Latest / Mortgage Marketing Radio / Conquer the Chaos

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Conquer the Chaos · Mortgage Marketing Radio

0:00
In today's highly competitive mortgage industry, building profitable relationships with
0:04
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,
0:15
it 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.
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
0:35
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
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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.
0:56
Don't miss out.
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Go check it out right now, visit LOKestudy.com and download your free copy today.
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Welcome to Mortgage Marketing Radio.
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Brought to you by the Mortgage Marketing Institute, your number one source for truth
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in Mortgage Marketing.
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Hey, it's Jeff Zinfra.
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Welcome to Mortgage Marketing Live.
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And today we're talking about how to conquer the chaos and we get started right now.
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Then I wanted to host this really as a free and open mastermind discussion because look
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at obviously we're not in normal times right now, right?
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Normal has been canceled.
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In case you haven't noticed, but there's some good news on the horizon.
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We'll talk about that, but here's what I want to do, right?
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Is I want to just talk about what's the current state?
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Here's the current state, right?
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What's happening?
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I mean, it's crazy out there right now, right?
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We're losing some freedoms and control.
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I mean, I don't know where you're at, but where I'm at, there's like, listen, Vegas gambling
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is closed.
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There's no gambling in Vegas right now.
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Shut down.
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Gone.
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Hotels, casinos, closed.
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Can't get in.
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Crazy.
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Why does that ever happen before?
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I don't know, right?
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As I said, normal has been canceled and there's different feelings and emotions that are
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going through the country right now.
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There's a lot of fear.
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There's some uncertainty.
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That's not everybody, thankfully, right?
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There's a fair amount of optimism and confidence as well.
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Here's what I want to do first and foremost.
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I want to check in and just see how you're doing.
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Truth and honesty here, full transparency that when I woke up this morning, I wasn't feeling
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it.
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It's not feeling it.
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I was down.
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I was arguably slightly depressed, angry, bitter, pissed off.
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I was feeling down and the magic of what happens when we all collaborate and stick together
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and support each other is I was lifted up by this person who I normally coach right every
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two weeks and it was a complete turnaround in that I got on the phone.
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I really didn't want to get on the phone.
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I thought about canceling the call and I was coached.
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I was coached simply by the mindset that this person had, the positive outlook, the energy
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that he brought to the conversation and what I realized is like, you know, we talked
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through a lot of different issues and what he said to me was something that I already
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known.
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We all know this, but it's the reminder, right, which is it's the reminder of it's all
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about mindset, right?
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It's mastering our mindset.
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So I just wanted to check in number one to see how are you feeling right now?
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And then number two, ask you a question for you to consider what are your clients feeling?
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Have you stopped to think and consider what are your clients feeling?
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And the reason why I ask is because we have this incredible opportunity right now with
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this situation.
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You know, I wanted one of the things I wanted to address is how do you show up in a time
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like this?
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Ask yourself, what do you think your clients are feeling?
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And maybe call and ask, right, maybe just, you know, instead of like updates on rates
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and the markets and all that kind of stuff, just do the whole, hey, I was thinking about
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you, right?
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And I just wanted to, I just wanted to ask how you doing through all this?
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How's everything?
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Is there anything I can do to support you?
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Let me, if you don't mind, let me go through our content here today and provide maybe
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some direction or suggestions for you.
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Because as you well know, right?
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Here's the next one.
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Life is 10% what happens and 90% how you respond.
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And here's the deal, you're going to have people that respond at various levels.
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That person who coached me this morning, he had somebody back out of the transaction based
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on fear, right?
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And here's the thing, if people are feeling fear, I know, right, there's like this tendency
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to just, you know, hey, suck up, bucket up and just, you know what I mean.
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But feeling fear is okay, right?
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It's okay.
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You're not imprisoned by that and, you know, paralyzed by it.
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And I don't, I want to make sure that we don't make people wrong if they're fearful.
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And this is where it's our opportunity to have compassion right now, have a compassionate
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heart and understanding and patience and, you know, give people a little bit of grace.
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I guess is what I'm saying.
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I know there's a lot of crazies out there, right?
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Buying up pallets of toilet paper.
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Give people grace, right?
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I want to take you through some guidance if I can.
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And, you know, it's the other things funny guys, I've got to be totally honest with you.
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When something like this happens and, and I'm blessed to have an audience, right?
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A podcast audience who's been listening for whatever time a few years now.
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I mean, we just so you know that the, in terms of how many people download the podcast
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every month right now, it's, it's, it's ranges between 15 and 20,000 loan officers
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every month who download the podcast and I'm grateful for that, right?
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And it's weird because sometimes what you feel is like a certain responsibility comes
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with that.
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I don't know if that makes sense, but it's like I see all these other people posting about,
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you know, coronavirus and, you know, here's what we should do and, you know, stepping up
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and being, you know, a leader or whatever.
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And, you know, I've got to tell you, it's, it's like, I paused and I was just like, what
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do I have to say, right?
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That could, could make any difference.
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So it took some time to think and evaluate and look at what some of the other people are
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doing.
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And I was just like, okay, I've got something I think I can say.
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And so I spent last night preparing it.
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Here we go.
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Let's get into it.
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Shall we?
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In times of chaos, what do people seek?
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What are people looking for in times of chaos?
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They're looking for number one context.
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What does context do?
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It helps it make sense.
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It helps me understand.
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Help me understand makes sense of all that's happening in the swirl of information with
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the coronavirus to the markets to, you know, everything.
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Number two, they look for confidence.
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They're looking for a place of confidence, right?
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Why?
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Because we have this range of emotions that we've just talked about fear and certainty
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and things like that.
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And I'm looking for where I can latch onto that's going to make me feel confident about
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the future.
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What's next?
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Now, this becomes a loop, right?
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And so if you can find ways, which I'll share with you in a couple of minutes, find
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ways to help them make sense of everything that's going on through context and be an example
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of confidence in the storm of some chaos.
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What happens is this, this is what people look for, right, when they have chaos, they
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start to listen, right, and watch what are the sources of information that they're following
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out.
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So number one is listen.
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Number two, they use that information, hopefully if it's useful and accurate information
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to make sense of everything like I talked about in the context of the environment so
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that they can then feel confident and respond.
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So it starts with, right, context, how does this make sense for me individually, right?
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Context, help me understand, makes sense, confidence, right, learn so I can respond,
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so I can know what to do next, does that make sense?
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So this is what I am calling right now our opportunity, our opportunity to show up and
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be different.
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People are always asking, hey, what do I post online?
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How do I show up and be different?
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How do I get noticed amongst the noise?
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Well, like Albert Einstein said, only a life lived in the service to others is worth living.
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The very first place that we start today is how do we be of service to others?
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Let me give you a couple of examples that maybe you can borrow from, okay?
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In doing some research, what I found is there's some companies and people that are doing
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great jobs of being of service to others out there.
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So here's an example, right?
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I shared this on one of my social media feeds, whatever, I think it was on my personal
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page.
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Got a lot of engagement, right?
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Stuck at home, these 12 famous museums offered virtual tours you can take on your couch,
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right?
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So these are 12 different museums around the world that are allowing you to take a virtual
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tour of your museum considering the current state of the world.
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This is from a wedding planner that I know, tips on getting through coronavirus COVID-19
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during your wedding planning and how we can help.
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Think about it.
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How many people have a wedding plan for April or May, what are they going to do?
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I don't know.
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Here's another example, right?
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How about you post a video where you go live?
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I just talked to, as a matter of fact, that loan officer I mentioned to you who was coaching
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me this morning.
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One of that call, we ended on such a positive note that he decided he was going to take
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this idea and do his version of it.
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But how about you go live or post a video that says, hey, what's up, guys?
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I know we're in a crazy time in the world right now and I just want to share with you
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that now is our opportunity to really support local business like like never before.
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And I don't know where you are, but right now it's like you're not allowed to go eat.
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There's no bar.
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You can't go hang out all that kind of stuff.
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So here's what you can do.
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Grab your phone and post a video.
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I just want to help, right?
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Here's how you can support local business.
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Number one, they're still open for takeout.
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And so maybe you want to feature one of your local favorite businesses for takeout, right?
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And do a video right in front of that place.
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My loan officer that I coach, it's literally a five minute walk with his dog where he's
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going to grab his phone and go live or post a video and just say, hey, you know, here's
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Billy Bob's barbecue.
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Man, their favorite local business been here for 23 years.
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They got awesome barbecue.
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Guess what?
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They're still doing takeout.
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So this is a way we can support local business.
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Number two, you want to support a local business by gift cards.
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Why?
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Because those gift cards will be used in the future, right?
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Number three, if it's in your area, you've got a farmer's market or whatever that's still
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happening by local produce, all right?
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And then number four, hey, consider giving a donation, right?
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To the restaurant, to the local, I don't know, school, daycare center, whatever it is,
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your local charity of choice, whatever, something where people are impacted because of lack of
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income, layoffs, you know, things like that.
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Perhaps give a donation.
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The point is this is, remember I said, it's about being of service.
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You're just posting this content in this video, being of service and offering people an
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idea to how they can help and be a part of the local community that we're all a part of
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here in this world.
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Here's another idea, right?
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This is from a loan officer that I know up in the Bay area, what he posted on his Facebook
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page.
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If you know someone or your kid depends on the school lunch meal, no judgment, feel free
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to PM me and we can make sure they get food past the blessings on.
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Good deeds never go unnoticed, okay?
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Here's another idea.
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I saw a realtor post this, share this with your realtor.
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Here's another idea, guys, how about you put a post out there, anyone interested in jumping
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out a Zoom call to get answers about mortgage rates and the Fed cut, right?
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Be of service, right?
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Here's a bottom line, what I'm getting to, with this all, with this all is summed up as
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folks.
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Like I said earlier, help people make sense of it all.
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Help people navigate from chaos to context to confidence.
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And let me give you some examples of what not to do from the mortgage space, market commentary.
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And I love this, right?
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Could you imagine somebody actually taking the time to read this, rising this morning
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will remain erratic with Racheese often disconnected from what's going on in the bond market?
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Who's already completely bored and turned off?
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Do you think that's doing any great service to your community of providing context?
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I can't make any sense of that.
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I'm in the mortgage business in half of this.
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I don't even know what it understands.
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How about this for an example?
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Let's make it clear.
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Let's take the chaos, give me context so I can make sense of it all and be have confidence
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about making the right decision, right?
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Here's an example, right, shout out to my peeps of fairway, apples and oranges.
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You guys maybe saw this bouncing around on social media as well.
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This happens to be one of the better versions of this that I had seen, right?
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Clearly visually in a moment, you understand two different things, right?
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But then it goes on to explain what you need to know.
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Here's my take.
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The best way to provide context is video.
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Case in point, right?
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Jennifer Beaston, she does an amazing job with providing educational videos that give context
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so people can be informed and have confidence about making decisions based on the information
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she provides.
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If you don't follow her on YouTube, you need to.
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That video was posted.
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March 15th.
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What is the date today?
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March 18th.
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She has 14,739 views of that video in three days.
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Guys, look, if there's any time to get on video, now's the time.
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Okay, let me just go on for a second time here.
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Here's kind of a script that you can deal with if you're dealing with rate choppers or
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whatever.
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This is what you can say on your video whenever you're posting that contextual educational
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video, right?
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Just tell people, look, hey, folks, I know it's a crazy market right now.
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Here's the thing you need to know.
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It's changed every minute of every hour and every day.
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My job is a market professional.
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Monitor the markets.
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Help you make sense of it all.
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So if you get any questions about the market, you're unsure what to do right now.
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Should I buy?
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Should I sell?
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Right?
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You're in process.
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You need some more information, right?
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Let's grab a quick Zoom call and I'm happy to walk through your scenario and help you
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make sense of all the information, right?
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How many of you could do that very easily?
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So here's the thing.
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What happens on all the other social media platforms when you post content?
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It goes away.
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It's lost in the feed, right?
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Stories go away.
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Feeds go away.
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Facebook feed gone Instagram feed, right?
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For me, why YouTube makes so much sense because some of the people I've been talking to
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and interviewing is number one, it's a search engine and people search for content, right?
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A search for content on YouTube, right?
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People watch billions of hours of YouTube videos.
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People are watching more YouTube on their regular TVs now, right?
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But for me, most importantly, most impactfully, when I want to get RLI out of my time on social
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because we all know this is not easy, it's a pain, right?
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It lives on.
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I have videos on my YouTube channel from five years ago that are still getting views.
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The content lives on.
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It doesn't get lost in the feed.
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People can come back to it and find it, new people who are searching.
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If I posted a video a year ago, right, it can still come up and search.
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People can watch it on the video.
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People engage with you over a period of time and some of you know Karen Carr.
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She's YouTube for real estate agents.
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She's in the book.
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I interviewed her on one of the podcasts, go back and find it.
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It's because people build this relationship in connection with you.
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They consume your content and it really does a lot to build trust.
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It does on the other platforms as well, but getting off on a tangent there.
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But the point being this is because it's a search engine because your content lives
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done forever.
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Lastly, YouTube recommends your content.
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YouTube recommends your content.
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If somebody was watching a video and there's a relevant video of that that they're watching,
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YouTube will serve up your content if you've already done a good job on getting views and
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getting traction on your channel.
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So they'll help create awareness for you without paying for it.
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Okay, let's wrap this up for here today.
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I'm saying we need to become an excellent communicator.
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We need to provide context that creates confidence in you and we need to become an excellent
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communicator on the platforms that people are using today, modern contemporary platforms.
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So folks, where are you going to show up?
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How are you going to show up?
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Are you going to be of service like we talked about here today?
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Which of the ideas are you going to use both for yourself and to share with your referral
16:31
partners and other people?
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That's really what I want to want to leave you with here today.
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The incredible opportunity we have to show up and be of service and not make it about
16:40
you and sales and now's a great time to sell or refile or whatever.
16:46
All that stuff is peripheral, right?
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And if it was ever more true, the saying that's become more of a cliche, which is people
16:52
don't care how much you know until they know how much you care.
16:57
Lastly, if for anybody who doesn't know, the book is available on pre-order right now
17:01
if you haven't yet pre-ordered the book, you can go to getdisruptordie.com, pre-order
17:08
the book, getdisruptordie.com.
17:10
And this will be released over the coming, over the next seven to ten days actually.
17:15
And what I've decided to do is include a free companion course that goes along with this
17:19
book where I've got additional interviews and content and downloads and things like that
17:24
that go with this book, kind of chapter by chapter.
17:26
So it helps you take a deeper dive along your journey.
17:29
Look for that to be released, but if you want to get on the advanced list, go to getdisruptordie.com.
17:35
And lastly, additional resources in case anybody doesn't know these exist, podcasts, if you
17:39
haven't checked it out.
17:40
And of course, speaking of YouTube, go check out my YouTube channel Mortish Marketing Live,
17:45
same as this live show and more content coming from there.
17:49
Thanks for listening to Mortgage Marketing Radio.
17:52
One more truth in Mortgage Marketing, get more free training and resources at Mortgage
17:58
MarketingInstitute.com.
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