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Why You Should Say No To Some Loans with Geoff Zimpfer · Mortgage Marketing Radio

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  In today's highly competitive mortgage industry, building profitable relationships with
• 0:04
  the real estate agents is essential for success.
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  However, finding effective ways to secure agent relationships can be a challenge.
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  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.
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  Our new case study featuring loan officer Chris Cogill is a must-read.
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  Chris has closed a remarkable 36 million in funded loans from agent referrals.
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  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.
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  To get your hands on this resource, head over to LOKestudy.com and download your free copy
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  of the case study today.
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  You'll find actionable insights and practical tips that Chris used to close 36 million
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  in funded loans from agent referrals and how you can, too.
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  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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  Hey, hey, what's up listeners?
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  Howdy, howdy, howdy.
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  Do you have some for coming at you, mortgage marketing, radio, podcast, episode?
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  Thanks for tuning in.
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  Hey, guess what?
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  It's just you and me again.
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  That's right.
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  This is a special coming at you a fast and furious with a concept and idea.
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  Wanted to get some content out to you before we get into the Christmas holiday, which is
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  coming up next week.
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  So, hey, listen, Merry Christmas, happy holidays.
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  We're tired.
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  Happy New Year.
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  Thi-
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  there. So make sure you join in there and then you'll get notified of going live. If you're a
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  YouTube person, you can go over check out the channel at Mortgage Marketing Radio on YouTube as
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  well. So back to this idea. So our friendly folks over at Housing Wire. If you, by the way,
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  if you're not a subscriber to Housing Wire, definitely should be get access to their premium content
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  because that's where the best stuff is. I believe they call that housing wire plus,
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  definitely well worth it. So here's the thing, right? Why do 28% of mortgage applicants never close
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  the loan? And also, I want to share this with you in the context of the crazy market we've been
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  in, the REFI surge, you know, the purchase surge that's going to be here in 2021. We know
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  everybody's been stretched to capacity limits, right? The housing ecosystem. I think part of the way
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  that you get some scale in your business is by being okay saying no. So in the article here
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  from the Housing Wire, which is titled why 28% of mortgage applicants never close the loan,
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  there's some comments from a loan officer's that they interviewed around the country.
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  Give you an example of this. This is from a loan officer, Draper and Creamer Mortgage in
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  Englewood, Colorado. It's talking about, so how many deals do you take that are hairy,
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  that are a lot of extra work that are credit challenged, that are, you know, have with it
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  additional issues that make it more challenging and time consuming too close.
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  And what is the impact of taking those deals on? Both to you, to your referral partners who
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  you might be sacrificing availability for, to your team who might be burdened with additional
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  work required on a loan that might not have a high probability of closing or might be less
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  profitable, especially considering the amount of time it would take to do that. So my question is
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  this, right? Is the, you know, you think about that grizzly bear who's standing in front of the
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  stream of, of salmon, right? And we have been and are going to continue to be in a market that's
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  kind of like that grizzly bear standing at that stream where he's just sticking his mouth out and
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  catching salmon as they fly by, right? And it's very similar for us in the mortgage business
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  with the refides and of course with the increase in purchase, right? The demand is huge.
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  Capacity is overwhelming. And I know some of you are overwhelmed and burnt out, want to take a
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  break? I get that totally understand. But sometimes if, you know, it makes sense to say no. So
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  there's an interview of just a brief, you know, um, sound bite from one of the loan officers at
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  Draper and Kramer Mortgage in Engelwood, Colorado, talking about how he had a refinance,
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  refinance client that had a geodesic dome home. You guys, you know what those are? It looks like
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  the golf ball home, right? Those are nearly impossible to finance. So this loan officer was commenting
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  that it's not worth his team's time currently. To further quote his response, we can't be chasing
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  rabbits all over the park right now. My team of L.O.A.'s processors, assistant processors,
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  underwriters and closers are still overwhelmed for business. I need to keep it easier for them.
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  Are you trying to get blood from a stone? Are you trying to play Jesus and raise Lazarus from the
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  dead? Amen. Can I get a witness? Right? Sometimes you got to say no. Make sense? Guys with me?
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  Housing wire reached out to the loan officers and mortgage executives across America to drill
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  down on specifics of which perspective borrowers weren't making it to the finish line, thus weren't
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  closing. And interestingly enough, the average borrowers FICO score today is at the highest level
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  in recent history at over 750. The average borrowers FICO score today. I don't know what you're seeing.
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  I don't know who you're dealing with, right? A lot of first time home buyers might not fall into that
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  category. You do an FHA deal, as I get it, right? And of course mortgage rates are super low
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  for people with strong fundamentals and people look at them and it's high, right? They want to buy
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  a home or save money through a refi. If we take a look at the average pull-through rates,
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  let's see here. According to the most recent MBA report on profits, 72% of mortgage applications
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  in the third quarter were funded by independent mortgage banks. So that's basically the pull-through
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  rate, right? Historical data from the MBA shows a huge variance in pull-through rates. In the fourth
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  quarter of 2019, it checked in at 78% pull-through rates, right? It's low point over the last five years
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  with 67% in the first quarter of 2020. However, the pull-through rate has hovered in the low 70s
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  over the last five years. So what's changing this? What impacts the pull-through rate, right? Well,
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  first of all, multiple sources have said that pull-through rates on refi are much lower than purchase.
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  Now, here's a key point. Why is this? Well, the article at HousingWire made a point
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  of saying that borrowers typically stick with the real estate agent's LO recommendation.
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  I'm going to pause there for dramatic pause because you guys have been listening to me long enough,
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  you know I'm an advocate of partnering with real estate agents. I'm not going to give them down
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  the rabbit hole and talk about all that and good agents, bad agents and all that kind of stuff.
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  I've talked about it enough before that the right agents with the right alignment and
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  relationship and partnership can be an oil well for you that produces consistently
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  with the least amount of effort and cost and highest ROI on purchase loans.
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  Maybe we'll do a deeper dive and deeper comparison. By the way, if you want a deeper comparison
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  on that, hey, my book is out. Disrupt your die. How to survive and thrive the digital real estate shift.
• 9:09
  You can find the book. You can get the book at this website. I'll make sure to put a link
• 9:15
  to it in the show notes, but the book URL is getdisruptordie.com. If you haven't yet got my book,
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  it makes a wonderful gift for real estate agents as well. So I digress back to the subject in hand.
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  Barrow words typically stick with the real estate agents LL recommendation.
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  All the arguments and gripes about agents and the three card deal and all that aside,
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  when the partnership is properly set up and aligned correctly, that is usually the case.
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  Case in point why I'm an advocate of what I am now going to be calling a hybrid loan officer.
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  That is the new term for the new year hybrid loan officer. What is a hybrid loan officer? A hybrid
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  loan officer is one who operates and receives business from both the more traditional sources,
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  such as referral partners, past client database, sphere of influence, but also the more if you
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  will modern marketing, which is content online, social media, personal branding, things like that.
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  And the way I see it is the future is really about the hybrid loan officer and how effectively
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  can you ride on both fences because you don't want to be what's called a fading winner.
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  A fading winner is somebody who's been in the business a long time, who's really good with
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  clients and does well knows their stuff, but hasn't pivoted to be present and available on
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  right where the modern consumer is on today's platforms digitally and be in front of them.
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  So they are fading away from consumer attention. Still winning but fading away makes sense.
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  So I just wanted to hang out there for a moment because as you're evaluating your business
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  and your sources of business for the new year and you want purchase business, you want to grow
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  purchase business, clearly real estate agents should be one of the pillars.
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  And for those of you who challenge that or whatever or just I hear people talk about just
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  you need to be consumer direct, I get it, you need to be consumer direct, but the hybrid loan officer
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  is me personally where it's at. And if you want to have a further conversation about that,
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  jump into our Facebook group, mortgage marketing radio, let's continue the conversation.
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  So anyways, picking up where we left the left stuff left off. So look, there's several factors
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  that come into play on the pull through rate, right? For instance, L.O.'s not wanting to waste time
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  with Ray choppers. Okay? How about with weak credit and limited cash reserves? How about tricky loans?
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  See, it's like one loan officer said is if I'm stepping over dollars to pick up pennies,
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  if I'm taking on these challenging loans. Right now, our job or has been our job this past
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  years to reach our hands in and scoop as much out of this bucket that we can. Right?
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  Without neglecting our key relationships, without getting overly heavy on refive versus purchase
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  business, right? Having that long-term play. But at the same time, I guess the point I'm trying to
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  make is, are you saying no where you should be? Or are you trying to please everybody and say yes,
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  and then you're spending multiple cycles of time and energy of your your own and your teams
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  on trying to raise the debt? On trying to close a loan that maybe it'll close,
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  but is it worth the time and energy suck that it's going to take to get that to close?
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  How about smaller loans, right? Do you have a minimum loan size that you're willing to do?
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  And then how much time do you screen up front? Let me ask you this way. How surprised are you
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  by underrated decisions when it's no or not ready?
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  What percentage of the loans that you submit do you know up front
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  will will fly versus won't?
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  See, I had a call earlier today. We were looking at the this loan officer's metrics and numbers
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  on the percentage of not ready files. The percentage of rush to close, right?
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  And this loan officer, although he's been around a long time,
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  approaches submitting loans, much like throwing dice here in Vegas.
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  Let's see where it ends up. Seven sevens that I get snake eyes, right?
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  Do yourself, do your favor, do your clients of, you know, a favor
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  and know your guidelines. Know that before you submit a loan,
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  you should be confident enough in that loan that it will close. Otherwise, why bother submitting it?
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  Look, there's always going to be the opportunity for challenging loans.
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  The loans with extra hair around them, right? The loans with the complex income calculations
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  and so forth. Unless you're a whiz bang at income calcs or you got somebody to help you with that,
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  that's cool. Fine, go for it. If you're a self-employed specialist, awesome. You got a cool program
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  for that. But my point is this is, right? I'm hesitant to use the word,
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  I was thinking the word easy money, right? Total transparency with you guys. I'm not trying to convey
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  that it's easy. What I'm trying to say is, right, let's win as much as we can and let's not bog down
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  our system or our process to the detriment of the bigger picture, if that makes sense, okay?
• 14:51
  Okay, so let's take a look at some more data here. According to recent analysis from LBA,
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  where commissions earned by LOs in Q3 2020 increased 50% from Q3 2019,
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  principally because the average LO funded 51% more volume in Q3 2020. According to this,
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  2.6 million a month, average LO fundings versus Q3 2019, 1.7 million per month.
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  So if you're above that, you're doing well. How much of that, of course, is because of the market.
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  Refi transactions accounted for 46% of total volume in the quarter,
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  according to LBA, where? W-A-R-E, that is.
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  I think the name of the game here that I just want to bring to your attention as you
• 15:45
  evaluating your business plan for 2021 is efficiency and prioritization.
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  Whenever you're dealing with capacity and growth, right, that's one of the things you've
• 15:54
  always got to deal with is efficiency. How efficient is your system? I'll bring it up again,
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  my free three-favorite things. Take a look at your business as you're planning out 2021 and
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  take a look at these three areas. People, process, technology.
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  Those are essentially the big three areas of your business that will determine the quality,
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  the profitability, and the efficiency of your business, and how referable of an experience you
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  create for your referral partners, for your clients, what people think about you
• 16:29
  when you're out of the room, kind of your personal brand. Do you have a personal brand right now?
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  Is it a personal burn? What I'm coaching people on right now is to look at those three areas.
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  Do you have the right people on your team? Are they in the right roles?
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  In previous podcast episode, you heard me interview Michelle Odo talking about how to build a
• 16:50
  $100 million dollar team. She commented on loan officers making this mistake of hiring
• 16:56
  juniors to be a pseudo-LOA or to help me deal with front-end loan issues and stuff,
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  wrong person for the role. You want to hire a junior, make sure you're hiring a junior,
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  and you know what the role is for, and you know that they're going to originate, and they're not
• 17:10
  going to be your front-end loan person. You want a front-end loan person, hire somebody ideally
• 17:14
  suited for that. People also take a look at your referral partners, time to reevaluate your
• 17:21
  relationships, pull reports on total production, how much of the business are you getting?
• 17:26
  Do a post-close interview with your referral partners, a year end interview.
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  Would you describe our process for it? What have you heard from our referrals that we've jointly
• 17:38
  worked together, our mutual clients? What do you hear? Squarmy, ABC, right? Where can we improve? People
• 17:44
  process technology. Where do you need to be more efficient? Where do you need to place more
• 17:51
  prioritization? And maybe it makes sense to have a conversation with your team about turning away
• 17:58
  difficult borrowers, being willing to say no to rate shoppers, for example.
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  So back to the article here, the loan officer interviewed John Yusner,
• 18:12
  production manager at Mason McDeffey Mortgage, shout out to you, John, if you're listening.
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  He told Haasengwire that a mortgage applicant last week seeking a small loan amount on
• 18:21
  a condo, his team spent a half hour after the application going over fees and the
• 18:26
  finer points of the loan. The borrower continued to shop, continued to ask for more disclosures with
• 18:31
  number so he could shop. And John simply asked him to go to another lender, explaining that my team
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  doesn't have time to work on loans that aren't committed to closing with us. Ladies and gentlemen,
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  do you have the courage to say that to people? Are you committed or interested?
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  Is there anything that will prevent you from moving forward with us today, Mr. Mrs. Client?
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  Have we answered all the questions to the best of our ability? You feel 100% confident about
• 19:04
  getting active in the market to make an offer on purchasing a home?
• 19:07
  Before we move from here, Mr. Mrs. Client, submit your loan for processing and underwriting,
• 19:16
  we just wanted to double check that, first of all, we're 100% committed to you to meeting our
• 19:22
  terms of this agreement, to giving your world-class service, to saving you X amount of
• 19:26
  per money or getting you in the dream home that you want. We just wanted to ask, are you equally
• 19:31
  committed back to us? The reason why we ask Mr. Mrs. Client is because in today's market,
• 19:36
  where resources are scarce, time is scarce, demand is high, we just want to make sure that before
• 19:46
  we ask our team to go to work for you, that you're 100% on board with us.
• 19:52
  So those types of questions, right, to make sure you're qualifying and that you've got the
• 19:56
  commitment from them. So the point being, back to this loan office of story, is that even in this
• 20:03
  case of the condo, the guy shopping, they had a lower-rate and fees, this lender, John did,
• 20:08
  they had a lower-rate and fees than the other offers he had, yet he didn't trust us.
• 20:12
  We don't have time for flaky shoppers that have zero commitment. There are too many good customers
• 20:16
  out there that want a good deal and will let us do our jobs without taking up hours of additional
• 20:20
  time. That's where our focus is. Where's your focus?
• 20:33
  I mean, what kind of referrals are you getting from realtors? Do you need to have a little
• 20:37
  conversation? Are you getting like borrowers with no socials, right? Down payment assistant for
• 20:43
  nationals? And again, I'm not saying down payment assistant is bad and in of itself,
• 20:49
  I'm just asking you to evaluate, right? What are your most profitable sources of business and
• 20:53
  what is impacting your team from a efficiency and prioritization process? And oftentimes, what I'm
• 21:02
  coaching a loan officer, John, is that if they are getting bad, quote, air quotes bad referrals
• 21:07
  from real estate agents, like low quality, you know what I mean? Low income, no income, that kind
• 21:11
  of stuff. Yes, there's programs out there, but I mean, if these are really ugly hairy type loans
• 21:15
  or borrowers and they're just thrown crap over the fence at you, well, that's the time to have
• 21:19
  a conversation, right? That's the time to say, hey, Mr. Mrs. Realtor, I'd like to talk a little
• 21:25
  bit further about our partnership and the direction moving forward. So I noticed of the last three
• 21:29
  loans you gave me, right? That these are the challenges with the borrowers, right? They've got
• 21:33
  no social security number. These are individual taxpayer identification numbers only. We've got this,
• 21:38
  this, this, this, and this. And I'm just curious, like, what's the source of these leads?
• 21:42
  See, my approach to this is if I'm getting crappy leads from a Realtor, here's what some
• 21:47
  allows do. They get angry and pissed off. I get curious. I get curious. Why? Because I truly
• 21:55
  and generally want to help, right? If I've chosen to invest some time with this real estate agent
• 22:00
  for a potential partnership, I've chosen them for a good reason. Hopefully I've done my homework
• 22:04
  and I understand, right, that they've got some potential as a referral partner. Maybe I just
• 22:08
  like them. Maybe we have a good rapport. Depends on your business model and if you're going super
• 22:13
  deep with agents versus going wide, right? I don't know where you're at in terms of your maturity
• 22:17
  and your business and your referrals. But the bigger point is this is I know every one of you listening
• 22:22
  right now has had that situation happen. You get the lousy referrals. Once I get it, right? Two,
• 22:27
  three times it becomes a pattern. Now we got to have a talk. So I'm curious. Hey, Susie Q over at
• 22:33
  Remax. I noticed the last three loans you sent me, right? This is what I found commonalities.
• 22:38
  We got this. This is this. So listen, I wanted to ask you a couple of questions.
• 22:43
  Like what's this force of these leads? Where are they coming from? What's your process? How are they
• 22:47
  coming to you? Is there any information you're collecting up front? Is this a Facebook ad?
• 22:51
  Is there a form filled out? Is this a phone call? You know what I mean? I want to dig deep and find
• 22:55
  out what the source of these leads are. Why? Well, because maybe I can help. Maybe I can help change
• 23:01
  a few things. I can look at a landing page. I can look, you know, look at a process and
• 23:07
  recommend some additional steps in qualifying and vetting out and saving time for both of us.
• 23:12
  Because let me ask you something, Susie Q at Remax. Do you want to spend time chasing bad deals?
• 23:20
  No. Great. Would you be open to me helping you, right? Find better qualities, et cetera, et cetera.
• 23:28
  And, you know, okay, great. How do you do that, Jeff? Well, look, there's 57 ways to do that, okay?
• 23:33
  By the way, back to the book. Yes, another book plug. Get DisruptorDie.com. There's like
• 23:39
  a whole chapter in there. Six ways to generate leads, right?
• 23:44
  And that's not what this podcast is about. So my point is just have a conversation with the
• 23:48
  realtors about it. Look for those. And if look, if it's a realtor who just doesn't get it,
• 23:51
  wants to continue throwing you crap, all right? Well, then that's a time to either, you know,
• 23:55
  slowly fade away or just have an upfront conversation and say, look, I'm not sure that I'm the right
• 23:59
  partner for you. Because, you know, my team's time is too precious and too valuable to be, you know,
• 24:06
  throwing stuff in the hopper that really has got too much hair on it. And it's very unlikely
• 24:10
  that it's going to close. And I'm not a credit repair specialist. I can refer you out to one. But
• 24:14
  anyway, that's where I'd like to go with this relationship. Does this make sense, guys? Okay,
• 24:19
  with me tracking. Hey, and by the way, if your business model is working, those tricky
• 24:24
  deals, those hairy deals, those credit challenge deals, and that's your model and, you know,
• 24:28
  because you're maxing out comp on that or whatever, hey, that's cool too, right?
• 24:34
  That's not necessarily the majority of people that I think tune into this show or that I work with,
• 24:40
  but I understand that's a business model as well. For instance, you know, helping people that
• 24:43
  are fresh out of bankruptcy, for example, credit challenge people may be related to divorce or
• 24:48
  medical issues or something. I don't know. There's multiple niches in this business. So I'm not
• 24:51
  trying to, you know, look down on people that specialize in difficult to do loans. I'm just saying
• 24:57
  it's hard to scale those, unless you've got, you know, incredible process efficiencies technologies
• 25:04
  and a robust team. Does that make sense? By the way, if you're really great on closing times,
• 25:11
  sounds funny when I say that because like, oh my god, who's really great on closing times? Look,
• 25:14
  there's lots of lenders who are still great on closing times. Make sure you advertise those. Make
• 25:18
  sure you bring those up front. You know, it's one of the things that differentiates you as a lender,
• 25:22
  okay? It's an advantage in today's market if you happen to have the operations efficiencies for
• 25:27
  that to happen. So look, closing out, I just wanted to bring this to your attention.
• 25:35
  What are you saying no to or what should you be saying no to, right? That would give you additional
• 25:39
  scale bandwidth efficiencies and actually make you more money if you said no to some of these crazy
• 25:44
  deals, all right? So that's the lesson for this week. Hey, a friendly reminder, by the way,
• 25:50
  if you're looking to scale and grow your business preparing for 2021, we know it's going to be a
• 25:53
  strong purchase year. Some of you may have led neglected your realtor referral relationships.
• 25:58
  I get it, but if you want to get in front of this wave of purchases that are coming, I said it
• 26:02
  earlier here on today's podcast, remember I said that borrowers typically stick with stick with
• 26:06
  the real estate agents, L.O. recommendation. Look, real estate agents done well can be an oil well.
• 26:11
  The challenge I find for most L.O.s, what they tell me is like, how do I get in front of them?
• 26:16
  How do I reach out to them? How do I contact them without co-calling? Well, for 10 years now,
• 26:23
  I've been doing it myself and helping L.O.s reach agents at scale so they can find the right
• 26:30
  agents for them without chasing, without co-calling, without begging, without pay to play, right? And
• 26:35
  it's done via an educational platform of teaching agent classes in a modern way that's
• 26:40
  Zoom ready to go, turn key and friendly so you can get in front of maximum agents in minimum time.
• 26:45
  You can find out more about that at the mortgagemarketing.pro website. Just go to mortgagemarketing.pro
• 26:52
  and there's a brief video that we put up there. And as I said, everything's turn key, template,
• 26:56
  PowerPoints, check notes, check notes, checklist, speaker notes, handouts, zoom friendly, ready,
• 27:01
  how to use Zoom, how to get promote events on Facebook, et cetera, how to get butts in the seats.
• 27:06
  So this is, you know, on the short list of the top three things I see top producers do
• 27:13
  to effectively get in front of agents. As a matter of fact, the last podcast we had, Michelle Odo,
• 27:18
  she's a $150 million producer for 2020. She's been a client of mine for, I don't know, two years now
• 27:24
  and I've got a quote from her saying she's having great success attracting quality agents.
• 27:28
  She's booked 10 meetings with agents and received six referrals.
• 27:32
  How about Liz Reese mortgage broker out of Northern California? Every time I teach a class,
• 27:36
  I get referrals. The system makes it easy to attract agents and differentiate myself.
• 27:40
  You want to do that? You go to mortgagemarketing.pro. We do weekly calls, group coaching calls,
• 27:46
  open office hours. And it's not just about agent classes. We get a dive deep on social media and
• 27:51
  YouTube. I bring in twice a month. I bring in a special VIP guest just for our private
• 27:58
  pro members to be part of that call. We do a deep dive on stuff. We just had a call on Homebot,
• 28:03
  did a deep dive with my bro Ricardo Bueno, which blew everybody's socks off on how to actually
• 28:08
  grow your own business and database by teaming up with agents on Homebot. So mortgage marketing.pro
• 28:14
  is we can learn more about that. So that's it. Once again, I wish you all a Merry Christmas, a
• 28:20
  happy New Year, a happy, happy holiday, whatever it is that you celebrate and embrace. And I want
• 28:24
  to just say thank you so much. It's, I'm grateful for you that you've even tuned in.
• 28:29
  Join the Facebook group. Go check us out, mortgage marketing radio in the Facebook group. And
• 28:33
  I will see you in the New Year. If not before then have a great one. Bye for now.
• 28:46
  Hey guys, what's up real quick? You've heard about the mortgage marketing pro membership before.
• 28:49
  And I just want to quickly remind you if that you're in a place in your business where you
• 28:53
  simply need more purchase loans. You need to fill your pipeline with purchase business.
• 28:58
  Let's just face it, agents are still a solid pillar of business and sources of purchase
• 29:02
  business for you. Well, good news. Our mortgage marketing pro membership helps loan officers
• 29:07
  like you close more loans without the hassle of chasing agents or cold calling done for you agent
• 29:13
  classes, expert training videos, a marketing automation platform that automates the entire process
• 29:18
  for you, everything you need to build your personal brand in your local market, attract and
• 29:23
  convert agents into referral partners. Plus done for you proven marketing materials and plug-and-play
• 29:29
  content to make promoting your class, getting agents, butts and seeds, partnering with affiliates,
• 29:35
  real easy. But that's not all. You'll also get access to our weekly mastermind calls
• 29:41
  with top L.O.'s authors, speakers and coaches to learn the best strategies to grow your business
• 29:46
  right now in today's market. And as an extra bonus for limited time, for all new members,
• 29:53
  you'll get access to a database of 200 agents in your local market that have closed anywhere to
• 29:59
  from 8 to 50 transactions in the last 12 months. And we'll provide that list uploaded into our
• 30:04
  platform for you so you can get off to a fast start in reaching actually productive agents.
• 30:10
  So what are you waiting for? You can check out more at mortgagemarketing.pro,
• 30:13
  see more of the success stories there. And if you feel compelled to do so,
• 30:18
  book a call, we'll have a chat. We'll see if it's a fit. Don't miss out on this opportunity
• 30:22
  to take your mortgage business to the next level right now. Head over to mortgagemarketing.pro.