Latest / Mortgage Marketing Radio / Ep. 134 - Featured PRO Member of the Month Explodes Her Buyer Referrals by Teaching Agent Classes

Transcript

Ep. 134 - Featured PRO Member of the Month Explodes Her Buyer Referrals by Teaching Agent Classes · Mortgage Marketing Radio

• 0:00
  In today's highly competitive mortgage industry, building profitable relationships with
• 0:04
  the real estate agents is essential for success.
• 0:06
  However, finding effective ways to secure agent relationships can be a challenge.
• 0:11
  With so many mortgage loan originators vying for the attention of real estate agents, it
• 0:15
  can be difficult to stand out and establish meaningful connections.
• 0:20
  Our new case study featuring loan officer Chris Cogill is a must-read.
• 0:25
  Chris has closed a remarkable 36 million in funded loans from agent referrals.
• 0:31
  And in this case study, he shares his proven strategies for building strong relationships
• 0:34
  with real estate agents and leveraging those relationships to drive more business.
• 0:39
  To get your hands on this resource, head over to LOKestudy.com and download your free copy
• 0:45
  of the case study today.
• 0:47
  You'll find actionable insights and practical tips that Chris used to close 36 million
• 0:52
  in funded loans from agent referrals and how you can too.
• 0:56
  Don't miss out.
• 0:57
  Go check it out right now, visit LOKestudy.com and download your free copy today.
• 1:17
  Welcome to Mortgage Marketing Radio.
• 1:19
  Brought to you by the Mortgage Marketing Institute.
• 1:22
  For more number one source for truth in mortgage marketing.
• 1:25
  Hey, what is up, everybody?
• 1:28
  Jeff Zimper, your humble host for this episode of Mortgage Marketing Radio podcast.
• 1:32
  So thrilled once again that you're tuning in and listen, if you're a long time listener,
• 1:36
  I appreciate you very, very much.
• 1:38
  Connect with me online on Facebook.
• 1:40
  Did you know we've got our own private group, our Facebook group for just for podcast listeners,
• 1:44
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• 1:48
  Yeah, you want to join there?
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  the country.
• 1:55
  Go to Facebook, do a search for the Mortgage Marketing Radio podcast community.
• 1:59
  There's also a link here in the show notes, easy for you to click over and check that
• 2:02
  out.
• 2:03
  We'd love to see you in there.
• 2:05
  And as always, I want to give a shout out to some of my loyal listeners who are taking
• 2:09
  time to leave a review online and here's a shout out from Michelle and Minnesota.
• 2:15
  Michelle says great show and so helpful.
• 2:18
  She put that in all caps, by the way, kudos.
• 2:21
  Hey, so Michelle goes on to say, I just found out about this show.
• 2:24
  I listened episode number 102 today and I know that I can use many of the ideas that
• 2:28
  were discussed in the podcast to grow and improve my business, specifically my realtor
• 2:32
  and referral partner relationships.
• 2:34
  I am so pumped.
• 2:36
  I found this show.
• 2:38
  Michelle, I'm so pumped.
• 2:39
  You found the show and that you took time to leave us a review.
• 2:43
  And if you haven't done so yet, hit me up on the Facebook's PM me.
• 2:48
  Let me know your shirt size and mailing address and let me get you off some podcasts.
• 2:52
  Swag.
• 2:53
  Matter of fact, got a t-shirt right here.
• 2:54
  Look at this, holding it up.
• 2:56
  So for you that are listening and not watching, imagine what this awesome soft cottony, let's
• 3:03
  see, is this 100% cotton?
• 3:04
  I think it is.
• 3:06
  It's gorgeous.
• 3:07
  It's beautiful.
• 3:08
  It's soft.
• 3:09
  It fits well.
• 3:10
  It's not one of those cheap shirts.
• 3:11
  So if you want to get yourself one of those, right?
• 3:12
  What to do?
• 3:13
  Leave us a review.
• 3:14
  And then hit me up.
• 3:15
  Let me know you did.
• 3:16
  Some of your address or shirt size.
• 3:17
  Send you a little podcast.
• 3:18
  Swag.
• 3:19
  All right.
• 3:20
  So there you go.
• 3:21
  Okay.
• 3:22
  So speaking of helping your business improve, specifically your realtor and referral partner
• 3:27
  relationships, this episode, we are featuring our member of the month.
• 3:32
  And you may or may not know that we have a private membership just for our paid members
• 3:36
  or mortgage marketing pro members.
• 3:39
  That is a growing community for those loan officers who want to take their realtor relationships
• 3:43
  to the next level, get more referrals and less time.
• 3:46
  And we also want to become modern originators and learn best practices for digital social
• 3:51
  media marketing.
• 3:52
  I'm talking whether it's YouTube, video, Instagram, Facebook, we've got the classes.
• 3:57
  We help you get started on your journey to becoming a modern originator.
• 4:02
  We support you with weekly live coaching calls done for you agent classes every single
• 4:06
  month so you can show up in your local market, not be same as lame marketing and calls
• 4:11
  and all that, but actually show up ad value attract agents to you.
• 4:15
  One of the things we do every single month is we feature a member of the month, somebody
• 4:18
  who is a member and get an after it and getting massive results and doing some really cool,
• 4:22
  amazing things.
• 4:23
  And this month we are featuring fresh out of Escondito, Carl's bad California area, Liz
• 4:30
  Reyes LaFore, who's only a better member for less than two months as a marketing pro member,
• 4:37
  but has already completed four classes and what you're going to hear is her story, her
• 4:41
  story of how she, the most recent class she hosted, which is Facebook ads for real estate,
• 4:46
  she had 40 agents show up for her class, unbelievable.
• 4:50
  And she's going to tell you her story about how she's attracted agents, how she's filling
• 4:54
  her classes, but most importantly, how she's creating a brand and a name for herself
• 4:58
  and excitement in her local community for agents want to come out and see her here and
• 5:03
  see the content that she's presenting by way of teaching agent classes and you're going
• 5:07
  to hear the stories about how she's gotten business.
• 5:09
  If I recall correctly, I think she's got like five deals in a pipeline, four or five deals
• 5:13
  in a pipeline just in the last less than 60 days through teaching classes.
• 5:19
  So we're going to unpack Liz's process for inviting for post class follow up and how
• 5:24
  she's leveraging video, how she's using bomb bomb and just really killing it blowing
• 5:29
  up in her local market.
• 5:31
  And she's very savvy and very smart when it comes to personal branding as well.
• 5:35
  So I think this is a great lesson just in general about how to be a modern originator, right?
• 5:41
  And leverage the tools that are available at our disposal and yet still not overlook,
• 5:47
  not get too far down the rat hole in letting go of your agent referrals relationships.
• 5:52
  And this has figured out a better way, if you will, to quickly and easily attract real
• 5:57
  estate agents to become partners, to want to work with her, to send her referrals and deals.
• 6:02
  And much of her success, she will tell you as well has come from her being a member in
• 6:07
  the mortgage marketing dot pro membership through teaching agent classes.
• 6:12
  And so if you want to learn more about that, they'll be links in the show notes.
• 6:15
  You can always go to mortgage marketing dot pro to check it out.
• 6:17
  We put a short video up there so you can learn all more about that or always reach out to
• 6:22
  me directly on the Facebook's or wherever.
• 6:23
  If you got any questions about that.
• 6:25
  So I think you're going to like this episode.
• 6:27
  Like I said, and so without further ado, let's get into this week's show Liz.
• 6:32
  Welcome to the show.
• 6:33
  Hi.
• 6:34
  Good morning.
• 6:35
  How are you?
• 6:36
  Good morning.
• 6:37
  Good morning from sunny San Diego.
• 6:38
  Yeah.
• 6:39
  Yes.
• 6:40
  Sunny is hot today.
• 6:41
  For sure.
• 6:42
  How hot is hot?
• 6:43
  Come on.
• 6:44
  Let's have a hot off.
• 6:45
  I have 75 degrees.
• 6:46
  I need a sweater.
• 6:47
  And 80 and one dying.
• 6:50
  Yes.
• 6:51
  And I also coach softball.
• 6:53
  So you might bring your out on the field.
• 6:55
  And it's like four o'clock in the afternoon and it's 80 of my dying softball season.
• 7:01
  So it's going to get to like 90 and 95 on Sunday.
• 7:04
  So I'm brutal, brutal.
• 7:08
  Yeah.
• 7:09
  All right.
• 7:10
  So listen, for the listeners, as they know from hearing in the intro, this is once
• 7:14
  a month I feature one of our members of our private, you know, mortgage-market
• 7:18
  pro membership of which you have been a member now, roughly, how long?
• 7:21
  Two months.
• 7:22
  Two months.
• 7:23
  Yeah.
• 7:24
  Yeah, two months.
• 7:25
  But you've gotten after it very fast.
• 7:26
  And that's why for the month of August, you are our member of the month.
• 7:29
  So I wanted to have you on to talk about like not only what a fast start you've gotten
• 7:34
  off to, but some of your results.
• 7:36
  But before we do that, just give us kind of your personal version of your 10-year in the
• 7:43
  mortgage business.
• 7:44
  How long have you been in it and what do you enjoy about it?
• 7:46
  So I've been in the industry for about 15 years.
• 7:50
  I actually got him when I was 19 and I actually got in, I used to sell cars and I got recruited
• 7:58
  to sell cars.
• 7:59
  And then from there, I got bored.
• 8:01
  And so then I wanted to do something else and so then I got in the mortgage industry.
• 8:05
  There's a movie that I can't pinpoint, but there's a movie basically where you go in
• 8:10
  and it's like ruthless every single day, you got to be watching it.
• 8:14
  And so I would go to work every single day and I had to get a score of 100% on my test
• 8:20
  or you'd be fired.
• 8:21
  Really?
• 8:22
  It was on 30 days.
• 8:24
  Now this is selling cars.
• 8:25
  You got the test?
• 8:26
  This is how I got into the mortgage industry.
• 8:29
  Where was the test though?
• 8:30
  You had to take every day for 100 points.
• 8:31
  That's my job.
• 8:32
  Mortgage or cars?
• 8:33
  Yeah, no mortgage.
• 8:34
  Mortgage.
• 8:35
  Okay, got it.
• 8:36
  All right.
• 8:37
  So you started somewhere else and that was the lovely environment there.
• 8:38
  That's exactly how I got in.
• 8:40
  And so I had to take the test every single day if you didn't pass with their specific percentage,
• 8:46
  you were fired.
• 8:47
  Really?
• 8:48
  It's like 40 people ended up with two and I was one of those two after the 30 days.
• 8:53
  Wow.
• 8:54
  That's how I got in.
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  What were some of the things you had to do to pass if you will on that test?
• 8:59
  I was like, you had to learn what an arm was.
• 9:02
  You had to know the actual definition of every single different thing.
• 9:08
  Back in that time, what was the 15 years ago from 2009 to 2004?
• 9:12
  Yeah.
• 9:13
  That's so guidelines and all that.
• 9:14
  Yeah.
• 9:15
  Guidelines.
• 9:16
  You need to know the programs.
• 9:17
  You started out as being the telemarketer, the phone call person, and then you grew up to
• 9:22
  be the mortgage consultant.
• 9:24
  Uh-huh.
• 9:25
  Yeah.
• 9:26
  So career path.
• 9:27
  Yes.
• 9:29
  You were having sex.
• 9:31
  So funny.
• 9:32
  So you were, you were basically smiling in dialing?
• 9:34
  Yep.
• 9:35
  Yeah.
• 9:36
  You and me both.
• 9:37
  I can relate to that because my very first job was a subprime lender working internet
• 9:40
  leads online.
• 9:41
  Yeah.
• 9:42
  That was brutal.
• 9:43
  It was hot.
• 9:44
  Yeah.
• 9:45
  It's a good way to learn.
• 9:46
  Now, it's funny.
• 9:47
  You came from the car industry because I mean, that's frigging hardcore sales right there.
• 9:51
  Oh, yeah.
• 9:52
  Yeah.
• 9:53
  I used to sell Saturns.
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  Oh my god.
• 9:55
  Back in the day.
• 9:57
  Holy crap.
• 9:58
  Well, those are flying off the shelves back then, weren't I?
• 10:03
  Not how I met my husband, actually, you sold them a Saturn?
• 10:07
  Yes.
• 10:08
  Oh, wow.
• 10:09
  Seriously.
• 10:10
  So you sold them a Saturn twice, then you sold them on honey, marry me.
• 10:12
  There you go.
• 10:13
  You are quite the salesperson.
• 10:15
  I love it.
• 10:16
  All right.
• 10:17
  So let's, so, so we transitioned into in their mortgage business and, um, all right.
• 10:22
  So what about the mortgage business?
• 10:23
  I always like to kind of like highlight this because what I get from you is that you,
• 10:27
  you're one, you're a passionate person, for sure.
• 10:29
  You're a high energy person, but I sense that there's something you like or enjoy greatly
• 10:33
  about the mortgage business.
• 10:36
  So I, um, I love math.
• 10:38
  Okay.
• 10:39
  That's always been my big thing.
• 10:40
  And then when I tell, and talk to clients or talk to agents, it's, I'm going to break
• 10:44
  this down by the math, because when I was in school, when I was younger, that was
• 10:51
  like my favorite topic.
• 10:53
  My favorite subject in school was math.
• 10:56
  So when I'm doing like the total cost analysis or any of that stuff, it's all broken down
• 11:01
  by the math.
• 11:02
  Yeah.
• 11:03
  And so, and then I love teaching.
• 11:05
  So I couldn't be the teacher person.
• 11:08
  Right.
• 11:09
  And I love teaching people as to how to grow and be better financially savvy because we came
• 11:15
  from a totally different situation and trying to get more financially savvy and more financially
• 11:22
  fit.
• 11:23
  And so to me, I feel like it's, I've gone through those steps.
• 11:26
  And I feel like I should be able to teach somebody, hey, don't go down my route.
• 11:31
  And apparently my route is the route of the typical person, don't budget.
• 11:36
  You don't look at your finances.
• 11:38
  You kind of just run with the debit card.
• 11:40
  And, um, and in talking to people, that's kind of my way in because, you know, I'm trying
• 11:45
  to educate them on how to be better for the future and not just like right now, where
• 11:50
  is the best rate and that's it.
• 11:52
  Yeah.
• 11:53
  Okay.
• 11:54
  Um, so you've always liked math and you have what I'll call the heart of a teacher.
• 11:59
  Yes.
• 12:00
  Right.
• 12:01
  So you like teaching people these concepts for being financially literate, responsible,
• 12:05
  understanding what their choices are when it comes to a mortgage.
• 12:08
  Right.
• 12:09
  Right.
• 12:10
  Yeah.
• 12:11
  Those are like the hallmarks of any, I think, high achiever in this industry.
• 12:14
  Wow.
• 12:15
  I mean, seriously, right?
• 12:16
  You've listened to a bunch of, you know, it's, it's true, right?
• 12:19
  I mean, you've got to have a knack for being able to teach and educate people, uh, you
• 12:23
  know, otherwise, what are you quoting price?
• 12:25
  I mean, so what?
• 12:26
  Right.
• 12:27
  Exactly.
• 12:28
  How do you differentiate yourself today?
• 12:30
  It's got to be, can't be just price.
• 12:32
  Right.
• 12:33
  Because there's always somebody selling the lowest rate and you have to be able to come
• 12:37
  from another perspective.
• 12:39
  You have to be able to show them that there's other value that you bring besides the lowest
• 12:43
  rates, the lowest freeze and you're going to close on a time.
• 12:46
  That's like the bare minimum.
• 12:47
  That's what I tell agents today.
• 12:48
  I'm like, that's the bare minimum for me to even knock on your door is to have the best
• 12:54
  race, the lowest, you know, the lowest fees and the close on time.
• 12:57
  And I want your business.
• 12:58
  And I'm going to answer your phone call like that and why am I even knocking?
• 13:04
  Yeah.
• 13:05
  Exactly.
• 13:06
  All right.
• 13:07
  Cool.
• 13:08
  So thank you for that background.
• 13:09
  The other thing that kind of stands out.
• 13:10
  I noticed about you.
• 13:11
  Well, let me ask you this question first is, um, what's your number one source of business?
• 13:14
  Um, right now it's just for referrals from agents.
• 13:16
  All right.
• 13:17
  So really set agents.
• 13:18
  Yep.
• 13:19
  Has that been, uh, a pillar of yours for quite a long time, 15 years in the biz?
• 13:23
  No.
• 13:24
  It hasn't.
• 13:25
  I used to work a bank for a really, really long time and it wasn't that way until I would
• 13:32
  say about five or five years ago until I realized that I had to switch my whole game plan
• 13:38
  and I went from being more refinanced driven to being more purchased driven.
• 13:42
  Um, and not only until about two years ago, did it actually start all changing over
• 13:47
  to being more purchased by source of less refinance?
• 13:50
  Okay.
• 13:51
  So, so let me ask you this question because this kind of transitions into the kind of
• 13:54
  the, you know, headline of our conversation and how you being a pro member, you're leveraging
• 13:58
  teaching agent classes.
• 14:00
  How were you, you know, over the last two years prior to you kind of getting access to
• 14:05
  our membership with done for you classes and stuff?
• 14:07
  How were you attracting real estate agents?
• 14:10
  So I, um, I'm actually in charge of caravan.
• 14:13
  So here in Escanito, I'm in charge of caravan, I've been in charge of caravan for going
• 14:18
  on four years.
• 14:19
  So it'll be four years actually this month and not enough.
• 14:22
  How do you not get bounced out of that position after four years?
• 14:24
  I'm like, the staple, they call me the triple threat because I actually part of the back
• 14:32
  page, the agenda print, the buyers wants the needs.
• 14:36
  And so when I get introduced, I am literally, oh, this is Liz before the triple threat
• 14:40
  because I do all three.
• 14:41
  No, it's funny because, uh, you know, I would figure there would be other people vying
• 14:46
  for that position, you know, competitors of yours.
• 14:49
  There's a lot of work and I've been doing it for a while.
• 14:52
  Nobody wants it.
• 14:53
  Do they?
• 14:54
  Nobody wants it because I.
• 14:55
  Yeah.
• 14:56
  And I've stapled in it like all of the different stuff before they, they would transfer this
• 15:01
  position of the agenda thing, um, they would transfer every six months.
• 15:06
  Yeah.
• 15:08
  Last time that it got transferred back like two years ago, um, you know, nobody wanted
• 15:13
  to transfer and I kept adding more stuff because people stopped wanting to do more like
• 15:18
  extra work.
• 15:19
  Yeah.
• 15:20
  I ended up being one thing, the second thing and then now I became the triple threats
• 15:23
  on the chart to basically all of it.
• 15:25
  So there's, there's an obvious lesson in here because you brought up the six month
• 15:29
  thing.
• 15:30
  That's what I recall too in Orange County where I used to work.
• 15:32
  It used to be rotate every six months.
• 15:35
  But how much, uh, how much business do you get from that being, you know, in charge
• 15:38
  of caravan?
• 15:40
  So my, I speak every single Tuesday, every, every Tuesday, I have a two minute speech.
• 15:45
  And so my two minutes speech is always inclusive in what my job is for caravan.
• 15:49
  Okay.
• 15:50
  Kind of success story as to what happened.
• 15:52
  So it's not about my speech is never about, hey, I got these great, great, great service.
• 15:56
  I'm going to close on time because again, it's like the bare minimum.
• 15:59
  So I'm talking with some kind of topic of something that happened in the last week.
• 16:04
  And so with your stuff, it was now, it's okay, let me teach, you know, I'm teaching
• 16:08
  classes at this point.
• 16:10
  But before it was, hey, this just happened or when I was working at the bank, it was,
• 16:15
  hey, this happened.
• 16:16
  I, you probably didn't think we could do it, but we actually got it done or hey, we were
• 16:20
  actually closing on time, which you've probably never heard of us closing on time before
• 16:24
  because we were, you know, the company in the adult was not commonly known for that.
• 16:28
  Yeah.
• 16:29
  So those are like client success stories or something?
• 16:31
  Yeah.
• 16:32
  Yeah.
• 16:33
  Yeah.
• 16:34
  Okay.
• 16:35
  And then do you get people agents coming up to you wanting to talk to you further and business
• 16:38
  comes organically by that?
• 16:41
  No.
• 16:42
  Seriously, you're joking?
• 16:43
  I sort of got it now.
• 16:44
  What?
• 16:45
  No agent approaches you?
• 16:46
  It wants to do business?
• 16:47
  No.
• 16:48
  So my way in was I'm going to talk.
• 16:51
  And then every now and then you'd have the agent that comes up, every now and then.
• 16:54
  Yeah.
• 16:55
  But my way was actually going to the open houses and people would go, oh, it's such a
• 16:59
  waste of time.
• 17:00
  I, you know, you're going to go out there from 10, 30 to 130, you're spending like three
• 17:03
  hours of your time, you're going to see those open houses, why?
• 17:07
  And to me, I was like, that's like I, I was very, and it sounds really stupid, but like
• 17:13
  there's over a hundred people.
• 17:15
  And so to me, I'm like, it's so intimidating to like, who do you talk to?
• 17:20
  Where do you go?
• 17:21
  And so to me, it was easier, hey, if I go to an open house, it's just me and them or
• 17:25
  me and like two other people.
• 17:27
  And so I would hook up my title of the book, hey, I need you to like just be that other
• 17:30
  person to hook up with me and then to go.
• 17:33
  And so that's how I would end up going to go see all these open houses every single
• 17:37
  Tuesday.
• 17:38
  But when I started, I didn't start by, I'm going to go because people go in and carry
• 17:42
  them and go, I'm going to, I want to meet two people every single time from the minute
• 17:47
  I start.
• 17:48
  I want to meet two people and I want to get two business cards or three business cards
• 17:51
  or whatever.
• 17:52
  I went in there, seriously, with the intent of, I just want to show up every single Tuesday,
• 17:57
  I don't want to be late.
• 17:58
  I'm going to sit in the back corner.
• 17:59
  I don't need to talk to nobody, I'm just going to be here for like three months.
• 18:04
  And then I'm ready, like by, and I said to myself, because I started at the end of September.
• 18:10
  So I'm like, when I'm done for those three months that I've done this consecutively,
• 18:14
  in January, I will start speaking, but I don't want to be the else.
• 18:18
  So my friend that was my partner that was going to come with me and we were going to
• 18:23
  like be, you know, each other's accountability about two months in said, oh, we signed, I
• 18:29
  signed us up.
• 18:30
  I'm like, you signed us up.
• 18:31
  And so, apparently she had us up, our, our thing was up at the top.
• 18:37
  I was the one that was going to speak because I was like, okay, what are you going to talk?
• 18:41
  She goes, no, I can't talk, I can't do that.
• 18:44
  So then I'm there, like shaking, trying to talk in front of like over literally this place
• 18:51
  is over a hundred people every single Tuesday.
• 18:54
  Wow.
• 18:55
  And so, and that's how I got in, I was just like, okay, I'm going to, now I'm just going
• 18:58
  to keep going.
• 18:59
  And because once you talk, you have to keep going, or, you know, you're just a spaghetti
• 19:05
  that fell off the wall.
• 19:07
  That's so, so she signed you up for that six month run without you knowing about it?
• 19:11
  Oh, yes.
• 19:12
  Wow.
• 19:13
  Nice.
• 19:14
  We're a good friend.
• 19:15
  I know, right?
• 19:16
  And she never came back.
• 19:17
  But that obviously positively impacted your business and your life and all that stuff, yeah.
• 19:22
  And then after the caravan, you would go out to the open houses as well.
• 19:25
  Yeah.
• 19:26
  Yeah.
• 19:27
  I would go out to the open houses.
• 19:28
  One of the recent things that happened just when I actually left the bank, so at the
• 19:33
  end of last year, I actually started doing more social media and more video and stuff
• 19:37
  like that.
• 19:38
  One of the things that I actually recently started, which was, I would say about two or
• 19:43
  three months ago, I would go, you know, do the same thing, go see the houses, and then
• 19:47
  I would start making videos out of it.
• 19:49
  So I would do what I call exploring a Spanito.
• 19:51
  And so I would take little video clips, and then just do four little mini clips of the
• 19:57
  house, and then do my like front intro of that house, and then go to the next one and
• 20:02
  do the same thing and go to the next one and know how many houses I could go see.
• 20:06
  That's what I would put on this video.
• 20:08
  So I started this.
• 20:09
  I want to say it was almost two or three months ago, and I would then post it on Thursdays.
• 20:15
  And so from there is where I started getting more agents where they started seeing my video
• 20:20
  and they started now going, oh, this is so great with this video and this and that.
• 20:25
  And then it's, hey, Liz, are you going to come see my house today so you can put it on
• 20:28
  exploring a Spanito?
• 20:30
  And so now I was getting special requests to have me go to their house so I could put it
• 20:35
  on exploring a Spanito that I would post on Thursdays.
• 20:37
  Wow.
• 20:38
  That's really neat.
• 20:39
  I want to talk about that some more in a minute, but right now I'm curious about, okay,
• 20:42
  so agents are asking you, hey, you're going to come to future my house.
• 20:45
  Did that then lead to meetings and eventual business?
• 20:48
  Yeah.
• 20:49
  So that led into eventual business.
• 20:50
  And so one thing that any time that I would meet somebody, I would put them onto my
• 20:55
  drip that I reach out on Monday.
• 20:58
  I call them work for my agents.
• 21:00
  And that's an email.
• 21:01
  Yep, it's an email.
• 21:02
  It's a bomb on email.
• 21:03
  Bomb on video email, okay?
• 21:04
  So I send out my bomb on video email and it's a mortgage for agents and it's like one
• 21:09
  to two minutes of something that happened, whether it's success story or something that
• 21:13
  I learned or, you know, I was, did one about condos and then the, the occupancy.
• 21:20
  So every single topic, every single week was a different topic.
• 21:23
  So I would send those.
• 21:24
  So once I met them, I would follow up and thank them for their time, send them a little
• 21:28
  video, send them my text message, but then I would stick them on my drip.
• 21:33
  And so that's actually, I would say probably the one of the biggest things as to how I've
• 21:37
  gotten in front of them and where I've started getting their business is because literally
• 21:42
  every single Monday at 8.30 in the morning, they're getting my bomb, bomb mortgage chip
• 21:47
  with lives on for my agents.
• 21:49
  Right.
• 21:50
  That's awesome.
• 21:51
  Obviously you read your analytics on open rates and views and all that.
• 21:54
  Yep.
• 21:55
  Yep.
• 21:56
  You're happy with it.
• 21:57
  Is it decent?
• 21:58
  It's decent.
• 21:59
  And it's actually the funniest thing is that the people that don't send me business or
• 22:02
  the people that are watching like the whole video or the people that are opening my
• 22:08
  email are like ones that are not giving me like the best referrals, but they'll still
• 22:13
  give me every furl, which is kind of funny to me, you're not, you're still, but that'll
• 22:19
  come over time.
• 22:20
  It sure does.
• 22:21
  And so and it's all just consistency every single Monday and how do you schedule your
• 22:28
  content out for that?
• 22:29
  If one goes every Monday, are you batching or how do you do that?
• 22:32
  Well, I batch it.
• 22:33
  So what I end up doing is actually I have a specific day.
• 22:35
  So I have Mondays, Mondays is usually the one hour, Wednesdays, and then I have Fridays.
• 22:41
  So I do anywhere, depending on the day, it's 30 minutes to an hour of videos.
• 22:46
  And I literally will, I use every note.
• 22:49
  So that's kind of like my lower note taker, but I have different topics because every
• 22:53
  single day has a different topic of a day.
• 22:55
  So I have that for mortgage chip for agents.
• 22:57
  I'll just think of something, something will happen and I'll just start writing down
• 23:00
  that idea and then I'll write down the next one and I'll write down the next one.
• 23:03
  Like I just did like literally three of them, this and that went about IRS, the other
• 23:09
  one about the down payment assistant, went about residency, I mean, it's just stuff that
• 23:15
  comes up.
• 23:16
  There's, I want to highlight something.
• 23:17
  First of all, there's no shortage of content ideas because you've heard in the past
• 23:21
  I'm sure people say, well, I don't know what to say, right?
• 23:24
  And I'm calling BS on that right now.
• 23:26
  That's baloney.
• 23:27
  I'm like, I mean, like I just had three conversations just today and I already have another writing
• 23:35
  list.
• 23:36
  So I like have another sticky that I'm like writing down stuff and then I have to put it
• 23:40
  on to my Evernote.
• 23:41
  No, there's always something that happens and one of the ones like last week was residency.
• 23:47
  Somebody, you know, came over and started living here in 2017, they needed enough time
• 23:53
  to be on the job.
• 23:54
  So you just told a story about that.
• 23:58
  Interesting.
• 23:59
  And was that, did you wind up getting the loan or was it just kind of the story about
• 24:02
  residency?
• 24:03
  I don't know, it's I ended up getting the loan.
• 24:05
  All right.
• 24:06
  So that's cool.
• 24:07
  Yeah.
• 24:08
  So there's a win there, which is nice.
• 24:09
  But the same thing that even when I lose, I'll still talk about it because because I had
• 24:15
  one where I like the, it was a kind of occupancy.
• 24:18
  We couldn't do it.
• 24:19
  The occupancy was over, if I remember correctly, like 60%, or 65%, not occupancy.
• 24:27
  The person wanted to do three percent down, I'm like, I know, that's not going to work.
• 24:30
  Had tied another lender that didn't work, came back to me to see if I can do it.
• 24:33
  I'm like, no, this isn't going to work.
• 24:35
  You need more down.
• 24:36
  And so, nonetheless, they had to back out of the deal.
• 24:39
  But that was an easy, hey, I didn't get this done, but you need to know this when you
• 24:44
  are risking, and you have a condo, you need to check this, check your tracks.
• 24:48
  Yep.
• 24:49
  It's a great educational point and it demonstrates your knowledge, your knowledgeable mortgage
• 24:53
  professionals.
• 24:54
  So, again, planning those seeds.
• 24:55
  Yeah, exactly.
• 24:56
  That's really cool.
• 24:57
  All right.
• 24:58
  So we're doing the bomb on things, the video, you're adding people.
• 25:00
  How many, how many agents are in, you've that outbound email database right now?
• 25:05
  I think I'm almost at 300.
• 25:06
  300.
• 25:07
  And as most of that bend from like your stuff you're doing at the board, care of it,
• 25:12
  no?
• 25:13
  Yeah, anybody had meet, whether it was maybe like they got an offer, they were going to
• 25:20
  get an offer accepted, and then it turned out that they didn't accept or offer, if I
• 25:24
  spoke to them, I'd add them on my email.
• 25:26
  If I was just adding another person, another person, if I saw you at Caravan and we spoke,
• 25:31
  I'd add you on my email.
• 25:32
  If I went to your house, I'd add you on my email, it was just, and then if you unsubscribe,
• 25:37
  but I mean like, why unsubscribe for a set age, it's like really, really low.
• 25:43
  Right.
• 25:44
  Good.
• 25:45
  Well, because you're delivering value.
• 25:46
  And it's not the templated corporate newsletter and muffin recipes and stuff.
• 25:49
  Exactly.
• 25:50
  All right.
• 25:51
  That's awesome.
• 25:52
  By the way, and before we leave this point, I want to give you a huge kudos and shout-out
• 25:56
  because you did mention a moment ago about your exploring Escondito videos, and you've got
• 26:01
  a YouTube channel that I know you're working hard on because it's not easy to do this.
• 26:06
  I just really, I just want to, like, I do this applause when I saw this earlier kind of
• 26:09
  in prepping for this call.
• 26:11
  I didn't have any, I didn't know that you were actually doing this YouTube stuff.
• 26:14
  And that's really cool.
• 26:15
  I mean, I'm looking at, like, it's like you're a realtor almost, right?
• 26:18
  Doing the content, you're like exploring Escondito, how to get the swipe up feature without
• 26:23
  10,000 followers, which by the way, I don't know that.
• 26:28
  And you've got the series exploring Escondito as well.
• 26:31
  So I think that what I love about this is, like, people look at the YouTube channels,
• 26:36
  oh, like, what's my views, and all, and you're getting a different benefit out of that
• 26:40
  in that you're creating awareness locally with agents.
• 26:44
  Yes.
• 26:45
  Yes.
• 26:46
  And then when I do the exploring Escondito, I not only do I post it onto my personal, so
• 26:52
  I post it on my business page, and then people don't know this, but you can tag yourself.
• 26:56
  So you can tag yourself on the business page, and you can tag people that you're not
• 27:01
  friends with yet.
• 27:02
  So that's easy.
• 27:03
  I mean, easy way of adding somebody like, okay, hey, I'm going to, I do my exploring
• 27:08
  Escondito.
• 27:09
  This is how I do it for a lot, but the only way you can be on here is if you set my
• 27:12
  friend request.
• 27:13
  So let's open up your phone and let's do the friend request right now.
• 27:16
  And so before I leave their house, we're already friends.
• 27:20
  And so I will add them onto this video, and then it'll automatically go to their feed
• 27:24
  on Thursday.
• 27:25
  I have an email that says, hey, by the way, just got released and the day before it reminds
• 27:29
  them, hey, if we're not friends yet, you need to make sure there were friends.
• 27:33
  And then I do like a brand awareness about this, about this exploring Escondito for 14
• 27:40
  days.
• 27:41
  And so to them, they're like, well, that's like a no brainer, like why wouldn't you?
• 27:45
  And to me, my brand awareness, it's you're getting to know me, and that's all it is.
• 27:49
  I mean, yeah, that's brilliant.
• 27:51
  That's brilliant.
• 27:53
  And I'm watching one of your videos right now with the sound off, but you're really
• 27:55
  natural on camera.
• 27:57
  Was that always the way?
• 27:59
  Yeah.
• 28:00
  Yeah.
• 28:01
  You're joking.
• 28:02
  I'm not curious.
• 28:03
  Yeah.
• 28:04
  I'm serious.
• 28:05
  You were natural on camera all the time.
• 28:06
  Yeah.
• 28:07
  It was, it was, it was actually really easy, like, all right.
• 28:09
  So now people, no, no, you just alienated half the listeners.
• 28:12
  I was like, the, the, the, what came really hard was I didn't like the text on the bottom
• 28:21
  or I didn't like my, like, my logo wasn't like perfect or I like, I had this set, like,
• 28:28
  so I would like spit out videos, like really easily.
• 28:32
  So I would do like seven to 10 videos, like within an hour.
• 28:36
  And then like on the weekend, I was just like editing one after the other after the other.
• 28:40
  What are you filming with?
• 28:41
  My phone.
• 28:42
  Your phone.
• 28:43
  Your iPhone.
• 28:44
  I don't know.
• 28:45
  Okay.
• 28:46
  I don't think I'm using a selfie stick or just handheld.
• 28:49
  So I have my, I put all it going up and I think I left my selfie stick in another room.
• 28:54
  That's okay.
• 28:55
  But I mean, it's, it's just, it literally I just, yeah, but it's not a, it's not a, it's
• 29:00
  not a gimbal though.
• 29:01
  It's just a selfie stick.
• 29:03
  My gimbal, I, my, um, that, uh, is a DJ Osmo.
• 29:07
  Yeah.
• 29:08
  DJ Osmo is the, what I use it would I do, my exploring Escondito.
• 29:11
  Okay.
• 29:12
  I do my Facebook live that I do every single Tuesday, I pick a house on Tuesday and
• 29:16
  I do a Facebook live out of the whole house.
• 29:18
  Like go check it out first, be where I'm going.
• 29:21
  Seriously.
• 29:22
  So that's just another friggin nugget, right?
• 29:23
  More nuggets per minute.
• 29:25
  I mean, seriously, people, listen to that.
• 29:27
  You call up a realtor.
• 29:28
  Hey, do you mind if I, she got this listing, you mind if I do an, you know, a Facebook
• 29:31
  live on you, you know, Jeff, I, like, I, I was trying to get to this one house.
• 29:36
  I, I think it was like three weeks ago.
• 29:39
  And I told him, I was like, I'm going to do my Facebook live at your house.
• 29:41
  It was okay.
• 29:42
  Well, he had some stupid road.
• 29:44
  You could, like, I got a GMC UConn for having to say, it's like, I was not able to
• 29:48
  get up this dumb road, sent him a message, I'm like, Hey, I can't get up there.
• 29:53
  And so because there's like this big huge other truck, he goes, well, I'm having
• 29:56
  you know, but how can you come down on Saturday and you can be your Facebook live on Saturday?
• 30:01
  He's like, I think I can make it.
• 30:04
  So yeah, so it, and it's all stuff like, I mean, the stuff that I learned off of YouTube,
• 30:10
  I had to, like, put my little thing on the bottom.
• 30:12
  I mean, like, yeah, that looks really good.
• 30:15
  Yeah.
• 30:16
  Yeah.
• 30:17
  Yeah, really good.
• 30:18
  Recently, like, about the how to use your existing posts, like that was one of my most
• 30:23
  recent ones, how to use an existing post as a Facebook ad.
• 30:27
  Mm-hmm.
• 30:28
  Yeah.
• 30:29
  I saw that.
• 30:30
  Yeah.
• 30:31
  Yeah, that was good.
• 30:32
  And by the way, we're going to put links in the show notes for people to go check out
• 30:35
  your videos.
• 30:36
  So they can learn by watching you.
• 30:38
  That's sweet.
• 30:39
  Absolutely.
• 30:40
  Absolutely.
• 30:41
  Subscribe.
• 30:42
  It's WL is watch, like, and subscribe.
• 30:46
  Is that the acronym?
• 30:47
  I don't know.
• 30:48
  Comment.
• 30:49
  Comment?
• 30:50
  What would this WLC?
• 30:51
  Watch, like, and comment.
• 30:52
  Yeah.
• 30:53
  Like, comment, share, and don't forget to subscribe.
• 30:55
  Exactly.
• 30:56
  That's awesome stuff, really?
• 30:57
  I mean, seriously, okay.
• 30:59
  Talk about brilliant strategies that are, okay, do you have to learn some basic skills?
• 31:04
  Do you have to get over some fear of being on camera and stuff, perhaps, like some
• 31:06
  Of course, right, but look at I would say you you're now getting agents that are eager to talk to you
• 31:15
  In some ways. Yeah, I mean, I got an email this morning from an agent that didn't even talk to me at my class
• 31:22
  And he go hey like your class was great
• 31:25
  Can you sign me up for the next one my guess? Sure. I mean, I know who he was because he didn't talk to me
• 31:29
  Like I figured out who he was because where he was sitting and he was only person that he didn't talk to me. Yeah
• 31:36
  I figured that out, but yeah, no, it's it's teaching
• 31:42
  Teaching them all this extra stuff and helping them grow past, you know, great-rate and great service
• 31:47
  There's so much other stuff that you can teach people
• 31:50
  So let's do this just for a sake of time. Let's get into some specific sense of for those that are curious about you know
• 31:56
  What you've been doing with agent class so far
• 31:58
  Like we said you you've been a member now for like I think about about two months or so, right?
• 32:02
  Actually, I remember it was actually a month
• 32:05
  Actually, yeah, because I do my last my first class
• 32:11
  Wow, okay, and now how many classes have you done so far?
• 32:14
  Three four four okay four classes and your most recent one
• 32:18
  I know you just had which was Facebook ads for real estate agents and that one that one blew up you had like 40 people or something
• 32:25
  Yeah, 40 people
• 32:27
  And where did you do it at?
• 32:29
  At the NSCCR so the border realtors
• 32:35
  Does it cost you to host a class at the border realtors?
• 32:39
  No, okay good
• 32:42
  All right, so you had about 40 agents in there what's been just you know
• 32:46
  I don't want to sound self-serving, but there's a lot of people it's funny people reach out to me after the podcast and they're like
• 32:51
  Yeah, I've been hearing you talk about agent classes and I just you know haven't done it yet
• 32:55
  So what's the the biggest benefit one or two of them?
• 32:59
  For you what doing the classes now?
• 33:01
  So my biggest benefit I am in front of more eyeballs at one time
• 33:08
  I was doing social media one-on-ones
• 33:12
  So I
• 33:13
  Kind of goes back to that. Hey, I wanted to learn more and teach you more of icebergs and that great great service thing
• 33:19
  And so to me I invested a lot of time in learning on YouTube and
• 33:24
  Understanding Facebook understanding like really what comes along with algorithm and all that stuff and so to me
• 33:29
  I was like okay, I need to learn how to do it for myself and how to create the YouTube channel and how to do all that and how to do my movie
• 33:37
  But also now I can actually help an agent so I started doing social media one-on-one so I would do a 30 minute
• 33:43
  Like on a zoom call. Let me dissect your situation your
• 33:48
  You know, whatever it is whether you have social media
• 33:51
  Yeah, start there because most of them down there
• 33:55
  Um, and then go from there and I then I would just it was kind of like a coaching call of per se that I
• 34:00
  Every couple of weeks with that who do those different people and so then I got to the point where I didn't have enough time to do more of them
• 34:08
  And then I ended up having my one
• 34:12
  agent that it was I was just happy to do my one my one
• 34:17
  What on one with her but she goes oh, yeah, no, I'm an invite, you know
• 34:22
  This this person and that person and this person and that one person turn into three turn into five turn into seven turn into ten
• 34:29
  And that's actually how I hooked up with you was because that literally happened in like three days
• 34:36
  And so to me it was like my biggest benefit out of just the agent classes is the eyeballs
• 34:42
  I have
• 34:43
  When I'm talking up in my two minutes that I have a caravan
• 34:47
  I mean, I had seven people get added to my class on Tuesday
• 34:51
  Yeah, in two minutes
• 34:53
  Yeah within my two-minute speech, you know, and I I literally blurbed out something that came from the Facebook insights
• 34:59
  That got released out a couple months a couple days before
• 35:02
  About how you know real estate agents are never going to you know go away
• 35:07
  But it's important that they learn all of the new steps and all of them
• 35:11
  And so um, yeah, it's it's truly just
• 35:15
  So um
• 35:17
  What happens or what generally happens for you after you host a class?
• 35:22
  I assume you're following the feedback form right fill that out all that can they turn that in
• 35:26
  It's got some quite are you able to set meetings out of that and referrals have come
• 35:31
  Yeah, so I um so I give out the feedback form right and right as I'm doing the wrap-up part
• 35:37
  Um, so I'll actually do my my own wrap-up and as I'm doing my wrap-up
• 35:41
  I'm literally walking around giving them out
• 35:44
  And I purposely don't give them out before because I don't want them looking at it filling it out
• 35:48
  I want them looking at my screen
• 35:50
  And have like my own projector my own screen that they're looking at the whole entire time
• 35:53
  So I actually don't even give out like you know the PowerPoint so they can take notes
• 35:58
  They have like just a regular no-cut other taking notes on
• 36:01
  And so the um that feedback form everybody filled out
• 36:04
  And when they fill it out good or bad whether they like it or not and I actually only had one
• 36:11
  I had two people one person told me that they didn't want me calling them
• 36:15
  But they wanted me to follow up with their leads because they had two newly turned
• 36:18
  And I was like okay, all right, that's fine
• 36:20
  And then
• 36:23
  Um, it's funny that he was he had checked up. No, he didn't want a copy appointment
• 36:27
  But he's also the same person that sent me an email this morning that said he wants to come back to my Instagram class
• 36:32
  so
• 36:34
  Well, and so that's I actually that's just sometimes an indicator of
• 36:38
  They're not open a meeting with you yet
• 36:39
  But the fact that they said they want to come to your next class, right?
• 36:42
  Everyone isn't jumping to bed on the first day, right?
• 36:44
  I mean, so you got to do a little dating ahead of time so it could be a process
• 36:48
  Yeah, exactly and so my
• 36:49
  My steps to the end so it's basically you have my wrap of my feedback form
• 36:53
  You know
• 36:54
  I'm having the end of conversations. I don't pick up business cards
• 36:57
  I had one of my title reps and oh, you know, do you want me to grab cards for this event that I had on Tuesday?
• 37:03
  I've everybody said you know who everybody's in here. I'm like no, I don't want to she goes really
• 37:06
  She goes you don't want their cards. You're not going to do a raffle thing. I'm like no, not
• 37:10
  I'm like, I don't want to do a raffle and I don't want their business card because if they fill out my feedback form
• 37:16
  And they don't want me calling them. I don't want their information
• 37:19
  So why am I going to talk to them if they you know, obviously they saw no benefit no value
• 37:24
  For me
• 37:26
  So so that was always my you know my seat of mine on that and then nonetheless on the feedback form
• 37:31
  It's got their info anyways the name of one email. So I don't need any of the other stuff. I could pull it all up
• 37:36
  So I didn't need to do that
• 37:38
  But then after that so then I send out a couple different things
• 37:41
  So I do a bomb bomb. Thank you. I was doing it individual like
• 37:47
  With doing it through a text message and that but then this last class realized that I couldn't do that anymore
• 37:52
  Because my classes got larger and then yeah, I like I can't do 40 videos and
• 37:58
  No
• 38:00
  So now I do an evergreen bomb bomb video that's just says thank you for coming to my class
• 38:05
  Please book a bowl of law and that goes out on day one and then I have a follow-up that actually comes along with the
• 38:11
  Whatever the like the extra that you're getting. So it's like the ultimate marketing that you're getting
• 38:17
  So I have that and then I follow up with them on a text message
• 38:21
  Later on that same day, so that's like day day one day two day three
• 38:26
  I follow up with a text message and the text message all it is just you know
• 38:29
  Thank you so much as respond just send you a quick text. Here's my contact card. Here's my share contact
• 38:34
  Just you can save it on your phone if you have any questions and then
• 38:39
  And then that's like that's pretty much it like then from there
• 38:42
  I actually just say them on to my phone
• 38:44
  I and then from day five to day seven
• 38:47
  I'm just calling to thank them to see if they have any questions from the stuff that they've already received
• 38:53
  And then um during that time though. I've already added them onto my list of my
• 38:58
  Bama real estate agents
• 39:00
  I've had my CRM
• 39:02
  So they're automatically going to be getting the stuff every single Monday. So I'm not
• 39:06
  I'm not following up with them with the intention of
• 39:09
  Hey, we should we just met so let's set up an up a copy of like right now
• 39:15
  It's more like I'm showing you the value little by little and then like a week later
• 39:20
  After you see like all my value
• 39:22
  Why it makes sense to do it and I actually I don't like doing copy of payments
• 39:27
  Personally, I like doing calls
• 39:29
  because
• 39:31
  The way that I bring it to the agent. I'm like you don't want to get out of your office
• 39:35
  I got stuff to do you know you're gonna have to save you 20 minutes from driving there or you've been 15 minutes driving there
• 39:40
  15 minutes driving back. Let's do a quick 15 minute zoom call and we'll just go from there
• 39:45
  Yeah, I don't know if we're not no big deal. Well, you know, just just keep receiving my info
• 39:50
  I like that. The zoom zoom angle is brilliant. I wish I had thought of that, but you did so
• 39:56
  You get the credit
• 39:58
  Then then tell us a little bit about the
• 40:01
  Business that's been generated by your process
• 40:05
  So um and I've only been doing this for about a month
• 40:09
  Mm-hmm. Yeah, about a month
• 40:11
  So I have um two pre-approvals that um that I'm going on right now. I have another
• 40:17
  referral that I got from another from my previous class that I'm finishing their pre-approval today
• 40:23
  um my the agent where I first started doing this class
• 40:26
  I actually have a new us go with her right now that actually is going to close in a week
• 40:30
  um
• 40:31
  Yeah, so and then the then there was an agent that came to my class the first actual class
• 40:37
  Yeah, he came like 30 minutes late and then she just sent me another a semi-referral. So um and that just started
• 40:43
  I mean like I I'm only
• 40:45
  I'm not even like a month in like the
• 40:48
  This is truly on this 27th of July
• 40:50
  So uh this is interesting when I hear this that's incredibly exciting right because it's it's it's
• 40:56
  Whenever I hear that right I try and not get um
• 40:59
  Used to hearing success stories right and keep it fresh and I'm just so thrilled when I hear the results
• 41:05
  You're getting so fast and I try and remain curious as to
• 41:09
  Why do you think that happens? Why do you think it's like you do two or three classes you meet some agents and all of a sudden
• 41:15
  They're like sending your referrals and deals and it's not like you've been working them for a year or anything
• 41:19
  So why do you think of that happen so fast?
• 41:22
  To me, I think it's I'm very upfront. So if you haven't gotten that yet, I'm very
• 41:29
  But I'm very kind of chase and so you know, I'll tell you the good bad evil whether you like it or not
• 41:35
  And so when I tell people I'm like you're going to get these the same
• 41:38
  Five things every single language is going to tell you and I'm like and that's great
• 41:42
  But that's like my bare minimum to knock on that door to be able to even have you send me anything
• 41:48
  I don't fall up on your referral. I shouldn't I shouldn't have gotten the first place
• 41:51
  I don't have great waste-grade service and I don't know how I got first got to the furl
• 41:54
  But it's I think it's truly that you know, you have to be a little bit different and
• 42:00
  It's like when I left where I used to work
• 42:04
  The one thing I wasn't allowed to do was social media and that is truly the one thing that has tripled my business
• 42:12
  Since like last year, it's just showing people that there's more to me than just the phone
• 42:18
  Call and the voice that's going to give you this great rate
• 42:23
  and so
• 42:25
  So I've actually found that it just being and then really knowing your stuff when you're talking
• 42:31
  Um, and then I read I had a like class on Tuesday
• 42:35
  There was a circumstance where they're like, well, what if they steal your information
• 42:38
  And what if they do that and then I had other agents are like you responded to that like really well
• 42:43
  Like you like weren't throwing off or anything. I was like really? I thought I was
• 42:49
  Really well, yeah, yeah, I think it's all in the valley like you have to keep going
• 42:54
  Yeah, and the other thing too. I want to acknowledge you for is that you've already scheduled out your classes agent classes for the rest of the year
• 43:01
  Yes, right? So it's just pretty amazing. So what's your what's your cadence once a month?
• 43:05
  Uh, once a month is on the third Wednesday of every month
• 43:08
  Uh, it's from 1130 to one
• 43:11
  It's in the same spot at our um association of realtors here in Escavito
• 43:15
  Um, and then um, I actually did Greek food so that's gonna be my
• 43:19
  Food that I just bring at every single time that's just easy
• 43:22
  And it's actually everybody loved it. So it worked out really well
• 43:25
  Um, so it's like my big fat Greek agent class
• 43:30
  It was like I ended up with so much pita bread. I'm like get this
• 43:42
  Well, and you've got agents now like you we've referenced that a couple of times
• 43:45
  But I'm sure as this continues to grow
• 43:48
  Um, and I don't know if you're doing anything at the class to register people for the next one
• 43:53
  Yeah, so yeah, so I actually had my new my flyer already so all my flyers are done for them in the year
• 44:00
  And so they're already on my computer and everything and all of my flyers were already set on their table with my card with my
• 44:06
  My mortgage list pen
• 44:08
  At like on every single spot
• 44:10
  And so that way they knew about my next class
• 44:13
  And so then it was important that you know if you want to
• 44:15
  Beyond this next class we want to come. Let me know. I will add you that and I'm big on adding people
• 44:21
  Myself
• 44:23
  Difficult it is for me to actually do my own thing like my own
• 44:27
  Click on the event, right?
• 44:31
  Yeah, so to me, I'm like, yeah, it's like don't even worry about it. I'll register you and then I have a list of it
• 44:37
  And so I'll register everybody for that class and then so like the next one's coming up with Instagram
• 44:42
  And then I'm doing video marketing and then I'm doing
• 44:46
  What is it the Facebook the business page and I got Facebook live
• 44:51
  All set up for the end of the year. Yep good good and LinkedIn and YouTube coming next
• 44:58
  That was actually going to be next
• 45:00
  The next one I was going to do after
• 45:02
  Instagram, but then I was like okay, but let's take a video marketing and then if not
• 45:07
  Take out video marketing and I'll stick to YouTube and then I'll do video marketing later or something
• 45:12
  Yeah, it was been a really big ticker as also
• 45:15
  That's what you're best in your really good class
• 45:17
  Well, especially with you you've got experience with YouTube as well. That's that's helpful
• 45:21
  um
• 45:22
  And at the same time I don't know I feel compelled to say this because you've really taken on learning some of this digital social marketing
• 45:29
  Not every loan officer has and sometimes I hear L.O.'s kind of
• 45:33
  One of their reservations in doing these agent classes on these topics is that they feel like they need to be the expert in presenting them
• 45:40
  And I don't know how you feel. I mean everybody knows my answer is you just need to be the messenger
• 45:45
  I mean doing this in 10 years. No one has ever asked to see my flip in YouTube channel like ever
• 45:52
  You know
• 45:53
  What you got to need any feedback on that?
• 45:56
  Um, I would say yes and no like you know
• 46:00
  I think you like need to know what you're talking about. Yeah
• 46:03
  You need to have done some research. You can't just be reading from the teleprompter
• 46:08
  Reading from your keynote on your of your PowerPoint
• 46:12
  I think you got it because you got to be writing for those questions like there
• 46:15
  You know there was so many questions in my class that we ran over by like six minutes
• 46:22
  Eating up at the end to make sure that we tried to run and not run as as late
• 46:28
  I think you have to know some of that stuff like when the you know the ages changed
• 46:33
  Why does that affect and how does that affect and you know
• 46:35
  We had the the mileage demographic and well it does affect but you know
• 46:39
  How could you help yourself did you know like one of the things that people were saying oh well the mileage
• 46:45
  It's like so horrible now it's 15 miles well. Did you know 80% of people move within a 12 to 15 mile radius
• 46:53
  I was technically Facebook helped you out and it was like eyeballs
• 46:57
  So like oh really like yeah like and then it was you know
• 47:01
  1.5 billion people are on Facebook every single day if you're not on Facebook you are missing eyeballs on your stuff
• 47:08
  Mm-hmm
• 47:09
  It's like stuff like that you like really you know you don't have to know it perfectly
• 47:13
  But one of the things that I like I truly believe is it you know you can't I would say bake it till you make it
• 47:19
  But you've got to be learning it while you're baking it
• 47:22
  Well, and that's the other advantage
• 47:23
  I think you would find as well is that you're also learning this stuff while you're teaching it yeah
• 47:28
  Yeah, cuz I mean if you're gonna be a modern originator you better understand how to be relevant today
• 47:33
  Exactly exactly you have to understand how to do you know your own video marketing how to you know somebody was asking about like
• 47:40
  I movie how do you do I movie it looks so complex I'm like it's actually not I can you know show you this this
• 47:45
  That and it's like how did you make your you know your social media follow me on social media or how did you make that little
• 47:51
  Thing that goes on the bottom when you do a Facebook live where did you come up with that and I'm like I have you know
• 47:57
  I'm like I'm happy to show it to you and so that was like a new way a new reason
• 48:03
  It's like oh, I'll just make another video of it
• 48:06
  Somebody that was talking about it
• 48:08
  I'm like so now I'll just make the video of how to do it and I will post it on my channel
• 48:12
  Well, it's funny it goes back to the whole thing of like you know all things being equal same rates service and all that kind of jazz products
• 48:19
  You know what's gonna cause an agent to choose be loyal go with you
• 48:23
  Like you said earlier you've got to be different
• 48:25
  It's gonna be what's that unique and different thing that's gonna get you to stand out rise above the noise that we all face in our local markets
• 48:31
  And it's gonna be this it's gonna be pouring into them and helping them teach them how to fish right to use that old cliche
• 48:37
  But it does work
• 48:40
  It works better than better than co-paying for zilla leads as far as I'm concerned
• 48:45
  I was asked to do that recently. I was like no, I'm good. Yeah
• 48:49
  You know, that's not my value problem
• 48:51
  Yeah, my answer to that is what why don't you just come to my class. I'll show you how to generate your own leads. You don't need zilla
• 48:58
  I need to try to do a facebook thing. I'm like I'm gonna show you with a lot less expensive. Yeah, that's awesome
• 49:04
  Okay, cool. So we are gonna have to wrap it up for second time because you got to do a pre-qual
• 49:08
  You said right and finish out finish out your step for the day
• 49:11
  I just want to again say thank you so much for first of all being a member right because it really means a lot
• 49:17
  I really see myself
• 49:18
  I was thinking about this the other day. I was sitting on a training the other day and watching some people
• 49:22
  You don't get up and speak and do this training in front of this room of loan officers
• 49:25
  And I don't know if you've ever felt this if you attend a corporate training where you're watching somebody and you're like
• 49:31
  And they are completely disconnected for what we face as a loan officer every day. Right. Never have that feeling
• 49:37
  Right
• 49:39
  Oh my god, I was I was in care of it and like this last Tuesday, okay
• 49:45
  And this girl comes up and she says
• 49:48
  I can do anything in every single program and I have this amazing program that has 3% down
• 49:55
  I'm like
• 49:57
  It sounds yeah, no one else has it
• 50:00
  Three years ago
• 50:04
  So my thing was like I was a it was a room of like company leaders right the suits and ties and and you know
• 50:10
  I'm just watching this just going man. Have you ever actually done a loan?
• 50:12
  You know, have you ever been in the streets?
• 50:15
  So my whole point in saying that is how and trying to acknowledge you is that
• 50:19
  I see myself as a loan officer still right even though I don't originate
• 50:22
  I'm still obviously very closely tied in this business every day with full-time gig and stuff
• 50:27
  um
• 50:28
  So I have a passion for that still and it really excites me to know that um
• 50:34
  You are benefiting from this information from this membership and for being willing to talk about and share your story
• 50:40
  So thank you
• 50:41
  Yeah, no, I I do I greatly appreciate this even existing. I I listened to you for like a long time
• 50:49
  Before I like before I actually signed up and it wasn't and it wasn't so much that I
• 50:54
  Was hesitant about doing it. It was I was transferring from so many different things that I like I had to like
• 50:59
  Focus on one thing
• 51:01
  In the day where I was like oh Jesus. I'm going to teach this to like more than one
• 51:05
  I
• 51:07
  Literally bought it like I literally was all in like that night. I think I was working out
• 51:14
  I think I was listening to this and I like stop working out and I got it. I know they're okay
• 51:19
  I got to look at all this stuff and I did it like that night because I had to prepare for the class
• 51:23
  I was like two days later. Oh, yeah
• 51:27
  Well, I thank you and so again, right? You're member of the month because I mean gosh less than two months in
• 51:33
  You're getting after you're very active in our private Facebook group sharing in there sharing your ideas and you know
• 51:39
  Information and how you're like improving this and so I'm really grateful for you for helping make this
• 51:45
  Community this membership better
• 51:47
  Thank you. I appreciate you bet. So and by the way if anybody wants to reach out to you
• 51:51
  What would be the best way to contact you? Do you want to do website email? What do you want to do?
• 51:56
  Um
• 52:00
  All right, what is it?
• 52:04
  Don't really
• 52:07
  Well, I can just put your website up or your Facebook you want us to link to your Facebook page or what
• 52:11
  Let's just look into my Facebook and back whenever's on there anyways
• 52:14
  All right, all right, so I'm gonna put it in the show now
• 52:16
  It's for people who want to kind of follow you see what you're doing because you're gonna now you've got some fans and some followers
• 52:21
  So they're gonna want to and I'll put a link to your YouTube channel as well in the show notes like I said
• 52:25
  Yeah, I'm gonna search Google literally if you search Google and go mortgage Liz and like I'm literally on the top
• 52:31
  It's that pretty awesome. I'm not gonna lie. There's great branding there as well mortgage layers. Love that pretty sharp stuff
• 52:38
  All right, Liz
• 52:38
  So thanks again for your time and listeners as always we appreciate you tuning in and hey you know what to do if you like this episode
• 52:44
  Leave us a little review and we'll see you on the next one bye for now
• 52:48
  Thanks for listening to mortgage marketing radio one more truth in mortgage marketing get more free training and resources at mortgage marketing institute dot com
• 53:01
  You
• 53:14
  Hey guys, what's up real quick you've heard about the mortgage marketing pro membership before and I just want to quickly remind you if that you're in a place in your business
• 53:21
  Where you simply need more purchased loans you need to fill your pipeline with purchase business
• 53:26
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