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The Blueprint for Engaging Real Estate Partnerships · Mortgage Marketing Radio

0:00
Hey there, Jeff Zimper, host of Mortgage Marketing Radio Podcast, do you like that intro
0:15
music?
0:16
I hope so.
0:17
In case you haven't heard, Sun Jackson created that intro song, and if you guys are looking
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for help with any intro music like that, you'd love to love the vibe, or maybe you got
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your own vibe.
0:25
I don't know what your vibe is, but that's our vibe on the Mortgage Marketing Radio Podcast,
0:29
and if you'd like your own audio, intro, bumper, swipe music.
0:34
Let me know.
0:35
DM me.
0:36
Got some talent.
0:37
Gotta put it to use here.
0:38
Open your, open your ticket.
0:40
Okay, so before we get into this week's episode, of course, another success story from
0:46
the streets.
0:47
Let me pop into our Facebook group of originators from around the country.
0:51
What are we doing in my ageing classes?
0:53
We are helping our generators move from the perception of the solicitor and vendor to
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the partner and here in the context of you seeking to get ageing conversations, engagement,
1:07
and referrals at scale.
1:09
We lead with education.
1:10
We help age and solve problems.
1:12
We don't chase.
1:13
We don't beg.
1:14
We don't co-pay for leads.
1:15
We attract, and we build a platform much like if you were running for office looking
1:19
to get elected, you would have a platform you want to run on, right?
1:22
You would need to be stand for something.
1:24
You would need to be known for something.
1:25
You would need to be in touch and engage with your constituents.
1:28
People would need to be able to connect with you and get a sense of who you are, what
1:31
your values are, so that they can make a decision on choosing to vote for you.
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By the way, I would say most often people don't vote for solicitors and vendors.
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They do vote for partners and peers.
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So a quick story from our private member group here, my ageing classes, Liz Reese.
1:49
What's up?
1:50
Her, Liz Reese posted on our Facebook group that she got an agent who reached out to
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her unsolicited to book a call.
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And when Liz asked, how did you and I connect?
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She said she received an invitation to one of Liz's many classes that she does in our
2:10
platform of my ageing classes.
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Liz Reese goes on to say that she has no idea who this woman is and that she definitely
2:18
came from the database of agents that we provide to our members when they become a member
2:24
in their local market, in their local area of productive agents that are doing a minimum
2:28
amount of production, both listing and by side.
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And we provide that list to you as it means to help you jumpstart your outbound marketing
2:37
promotion outreach and engagement with real estate agents.
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And the good news about this agent who contacted Liz unsolicited is that the agent has been
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in business for 21 years and is a successful agent.
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So therefore, as Liz says, she does not have to coach and reassure her on how to be a
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successful real estate agent.
2:56
She already is successful.
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So congratulations to you, Liz, because you are one of the best executors and persistent
3:03
consistent people in our community.
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And I appreciate your loyalty and longevity with us now for what four plus years.
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And if that sounds interesting to you, you want to learn more about how do you get agents
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to actually reach out to you and say, can we grab a meeting, a Zoom, a whenever I'd
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like what you're doing.
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And I'd like to learn more about you and potentially partnering with you.
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That's changing the narrative.
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That's flipping the script.
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That's called attract versus chase leading with education, becoming a partner and up here
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instead of a solicitor and vendor.
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You want to learn more, grab a time on my calendar, mortgagemarketing.pro.
3:43
Yes, it is a call with me.
3:45
Mortgagemarketing.pro will have a conversation, share everything with you, take a look behind
3:50
the scenes, open up the kimono, learn more about your business, we'll see if we're fit.
3:56
Mortgagemarketing.pro.
3:57
Okay, this week bringing you a really cool conversation from somebody who we became
4:03
fast friends a few years ago, attending the mastermind summit in Vegas.
4:09
And since then, I've just been impressed with what this gentleman, Daniel Seminoffsky
4:15
is doing, speaking of building a brand and not having to call, not having to chase, but
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literally building a brand by which, once again, sounds familiar, you're actually creating
4:28
an audience that generates deals for you simply by putting good information, good content
4:34
out there and not being in the standard, right, vendor and partner.
4:38
I know I just talked about that, but this is exactly what Daniel has done as an insurance
4:42
broker.
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Where do you hear how he has built this amazing platform to be one of the top producing
4:49
mortgage insurance brokers in the country, working with mortgage professionals?
4:54
When it comes to homeowners insurance, right, you have choices, your clients have choices,
4:58
they want to be directed to a reputable professional source for them.
5:03
In many cases, when it comes to insurance and Daniel's the go-to guy in the Kansas City,
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Missouri, Minnesota, Illinois area, built one hell of a practice, and even better than
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that perhaps is that he's funny as hell.
5:18
He's got quite the personality, you've got to follow him on Instagram, we'll put a link
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in the show notes here to his Instagram, which is Daniel Seminoffsky.noennah.com, that's
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Instagram.
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But that's where you can find him.
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So I think you're really going to enjoy this episode and I want you to listen with an
5:31
open mind and just ask yourself, like, hey, if the insurance guy can do it, and the insurance
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guy's number one audience is you, the mortgage professional, think of this.
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How many insurance professionals in your backyard have you not yet talked with about teaming
5:47
up to do events and classes to attract real estate agents?
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Because they're out there, they want to get in front of you, other mortgage professionals,
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they want to build their personal network with real estate agents as well.
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It's a win-win across the board.
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So listen to this with that open mind, consider how you could apply this to your own business
6:05
and see if this makes sense without further ado, let's get into this week's show.
6:09
Daniel, welcome to the show.
6:12
Thanks, Jeff.
6:13
This is a long time coming, man.
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I mean, I think what, we met at the mortgage mastermind summit in Vegas probably two years
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ago.
6:20
Yeah, we're in the real world penthouse suite, I believe, and then like everyone was there
6:25
for whatever reason.
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That room was so packed and tiny, we're just like, you know, up in a wall, just like
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talking.
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I might have caught a disease just standing there, to be honest.
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Everybody who came out of that caught COVID, I think.
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Pretty sure.
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And other things.
6:39
Right.
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Yeah.
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Look, man, I'm glad we were finally able to do this.
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Likewise.
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Dory is really interesting, but why don't you just take it first?
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Like, who are you?
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What do you do?
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Yeah, yeah.
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So I'm actually co-founder of agency insurance, where a personal PNC shop, we really
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specialize right now, just in the personal lines of things.
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I started that a year ago, prior to that, I've only been in the business for about five
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to six years now.
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But I was the number one producer for the company that I worked out originally, which
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was the 18th largest independent insurance agency in the country.
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And then around Kansas City, I am pretty much the number one referred insurance broker
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by real estate agents.
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So that's kind of been my caveat.
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But then on top of that, I would like to say that I'm kind of a, a, a, a, a hype man
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and also a confidence coach for a lot of real estate agents, which, like I told you earlier,
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what's funny is I'm someone who just found my own confidence a few years ago.
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So, but, you know, it's been a whirlwind of a, of a time, but it's, it's been a huge
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man.
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So I'm loving the, the, the path so far.
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Yeah.
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And then that's what kind of drew me to you was your energy and like who you are, and
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you're just being yourself.
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And that's what's great about that is you can be yourself, right?
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And a trust.
7:46
Yes.
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Like, I'm, we'll probably get into this.
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Yeah.
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I'm going to assume that by being yourself, you may also turn some people away.
7:53
Oh.
7:54
Undoubtedly.
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I know him a lot.
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Like what's funny is I literally, so the broke agent, which I'm sure you know, Eric,
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they, they all came out just this week to, to, to, to basically have a big talk for
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the real brokerage.
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And he and I hit it off and he's like, dude, you are literally insane, but I like you.
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I like you.
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So I get it.
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I'm not, I'm not for everybody.
8:13
Right.
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And that took me, you know, a little bit of time to figure out because I'm naturally a
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lot of people pleaser.
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I've always wanted to be liked stems from my childhood, whatever it is, but what you come
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to realize is you get older, it's like, you don't want everybody to like you.
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You just want to find your people.
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And that's what I've been able to do is by being authentically myself, I attract the people
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that, you know, there's, this guy's a little crazy, but I like him because that's kind
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of how I am.
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And you don't want to do business with people you don't like.
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Right.
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So 100%.
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You got to be yourself 100%.
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Mm-hmm.
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That's the key.
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Okay.
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Let's unpack then.
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You refer to yourself as the most preferred insurance broker in the state of Kansas.
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Is that correct?
8:52
Yes.
8:53
Okay.
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So I'm involved in it.
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So one of the platforms I'm involved in here is called Kansas City Real Producers Magazine.
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I'm sure you've heard of that.
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So my buddy Reese runs it.
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And so not that long ago, they had a big thing.
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And one of the questions in there was like, he's always looking to find out who people
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are working with.
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And when it came to the insurance section, I was pretty much 70% of the page.
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And this is the top 500 producers in Kansas City.
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So and like I said, my focus is always now drifted towards real estate agents.
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I think, you know, the funny thing is I should have been a real estate agent.
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I've got the personality for it, but I fell into insurance.
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And it's probably the best thing that ever happened because most insurance agents are,
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you know, a little bit older.
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They work at state farm.
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They don't have a lot of personality.
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So when I showed up, everyone's like, what's happening here?
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And so it's just been an, it's honestly, I kind of feel like it's been a gift.
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Like I would have been a great real estate agent, 100%, but there's a lot of great real estate
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agents in this community.
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And so I would just been another great agent, you know, you're bringing the, you're bringing
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the sexy back to home.
9:54
I'm bringing the sexy back.
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I'm trying to make insurance a little bit fun.
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Yeah.
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100%.
9:59
Somebody's got to take that dry topic, right?
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And make it.
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Yeah.
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Well, you know, and I've done content about insurance and even when we'll get into this
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probably a little bit more, but when I started making videos about insurance originally, you
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know, I knew I wanted to bring my own flair, my own personality.
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And, you know, I was born in Russia, St. Petersburg, Russia, I left when I was like five
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months old, which thank God, because I'd probably be fighting right now.
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And as I'm sure you can tell, I'm not a fighter.
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I'm more of a lover.
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But my parents very much first generation, thick accents, my, I mean, practically my dad's
10:27
Borat, you know, but my mom, I'd always get her in my videos.
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And there was one where I was talking about personal liability, which is, you know, a coverage
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that protects you in the event if someone gets hurt.
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And so I was kind of explaining this to her.
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Obviously, she has no idea what the hell I'm talking about, but she stops you.
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And she goes, hmm, this is like when you're on high school, I would tell you protection,
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protection, protection, like she's naturally a character too.
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And all these people saw this, this is probably one of my first or second videos I made.
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And it just exploded.
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People like, holy shit, I don't know about this insurance stuff.
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But that was hilarious.
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We want more of your mom.
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And then it just kind of got the ball rolling where I realized like, you know what?
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I don't have to be this dry insurance person talking about coverage.
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There's like, I found a way to incorporate my personality and my sense of humor, humor
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with what I do.
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And it translated, you know, on camera.
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You know, it's interesting because I know you've heard, you've attended the mortgage conferences
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and all that.
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And you're, we follow a lot of the same people.
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And, you know, the whole thing we talk about, which is you can't talk about your products
11:27
and services all the time and that tune people out.
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And I think about that comparatively of like, you know, people who talk about the mortgage
11:34
products all the time versus like you talk about even less difficult to talk about all
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the time is insurance, yes, the boring people and tuning that out.
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Sure.
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Because on the level of interest, it's by the home financing, oh, yeah, I forgot, I need
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insurance, right?
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Exactly.
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And, you know, for a long time, when I got into the business, I used to only chase mortgage
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cylinders.
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That's essentially what I was trained on.
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And I would say, well, what about real estate agents and the guy who, you know, at the
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time, was like, nah, nah, don't waste your time with that.
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But so ultimately, I got tired of the chase with mortgage owners because all of your listeners
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knows who are L.O.
12:11
You call a new agent.
12:12
You don't know.
12:13
And they go, yeah, like, there's that visceral feeling of just like, you're just calling
12:17
to get business for me.
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And so that's the feeling that these lenders would get when I would call them.
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So essentially, I was like, well, what do these people want, which is ultimately most of
12:26
the time is new agents, connections, anything and like that.
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A lot of times, you know, I do try to listen to their pain points and think about what
12:32
do they really need?
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Because sometimes I have big lender partners who, you know, yes, they want to meet new agents.
12:38
But maybe there's something in their process that I can help with to make their life easier.
12:43
So, but that being said, I started a series around Kansas City, you know, I got inspired
12:47
with the people like Gary Vee and Neil during our good buddy, you know, creating content.
12:52
Even myself at first, I was like, you know, I'm, I'm an out there person.
12:56
I'm willing to put myself out there.
12:57
But even in that first original moment, I remember thinking like, oh, like, what are people
13:02
going to think?
13:04
Like it just, I don't know, like, and, and so I totally get it.
13:07
This idea of putting yourself out on camera into the world where you don't know how you're
13:12
going to be, you know, taken, it can be a nervous thing.
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But what you find is more often not, once you get over that hurdle, the, the reception
13:20
is great.
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Obviously, you got to find your voice and who you are.
13:23
But the whole point of that was just to basically attract more real estate agents so I could then
13:28
introduce them to my mortgage partners or go to a mortgage, you know, introduction
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to like, hey, I don't have cookies for you.
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What I do have is a real estate introduction.
13:38
And that's essentially what happened.
13:39
But what really happened was when I started creating content, doing videos, a lot of real
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estate agents, yes, started coming to me, but they essentially said, God, I would love
13:48
to do that.
13:49
Like, I would love to get on video, but like, I'm just scared.
13:51
And I'm like, wait, what?
13:52
I'm like, you sell $50 million worth of homes, you're just like, no, I know it, but can
13:56
you teach my team?
13:57
I'm like, no, no, no, if you want your team to do it, you need to do it too.
14:01
And so that's kind of the funny thing is I really do consider myself now a confidence coach
14:06
in the sense of like, I literally will take people by the hand.
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I know how to make videos, I know how to edit videos.
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But more importantly, it's just, hey, let me show you that you can do this.
14:16
Like it's not as scary as you think it is because there's a lot of analysis by paralysis
14:20
going on in our industry.
14:22
So if you can be that person for that, you know, be the person for them that gets them
14:27
out of their comfort zone or helps them do something that they didn't think was possible,
14:31
they immediately put you on a pedestal.
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And this is huge for your listeners, because I know most are L.O.'s and you're always,
14:38
I know we all talk about, well, we want to provide value and we want to add value, but
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how do you really add value, right?
14:44
And so I personally believe right now is the biggest opportunity we've ever had, because
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I go to these classes, I go to these conferences, and 90% of real estate agents don't know what
14:54
they're doing.
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They're terrified.
14:56
They don't know where to start.
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So if you can be that voice of reason or be someone that can help guide them, even
15:03
in the smallest direction, right?
15:06
They immediately position you with someone of serious value, whether they follow through
15:11
with it is up to them.
15:12
There's plenty of relationships that I've built simply by moving them in that direction.
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They go, huh, that was great, not as bad as I thought.
15:19
Let's keep this relationship going.
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They never really followed up with stuff.
15:23
They send me all their business.
15:24
So because they kind of like knowing, well, I've got to be in on the back pocket if I need
15:27
it.
15:28
I'm not accountability coach.
15:29
I have too much going on to do that, but if you do call me and my wife heats this,
15:33
I will pick up at 10 o'clock and talk to you about something, or I will show up at your
15:36
office with my camera, stop what I'm doing, and I will help you film something.
15:40
So right now, as a mortgage owner, especially in this market, if you can figure out what
15:46
your strength is.
15:47
Now, what we talked about earlier, not everyone can do what I do.
15:50
That's fine.
15:51
There's a lot of people that have different strengths.
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I've learned to lean into my strengths.
15:55
I have a lot of weaknesses, but I have a lot of strengths.
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One of that is just getting people to feel really comfortable around me.
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I'm okay being vulnerable in front of people.
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I don't know.
16:05
It just breaks through the bullshit.
16:07
But right now, you're now low and you have some sort of strength.
16:10
Maybe you're good with running ads or what is it?
16:15
What is it that in that market right now that a lot of real estate agents are struggling?
16:19
I implore you to ask your partners, hey, what are you struggling with right now?
16:23
And figure out what is your strength, right?
16:25
Like, I'm not a super techy guy, but here's the thing.
16:31
Even if it's not your strength, you can bring that thing to them.
16:35
True.
16:36
Either condo it.
16:37
Yeah, 100%.
16:38
You're 100% right.
16:39
Like, you can take the time to learn something new, right?
16:43
You're not taking the time to share the video, share the God, share the PDF.
16:47
You know, we'll get into classes here in a few moments per cent.
16:50
But, but, but, you know, if, if you help them solve problems, and by the way, how do you
16:54
help somebody solve problems just to help them find the solution and give them the direction
16:57
like you do.
16:58
And maybe if it's in your, in your gift set to instill some confidence, then all the
17:04
better.
17:05
Yes.
17:06
I don't think that that's predicated upon, like you said earlier, whether or not some,
17:10
I've said this so many times, I don't, I can't remember.
17:12
So, I sound repetitive.
17:13
I remember back day.
17:14
All right.
17:15
So, back in the day, I'm doing what you just described here.
17:17
I'm teaching classes, the agents and all this stuff that I bring in.
17:19
A guy named Walter Sanford, out of Long Beach, California, was one of the top teachers
17:22
in the country.
17:23
His, his claim to fame was he sold a house every day for 16 years.
17:28
Yeah.
17:29
That's a lot of homes, right?
17:31
And I brought him as a guest speaker multiple times to put me in the center of that.
17:35
Now, I'm the conduit for the information.
17:37
Yes.
17:38
There's a few other ways people can do that.
17:40
And my listeners know what they are, but what he said to me one day was he said the
17:45
same thing you just said, he goes, hey, you know what, Jeff, I'm going to tell you a
17:48
little secret.
17:49
Whether the agents ever execute on those ideas or not, doesn't matter as you brought
17:54
them the idea.
17:56
That's what they're going to remember.
17:57
You are a use case, right, an example of that in real life.
18:02
Yeah.
18:03
Yeah.
18:04
100%.
18:05
Absolutely.
18:06
He nailed it.
18:07
So I wrote down before we started hitting recording, you know, three kind of buckets
18:11
for you, coaching, content and classes.
18:14
Where do you want to start on that?
18:15
What's coming up for you right now?
18:18
You know, I've actively been doing a lot of classes.
18:20
I will say that has been one of the biggest things to my success is classes in the sense
18:27
of learning something like we just talked about to teach agents and originally started
18:32
with just, you know, a single agent.
18:34
And then that person's like, wow, this is pretty good.
18:36
Do you think you'd want to come in and teach teach us?
18:38
And I'm like, yeah, absolutely.
18:40
And then all of a sudden, I strike up a relationship with the broker and the broker's
18:43
like, yeah, this is great.
18:45
Would you come in once a month?
18:46
I'm like, I'd be happy to come in once a month.
18:48
I'm going to need you to copy me on every single deal that comes through here when it comes
18:52
to a new biceye transaction.
18:53
They go done.
18:54
So that's the beauty of leveraging all of this right now is if you can figure out that
19:00
value ad.
19:01
I mean, I've got offices all over town, you know, kind of doing that with me.
19:05
When I first started the agency, I got a free office in a real estate, in a remax office
19:10
simply because I agreed that I'd come in and coach.
19:13
So coaching is amazing.
19:15
Now I know it's, everyone has their different flair like we talked about earlier.
19:19
I like to incorporate my personality.
19:22
You know, my dream is always to be a performer, whether it was, and I would tell him how
19:25
I actually hated this when we were dating, like, hey, don't get too serious.
19:28
Like I'm probably going to move to Hollywood and get some performance.
19:31
And then after like the fourth time I said that she's like, this guy's fully shit.
19:34
He's not moving anywhere.
19:35
So, you know, I have that performance in me.
19:37
And so when I go up there for me, it's kind of like I'm on open mic.
19:40
Like I work the crowd, you know, I do it on purpose too, because what we're talking
19:46
about again is getting people to open up to put themselves out there.
19:50
So I personally, it's, it's true to my nature to have fun to, to kind of be out there.
19:56
And so, you know, there's things where I've, you know, before I even started the
19:59
presentation, I opened up the screen and it says, how to start an only fans for
20:03
realtors. And I've got like a picture of feet and like half the room laughs.
20:07
The other room's like, wait, a little bit of older agents like, wait, what's
20:10
the only fans? And then now I have to explain that, which I would tell you, the joke's
20:14
not as funny when you have to explain that.
20:16
Now you just look like a pervert.
20:17
And they're like, so this guy's going to coach for an hour about this.
20:21
And I'm like, no, no, no, no, this, and then so anyways, I like to, I test the boundaries.
20:26
But coach, yeah, classes is huge.
20:29
And I will tell you right now, especially the older demographic, so the remax
20:35
office that I coach in a lot, I'd say typically most of the agents that come are
20:39
probably 40, 50, 60 age group.
20:43
They are so lost, they are so scared because they've never had to do this.
20:49
They've never had to brand themselves.
20:50
They never had to market themselves.
20:51
Get on video.
20:52
They're like, I just want to sell houses.
20:54
I'm not trying to be an influencer.
20:56
And to them, this is, I think, is the gold mine.
21:00
If you're an L.O., your gold mine is established real estate agents that have no idea
21:07
where to start.
21:08
And if you can be that solution for them, you will get all of their business 100%.
21:14
And it doesn't even have to be that like the classes I teach are like, how to post a
21:19
story. Sometimes it's so basic of how to actually, you know, get behind a green screen,
21:24
what to talk about, how to do that.
21:26
I do a step by step, but I mean, it's pretty straightforward.
21:29
I'm not doing groundbreaking things and it's mind blowing to them.
21:33
And what do you know?
21:34
Oh, I bring up insurance and blah, blah, blah, blah.
21:37
And all of a sudden, now I get all their business as well.
21:39
So there is right now a huge opportunity to take advantage of this.
21:44
If you can, like I said, I know we can talk about this, but this is, this is the key.
21:48
Is, is figure out a sweet spot like that, whether it's teaching classes, social media,
21:53
what is that aspect?
21:54
But that is what people are desperately, desperately looking for right now.
21:59
Where do you get your content from to create classes and curious?
22:02
So, you know, at this point, I don't know that there's anything really original.
22:06
I don't know if you'd agree.
22:08
Yeah, but, you know, a lot of, there's it up.
22:10
Yeah, you switch it up.
22:11
But I mean, I think the underlining message is all kind of the same.
22:14
You know, be yourself, consistency, build your brand.
22:17
Who are you?
22:18
Be social.
22:19
And I kind of just add on that.
22:21
I do love Chelsea Pites.
22:22
She's awesome.
22:23
I feel like I really resonate with that content because she really talks about showing that
22:27
human side to yourself.
22:28
And that's one of the things that I coach a lot in my classes is yes, you're a real estate
22:33
agent, but people don't give a shit about that.
22:36
They care about who you are, right?
22:38
And I think in our industry, it's very easy to fall in line with just listed, just sold.
22:42
You're not sure what you're doing.
22:44
Everyone's doing that.
22:44
So I'm just going to do that.
22:46
But if you go to my Instagram page, like we talked about, I do insurance.
22:50
Like it's kind of hard to make that sexy.
22:52
But what I found is just being myself, just really just showcasing who I am as an individual.
22:57
I showcase a lot of my family.
22:58
I got two beautiful girls, a brand new baby.
23:02
I talk about the struggle hood of being a father, running a business, you know, running
23:07
around town.
23:08
And honestly, I feel like that creates, and I'm sure everyone's heard this before, the
23:12
likeability factor.
23:13
And then occasionally when you sprinkle in, whether it's a mortgage related video, a real
23:17
estate related video or insurance, you create that trustability.
23:21
So really when it comes to this human side of you, it is so important to basically be
23:27
yourself.
23:27
And what I've always told these agents is, you can be 100% yourself because you want to
23:33
work with people like yourself.
23:34
We've all had shitty clients.
23:36
We don't want more shitty clients, right?
23:38
In the beginning, yes, because we need the business.
23:41
But in the long run, we're trying to attract our kind of people.
23:45
Yeah.
23:45
So I asked this person this question a couple of episodes ago.
23:48
And you know, what I find sometimes, or maybe this is just in my own head, but I've got
23:52
to imagine a number of people feel this way when they go to somebody's profile, perhaps
23:57
such as yours or others who are obviously, um, putting themselves out there animated,
24:02
have a person as have a sense of humor and they're together in a video.
24:06
Some people just, they look at, like, remember, TikTok first, or Instagram, real
24:09
stuff is dancing.
24:11
Yep.
24:11
And they're like, well, I don't want to do that.
24:13
Right.
24:14
So when people look at a profile like yours or others similar to that, what do you
24:18
say to the people who look at that and go, yeah, well, I mean, look, he's funny.
24:22
Like he has a personality.
24:23
I'm not.
24:24
Right.
24:25
Right.
24:26
Well, I think I think a perfect example is Neil Dringa, right?
24:30
Like a bud.
24:30
Like, and he always said he's like, I'm a nerd.
24:33
He's like, I'm never going to be the guy.
24:35
You're right.
24:35
He's not that funny.
24:36
Yeah.
24:36
He's like, I'm not that funny.
24:37
I'm, you know, he says it all the time.
24:42
But he hit gold with just being himself.
24:45
He's extremely intelligent.
24:47
He's a hustler.
24:48
He figured it out and it resonates with people.
24:50
And that's why you don't have to be a Daniel.
24:53
And there's, you know, not everyone wants to be a Daniel or enjoys a Daniel.
24:57
So that's why you can do the things that are authentic to yourself.
25:01
Now you can spice it up.
25:02
I find that most people, you know, it takes them a little bit to get out of their comfort
25:06
zone, right?
25:07
Like there's nothing wrong with maybe doing a funny voiceover of like, you know,
25:10
when you find out, you know, your friend used a different mortgage broker, right?
25:14
And you can do kind of a funny thing.
25:15
You can overlay, overlay with cap cut and stuff like that.
25:18
So that would be the biggest thing is, I think, yes, you might not have the
25:23
ability to just come up with stuff on spot and be this, this funny persona.
25:27
But that's okay.
25:28
You know, stick to what you know because you will attract those people.
25:31
Like I have a lot of engine to your clients and they are very, they, like when
25:35
I'm on the phone with clients, I'm very different from when I am on person on social
25:38
media because my whole social media approach is attracting real letters, which
25:41
will get into, but those people on social media, they came, they saw me first,
25:46
they would not want to work with me.
25:47
They're like, no, no, no, no, no, no, on the phone, they want the details,
25:50
they want the specifics, all those different things.
25:52
And so you can still attract those kind of people, even if you're not so
25:56
called a big personality when it comes to that stuff.
25:59
And it still works.
26:00
But I think this is a good segue into, you know, kind of my social media
26:05
strategy and how if you're not that type of person, how you can still benefit
26:10
from that.
26:11
Yeah.
26:11
Let's go there because I was going to ask you that question next because what I
26:14
heard was your Instagram strategy is intentionally your, your ideal
26:19
avatar is the real estate agent.
26:20
Correct.
26:21
Yeah.
26:21
So go explain that.
26:23
Yeah.
26:23
Yeah.
26:23
So essentially if we've all heard when you're doing social media, you have to
26:27
really figure out who your target audience is, right?
26:29
Because you were selling to everybody.
26:31
You're not selling to anybody.
26:32
And so quickly what I realized was I didn't, I started doing videos on social
26:36
and I really wasn't getting much traction from a insurance perspective.
26:40
Yes, people that knew me would reach out.
26:42
And ultimately, when I started doing this years ago, all I really cared about was
26:46
figuring out how to connect real estate agents with my mortgage partners.
26:50
That's it.
26:51
So my idea was like, let me bring them in to what I'm doing.
26:53
And so that has really worked well for just interrupt.
26:57
So that was your value proposition was connecting the mortgage broker with the,
27:01
with the real estate agent because you know, mortgage brokers always want to meet
27:04
real estate.
27:04
So that was kind of like, hey, I'm the, I'm the connector.
27:07
I got sick of knocking on Lenders doors and they're like, yeah, buddy,
27:11
we'll get to you when we get to you.
27:12
Right.
27:12
But so I kind of figured out a way to reverse engineering of the process was
27:16
just essentially they want the carrot over here.
27:18
Well, let me bring the carrot to them.
27:19
But I add so much value to the real estate agent that they're almost like, well,
27:23
how else can I help you outside of sending insurance?
27:26
I'd love for you to meet my partner over here.
27:28
Like, look, I'm not saying he has to be your number one partner, but you know,
27:32
I think you might be able to help you and take a coffee meeting and see what it looks
27:35
like because, you know, no one's doing that as an insurance individual.
27:38
No one is really doing that for their mortgage partners, you know, most
27:42
insurance brokers and agents, they're really just, you know, they're calling
27:47
they're showing up, but there's no real substance of value.
27:50
So I mean, all my mortgage partners and I've gotten to the point where I really
27:54
don't go after mortgage partners locally anymore.
27:56
I really just focus on the people that have helped me grow because I just want
28:00
to add as much value as I can to them.
28:01
But, you know, at this point, I could give, I could give you all their names
28:06
and every insurance agent in the country, call them and I promise you,
28:09
not single one of them would break my our relationship because of the value
28:12
that I bring.
28:13
And so, but the focus what social media has always been, how do I track more
28:18
real estate agents into my sphere and then start communicating with them
28:22
and then ultimately get to a point where, you know, I add some sort of value
28:25
to them and then, hey, by the way, can I introduce you just, you know, this
28:28
individual, this lender did it up and ultimately I've kind of created a whole
28:32
funnel effect.
28:34
Yeah.
28:34
So what popped in my mind is, you know, you know, the phrase from Gary V,
28:37
the digital mayor, you know, in a sense, you kind of became the mayor and your
28:40
community between a mortgage professional and real estate agent and you're,
28:44
you know, pressing the flesh and kissing babies and connecting.
28:47
You're the connector, right?
28:48
Which is cool.
28:49
That made a lot of sense.
28:50
And therefore you double, you got both sides of the coin there.
28:53
Exactly.
28:53
Exactly.
28:54
And, you know, social media is great by all means, it's not my biggest play.
29:00
I will say my, my biggest lack is consistency.
29:03
You know, I've always struggled with consistency.
29:05
I'm doing a million different things, you know, oftentimes helping other agents
29:10
and, you know, helping with their social media.
29:12
So my stuff kind of gets put on the sidelines, but, you know, what I have
29:15
found, if you have good quality, the quantity isn't as important.
29:20
You can still have a huge impact like, you know, the stuff that you're putting
29:24
out is, if it's good and people actually enjoy it, you don't have to put out a
29:27
video every single day.
29:28
Like, you know, I put out, again, it's for myself.
29:31
It's my personality.
29:32
Like I recently made a, an elf, my, my daughter, we did elf on the shelf.
29:36
I like it.
29:37
We did elf on the shelf.
29:38
And I started to think down, I'm like, hey, because my wife at super target,
29:42
you can get these little like, you know, accessories.
29:44
So the one that she bought was real estate related.
29:46
And it was like the frosty real estate team.
29:47
I was like, okay, I obviously have to do something with this.
29:50
My best friend had lent me his elf costume like a year ago, which, of course,
29:53
I failed to return and I put it on.
29:56
And then I had the elf on the shelf, who I named Chip on this little dollhouse.
30:00
And I went and bought a little liquor bottle and I put it next to that.
30:04
I know it's a lot.
30:05
And then I basically said, hi, I'm Donnie.
30:07
I'm the elf.
30:08
This is my brother, Chip, you know, we just joined the frosty real estate team.
30:11
And to be honest, chips got a little bit of a gambling problem.
30:14
So we'd loved it.
30:15
Like, I don't, you know, I just kind of started spitballing this whole idea.
30:18
There were a real estate team and, you know, we really would love your help.
30:22
And, but the sole focus was that content was directed towards real estate agents.
30:27
I knew that they would think it's funny.
30:29
They would share it.
30:30
They would message me on it.
30:31
And then all of a sudden, I started getting a bunch of random real estate agents
30:35
commenting and liking follow me, which I then can add to my pool.
30:38
Cause I showed one of my partners and he, he's a very big time.
30:42
Hello, like one of the top in the Midwest.
30:44
He kind of like looked at him and was like, like, he trust me.
30:47
He knows, you know, but he kind of was like, okay.
30:49
Like I would, in his mind, you could tell he's like, I would never in a million years do this.
30:52
But then I go, look at this team that started following me.
30:54
They did 45 million last year.
30:56
He goes, whoa, he's like, do you think they'd be open to like, you reaching out?
31:01
I'm like, yeah, absolutely.
31:02
So like that's kind of the method, but you know, the method behind the man has
31:07
is, you know, again, that's who I am.
31:09
I take pleasure in kind of expressing myself.
31:12
I use it as a creative outlet because, yeah, insurance isn't the sexiest thing.
31:16
But, you know, I have found a way to make my own.
31:19
But I strictly make content when I do that.
31:22
I can see you still looking at your like, God, I can't.
31:24
Dude, that's just watching the video on loop.
31:26
It's just so funny.
31:27
Yeah.
31:28
I was literally was doing it.
31:30
And she goes, you do know you're married to the two children right now, right?
31:32
Yeah, that's all they're going to look at when they see it later.
31:35
Yeah. Yeah.
31:35
So that's good.
31:36
I've done some other things.
31:37
I've got some more coming up.
31:38
But I really do try to be strategic about it.
31:42
Like there's one video that I did where, you know, what would happen if rates come
31:46
down, right?
31:47
And basically I said, Hey, you know, you've heard real letters and I kind of
31:51
didn't away because I knew that they would share this video all over their
31:54
feeds that I could be the voice for them.
31:56
Because, you know, real estate agents can only say, by the house so many times
31:59
before the consumer is like, yeah, fuck off.
32:01
We know you want us to buy the house.
32:03
You want to get paid, right?
32:04
Well, I took it upon myself to be the voice for them.
32:07
And I did it in my own creative way where I talked about, hey, the market
32:11
crashes, what will actually happen is reverse market crash, meaning home prices
32:15
are going to skyrocket.
32:16
So while you've heard real letters say, marry the house, date the rate.
32:20
And yeah, they're not great with slogans.
32:22
They actually know what they're talking about.
32:24
And I got this whole thing.
32:25
And I think I had like 50 real estate agents share that on their platforms.
32:29
Because ultimately they want me speaking for them.
32:32
Right.
32:32
You know, like, Hey, don't, don't just take it for me.
32:35
Take it from this guy as well, you know, and I, I did it in a creative way
32:38
where they really resonated with it.
32:40
But I mean, I can't tell you the amount of traction I got with that.
32:43
So I always, I always approach it in, you know, is this going to value an agent?
32:47
Is this going to make them laugh?
32:48
Is this going to help benefit them somehow?
32:51
That's my whole strategy when it comes to social.
32:52
I do not care about the consumers.
32:54
I'm sure there's tons.
32:55
I listen to Greg's, you know, podcasts and the influence division.
32:59
I've got a buddy over there that actually has like a hundred thousand followers
33:02
on Facebook.
33:02
It's thousands and thousands of leads.
33:05
Hey, that works for them.
33:06
Great.
33:06
But that's not my focus.
33:08
Oh, yeah, I'm here.
33:09
Yeah, you have a different target client.
33:11
Yeah.
33:12
Yeah.
33:13
Which is the whole point of that wonderful explanation.
33:15
You just unpacked there, by the way, which is, you know, be true to yourself.
33:20
Find your voice.
33:20
It's going to take a little bit of time to find your voice and get comfortable
33:23
and confident, follow others.
33:24
We're going to put obviously links to Daniel's Instagram and everything else in the show.
33:27
And I'll see you in the look at his content.
33:29
We're not saying B Daniel, right?
33:31
We're saying take the ideas, swipe and deploy, but make it your own, right?
33:37
If I was to give any advice right now in the sense of you're an L.O.
33:41
You don't have a big personality.
33:42
Maybe you're quiet.
33:43
Maybe you're just a numbers guy.
33:45
That's okay.
33:46
That's great.
33:47
And I would say, figure out a way in the sense of what we've talked about.
33:51
Go present something, whether it's, you know, Jeff's course, you know, presentations,
33:55
take something like that.
33:56
Even if that's not you, yes, I know it's scary.
33:58
I know it's overwhelming.
33:59
Start small, start with a small group of agents, get comfortable doing it.
34:03
But then figure out a way to get into a brokerage and do that.
34:06
Because as long as you can teach something or add some sort of value, I'm telling you,
34:10
the bar, there's, there's no bar in our industry.
34:12
That's what really blows my mind is these realtors, a lot of them get licensed,
34:16
but no one teaches them anything outside of how to sell houses, contracts, all that.
34:21
Most agents don't know how to mark with themselves or brand themselves.
34:25
Pick up a marketing book, figure out what's working.
34:28
I don't even care if you're not on social media.
34:30
You can still market to agents in your community that way.
34:33
Because if you provide value, you're, you're golden.
34:36
Well, the other thing too that I found is that even the good agents, you know,
34:39
like the producers, the $30, $40 million that you referred to,
34:42
even though they go to various trainings, the Tom Ferry world,
34:45
what I find about them is they always and any successful, right,
34:50
agent or person is always hungry, right?
34:54
Unless they're in that phase of their career where they're exiting out.
34:57
Like if they're in growth mode, on which most are in an hour and then like pivot
35:00
and adjust mode because of the market.
35:02
So to your point earlier, the demographics, they're all learning, like,
35:06
just going to loan off a soliciting right now.
35:07
Here's what I tell them all the time, the same things you're struggling with,
35:10
which, you know, Daniel's unpacked here, how to be on social video,
35:13
et cetera, how to go consumer to all those things are the same issues,
35:16
the agents struggles with the difference is you can learn that thing and then pass it on.
35:21
For sure. And I would say when it comes the way that I add value to big producers,
35:26
because I have a lot of top, top producers here, I take things off their plate.
35:30
Yeah, sure they know how to get on video.
35:31
Yeah, they know how to create content.
35:33
Well, hey, here, I'm going to send you over four scripts that I came up with,
35:35
chat, GPT, I know that you want to talk about Kansas City, or here's what's going on.
35:39
Here it is.
35:40
There's a free teleprompter app on your phone, record it, send it back to me.
35:44
I'll get it at it.
35:45
Do you know how valuable that is for them?
35:47
They're so busy.
35:48
But for me to be able to take that off their plate, they're like, holy shit.
35:52
So there's that they also love when I give value to their agents, right?
35:57
That's the biggest thing.
35:57
That's how you're getting with the big teams or the big brokers.
36:00
It's going to be hard in the beginning, but what they need to do is spread love to their team
36:04
and to their people who, you know, might not have the money to go every single year
36:08
to Tom Ferry conferences or have coaches and all those different things.
36:11
So if you can make their teams lives easier, they're going to look at you as a resource for them.
36:17
Yeah, I can tell you that for real.
36:20
Earlier this year, I kind of left my arrangement I had with a title company.
36:23
But what we did every single month was they brought me in to teach their team.
36:29
Very large team.
36:31
And they would put that, they would have 20, 30 agents in the room every single time.
36:34
And to your point, the reason why these two dudes wanted to bring somebody
36:40
other than themselves in the truth of the matter is they didn't really know that much
36:43
on how to level people up.
36:45
They just were running a team and running a business.
36:48
But then the other thing, like you said, is it takes it off their plate.
36:51
It's not something I've got to add to my to do list.
36:54
Oh, and by the way, this third party person coming in, right?
36:57
Certain credibility to that because you've been blessed by the team lead to come in here.
37:02
Yep.
37:02
So many things happening at the same time.
37:04
So many, so many.
37:05
And I would just say, yeah, anytime you can figure out, you know, what's a pain point for them?
37:11
What can you take off their plate, but really just show initiative, right?
37:14
I, when I first got into the, into the game and I knew that I wanted to connect
37:18
rulers with lenders, I went to a big partner of mine.
37:21
And he wanted to get in with a big, big agent.
37:23
And so he had a program at the time I don't even remember what it was.
37:25
But what I did was I got a flyer with that program.
37:28
I put both of their faces on it.
37:30
And then I went and littered these shit out of an apartment complex.
37:33
And yeah, we got a phone call saying, Hey, guys, next time just call us, we can just put them out front.
37:38
But what it showed these guys was, Hey, I was hungry.
37:40
I was willing to do what it takes to show value to them.
37:43
If I can get them a deal, we didn't get one single deal from that, by the way, but it didn't matter.
37:47
Like it just set the tone that I was someone that was willing to roll up my sleeves and get dirty.
37:52
And that's what really when people say, I want to add value, like, you got to figure out,
37:56
what are you really going to do to move the needle in someone's business right now,
37:59
especially in a difficult market like this for real estate agents,
38:02
because I have partners in different states.
38:04
And they said, Hey, you know, real letters are taking notice right now.
38:07
They're paying attention to who's willing to put in the work right now.
38:11
Because yes, ReFi season will come and you'll stop calling them.
38:14
When that shit dries up, then what?
38:17
Hmm.
38:20
I love that.
38:21
This has been a real clinic.
38:22
And I'm just coming back full circle to the confidence coach thing.
38:27
Because if you do nothing else, but implant just a little bit of a seed of that
38:34
confidence of that thing that you feel more comfortable doing,
38:37
only because like one of the members on our group, Travis Newton, shout out, Travis, what's up?
38:41
He said, all you have to do is be three or four steps ahead.
38:43
You don't have the expert just a couple of three steps ahead.
38:46
And just show them the way.
38:47
Let them draft you.
38:49
Well, I think it'd be, you know, a lot of people would be surprised by this statement,
38:52
but I told you earlier, it's taken me 33 years to find my own confidence.
38:56
I've always been a very unconfident low self esteem.
39:01
I came over when I, you know, moved over to Kansas City in third grade,
39:04
you know, didn't really get along with a lot of people.
39:06
I kind of was bullied.
39:07
And so, you know, what I found was I just never was really sure about myself.
39:11
And when I got in this business and I would go to these real producers events,
39:14
or meet a big agent, I was like, oh my God, like those people.
39:18
And I put them on pedestals.
39:19
And I was just like, oh, and then, you know, I had a big person out of them too,
39:23
was it, but it was a, it was different.
39:25
It was like an act that I was putting on to fit in versus now.
39:29
I'm more settled into it.
39:30
But when I started coaching and getting one on one with these people and these big producers
39:35
and getting inside their head and realizing they are utterly shitless scared
39:40
to put themselves out there.
39:41
And ultimately what I found was like, I don't only care that much.
39:44
Like, you can like me or you not like me.
39:46
But when I became that, you know, kind of crotch or backbone,
39:50
this thing grew inside of me of confidence and just really instilled the ability
39:55
to, you know, feel good about helping these people.
39:57
But ultimately we're all human beings.
39:59
We all grew through the same struggles.
40:01
I don't care if they're a hundred million dollar producer,
40:03
five million dollar producer, whatever it is, we all have shit going on.
40:06
We've got families, we've got struggles.
40:09
But ultimately I will tell you, yeah, if you can, you can still a little bit of confidence
40:14
in these people, I mean, you're a hero, you're a hero.
40:18
Amen to that.
40:18
You know, the other thing I guess I'll add to that.
40:20
Well, kind of wrap it up is when you come from a place of service and you show up
40:26
that your whole focus is just, I want to figure out how I can serve you.
40:30
That anxiety, the fear really tends to get pushed down because you're not showing
40:35
up to get, right, up to give.
40:38
And you're just that curious as hell is like, let me find the thing.
40:41
Yes.
40:42
I'm freaking help you with.
40:44
I think if you were to ask everyone that I work with a pretty confident, they would
40:48
say he gives more than he takes, like I truly always give, give, give, give.
40:53
And even with sometimes without the expectation of return, right.
40:57
And it's naturally, I am a giver just due because of how I am.
41:00
But what I find if you give, give, give people naturally just they'll do anything.
41:04
They can't help you.
41:05
Yeah, love it.
41:07
This is, this has been awesome.
41:08
I appreciate it.
41:09
Yeah, man, I'm excited and I appreciate you having me on.
41:11
And I think your listeners right now have a major, major opportunity to do something
41:16
special in this market.
41:16
And I know things have been rough, but you know, feel free to reach out to me.
41:20
I am starting to kind of, now I only do insurance in Kansas City, but I am going to be growing
41:25
the agency on a national platform at some point.
41:27
I don't want to work in every state.
41:29
Florida's a little crazy.
41:30
California's a little crazy, but, you know, I'm looking to partner with specific people
41:33
that maybe they don't, they can't be a day.
41:35
No, but I can't do what they do.
41:36
But maybe we could be a great team together, right?
41:39
You know, I work with LOs around the country just because I've become friends of them
41:42
where they'll have me on a Zoom and I'll do a coaching session for them.
41:45
Or, you know, I'll find ways to connect them with real estate agents in their community.
41:49
Yep.
41:49
So, you know, definitely looking to connect with the right kind of people, you know,
41:53
but happy to help anywhere that I can.
41:55
I'm always willing to hop on a quick, you know, Zoom or 15 or even just help you find your voice.
41:59
Yeah.
41:59
On these things.
42:00
So the best place for people to connect with you is your Instagram?
42:03
Yeah, you can find me on Instagram.
42:04
You can go to the web agency insurance.us is our website, but Instagram, yeah, follow me.
42:10
I'll follow you back, shoot me a DM.
42:12
If there's something you're struggling with, I'll definitely get back to you.
42:14
But, um, yeah.
42:16
Well, I'll link that up in the show notes, but it's Instagram.com for slash Daniel Seminovsky.
42:21
Should I put the Russian spin on that?
42:23
Like, can you say it like that?
42:24
Daniel, Daniel Seminovsky.
42:27
It's actually Danya.
42:29
So that's how you say it in Russian.
42:31
Okay.
42:31
All right.
42:32
Cool.
42:32
Well, everybody has to comply.
42:34
And go follow right now.
42:37
Really, really appreciate it, Daniel.
42:38
It's just so good to know you and hopefully we'll see you again at an event.
42:42
Let me get a little snap of us.
42:43
Let's do that.
42:44
Let's do that.
42:44
Hold on.
42:45
Let's do this.
42:45
I'm going to share this.
42:46
I'm going to share this to my story.
42:47
Yeah.
42:49
There we go.
42:50
All right, man.
42:51
Hey, listeners, you know what to do?
42:52
If you like this episode, please leave us a review.
42:54
Share it with somebody that you think might find it valuable.
42:56
And I will appreciate you tuning in.
42:57
We'll see you on the next one.
42:58
Bye for now.
42:59
All right.
43:00
Well, thanks for tuning into today's episode.
43:01
Hey, you got a question for you.
43:03
Are you struggling?
43:04
To get engagement and referrals from real estate agents
43:06
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44:31
Go to mortgage marketing.pro.
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45:29
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45:32
We'll see on the other stuff.