing I definitely want to mention, I think it's important to think not only about
52:01
today, but about five years, ten years, right?
52:04
The future.
52:05
And so right now you have all the big box stores or companies that are moving into the
52:11
post-close transaction.
52:13
We work extremely hard to make that one-time commission from our clients.
52:20
And then that's it.
52:21
That just kind of falls off.
52:23
What a lot of the big box companies have figured out is that there's a lot of monetization
52:27
that can happen post-transaction, be able to offer vendor services.
52:32
So things like the solar and the list goes on and on.
52:38
And so what we are thinking about at my home IQ is we want to be able to empower our users
52:43
so that they can not only build clients for life, but be able to monetize clients for
52:48
life as well.
52:49
And so imagine us being able to use data to identify which homeowner hasn't pooled up
52:55
roof permit and the roof is coming to its end life cycle, which we have all this data.
53:00
And then we could identify how much sunlight they get per year and what's the square footage
53:04
of their home and then what kind of system they would need and how much is going to cost
53:09
them and then allow them to finance that within a two-year zero interest.
53:13
And all that could be done inside my home IQ portal to increase the value of their home.
53:17
They're going to have to replace that roof regardless.
53:19
So before they even that issue happens and now they're having more damage to deal with,
53:24
we can address those people ahead of time, connect them with the right vendors ahead
53:28
of time.
53:29
And that's just the AC unit renovation that list goes on.
53:32
But that home service market is growing at a 35% compound annual growth rate.
53:37
It's going to be a $1.2 trillion being spent each year between emergency renovation and
53:43
energy repairs.
53:45
And so we want to position ourselves and our users to be able to take part of that.
53:50
And so that's what we're working towards.
53:54
If we can generate a lead for ourselves, sorry, for a home service, let's take solar
53:59
for an example.
54:01
And we get paid.
54:02
Well, we would like to find a way to compensate back to the users who brought that homeowner.
54:07
And so now realtors and loan officers partnering with my home IQ have a way to build residual
54:13
or further encompass that transaction monetizing at homeowner for years to come because other
54:19
companies are going to be doing that on their, they're already doing that.
54:23
And so anyways, I'd like to just leave us with that because I think that was an important
54:28
component to where we're going and shows that we're not just looking for ways to increase
54:36
our software as a service business, but also partner, truly partner with realtors and
54:40
loan officers so we can build something magical together, help them stay in front of their
54:44
past clients and also build those relationships for life.
54:49
Yeah, that really goes into the bigger picture of how we need to expand our value, but also
54:59
expand our presence throughout the journey of the homeowner, right?
55:02
So it's not just during a transaction, purchase, refi, investor, whatever, but it's other
55:07
opportunities that you guys help provide such as, you know, awareness, equity reports,
55:14
refi opportunities, right, all those kind of, all those kind of data points that you drive
55:18
for conversations, but also on the bigger picture, I remember back in the day working with
55:22
this realtor in Long Beach, California at one, at one point in time, he sold a house
55:27
today every day for probably 15 years.
55:32
And he, one of the things he did and realtor still do this today is he had a concierge service
55:37
through which, you know, people get access to these different resources when they needed
55:41
them, right, for home repair, for solar, for AC, you name it, but they, they saw him this
55:47
realtor as the trusted source, right, for all those things.
55:50
And so that's a similar parallel.
55:52
The difference here is that, you know, you're doing it in a more technologically savvy way
55:55
and that there's also some, you know, compensation, respite compliant compensation for those involved.
56:02
Yeah, I think a big part of that has to do with, with also using data, because we can
56:07
identify homeowners, the right homeowners, and only present those opportunities inside
56:13
their unique report for the people that qualify.
56:15
So it's like, as a homeowner, you're only seeing information that's relevant to you.
56:21
And it's tailored to you.
56:23
And so I think that's, you're not getting the direct mail postcard from the window replacement
56:27
company and all that.
56:29
Well, after you just did window replacement, too, right, so you already have solar, there's
56:34
no need to see a solar block.
56:36
That is true.
56:37
That is true.
56:38
All right.
56:39
This is awesome.
56:40
Good stuff, guys.
56:41
Really, really appreciate it.
56:42
My homeicue.com.
56:43
Also, check the link in the show notes for a unique and special offer just for our listeners
56:46
here that you'll have to go learn more about that.
56:48
Sean Alex, can't thank you enough.
56:50
Man, appreciate you guys being here.
56:51
Yeah.
56:52
Thank you so much.
56:53
Yeah.
56:54
All right.
56:55
Listeners, you know what to do.
56:56
Check the links.
56:57
If you like this episode, leave us a review.
56:58
We'll see you on the next one.
56:59
Bye for now.
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