Latest / Mortgage Marketing Radio / Ep #86: Getting Your Clients and Referral Partners to Go from Casual to Committed

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Ep #86: Getting Your Clients and Referral Partners to Go from Casual to Committed · 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.
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Chris has closed a remarkable 36 million in funded loans from agent referrals.
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Welcome to Mortgage Marketing Radio.
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And 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 listeners, Jeff Zimper, welcome to this week's episode of Mortgage Marketing Radio.
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So glad you've tuned in.
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If you're liking the episodes, hey, do us a favor.
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Take a moment and give us a little shout out on iTunes, on Stitcher, on the blog, on Facebook,
1:47
wherever you're listening to this and make sure you leave us a review, how you like it.
1:51
I appreciate you for doing that.
1:53
As always, you can always reach out to me.
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I'd be curious to know what your number one business priority is right now for the rest
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of 2018.
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Feel free to email me info at Mortgage Marketing Institute.com and just in the subject
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line, put priority, right?
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I want to know how I can help you.
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What is your priority?
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What aspect of your business?
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If you had a magic wand and you could change one aspect of your business, what would
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it be?
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I'd love to hear from you.
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Feel free to email me.
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Let's get into this week's special guest, Rick Sheerer, out of my hometown of Boston,
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Massachusetts.
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Yeah, whenever I start interviewing somebody from Boston, the accent comes back out.
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And Rick is a senior mortgage planner with MSA Mortgage in Framingham, Massachusetts.
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Go graduates.
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All right.
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Bring on the haters.
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Rick has been in the mortgage business since 2001, he graduated from the prestigious Bentley
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University, with degrees in finance and marketing.
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No, no.
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Rick's in an elite club.
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Rick's part of the billion dollar club in loan volume.
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Yeah, that means in his career, about two years ago, he said he surpassed the billion dollar
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mark in terms of origination.
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Rick's kicking it.
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Rick is just doing some amazing things out there and what we talk about on this episode
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is a couple of key things he does.
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One is past client reviews, annual mortgage reviews.
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You've heard it said before, annual mortgage reviews, whether it's annual, whether it's
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six months, whether it's quarterly, it doesn't matter.
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You need to have a process in a system for staying in touch with your past database where
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you can actually have conversations with a percentage of them to drive referrals, whether
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that be a referral for buyer or a refi, whatever the case is, but that doesn't happen unless
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you connect.
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Rick has got probably the most efficient system for being able to, you know, a non-intrusive
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way have conversations with past clients, but only talk to the clients that want to
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talk to him.
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So you hear how he uses emails and automation, things like slide broadcast, things like
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online calendar schedulers so that when Rick sends an email to his past database clients,
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he gets upwards of 30% of the people to respond, right?
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So he is generating anywhere from two to four loans per month just from his past database,
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just from sending out an email and a voice broadcast.
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So you're going to hear his strategy and how he does that.
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The next you're going to hear Rick's concept for real estate agent masterminds.
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This is brilliant.
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If you're looking for a way to break into the, quote, top producers in your local market,
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and if you're not right, one who's into co-calling and, you know, out there doing popping into
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offices and, you know, trying all those more, you know, heavy lifting, if you will, approaches
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to tracking and capturing realtors, listen to Rick's concept of the mastermind here, right?
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This is a concept where he get, he identifies 10 key agents that he wants to get in a room
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and literally have a mastermind discussion that's transparent, it's open, it's honest,
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it's sharing.
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So we're going to talk through how Rick does that.
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What his pre-interview process is, how he invites agents, how he identifies which agents.
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The questions he asks them ahead of time, how he sets them up to ensure that the mastermind
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is going to be amazing and that there will be sharing and transparency and that their
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egos are set aside.
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So you're going to learn all of this by listening to Rick's process.
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And then lastly, we talk about something that's really cool that Rick has called the buyer's
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playbook.
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And there's links to the show notes and everything we talk about here, buyersplaybook.com, is where
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you want to go check out more information when you hear Rick talk about his ambassador program
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and the buyer's playbook.
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And this is again, another way Rick is adding value and helping to, you know, the old saying
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is, you know, you give a man a fish, right, feed him for a day, teach man to fish, you feed
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him for a lifetime, well, the buyer's playbook is a concept that Rick is bringing to the real
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state community, real estate agents in his local market to teach them how to fish.
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And the fishing happens by helping them get referrals from vendors, right, CPAs, financial
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planners, home inspectors, plumbers, movers, etc.
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And Rick will unpack his concept of the buyer's playbook and the ambassador program.
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And even tell you a little bit about how he's looking for additional ambassadors around
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the country to take the buyer's playbook into your local market.
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So that's that great episode.
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Lots of lessons in this.
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Appreciate you being here.
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As always, let's get into this week's show.
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Hey, Rick, welcome to the show.
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Hey, man, I'm so happy and flattered to be here, I appreciate it.
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It is my pleasure.
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My listeners are in for a treat because I have been watching you from a distance for
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some time.
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You're obviously kind of a regular fixture in the mortgage coach community, shout out
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to Dave Savage and that whole community, they've lost a great content.
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So I wanted to bring you to my audience, my listeners.
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And in preparing for this, I was doing a little bit of a reading up and I wanted to ask
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if this is true.
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Do I have a billion dollar man on the line here?
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Well, you know what it is, it's more than a business for so long that you almost have
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to get to that number.
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But yeah, reach that goal a couple of years ago and that's just, you know, for 16 years.
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So, you know, that's a pretty elite club though, the billion dollar club.
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Yeah, well, I mean, you know, it's doing the right thing is always the right thing and
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you keep doing that over and over again and putting your head down and you know what happens.
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So.
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All right, you said something interesting there, doing the right thing is always the right
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thing.
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I like that.
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What does that mean for you and your business kind of like on a daily basis?
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Yeah, you know, it's just you've got to make a lot of decisions as a loan officer, both
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with clients, both with referral partners.
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And you know, it's just always coming from a place that you want to do the right thing
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for the client.
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You want to do the right thing for your business partners, you know, and you don't get
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to cut up in the financial part of it or the, you know, oh, I've got to make my commission
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here and things like that.
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I mean, you know, falling on the sword and taking responsibility, you know, all of those
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things because we're all we finance real estate and things happen.
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So, you know, just always coming from a place of, you know, I'm going to do the right thing
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here, you know, actually just yesterday, you know, we just, we did a loan for an FHA
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borrower that, you know, I'm going to give up the commission and probably pay a couple
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of bucks out on my pocket to make it happen.
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But it was the right thing to do.
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And I didn't even think twice about it.
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So, you know, funny you say that because I was going to ask you that question if you
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had ever given up a commission just for the sake of the deal.
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Oh, my God.
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When don't I?
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I mean, no, absolutely.
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It's, I feel like I do it a lot more.
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But again, I think it's, I get more business that way because, you know, I got on the phone
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with everybody and just said, hey, here's what's going on.
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Here's what, what happened and we're going to, you know, we're going to fix it.
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Here's how we're going to do it.
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And this is, this is how it's going to be.
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And, you know, the, I took a situation from a client saying, hey, your payment is going
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to go up $125 a month because of what happened.
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We're going to, we're keeping your payment the exact same and you're good and, you know,
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everybody else.
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I appreciate it.
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But, you know, you got to do that a bunch of times to be able to do $100 million.
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When you have a mindset of like, you know, I got to get mine and it's just, you know,
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sometimes I'll see you down.
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No, you're right.
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I mean, I'm glad we just kind of isolated that firm for a moment just in the beginning
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here because, you know, not everybody has that mindset, where it's just like, you
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know, doing the right thing is always the right thing.
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Man, I love that.
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That's going to be a sign on my office here.
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Yeah.
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That actually kind of makes decisions easier then, doesn't it?
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When you kind of operate by that principle?
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Absolutely.
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I mean, you know, when you, when you care and, yeah, when you can take the financial piece
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out of it, like if I'm going to do all the work on this loan and I'm not going to be
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paid for it, that I'm fine with that.
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Because I know it's going, like it's going to happen.
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I mean, and, you know, just without getting too in depth on this one situation, it was
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my biggest referrals, one of my buyers agent on my biggest referral source, like, you
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know, jeez, matter if I blew them up and said, I'm sorry, client, you know, I know it was
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your fault.
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And I know, but, but, you know, it's, but we're going to do this and we're going to
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have to do this, make this happen.
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And, you know, the lead agent was like, call me last night at nine o'clock and go,
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is I heard what you did, like rock star.
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You're making me look like a rock star.
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And this is why we do business with you.
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That's it, you know.
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Right.
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For the greater group.
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Yeah.
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So anybody listening, right, always do the right thing because it's always the right thing
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to do.
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I love that.
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I've done that as well myself.
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I remember cutting a check, you know, a pretty large check back in the day for, for an
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error and a mistake.
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And like you said, it's funny.
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It's, it's not really on you, hopefully, when that happens, but when it does, right,
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you still got to do that.
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Yeah.
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Very interesting.
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Yeah.
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That's funny.
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It's like, yeah, that's really easy to do for the billion dollar guy.
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What about the guy who's got two loans, he's closing this month, huh?
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Yeah.
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Yeah.
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I mean, but again, listen, I used to close two loans a month, you know, I mean, getting
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in the business, I said, I got to do four and a half loans per month to cover my
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nut, right, to cover what my expenses and cover, you know.
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And so, yeah, I mean, you, you're going to climb out of it by doing the right things.
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Right.
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And so, you know, there's different ways to come out good on the other side and sometimes
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it's not always a financial way, but maybe it's picking up the phone the second you know
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something's going sideways and you're handling it the second, you know, it goes sideways.
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As time goes by and you know that, that, you know, it deals, a deal is not set up the
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way it should have been or something's going on that phone gets heavy.
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And so the second you can pick that up and make it right, again, it might not be a financial
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thing.
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Maybe it's something else that you do.
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We just do the right thing.
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That's right.
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Not sure.
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Love it.
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Okay.
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Cool.
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So, let's get into kind of the main focus of what captured my attention when I saw you talking
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about the couple of key things you do in your business, which I just the way you execute
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is really impressive and amazing.
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Let's deal with the first one, which is annual mortgage reviews.
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Yeah.
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It's that subject that it's still just, I don't understand why loan officers overlook
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that.
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Why they don't put their clients in a database, something other than Excel, right, that allows
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you to manage and communicate that.
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So, but when in your career, did you realize that annual mortgage reviews with past clients
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would help you grow your business?
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When did you implement that?
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Yeah.
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So it was probably four or five years ago, actually it was at Todd Duncan sales mastery and someone
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was up on stage talking about her interview process.
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And it just resonated with me because you're right.
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We have this gold mine of all of these people that have done business with us.
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We don't have to go and find them.
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They're already right there.
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And in the ReFive Booms, we used to always scan our spreadsheets and go, who's got, you
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know, I've got, I'm at three and a half percent, who's at four that I can go and bring them
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down, right?
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It was just one track mind.
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Where can I reduce the 30 year effects or where can I convert an arm?
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And we're giving up all of these other people, right?
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That we don't know what's going on in their world.
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Like we don't know if they're going to sell in two years, but they're in a 30 year fix
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and probably should be in a five one or, you know, vice versa.
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Like man, to really get in with my client and go deep with them on a 15 minute call,
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right?
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It can change the trajectory of my business.
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And so what I went out to do, and I'll tell you, your original question when you just
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asked, like, why aren't people doing it?
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You know, what I've heard as I go and coach a bunch of loan options across the country
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is the fact that the phone is heavy, because I can't remember if the Johnson's had a positive
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experience with me, or I can't, you know, they have all of this, this angst around.
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I'm going to call someone out of the blue and they could be cooking dinner or they could
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be, you know, picking their kid up from, and it's going to be an awkward call.
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And, and what if they say no, Rick, I'm all sad or we didn't have a great experience,
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you have that rejection.
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Right.
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Some people don't do it.
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And listen, by the way, I have that same fear, I, I don't like rejection, right?
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I don't, I'm not, I hate getting rejected.
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I've never called, called into a real estate office.
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I've never, you know, I've never, you know, gone somewhere that, that I wasn't welcome
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to in.
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It's just, that's my personality.
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So what I did was, is I figured out a way to get to that past client on their annual
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review time and send them a really captivating email and it's short and sweet.
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It's not, that's not a big long thing because no one's going to read it.
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But it's something like, hey, Mr. Johnson, it's time for your interview call.
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I'll tell you, you know, with the economic climate right now and the political climate
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right now, it's really important that we spend 10 to 15 minutes on a call to catch up.
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And so I can tell you a little bit about how that may affect you.
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Now my schedule is right here, please book a time that works for you.
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And I commit to you that when you get off our call, it will be worth all 15 minutes.
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I also have a couple of questions to ask you at the end of our call, looking forward
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to catching up.
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And what we do internally, and again, I don't, I don't drive this.
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I do have an assistant, Nick, who will set these calls up every month.
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He'll come into my office and he will do what's called a mail merge.
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So, you know, back in the word, the word days, we could do those mail merges and the letters
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and things.
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Well, you can do that same thing now with Outlook.
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So anybody using Outlook, there's a way you can Google it to do a mail merge.
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So I can put, I can drop their name within the email.
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So it sounds like it's personalized and I can shoot them all out and they go out individually,
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but within the matter of like 30 seconds.
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So it's not, doesn't get caught up in spam.
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That's it.
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I toss it out there and I would say 15 to 20% of the people that I send it to will respond.
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I go to slide broadcast.com and I create a voicemail and I only create it within the season.
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So it's winter time.
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I'm up in Boston.
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So, you know, it's snowing out, I might say something like, hey, you know, if you're, you know,
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avoiding the snow out there or whatever, but it's a, hey,
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jump, Mr. Johnson, listen, I sent you an email a day or two ago.
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If you didn't get it, check your spam.
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But in there, there's a calendar to book your inner review.
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If you can, you know, jump on there, book the time, I guarantee you it's going to be worth
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the 15 minutes that we're going to spend on the phone.
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And then a couple days later for the people who still haven't responded, a quick email
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goes up and say, hey, I would still love to connect with you in a review, you know, book
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the time.
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And then I'm done, right?
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But what I usually will do is I'll get between 30 to 45 calls booked every month with people
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and past clients.
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And by the way, if you have an assistant, you don't do any of it, right?
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This is all button pushed by Nick.
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And if you have to do it yourself, which is totally cool, have an accountability partner
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in your office, right?
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To make sure that both of you guys are doing it because that's where people fall short.
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They're not consistent with it.
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If you're consistent with it, you'll do a couple more deals a month, and that's going
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to be a big impact on your business.
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Just to be clear, so you are then segmenting those who immediately responded that email,
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they're not receiving the voice broadcast?
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Correct.
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Okay.
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All right.
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Well, you're a person on your team is.
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That's really good.
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That's awesome.
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By the way, just to clarify for people listening, you know, a couple of times you said, hey,
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here's my calendar.
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So what Rick does is he puts a link to an online calendar, which integrates to his
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assuming your outlook.
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It does.
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Yeah.
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So things like, I think you use Calendly, right?
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I don't.
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I actually use Schedule Once, and we've been looking at a couple of them, but I haven't gone
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away from Schedule Once yet, just right now it's, it's easy.
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Yeah.
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Yeah.
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So there's like Schedule Once, I use that as well.
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I used to be on timetrade.com, and I got away from that.
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I like Schedule Once better, and then there's also Calendly.
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Like I said, so what that is listeners is, you know, if you're assuming you're using
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outlook, actually, you can use other things as well, like Gmail, that will integrate to
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your calendar.
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It'll allow people to book a time on your calendar based on your availability that you
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set and structure in there.
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So people can't book, let's say, you know, the same day, people can't book around certain
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time parameters and stuff.
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So you haven't checked that out, too.
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So it's a smart way to leverage your talk.
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Yeah.
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Japanese just add some real quick to that.
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Sure.
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If you don't do any reviews, do any reviews, it doesn't matter.
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I'll tell you, one of the biggest things that you will do in your business, moving it
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from reactive to proactive is starting to use an online scheduler.
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Like, and that's if you have someone answering your phones, and instead of interrupting
19:03
you while you're doing it in the middle of something, they can go on and schedule the
19:06
time.
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Like scheduling your day will move you from the craziness of being reactive to every time
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that phone rings, to being like a doctor with an appointment.
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And I have all the clients call me, like in this, it tells them, you know, at that time
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call me.
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So now I'm at my desk, I know that Mr. Smith is calling me in five minutes, I'm setting
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up his file and we're going to get right into it.
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So if you have not, and so it's funny, I'm a first adopter in a lot of things, and my
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business partner in the office, he is not.
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And I was on schedule once for almost two years when he finally said, I'm going to finally
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do it.
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And he walked in my office three weeks later and goes, you just changed my life, right?
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So that's how powerful it is.
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So I just encourage you guys, if you don't do it now, man, put it into your into your
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business and it's going to make a big, big impact.
20:01
So you're using that to also schedule initial conversations with borrowers?
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Yeah, I mean, think about this, right?
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What are you doing now?
20:09
Hey, can you talk it to?
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No, I've got a meeting at two.
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How about 230?
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I'm coming in at two.
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It's all of that back and forth.
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Here's the scripting that I use.
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Hey, Mr. Johnson, I'm looking forward to speaking with you.
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Here is the link to my calendar book, a time that works for you, right?
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But really, who does it work for?
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Yeah, for you.
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By calendar, right?
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But it's all in the scripting and how you do it.
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Hey, to avoid any back and forth, it's really great.
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Go click on this link, book a time that worked for you and I cannot wait to connect with
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you at that time.
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Love it.
20:41
Fantastic.
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Very smart way to work.
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And it's so simple.
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It's funny you bring that up because literally, you know, it's coming up for me while we
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talk about this is the freedom feeling that I have with using that tool.
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For that exact point, you said the back and forth, like people are like, hey, I want to
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get on your calendar, Jeff, and all I do is send them the link coach with Jeff.com.
20:58
Oh, go there.
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Pick your time.
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I'm out.
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It's really cool.
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Awesome.
21:03
Okay.
21:05
You mentioned what was the percentage of people you get responding to the email 15 percent?
21:10
The initial email is about 15 percent and that's because how do we all deal with email?
21:15
Like you read it.
21:16
Is it that important right now?
21:17
I'm going to mark it as unread.
21:18
I'll go back to it.
21:19
Right.
21:20
The voicemail gets them to one, if they didn't get it, they're searching for it if they
21:23
want to talk to you.
21:25
And two, it's pushing them to go back to the unread email, click it and book.
21:30
And then the third one, you know, that's, I've really kind of exhausted all of them.
21:33
I get a couple more.
21:34
So, you know, if I'm sending this out to 150 people, I'm talking with about 40 to 50 a
21:42
month, you know, depending on how it is.
21:45
And I'm talking to people that want to talk to me, right?
21:49
I've weeded out all the ones that maybe I had a bad transfer with them and I didn't have
21:53
to, like, I'm not going to call that guy back.
21:55
Fine.
21:56
Cool.
21:57
No problem.
21:58
So, but I'm still talking with 30 to 40 people that want to talk to me and want to understand
22:02
where they're at in conjunction to where their, their, their, their work is.
22:07
Yeah.
22:08
That's called work.
22:09
It's smart people.
22:10
Okay.
22:11
So, what, what do you say to the people who, you know, is it always an annual mortgage
22:17
review?
22:18
Are you doing, like, some six month things, you know, things like that for those people who,
22:21
you know, when I bring this up, they're like, well, you know, I don't have enough people
22:24
at the 12 month mark yet.
22:26
Yeah.
22:27
Listen, talk whatever you want.
22:28
Yeah.
22:29
And we're all in the marketing business, right?
22:31
So, however you want to phrase it, just the, you know, quarterly check up, every year
22:37
check up, call it whatever you want to be back in front of your people.
22:41
And yeah.
22:42
So, do you, do you integrate that, you know, in, in scripting in terms of when you're dealing
22:46
with a client, maybe at close or whatever, to set that up that they know that that annual
22:51
review or whatever is coming?
22:53
Yeah.
22:54
And by the way, that's too late.
22:55
Like, and I do do that, but talking with a client that I'm pre-approving or talking to
23:00
a client that's about to go into process, I let them know you are always my client.
23:05
Someone might service your mortgage, but know that you're always my client and you're
23:09
going to hear from me every year.
23:11
So we always make sure you're in the right product, you're in the right situation.
23:15
And what that does is it makes them feel protected.
23:18
Like I know that Rick will call me if something happens.
23:21
And so, but again, I'm doing it at the pre-approval stage as you're saying, okay, here my, here's
23:27
my competitive advantages, you know, five-star customer service, this is what's going to happen
23:32
in the process.
23:33
And know that you're always going to be my client, you're always going to hear from you
23:36
when there's a big market movement, but at least annually.
23:41
You know, that, that brings up an interesting topic of discussion just briefly here, because
23:45
I know we have a couple other things to get to, but that makes me really curious, considering
23:49
somebody who does the volume in the units that you do, you know, what I'm hearing a lot
23:54
of feedback from loan officers in the market today is it's harder to win.
23:58
People are gubbing at double, abbing you more, obviously, they're doing the right
24:01
shopping thing.
24:03
So I'd be curious to know, you know, you're kind of you're scripting your, how you differentiate
24:09
right during that initial conversation, and I'll give you the context on this.
24:13
I was talking with a loan officer and asking him, you know, how does he articulate his visible
24:19
value?
24:20
And I asked him to send me a summary, like a bullet points of how this script, right during
24:24
that initial call.
24:26
And while he told me he's, he's doing one thing on the, what he sent me was completely
24:30
different.
24:31
It was just the typical bullet points, right?
24:32
Yeah.
24:33
Well, well, are you in the market?
24:34
What's your timeline to buy all that?
24:35
So what do you, how do you do that?
24:37
How do you set yourself up to win from the first conversation?
24:39
Okay.
24:40
Now this is risky, right?
24:42
And I, and I know it is the risky show.
24:45
This is a good good.
24:46
I knew you were edgy.
24:48
So here's the thing, I always tell them that you will have a five star customer service
24:54
experience with us.
24:56
Like it's just, I'm setting the bar high and I'm doing that for a reason.
25:00
So Mr. Johnson, here's what's going to happen.
25:03
We're going to provide you a five star customer service experience a couple of different ways.
25:07
Okay.
25:08
The first one is, I want your permission to over communicate with you.
25:13
Do I have your permission, right?
25:14
First, I'm home, I said, I can't do it.
25:16
I mean, bring it on.
25:17
Like tell me everything, like communicate, yeah, absolutely, great.
25:21
So Mr. Johnson, I'm going to over communicate with you and we're going to do that a couple
25:24
of different ways.
25:25
So we on my team, we use flow of fine, flow of I as up, you know, just head them on the
25:30
podcast.
25:31
Yeah.
25:32
Great.
25:33
Awesome.
25:34
Like they're rock stars.
25:35
We're going to do a couple of different ways.
25:36
You're going to get a 14 bullet point benchmark, every time you hit certain benchmarks and
25:41
you, your agent and your attorney going to all hear about it, right?
25:44
So you know, wherever I go, my goal is to never have you wonder what is going on with your
25:49
mortgage in the process.
25:50
So we're going to do that.
25:51
We're going to have, you know, customized communication and you're also going to get
25:55
voicemails here and there as you hit certain benchmarks as well.
25:58
So just know that we're going to over communicate with you.
26:00
Okay.
26:01
We're also going to make sure that all of our timelines are met way before they're due.
26:06
So in Boston here, we have a, we're a two step process.
26:08
So you've got your offer, your purchase and sale and then you've got your mortgage commitment.
26:13
So I always say, as is my goal is to have your commitment done five days prior to what
26:17
it's due.
26:18
So five star customer service, Mr. Johnson isn't going to allow you to fall asleep and wake
26:23
up at a closing table and 40 days from now.
26:25
Like we need your help and they always laugh and I say, so what I'm going to ask you is to
26:30
make sure you provide your documents within 24 to 40 hours so that my team can get everything
26:35
done and get you and make this a smooth and smooth process.
26:39
So if you're up for a five star customer service experience, it's what I'm going to commit
26:43
to you and it's what we're going to deliver.
26:45
And the online lender that I know you're talking to and the credit union, ask of them what
26:52
kind of process they have and I think you're going to see that what I'm committed to and
26:58
your experience is something that's going to be different than those people you're talking
27:04
with.
27:05
Nice.
27:06
Don't like that.
27:07
Sorry, engaging.
27:08
Yeah, just, but again, when I say it's risky, like you can't be a loan officer that
27:12
knows that your processor sucks, she can't have a communicate, she can't communicate.
27:17
And you know, I mean, so you just have to make sure that if you do go out there and say
27:21
you are going to get this, Mr. Johnson, that it happens because if it doesn't, it's going
27:27
to be, it's going to hurt you even more than not doing it.
27:30
So.
27:31
Well, what's interesting in hearing that and thanks for sharing, by the way, is you know,
27:35
we throw around this term five star client experience and all that kind of stuff.
27:39
And yet most people don't articulate it, which is what you were doing there.
27:44
You're basically, because you know, so we have a five star client experience here.
27:47
Great.
27:48
What the, what the hell does that mean?
27:49
Well, let me map it out for you, right?
27:50
And then you're like pointing out all the things that you're going to do differently during
27:53
that process.
27:54
It's going to be, it's going to be a dialogue.
27:57
You're not just lecturing them, right?
27:59
There's conversation.
28:00
You're asking question.
28:02
That I think is, is my point in, for those that are listening and your visible value,
28:07
how you're going to, how are you going to demonstrate differences?
28:09
You've got to get out of that, taking just the 1003 conversation, right?
28:15
That's what everyone else is doing.
28:17
And, and just if you, if you heard my, my language in there is, Mr. Johnson, in order to
28:23
provide this customer service to you, I need you to get me your documents within 24
28:27
to 48 hours, is that something that you can commit to?
28:31
So what, and they're saying, yes, like I've had, you know, once again, I'm going on vacation
28:35
or whatever.
28:36
And then we can work through that.
28:37
But when the, when the client says, yes, I'm committed to that, now my processor has something
28:42
to speak to when she's 72 hours still looking for the bank statement, right?
28:46
So it, it, it, it, it, it brings them into the transaction as well, right?
28:52
It's not just on me.
28:53
If you want this customer service, you need to show up at your own rescue.
28:56
And my clients, I literally, it's funny, I post closing out, I'll get on the phone
29:00
with the client.
29:01
She's like, you know, you said 24 hours, so I wanted to get it within 12, like I wanted
29:04
to be an overachiever, you know, and so Jesus, and that's like, like to get a client to
29:08
do that.
29:09
Gee, you know, you want.
29:10
So anyway.
29:11
That's awesome.
29:12
Love it.
29:13
Love it.
29:14
Hey, do you track your conversions like, you know, on, for, on apps to closing?
29:17
Um, I think that makes sense.
29:20
Yeah.
29:21
I do.
29:22
I'm going to tell you, um, we've, uh, we've fallen down a little bit, um, so we use pipe
29:26
drive, um, to track all of ours.
29:29
And all of the information is in there.
29:31
It's not sorted out.
29:32
The mate should be, um, and it's just, honestly, just because we've been, we've been straight
29:36
out.
29:37
And so that's one of the things that have fallen down, um, but we've set the pipe drive
29:41
system up.
29:42
Um, so pipe drive is a CRM.
29:44
It's a visual CRM.
29:45
You can move through different milestones, like pre-approved or initial conversations
29:50
and app, you know, so we have everybody in there.
29:53
That's where we keep all of our notes because I do have, uh, some production partners that
29:56
we all jump in on stuff, but, um, I don't do it as good as I should.
30:00
The information's there.
30:01
I just need some time to go through it.
30:03
Yeah.
30:04
No, I get it.
30:05
I was just curious because that's, again, a lot of, a lot of my questions, when I have
30:08
somebody like you on the, on the, on the podcast comes from the conversations I have
30:11
with, you know, some of the people that I work with, which, you know, you know, ask
30:14
them.
30:15
So, do you know how many people you need to speak to per week to get to hit your loan
30:18
target?
30:19
You said, when you first started, you need four and a half loans a month, the close to
30:24
meet your monthly nut.
30:25
Um, I'm assuming, you know, a guy like you probably knew how many people you needed to speak
30:31
to per week to get your numbers, yeah, 100%, yeah, right.
30:35
Yep.
30:36
Okay.
30:37
Um, all right.
30:38
So let's transition into, um, big idea number two.
30:40
So we talked about the annual mortgage reviews, great stuff, big idea number two.
30:44
This is kind of like my wheelhouse, I love it.
30:46
The Realtor Mastermind events, um, real quickly summarize what, what that means.
30:50
What do you do?
30:51
Yeah.
30:52
Again, it's just another tool in order to, to actually add true value to your real estate
30:57
partners, you know, bulletproofing your relationships, moving it from casual to committed.
31:02
And so what I do is I bring in to a room, uh, I have a hotel here in Newton, Massachusetts
31:08
that I love.
31:09
It's got a great view.
31:10
It's just a really good room, uh, got a commerce table in there.
31:14
And I bring five real estate agents that know me, love me and trust me.
31:17
Just people I've been working with for a long time, cheerleaders of mine.
31:21
And then what I do is I invite five real estate agents that I know of, that I know what
31:26
they do, you know, that they're, they're good people, um, but I just don't do any work
31:30
with them.
31:31
You know, I see them at networking events and things like that.
31:33
And I invite five of them into a room.
31:37
And what I do is I put on a three, three and a half hour event.
31:44
And so what I do is I, I interview everybody that's going to be sitting at the table and
31:49
I get them on the phone and say, Hey, I'm going to have a, an invitation, invitation
31:53
only event.
31:54
It's going to be 10 high, high, high, high integrity loan, uh, sorry, real estate agents
32:00
sitting around a room and we are going to brain share.
32:03
We are going to figure out where you're in your business.
32:08
So what I do is I always, you know, I'm going to send you a questionnaire and, um, but what
32:12
I want to do is I want you to commit to me to being open, honest and transparent during
32:18
that event.
32:20
Really looking to come to the event with, uh, looking to give more than you're looking
32:25
to take, right?
32:26
Because if I have 10 people showing up to want to give more than they're looking to take,
32:30
it's going to be a really, really powerful event.
32:32
Uh, and I always get their commitment because one of the big things with this type of event
32:37
is you have one wrong person, one bad apple, one negative Nelly, they can, they can, they
32:43
can create a different type of atmosphere in the event.
32:47
So what I do is when they committed to, to, to that, um, I send them a questionnaire.
32:51
My question here just says, where in your business are you doing really well?
32:55
Where in your business are you struggling?
32:58
Uh, what are your opportunities in your business that maybe you haven't, you haven't, um,
33:03
capitalized upon?
33:04
And if there were two things in your business that if you could change, would have the biggest
33:08
dramatic impact, what would they be?
33:10
Hmm.
33:11
So, but think about this, right?
33:13
These are 10 real estate agents that are coming to an event that I'm putting on that are
33:16
pouring their heart out to me in these questionnaires, right?
33:20
They're telling me everything from like, you know, I'm on the verge of bankruptcy.
33:24
I've got, you know, or I, you know, I'm this, I've got that, I've got this, um, you
33:28
know, I'm that at open house conversions.
33:30
I'm really good at, you know, converting a seller, like, they've given me all of this
33:34
information.
33:35
And so what I do, because I, because I'm now moving my relationship with them from a more
33:40
of an advisor, right, more of someone that's, I'm not just chasing them for that next
33:45
mortgage.
33:46
They give me all this information, I digest it, I put it on a spreadsheet, I have an
33:50
idea of where everybody is in the room, where people are doing well, where they're not.
33:54
And get out, so everybody comes in, I get up in front of everybody and go, listen, uh,
33:59
everybody that's agreed to be here, uh, has agreed to be open honest, transparent.
34:03
We're going to keep this positive, um, and I'm here just to moderate.
34:07
Guess what guys?
34:08
I don't, I'm not in the real estate business, right?
34:10
So I don't have all the answers.
34:11
This isn't the Rick Scherer show, like, you're, I'm not going to sit up here and tell
34:14
you great, great, my rates are and how great my product is and, you know, that portfolio
34:18
alone that I have, like, no one cares, like, this isn't about me today, this is about
34:21
you guys.
34:22
And so all I'm going to do here is I'm going to facilitate conversation, because I already
34:27
know where everybody is and how, and so I'm going to bounce and ask people to, to jump
34:33
in and things like that.
34:34
And I'm going to stand up here, if we go down a rabbit hole that I don't think is going
34:37
to serve everybody in the room.
34:40
And so is everybody cool with that?
34:43
Yes.
34:44
Great.
34:45
So I'm going to give you three minutes to go to your phones, handle any business that
34:48
you have, and then we're going to put them away, because that, you know, took me like
34:52
two events before I had to do that.
34:55
And, and that's it.
34:57
It's a three hour, three and a half hour.
34:59
I always, I do it in the morning, right after rush hour traffic, I bring them lunch and
35:03
it's a working lunch and we let, we end right at one and stuff from like 10 to one for
35:09
10 to one, and I bring the food in and all that type of thing.
35:12
So as a loan officer, what I've done, I've just done a couple of things, you know, I've
35:17
changed my relationship with these agents, right, I'm providing, I'm facilitating some
35:22
really great agents in a room that's sharing how they're converting 50% of their buyers
35:26
from open houses, you know, how they're, you know, how they're, you know, crushing on
35:32
Facebook and Instagram and all that type of thing.
35:34
And so typically the ways where we go is business development, conversion and time management.
35:41
I've done 15 of them.
35:42
And so now when I sit down one on one with a real estate agent, I ask them, what can I help
35:46
you with?
35:47
Like what's the one thing in your business that if you could change, you would have the
35:49
most dramatic impact, they're like, well, open house conversions.
35:52
Well, let me tell you how some of the other agents do it and maybe that will add value.
35:57
So no, I know this is kind of a big concept and I know I'm, you know, if you've done a couple,
36:02
you know, if you're only doing three or four loans, you might be intimidated by it.
36:05
So let's just drill it down real quick, like grab two agents in different markets that
36:11
you think may get along and can value each other and take them to lunch.
36:14
Hey, just, just before you go there for a second, want to be clear, you're also inviting
36:18
besides this group of five and five, are you inviting other agents or is it just the
36:22
five five?
36:23
It's 10 agents in a room.
36:25
Oh, and I've done, so what I do is I sometimes I've taken that same group and done it quarterly.
36:32
So they'll bring them back and we'll talk about some other other topics.
36:36
But no, you keep it, you know, I've had anywhere from seven agents to 11 agents.
36:41
So somewhere in that mix is perfect for this type of event.
36:46
So it's interesting because I was on a different thought path with that, which is why you wouldn't
36:51
also use this as a venue or platform.
36:54
You've got your five agents, you know, like in Trash, you got the five that you don't
36:56
know, but know of them, you know, the top producer panel essentially, why you wouldn't
37:01
also use that to funnel in, right?
37:04
Other agents.
37:05
Well, you do, you just keep doing the events over and over again.
37:07
Oh, I see.
37:08
So that's your rotating, is it, so the, for the five, you know, like in trust, is that rotating
37:13
as well?
37:14
Oh, yeah, absolutely.
37:15
Yeah.
37:16
So let me be clear.
37:17
I'm sorry.
37:18
So yeah, I will continue to do mastermind events with different agents.
37:21
And then, and typically if I have five in a room, like three and a half that never used
37:26
me, will use me again.
37:28
Sure.
37:29
Use me for the first time, for like, you know, three to four of those five will go like
37:35
here, here's your next deal.
37:36
And then now it's my chance to show them what I can do.
37:39
So it's big ROI on the relationship thing because you're adding so much value.
37:44
So, but then you just do that again.
37:45
And then again, because if you had a room of 20 or 25 agents, you're not going to get
37:50
the impact.
37:51
Then if it's a much smaller group, not going to get the impact, what, with those leaders
37:56
that you've invited?
37:57
Yeah.
37:58
I mean, because again, you only have a certain amount of time.
38:01
And when you have a good group of people, the time flies.
38:04
So, you know, to be able to dive deep on how Carlos hasn't covered one lead from an open
38:11
house in five years, either than that.
38:14
And again, does Carlos want to tell that to nine people or 29 people, right?
38:19
So again, I create this intimacy as well, that it's like whatever shared in here, like,
38:24
you know, let's be a little vulnerable, but you know, just know that we're all in it,
38:28
right?
38:29
So talking to Carlos around those five and then spending time with Jessica, because she
38:33
converts 50% of her buyers, like we, there's a lot of meat on that bone.
38:38
And if you keep it intimate, and listen, people can take this idea and go anywhere with it.
38:44
The reason why I do it the way I do is I think that's a really great sweet spot.
38:48
That's interesting.
38:49
Right.
38:50
I'm thinking about that.
38:51
Right.
38:52
That is actually a true mastermind.
38:53
A version of that.
38:54
If you do have 20 people in the room, that's actually a seminar, you know?
38:57
Yes.
38:58
Seminar a panel.
38:59
You know, and it's, it's one way.
39:00
It's just people sharing some ideas.
39:02
It's not conversation.
39:03
It's not a back and forth.
39:06
And I want to touch on one thing as well is, and some people, I'm guarantee people are
39:10
thinking this right now.
39:11
So I'll put it out there.
39:12
Oh, my God.
39:13
Like they compete with each other or, you know, they're not going to talk about.
39:16
So here's what I do, guys.
39:18
I like sitting down and who do I care about?
39:20
I care about the buyer agents, right?
39:23
So I'll go to some of these top team, Keller Williams and say, Hey, give me one of your buyer
39:27
agents.
39:28
I'm going to bring him into this mastermind.
39:29
I'm going to go over here and get buyer agents don't compete with each other, right?
39:33
They just don't.
39:34
They're just, they have, they're getting referrals from, from other places, they're not competing
39:37
over buyers.
39:38
What you do have to be careful of is bringing listing agents together that compete in the
39:43
same market.
39:44
They compete, right?
39:45
So you have to be a lot more mindful.
39:47
Now what I'd recommend is don't do a listing agent mastermind until you've done a couple
39:54
buyer agent masterminds because you've got some high alphas in a room.
39:59
You need to be able to, you know, have confidence in where this is all going to go.
40:04
And I bring about six to seven max.
40:08
My first listing agent mastermind, I had a couple, you know, like $700 million in the
40:12
room.
40:13
And it was just big, big producers.
40:15
And I was supposed to have 10 or 11 and a bunch of them started dropping off.
40:21
And I'm like, oh my God, I'm only got seven.
40:23
Like me, I'll cancel it.
40:24
I'm like, you know what?
40:25
No, I'm going to do it.
40:26
And I did it.
40:27
And quite frankly, if I had one more person in that room, like it would have burst.
40:30
You know, it was just, you know, they're all alpha, right?
40:34
They also came from a place of sharing and I'll tell you agents walked out of there going
40:38
like best three hours of my career being able to cross this.
40:43
Because this person in this market, this market, they're not competing.
40:46
But man, they appreciate the business that they all do.
40:50
So do you get those agents though, they walk out of there and they want to, they want
40:54
to come back, right?
40:55
They're like, hey, Rick, when are you doing this again?
40:57
Oh, 100%.
40:59
And so like we're doing a couple at the end of the summer, kind of getting rid of the
41:02
fall.
41:03
And so I already have people already going, hey, can I get it on the fall one?
41:07
And what I'll start to do is mix up the people because, you know, again, you don't want
41:11
to get the same people talking with the same things.
41:13
But if you can mix up and change it around, then that's huge value.
41:17
And you said quarterly, you're doing those?
41:19
Yeah, I mean, again, I'll do a couple of quarter.
41:22
So get different groups.
41:23
So, so yeah, it's, we try to keep it consistent.
41:27
Has this become, by the way, does this have a name?
41:29
Do you call it something?
41:30
Nope.
41:31
No, okay.
41:32
Just my mastermind event.
41:33
Right.
41:34
Has this become like a known entity in your local area amongst agents?
41:38
Yeah.
41:40
So I started getting people going, hey, can I bring my team leader?
41:42
Can I bring this?
41:43
Can I bring that?
41:45
And so what I try to do is really go, no, because what I want to do, like, so like if
41:51
we've got a, a caliber, let's just color what we're saying, color what your team got
41:54
three buyer agents.
41:55
Like, hey, I want to send you all three of my buyer agents.
41:57
I said, no, no, no, give me one, and I'm going to put one in the next one and one on the
42:01
next one.
42:02
And because they're all going to get something different out of it.
42:04
So what then they can do is they, the three of them that get together with the team and
42:08
share all the stuff that they got from it.
42:11
Because if I have three of them, they're all learning the same thing.
42:13
Like, let's leverage this and have them come in different ones.
42:17
So yeah, I'm getting phone calls all the time going, you know, hey, I need to get this
42:21
person in or I just recruited this real estate agent.
42:24
I told her, you know, I told her about you, you can get you in the mastermind events.
42:27
So it's, it's, it's, it's kind of taken on my own and guys, by the way, I'm not doing
42:33
any of it.
42:34
I'm moderating it.
42:35
Like, I don't have to have all the questions.
42:36
I don't have to have all the answers.
42:37
I have to have the questions that don't have the answers.
42:38
Right.
42:39
Right.
42:40
And you get the questions, like you said, during your interview process.
42:43
So what happens afterwards?
42:44
How do you turn this into?
42:46
Is it just organic or are you a little bit more intentional about it?
42:49
Yeah, it's, you know, definitely following up.
42:51
So always following up and getting their, their feedback on the event, especially the
42:55
people that haven't been there yet.
42:57
So of course, they're all appreciative, Rick, that was great.
42:59
I learned, you know, I always asked him for the key takeaways are and, you know, and
43:04
then we talk about it.
43:05
You know, is there a room in your arsenal for my team?
43:08
And I value relationships.
43:11
And I would just love a bite at the apple.
43:14
And I've never, I've never gotten to know.
43:18
And, but that's also saying that I've never gotten every, every real estate agent that
43:22
didn't use me to use me.
43:23
So, but it is one of my, the biggest ROI's with the people that are, that are leaving
43:29
there that are, are utilizing our team.
43:32
In terms of converting those agents to referral partners, one of your biggest
43:35
projects.
43:36
Okay.
43:37
Yeah.
43:38
And I'm assuming it sounds obvious, but just make it clear for everybody, the positioning
43:42
is completely different.
43:45
You know, you are not the average loan officer anymore.
43:48
Right.
43:49
Oh, 100%.
43:50
Like it's, again, you're moving your, your relationship from casual to committed, right?
43:55
But you're being seen in different, in a different way.
43:58
You know, there's a bunch of tools that we, we have, that we use that, that separate
44:04
us from other loan officers so that when, when the other loan officers cold calling
44:09
mine, because they're, they're told to call 50 on Monday, you know, it's like, well,
44:14
what, you know, what can you do?
44:15
Well, the great rates of great service of your product.
44:17
Well, yeah, but, but this guy over here actually adds value to my business, you know,
44:24
bulletproofing that relationship.
44:25
Yeah, I was curious.
44:26
Then last question on this topic would be then, are you then continually, you know, trying
44:31
to quote, add value help agents become better marketers, sharing resources, educate, all
44:37
that stuff.
44:38
Yeah.
44:39
I mean, we've got a toolbox of a bunch of that stuff that, that we use, you know, one
44:44
of the, one of the other powerful ways that we really cement our relationship with our
44:48
real estate partners is, is a product that we became up with is called the real estate
44:53
buyers playbook.
44:54
Yeah.
44:55
I was going to ask you about that.
44:56
So let's go there.
44:57
Yeah.
44:58
So, you know, we knew that real estate agents didn't do two things really well, right?
45:02
They didn't have a, the, a one stop shop for the whole entire process from pre approval
45:09
to post closing and everything in between, right?
45:11
Got a couple of pages photocopied or, you know, you know, you have maybe an infographic
45:16
of, oh, here's how the process is going to work, but no real meat and potatoes of that.
45:22
The second that we realized is that real estate agents did a horrible job at leveraging the
45:28
buyer that they have in front of them.
45:31
And what I mean by that is is, yeah, they, they might refer a loan officer, maybe the
45:35
title company or attorney, maybe a home inspector.
45:38
After that, it stops.
45:40
And so what we did was we created the real estate buyer playbook that does have all of the
45:45
information for every state, the whole process and about a 55 page workbook for every whole,
45:50
for a home buyer, right?
45:51
That they go through it.
45:52
It's there.
45:53
You know, it's, it's how they're searching for property.
45:55
It's how they're, you know, writing down all their dates for all their contracts and,
45:59
you know, what they're going to do at closing and what's going to happen after they own
46:03
the home, like post closing stuff.
46:05
So we created that.
46:06
But now what I'm doing as a loan officer is I'm going out and I'm showing real estate
46:11
agents how to stop looking for the fish and spend more time looking for the fisherman,
46:18
right?
46:19
The same thing that you and I were trained to do, right?
46:21
The loan officers don't care about the buyer, go find the, the people who have the buyers.
46:26
Now what we need to do is we need to treat the, train those real estate agents to do the
46:30
same thing.
46:31
Okay.
46:32
So what we've done is as we've created the system where we go out and we show real estate
46:37
agents how to create their vendor list, right?
46:41
So not just the loan officer in the title company, but what about the CPA and what about
46:46
the financial planner and the estate planner because she's, now you have an asset and two
46:50
children, like, do you have an estate plan?
46:53
What about the plumber, the contractor, the pool builder, the storage unit owner?
46:57
Like what about all of those things that a buyer needs once they own a home, right?
47:03
That they're just going to go online for it.
47:05
But what if the real estate agent was the gatekeeper all that?
47:09
Like what if they had like all of those people that in the book, in this platform, we call
47:15
the real estate buyer's playbook.
47:18
And so now the real estate agent goes and has a powerful conversation with the CPA and
47:25
says, Hey, listen, I, you're my CPA and you're great.
47:29
And I really want to grow your business, Mr. CPA.
47:31
Like I meet with 20 buyers.
47:33
And it's really important that I send them to a really good CPA.
47:37
And all I'm looking for in return from that is for you to think of me every time you
47:42
hear the word real estate.
47:43
Is that something that we can commit to?
47:45
I'll send you my buyers and you just think of me every time you hear that and you're
47:50
going to get what?
47:51
Yes, or more, sometimes more importantly, you know, you know, I'll tell you a quick story
47:56
and I think people can resonate with this is I sat down with this, this agent Linda
48:01
about a year and a half ago and went to the playbook with her and she was, you know,
48:04
what the first person must sit down with my CPA?
48:06
I've sent him 10 deals in the last five years.
48:09
Great guy.
48:10
Good CPA.
48:11
I'm going to sit down with them and it's be good.
48:12
I'll be able to move my relationship with them casual to commit it, right?
48:15
Because I'm going to have these conversations with them.
48:17
She sat down with them and said, Hey, you know, I've do a great job.
48:20
I'd love to send you more business and I just need you to think of me every time you
48:23
hear the word real estate.
48:24
And he said, Ooh, you didn't, I didn't tell you my real, my wife's a real estate agent.
48:29
So think about that, right?
48:32
And listen, we can all, we can all relate to this, right?
48:35
Because we don't have these type of conversations, right?
48:37
It's like that, those 10 referrals to a CPA felt down a black hole to never be seen
48:42
again.
48:43
Right?
48:44
Right.
48:45
And so now Linda works with her top producing referral partner as a new CPA that once
48:48
she uses personally, but one that's committed to growing her business.
48:52
And she is able to send them so much business because of the platform.
48:56
So again, backing up, I'm a loan officer.
48:58
I'm bringing this system to a real estate agent because I'm the gatekeeper of it.
49:03
And I'm training them on how to go out and have these great conversations with these
49:06
vendors and lead with GIF.
49:07
Hey, I want to grow your business, you know?
49:10
And all I want you to do is think of me every time you hear the word real estate, is that
49:13
something you can do?
49:14
And so, man, and when you, when they have that conversation with them and they get a yes,
49:22
well, now they have 20 human beings walking around their world, committed to every time
49:26
they hear the word real estate, the thinking of the real estate agent, right?
49:31
And listen, we've got a bunch of different ways that we get the buyers to call the vendors.
49:35
So there's a process in which we get them, the CPAs phone to ring three times a month,
49:41
right?
49:42
But it's also getting those businesses back.
49:44
So, you know, if you ever sat down with a real estate agent and they go, hey, send me
49:47
a deal or, you know, I want to be one for one and you can't do that.
49:51
Right.
49:52
Well, you can bring them a tool, change their mindset to get off this hamster wheel around
49:57
finding their next buyer, kind of going to find their next buyer.
50:00
Oh, go door knock, right?
50:02
Who wants to do that?
50:03
Go, go, go, go, go cold call expires and fizz bows.
50:07
First of all, two, the two things that people hate and despise the most is getting called
50:12
unexpectedly and certainly getting the knock on the door.
50:15
You know, I know my wife is doing the army crawl, thinks she's about to get murdered.
50:18
So, right, it converts some stuff, right?
50:22
Let me smart about it.
50:24
Leverage the buyer you have sitting in front of you, right?
50:27
This is leveraging 20 more times, get more business in.
50:30
It's not hard, guys, it's not we're not curing cancer here.
50:34
But man, if it's a cement us in, the book is something that it's all based around the
50:40
real estate agent.
50:41
Real estate agent customizes the book to their, you know, logo and their bio.
50:46
It's all about them because we know it's always all about them.
50:48
And then the loan officer and a third party co-sponsor it.
50:52
So they're printed in the book on the back cover.
50:55
So, you know, it's just allowing you to take a tool to a real estate agent.
51:00
I have something that I will help you grow your business and it's not hard.
51:04
I'm not asking you to go door knock a cold call.
51:07
I'm going to, like, you have buyers and they need people after they own their own.
51:11
Interesting.
51:12
I love it, man.
51:14
I mean, talk about a unique value adding, right?
51:16
Like you said, it's, you know, we're teaching them how to fish instead of just like handing
51:20
my fish, which most of them, you know, got that mindset.
51:22
It's like, hey, better yet.
51:24
Let me actually show you, right?
51:26
Teach you.
51:27
Yeah.
51:28
Right.
51:29
And you hear, you know, if you give them an a fish, you feed for a month.
51:30
Right.
51:31
You know, feed them in.
51:32
Give the, you know, teach them how to fish and feed for the lifetime.
51:34
So these real estate agents that are struggling with getting a consistent amount of business
51:39
coming in the door, you know, they're essentially creating their own mini B&I group.
51:43
But the difference here is it's people that they want to work with P&I.
51:46
You can't control that.
51:47
Right?
51:48
Now they're creating their own sphere around them.
51:51
And the loan officer is toe to toe belly to belly with them throughout the whole process
51:55
and they're part of it.
51:56
So do you think, I mean, do, do any of your agents need a little bit of hand holding with
51:59
this and some, you know, coaching?
52:01
Yeah.
52:02
And I love that because I always say like, let's, let's be the first one like a CPA financial
52:07
planner, right?
52:08
Because for me, I want to be for that person too, especially if they're good.
52:11
Yeah.
52:12
So it's like, hey, let's sit down with them.
52:13
Let's show them the book.
52:14
It's a no brainer.
52:15
We're not asking for money.
52:16
We just want 50 of his business cards.
52:18
And we want, we want him just to know that he's going to think about you like really around
52:22
you.
52:23
And maybe he might think of me too, when he hears what real estate, it's not hard.
52:26
Just get a business card.
52:27
Put it in there and tell your buyer about it.
52:29
So, you know, as you, you know, we have the whole system where we have all the modules.
52:34
We teach the loan officer how to go and sit down with the real estate agent about it.
52:39
And then we teach the real estate agent how to go have good conversations with people.
52:43
Right.
52:44
You know, and we're leaving with you.
52:46
And that's the thing.
52:47
You know, if, if any of your listeners are out there, we, you know, we have an ambassador
52:50
program right now with aspire marketing, which is the company that we do it, where, you
52:55
know, we're, we're growing the book across the country, you know, every, every state is
53:00
done a little bit differently.
53:01
Right.
53:02
So what we're doing is we're having, you know, having loan officers across the country
53:06
reach out to us, help us with creating the book for their state.
53:10
And then we're giving them some, some really big discounts and showing them, you know,
53:14
how to take this to their real estate agent.
53:16
So, you know, if you've got any of your listeners that are, um, certain we do, um, people are
53:21
chomping at the bed.
53:22
How do they learn more?
53:23
Where do they go?
53:24
Yeah.
53:25
Buyersplaybook.com is, uh, they can get more information.
53:27
There's a contact us button there, um, you know, definitely let us know you heard from
53:31
this podcast, which is really great.
53:33
And, um, and what we'll do is we'll talk with you about your market to what we can do
53:37
to help you get in with your real estate agents and, uh, just a, we, very, very, uh, light
53:42
lifting on our end, just we need a little bit of information for your state.
53:46
And then we're off and running.
53:47
Man, it's, uh, it's, it's pretty powerful.
53:49
Yeah.
53:50
Fantastic.
53:51
I'm on the website right now.
53:52
Buyersplaybook.com.
53:53
I'll put the link in the show notes, uh, as well as links to the other things we talked
53:56
about on this, this episode, like the calendly and time trade and things like that.
54:01
Um, I'm even go, oh, I'll link to slide broadcast as well.
54:05
And I'll even do everybody a solid and put that link to Google.
54:09
You mentioned earlier about, you know, Google, how to, um, mail, merge and outlook.
54:13
Yeah.
54:14
I'm going to put that link in there too.
54:15
Megan.
54:16
Jeff, what you do for this industry, dude, is, is just huge and, um, and you're, you're
54:20
providing a ton of value, um, where, you know, there's not a lot of people in your position
54:25
that's doing that.
54:26
So, man, I just, thank you very much for, uh, yeah, no, man, I, I appreciate you saying
54:31
that.
54:32
Thank you very much.
54:33
And I'm, I'm truly grateful for, you know, you and what, I've said this before.
54:35
I mean, what I find is that the quote top producers, there's air quotes there, um, right, they,
54:40
they tend to be the people that are most willing to share and give of themselves.
54:44
And so you've clearly demonstrated that on this session today, man, I can't thank you
54:48
enough.
54:49
Yeah, man, it's a mindset of, you know, scarcity versus abundancy.
54:52
And so if everybody had that abundancy mindset, not worrying about what the guy behind you
54:56
is doing, it's, uh, we'd be in a different place, man.
54:59
The pie is big enough.
55:00
Everybody can get their piece of the pie, man.
55:02
Yeah.
55:03
So, I appreciate you being here, Rick and listeners, uh, as always, thank you if you
55:06
enjoyed this episode.
55:07
Please let us know.
55:08
Give us a little shout out, a little love out there on iTunes, Stitcher, wherever you're
55:11
listening to the podcast, leave us a review, ranking thumbs up, check me out on Facebook
55:16
at Mortgage Marketing Institute and, uh, we'll see you on the next one.
55:20
Bye for now.
55:21
Thanks for listening to Mortgage Marketing Radio.
55:25
One more truth in Mortgage Marketing, get more free training and resources at Mortgage
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