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Transcript

Mastermind Summit Top Producer Panel · Mortgage Marketing Radio

• 0:00
  And what's up, this is Jeff Simperer, host of the Mortgage Marketing Radio Podcast.
• 0:15
  This is where we help mortgage professionals move from solicitor and vendor to partner
• 0:19
  and peer in the eyes of real estate agents.
• 0:22
  If you want more engagement from agents, more conversations, you are tired of chasing.
• 0:27
  You want to attract the right agents to you, the producing agents who have the business
• 0:32
  and who understand the partnership mindset.
• 0:33
  Hey, that's what we help people do here in our platform at my agent classes.
• 0:39
  And I wanted to share with you that I just released for our members, normally I'm bringing
• 0:44
  you a success story, you know, wind of the week, that kind of stuff.
• 0:46
  So I'm going to do something different here real briefly and let you know that in today's
• 0:50
  market, right?
• 0:52
  What you're going to hear from our special guests in a moment, I asked them two questions
• 0:55
  and that is my first question is what do peripheral partners need from us right now?
• 0:59
  So this is going to be an amazing conversation.
• 1:01
  It's a live recording that I'm repurposing for you to give you an insight into some of
• 1:06
  the most successful, established leaders, you know, producers and coaches that are out
• 1:13
  there today.
• 1:14
  My special guest coming up will tell you about that in a second.
• 1:16
  But before I do, one of the conversations we have, one of the questions I asked is what
• 1:21
  do peripheral partners need from us?
• 1:22
  And the overwhelming kind of thread of the conversation is what they need from us by
• 1:28
  large is education, right, support guidance.
• 1:32
  You could also call it empathy.
• 1:34
  And to that point, our members within my agent classes are going into the local market,
• 1:39
  attracting agents and equipping themselves to be more valuable partners.
• 1:44
  How do they do that?
• 1:45
  Leading with education and resources, we just launched winning strategies for buyers
• 1:49
  agents, how to elevate your process, maximize your value and lock in your commission.
• 1:53
  What is that?
• 1:54
  It's a turnkey plug-in play presentation class that our members go teach in their local
• 2:00
  market to get in front of agents at scale to have meaningful impactful conversations that
• 2:05
  lead to conversations and referrals.
• 2:08
  And that's just one example of over 20 different class topics and other resources we've got
• 2:13
  to help you add value to your referral partners.
• 2:16
  If you want to learn more, you can book a call with me, go to mortgagemarketing.pro,
• 2:22
  book a call on my calendar.
• 2:23
  It's 30 minutes.
• 2:24
  Let's connect and see if we're fit for each other, mortgagemarketing.pro.
• 2:27
  And you can get your hands on that class winning strategies for buyers agents in over 15
• 2:32
  other classes, email campaigns, social media images, done for you landing pages, weekly
• 2:37
  mastermind and coaching calls in this thriving community of mortgage originators who are
• 2:43
  all making progress and making an impact in the market today, mortgagemarketing.pro.
• 2:50
  Okay.
• 2:51
  So as I said, I'm bringing you a recorded conversation with my special guests from today.
• 2:57
  And these are three people that I've admired for quite some time in the industry.
• 3:01
  And they are number one, Sue Woodard, how would I describe Sue?
• 3:05
  She's got a passion for people.
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  She brings over 30 years of financial services and mortgage industry experience.
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  She's in a strategic vision and leadership role as a senior advisor and consultant with
• 3:15
  the Stratmore group.
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  She's a FinTech evangelist.
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  She's just an amazing human being.
• 3:19
  And she has incredible insights into what consumers need from you today with all the great
• 3:23
  data that Stratmore group has in their CX division.
• 3:27
  The other guess we've got is shot Benosian, guaranteed rates, number one loan officer,
• 3:31
  eight years running and the number one loan officer nationwide, five years running
• 3:35
  with over 40,000 closed units and 9 billion in funded loans throughout his 20 year career.
• 3:40
  This is a clinic that shot unpacks about how do we add more value to referral partners,
• 3:47
  clients?
• 3:48
  What is your process?
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  How does he gain market share?
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  What is his actual process with referral partners?
• 3:54
  So definitely get ready to take notes for each one of our guests in this conversation.
• 3:59
  And my final guest is somebody who I've followed and really admired for quite a number of years
• 4:03
  as well and who was a mentor to me in my years as an originator.
• 4:08
  And that's Cindy Ertman.
• 4:09
  Cindy is the CEO and founder of the Defining Difference and it's a coaching and training
• 4:13
  company devoted to helping you master the power of intentional choice in creating a defining
• 4:19
  difference in your life.
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  Cindy to me is all about strategy, heartfelt leadership and connection.
• 4:26
  And this was just a fire conversation that we had in our private Facebook group over
• 4:32
  on Facebook.
• 4:33
  So if you're not there yet, go to Facebook and type in mortgage marketing radio and join
• 4:37
  that group.
• 4:38
  This is a chance to get access to these kinds of conversations live when they go.
• 4:43
  So that's what this conversation is.
• 4:44
  I hope you find value.
• 4:46
  And lastly, the other reason why I put this together is I am going to be a guest speaker
• 4:50
  as well as my three guests at the upcoming mortgage mastermind summit in Las Vegas.
• 4:56
  And this is a conference that's been going on for years.
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  It's one of the most well attended, highly reviewed conferences out there.
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  And it's June 5th through 7th in Las Vegas, the mastermind summit dot com.
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  You can go there, book your registration right now.
• 5:10
  I'm not getting anything for this other than I wanted to give back to the industry and
• 5:15
  help spread the word on behalf of Matt Emory, who is the promoter behind the mortgage mastermind
• 5:22
  summit.
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  And it's just a cool dude.
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  Number one, number two, more people don't need to know about this conference, especially
• 5:27
  at this time in the market, your career, maybe you need to sharpen the saw, maybe you need
• 5:32
  to get around some people who think differently.
• 5:34
  This is your opportunity to do that.
• 5:36
  It's very affordable for you to be there.
• 5:38
  Go check it out in the link in the show notes mastermind summit dot com book your reservation.
• 5:43
  You will not regret doing so.
• 5:45
  So I hope you enjoy this conversation without further ado, let's get into this week's
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  show.
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  Okay.
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  Number two, Sue, my dear Sue.
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  I always think of you Sue.
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  I know you and I we joke about this is like how many years ago was that where I brought
• 5:58
  Walter Sanford in to your office and teach a class to real estate agents and the bridge
• 6:04
  broke.
• 6:05
  Yeah.
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  It was like literally the day after our 35 W bridge collapsed and we still had a great
• 6:11
  turnout thanks to you.
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  So it was a it was a crazy day.
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  Definitely unforgettable.
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  Well, not crazy.
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  We still had a great turnout by the main bridge to the where you are still is broken, so yes.
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  Yes.
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  So you've been an impactful leader.
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  You're thoughtful.
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  You're focused.
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  I know you're passionate about people and you're an impactful educator for me.
• 6:32
  And I'm sure many people here in the industry, anything you want to say on top of that
• 6:37
  where you're doing a Stratmore group.
• 6:39
  No, I love I just that that was a great intro.
• 6:41
  It's kind of like Cindy said.
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  I'm at 34 years and you know, so a lot of us I think probably on this call recognizing
• 6:47
  some of the names have also been in this business.
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  So I'm that's what I love about this industry is here we are.
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  We're still connecting.
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  We're still getting together and learning from each other.
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  So I love it.
• 6:56
  Awesome.
• 6:57
  And last but certainly not least, well, man, Sean, Sean was one of my guests on my podcast
• 7:02
  a long ass time ago.
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  I didn't get a chance to look, but I'm over 320 episodes now and I think you were like
• 7:10
  in the double digits, maybe number 20, 30, 50 or something like that.
• 7:14
  So that was a long time ago.
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  And if you guys don't know who Sean is, he's the number one loan officer eight years
• 7:18
  running in the country over 40,000 closed units nine billion and funded loans throughout
• 7:24
  his 20 year career in mass brother.
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  What up, Sean?
• 7:28
  Thanks for being here.
• 7:31
  My pleasure.
• 7:32
  Honestly, it's what a room full of people.
• 7:35
  I think it's pretty cool to be here.
• 7:37
  Obviously, some people I know some people I know of and some people love to get to me,
• 7:42
  but I'm excited about the event.
• 7:44
  So.
• 7:45
  All right.
• 7:46
  Yeah.
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  All of us here, including myself are featured presenters at this year's mastermind summit.
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  And so as a thank you to Matt Emory, the man behind the summit this year, I wanted to bring
• 7:57
  some attention and awareness to that event this year coming up, which you have, if you haven't
• 8:01
  yet registered yet, you should definitely consider it, especially you're going to hear
• 8:06
  sneak peek from each of our three guests here today and what they're going to talk about.
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  So with that setup, I'm going to open up with two questions and the first question is
• 8:15
  and I'll start with you, Sue, top left corner, we're going Brady Bunch here.
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  What do referral partners need from us today in this current market environment that we
• 8:25
  are in?
• 8:26
  Well, I think it's interesting you said referral partners, you didn't say realtors because
• 8:30
  I think there's a big difference between what realtors probably need from us today versus
• 8:34
  some of the other referral partners that we might work with.
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  So I would say probably the real estate agents need a lot of help with their communication
• 8:42
  and education of their clients.
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  There's a lot of confusion and a lot of fear and a lot of trepidation about the housing
• 8:49
  market right now.
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  People aren't sure kind of what to do and when to do it.
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  And of course, we know all of our friends, the agents are under a lot of confusion and
• 8:59
  fear and speculation themselves in terms of some of the things going on with the commission,
• 9:02
  lawsuits and so forth.
• 9:04
  So it's interesting that it's just a time that I feel like helping them, partnering with
• 9:09
  them and helping them get their message out to consumers out there, to would be homeowners,
• 9:16
  would be home sellers and helping them help the consumers that we're all looking to serve
• 9:21
  is probably the most important thing.
• 9:23
  Okay.
• 9:24
  I love that setup.
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  So what I'm going to do is this is I'm going to pivot to each of our guests here.
• 9:27
  I'm going to piggyback on each one of those answers.
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  So let me pivot to shot for a moment if you don't mind.
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  Let's balance out the energy here.
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  What would be some tactical ways you think we could implement that premise of we need
• 9:40
  to help our referral partners with more education?
• 9:44
  Yeah.
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  I mean, that's been the way that I've always decided to essentially grow my business.
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  I believe when you educate, you attract.
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  I believe when you inform, you motivate.
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  And what I mean by that is like when you, I lead with education, I'm always whether
• 10:01
  or go in a financial planning office is going to my real estate agent offices, whether
• 10:05
  it's having events, I'm whether it's when the NAR lawsuit rolled out like within within
• 10:11
  three weeks of the NAR lawsuit.
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  We had an event where we brought in a speaker to help coach realtors on how to communicate
• 10:20
  buyer agency and how to be able to communicate their value proposition.
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  We had a 250 person event with three weeks planning.
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  We had a 1200 person event at the beginning of the year to kick things off.
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  Every single week, I'm in three different real estate offices coaching about what's going
• 10:35
  on in the market.
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  So I'm spending time, you know, educating myself in terms of what's going on.
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  And then when I say you educate, you attract, I'm picking up the right kind of referral
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  partners because the people that are into the kind of information that I'm putting out
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  there are the ones that start working with us.
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  The ones that are like, you know, I like that person, they add value, I'm going to work
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  with them.
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  So I tend to attract the kind of people that value you, treat you respectfully, send you
• 11:00
  the right kind of clients, and same things with the clients.
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  Like, you know, every single person, no matter who they are, no matter who they get referred
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  to me by the first questions, let's talk about rates, right?
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  But when you start educating them on how to win in the market, how to, you know, improve
• 11:15
  affordability, what type of steps they should take to prepare for homeownership, then you
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  don't get commoditized and it's not only about rate, you're differentiated, your conversion
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  increases.
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  So, education is big for me because it attracts the right kind of clients and it attracts
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  the right kind of partners.
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  It does require that I spend a lot of time on my own getting educated in terms of what's
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  going on in the mortgage business and the housing market.
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  But I'm a professional.
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  Like, all pros, no matter what they do, should be an expert in their market.
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  Like, I don't think it's okay not to be an expert, not to be up to date with the trends
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  that are going on, how to speak confidently.
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  And then information motivates.
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  And what I mean by that is, you know, there's a lot more buyers than there is sellers,
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  right?
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  So, like, when people don't know what to do, when they get in a stressful situation, they
• 11:59
  freeze.
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  I want to make sure my buyers aren't freezing, and I want to make sure my realtors are
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  prepared with buyers that aren't freezing in competitive situations, which I assume every
• 12:08
  single one of them are going to be.
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  So I want to make sure my clients are informed, prepared, confident, empowered, and they're
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  motivated to act.
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  And I'm not going to be the ones that freeze.
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  And I can tell you that my buyers convert at a higher rate because of all the work that
• 12:23
  we do and all the education we put in.
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  And that, to me, makes me a strong partner to my referral partners, whether it be real
• 12:30
  tourists, financial advisors, because like, they're actually having an experience with
• 12:33
  me.
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  I'm advisory.
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  And I know I'm long-winded here, so please, I apologize.
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  But the harder things get, the better it is for us as professionals, because it makes
• 12:44
  us much more valuable in the eyes of the consumer and the realtors.
• 12:47
  So like, when I hear things are hard, I'm like, great, because we become more valuable.
• 12:52
  When things are easy, then it's just about like, hey, once you're ready, send me a pre-approval,
• 12:57
  I'm good, right?
• 12:58
  They don't need us.
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  When things are difficult, whether it's affordability, competition, whatever it is, I bring a lot
• 13:05
  to the table, and I'm a difference maker in terms of whether they buy a house or not
• 13:09
  buy a house or win the house or not win.
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  So that's why education is so important.
• 13:13
  Love that, man.
• 13:14
  I love it.
• 13:15
  100%.
• 13:16
  Cindy, I'm going to come over to you.
• 13:18
  Same question.
• 13:20
  What do referral partners need from us in your opinion?
• 13:23
  Well, I couldn't agree more with Sue and Sean.
• 13:27
  I just, to piggyback on that, I think it's all about education.
• 13:30
  When I look at the loan originators that I'm coaching now that are really getting traction
• 13:34
  and challenging market, and over the last year and a half, it's been those that like
• 13:38
  Sean are educating themselves every single day, and it's their morning practice.
• 13:42
  You know, they've got six or seven resources that they study, and the ability to educate
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  creates trust and partnership with your agents, and your competition, much of it isn't doing
• 13:52
  that.
• 13:53
  So I'm a huge fan of starting with leading with education.
• 13:56
  I look at what I do personally to educate myself every single day, like I'm a total information
• 14:00
  junkie.
• 14:01
  So I study the markets, I'm not even on the front line of origination anymore, but it's
• 14:05
  fascinating to me because this business is in my blood.
• 14:09
  I really believe right now because I did build my origination business really with realtors
• 14:15
  at the helm of it, for sure, and financial planners were my two primary sources of business.
• 14:20
  And I really believe it's about collaboration and partnership now more than ever.
• 14:25
  I turned all my business over 10 years ago when I launched my coaching and training company
• 14:29
  to my partner, and I still am meeting with realtors regularly to toss realtors into that
• 14:35
  bucket by creating a different level of value.
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  So they need support, they're dealing in fear.
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  I'm not as fearful as many of the people in the market.
• 14:44
  I think just 35 years in this business and all the change we've gone through as originators
• 14:49
  when we think back to 2007 and all the shifts that came from that.
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  I believe wholeheartedly I've been a licensed realtor since 1979, and I've never represented
• 14:59
  myself.
• 15:00
  I wanted independent representation.
• 15:02
  I believe in it wholeheartedly.
• 15:04
  I think meeting with our realtors partners and creating strategies around how you can
• 15:08
  cross sell their value is really, really powerful right now.
• 15:12
  I met with two realtors in the last week for dinner.
• 15:16
  Both of them, they're not fearful because they've been expecting this.
• 15:20
  They've been a Tom Ferries coaching program for the last couple of years, and they've been
• 15:23
  talking about this for a long time.
• 15:25
  This has already been integrated in the state of Washington.
• 15:29
  And we just find a new normal and a new way of doing business.
• 15:32
  And yes, they're going to have to prove their value, just like we have to prove our value.
• 15:35
  But I think in collaboration and partnership, to really meet with your realtors and get
• 15:39
  clear on what they think their value is, so you can shine a brighter light on it when
• 15:44
  they refer you a client.
• 15:46
  Really completely.
• 15:47
  I used to do a questionnaire with every realtor I'd meet with to just really log their
• 15:52
  greatest strengths so that I could reflect that every time I had a call with a borrower
• 15:56
  that they referred.
• 15:57
  I think collaboration, partnership, creating value, helping them create value, giving them
• 16:02
  value propositions, meeting with them on what they're doing to market their business,
• 16:07
  how they're going to depict their value and their listing presentations, and really just
• 16:11
  really collaborating and helping them be more successful in a challenging market for
• 16:16
  them as well.
• 16:17
  It's partnership.
• 16:18
  Yeah, those are one of those things like those of us who have been around in the industry
• 16:23
  for a minute, like many of us here, we've heard that phrase for a lot of years and yet
• 16:28
  I know a lot of L.O. is still struggle with partnership.
• 16:32
  And I don't want to make light of that word and you said something and we're all talking
• 16:37
  about this right now, Sean references as well, the NAR settlement thing.
• 16:41
  Like I know in our group, I see that you mentioned cross cell value.
• 16:44
  I see this NAR settlement as one of the greatest opportunities I've seen in the last half
• 16:49
  a dozen years to deeply integrate ourselves in the buyer process, the buyer consultation
• 16:58
  and to have a better client experience for those agents who get it, you know what I mean?
• 17:03
  Because not everybody gets it with the whole handoff to the lender and you edifying the
• 17:08
  realtor and all those things.
• 17:10
  So I'll open that up to any one of you three who wants to piggyback on that.
• 17:15
  I mean, I'll just chime in in terms of like, you know, we literally like we had this
• 17:23
  seminar where we just kind of like coach them on what like, you know, there's a lot
• 17:28
  of like, there's a lot of questions from realtors in terms of like, well, what's going to happen?
• 17:34
  Right?
• 17:35
  What is this?
• 17:36
  What do you think the anticipated changes are going to be?
• 17:38
  And I don't deal in the world of like make believe, right?
• 17:43
  I have no idea how Fannie Mae, Freddie Mac, FHA and everybody is going to interpret these
• 17:48
  changes and the changes they're going to make, like no clue.
• 17:51
  All I can educate them on it, like what they can do today already based on what like guidelines
• 17:57
  allow, what programs allow, mastering things like interested party contribution, how to
• 18:03
  structure the deals within the allowable different programs, loan devalues, the different questions
• 18:08
  we're going to ask up front today to, you know, understand if a buyer, for example, is
• 18:13
  paying the buyer agency fee out of pocket, like, verifying cash to close, structuring deals
• 18:20
  with credits and all that kind of stuff.
• 18:22
  So like, I don't get cut up too much in terms of like, what may happen because like, I
• 18:26
  don't control that, right?
• 18:28
  But there's so much information we can provide them today, just alone regarding how to structure
• 18:33
  deals, understanding max financing, understanding interest party contributions, different
• 18:38
  loan programs, that that alone in itself will make you look like a superstar and it's
• 18:43
  not that complicated and it's so simple, but to, and to a lot of us, it's like, oh, well,
• 18:48
  that's not like that, like that's not like, oh, that's, maybe that's not that enlightening
• 18:53
  or that's not a great response, but you'd be very, very surprised how 99% of the real
• 18:59
  state agents have no idea what we're talking about and no idea that you can do that.
• 19:03
  And to them, it's brand new information and it's very valuable information because ultimately,
• 19:08
  it's also like, you know, that's not the world they're living in every day.
• 19:11
  It's our responsibility to kind of educate them and stuff.
• 19:13
  So like, I have, you know, so many, I can't tell you the amount of questions I've gotten
• 19:16
  about, well, when are you going to be able to finance and buy our commissions?
• 19:19
  Like, I don't even, I don't, you know, speculate, right?
• 19:23
  I just deal with like, what can we do today to win?
• 19:25
  And the cool part is, is that, you know, they have 90 days, right, to prepare, or maybe
• 19:30
  a little bit less than that now.
• 19:31
  Oh, it nuts.
• 19:32
  It's, you know, July 1st, right?
• 19:33
  So it's 60 days, like, they don't have to wait till then to start making changes.
• 19:39
  Like, they should be making changes in anticipation of that happening, right?
• 19:44
  Like, you know, if you're in sports, you don't just figure out what you're going to do
• 19:47
  when the game starts, right?
• 19:49
  You prepare, prepare, practice, do all these things.
• 19:51
  And so like, that's where we can get out in front and lead our agents and I do think we
• 19:55
  become that much more important, whether it's to a selling agent or to a buying agent.
• 19:59
  So that's on that.
• 20:01
  And so let's get the conversation going in the chat or whether you want to unmute yourself.
• 20:05
  I put a question in there, a couple of questions.
• 20:07
  What conversations are you having with your agents around the NAR settlement, around buyer
• 20:12
  agency agreements, around overcoming the commission gap?
• 20:18
  Hey, Jeff, our CEO, which, which, you know, from Synergy, he was at the, at the housing
• 20:24
  wire event that just happened, right?
• 20:26
  And he was so surprised to, to see how many real estate agents had no dang clue what was
• 20:32
  even happening in their own business.
• 20:34
  Yeah.
• 20:35
  And, and to chance point, I think that that's the education is huge and they don't even
• 20:39
  know their own brokerages aren't giving them this information and they're not being educated
• 20:44
  on it.
• 20:45
  And again, we're 60 days away from this being implemented and they have most of them
• 20:48
  have no clue what they're going to do.
• 20:51
  So I think that that's what we're going to provide the most value to our referral partners
• 20:54
  is by doing that ourselves.
• 20:56
  Now, we're not going to talk about the legal ramifications of things.
• 20:59
  We're going to talk about what we do.
• 21:00
  We can't control now and what it looks like from the, from the loan officer's point of
• 21:04
  you.
• 21:05
  What we can do.
• 21:06
  Right.
• 21:07
  How many of you here in the chat right now feel that that's not your area to discuss?
• 21:15
  I'm wondering if that's a narrative anybody's having in their own head.
• 21:20
  Be very curious.
• 21:21
  Sue, you put something in there right now from a survey.
• 21:24
  Yeah.
• 21:25
  I popped something in there.
• 21:26
  I'll put a link to the survey in a minute.
• 21:27
  But it's kind of interesting.
• 21:28
  Clever did a survey of home buyers, home sellers.
• 21:33
  And you know, it's kind of interesting just the numbers that come back in and I think,
• 21:36
  you know, there's a lot of information in the survey where there's a lot of misinformation
• 21:40
  out there.
• 21:41
  One of the things that came up.
• 21:42
  I didn't paste it in yet, but 76 or 73% of people in their surveyed consumers said
• 21:48
  that they believed agents over inflated property values to secure a higher commission.
• 21:54
  Which is crazy when you think about that because it just doesn't make, I mean, it, it doesn't
• 21:59
  make logical sense.
• 22:00
  But that, that stood out to me along with some of these other numbers here, just in terms
• 22:04
  of some of the, just, you know, as we're saying, lack of knowledge, lack of education.
• 22:08
  There's a lot of speculation.
• 22:09
  There's a lot of things going on and I like what Sean just said about like, let's play
• 22:12
  with what's actual reality right now and keep people focused on that so that you can take
• 22:18
  actually on the right time comes.
• 22:21
  That's very interesting.
• 22:22
  I think that's the first area I know for our group, you know, where we put together classes
• 22:27
  for our loan officer members to go teach to real estate agents.
• 22:30
  We just put this brand new class together, winning strategies for buyers agents and it's
• 22:34
  about how to elevate, help them elevate their process, maximize their value and lock
• 22:38
  in their commission.
• 22:39
  Speaking of surveys and studies, it was interesting to see that there were two sides of the survey
• 22:46
  from 1000 while consulting.
• 22:48
  One of the questions was, why do you feel the services of a real estate agent are not
• 22:51
  necessary when buying a home 45% said because I can find homes for myself online and tour
• 22:56
  them at open houses.
• 22:59
  And then the next, you know, opposite side of that coin is which of these statements do
• 23:03
  you think is most true?
• 23:04
  And I'll just for sake of time, I'll give you the one they thought was most true, 55%
• 23:08
  of the people felt an agent can help buyers make smart decisions looking at the pros and
• 23:12
  cons of buying a home, translating inspections, disclosures, et cetera, et cetera.
• 23:17
  So this gets back to everything we talked about so far, which is the theme of this whole
• 23:20
  thing is, depending on the state you're in, but let's just agree, most states, the buyer,
• 23:25
  agent, hasn't had to demonstrate their value for compensation.
• 23:29
  Now they do.
• 23:31
  And whether they're getting good training or not on that or not, doesn't matter because
• 23:35
  I want to be the yellow who's the facilitator of that.
• 23:39
  And to Sean's point earlier, leading with education, you're going to attract like-minded
• 23:42
  people, hopefully weed out the weenie heads and deal with those people who write, have
• 23:48
  that same kind of value-based, you know, approach to doing business and they're attracted
• 23:53
  to the same types of people.
• 23:55
  So there's my riff on that.
• 23:58
  More good stuff from you, Sue, by the way, people look at the chat, call past clients,
• 24:03
  catch up.
• 24:05
  Was that an answer to the question about CSCPAs?
• 24:07
  Yeah, but now I'll just share on that real quick to state, I've always, that's what I
• 24:11
  used to use when I was looking for kind of alternative referral partners besides realtors
• 24:15
  as I would call my past clients and talk to them about what kind of financial planner
• 24:18
  do you use, CPA, insurance agent, because you win with whatever they answer.
• 24:22
  If they say, oh, I don't work with anybody great, you can say, gosh, it's such an important
• 24:26
  thing that you do work with somebody.
• 24:28
  You know, I know you've got three young kids, you've talked about sending them to college.
• 24:31
  I have a great financial planner that I love to put you in touch with so you can get
• 24:34
  on that path.
• 24:35
  They say, no, it's a great answer to get someone to refer if they say, yeah, I work with
• 24:39
  somebody amazing.
• 24:40
  You know, I love this person that I work with, then you can call up that financial planner
• 24:44
  and say, Sally, I can't believe it.
• 24:45
  I work with John Smith.
• 24:46
  He raved about you.
• 24:47
  You know, I'd love to talk to you a little bit about your practice and see if we might
• 24:50
  be a fit.
• 24:51
  So those are, that's what I always found really successful as a win win.
• 24:55
  You know, also if it were me and you have a financial planner, I would be introducing
• 25:02
  the right clients to my financial planner, right?
• 25:05
  When asking that question, you know, looking at their total financial picture and asking
• 25:08
  them those questions about their long term financial future and plan, and if you discovered
• 25:12
  that they need some help and direction, hey, would you be open to, right?
• 25:16
  I've worked with this guy, Micah.
• 25:18
  This is a guy, Micah.
• 25:19
  By the way, Micah, my financial planner was introduced to me by our realtor, all right?
• 25:24
  So it makes sense.
• 25:26
  And then I would do the same thing.
• 25:28
  You know, if it was you, Jackie, I'd just say, hey, Jackie, so, you know, before we move
• 25:31
  on, like, I'm just curious, I'll be getting into some questions about your financial future
• 25:34
  planning, same stuff.
• 25:35
  Sue said, college planning, how do you feel, do you feel comfortable about your plan
• 25:39
  for the future?
• 25:41
  Uh, no, probably not, right?
• 25:43
  Okay, great.
• 25:44
  Would you be open to an introduction to somebody that I found to be very helpful?
• 25:48
  That would be the first place I start with how do you get in with financial planners?
• 25:51
  Because then once you tee up a couple of those, then you ask your guy, hey, who do you know?
• 25:56
  Can you put together a blanchine, you know, whatever the thing is?
• 26:00
  All right, now we're flowing people.
• 26:02
  Let's keep the dialogue going.
• 26:04
  I'm going to, for a sake of time, transition.
• 26:05
  Yeah, go ahead.
• 26:06
  I just want to share that many years ago, I launched my own network group.
• 26:10
  And so the first person I wanted in my network group was a financial planner.
• 26:13
  And I really didn't have one on the bus.
• 26:15
  So I put together a script.
• 26:17
  I now lead a whole training around how to build relationships with financial planners,
• 26:21
  but I put together this great script that was really about what we could do to support
• 26:26
  them by referring them, referral sources.
• 26:28
  It wasn't about asking for business for them, but I picked five financial planners.
• 26:32
  I got meetings with all five.
• 26:34
  I selected the one that I wanted in my group.
• 26:36
  Ultimately, he became my financial planner.
• 26:39
  He's still my financial planner to this day.
• 26:41
  I would go into his office twice a year and present and have more leads than I knew it.
• 26:46
  I, you know, what to do with after I left that meeting every single time.
• 26:50
  Because I spoke their language, you know, I presented opportunities for loans that,
• 26:54
  where they could keep more of the assets under management since that's our hot button.
• 26:58
  But financial planners are such a great resource for business.
• 27:02
  And they're really easy to get into because you've got such a big opportunity to educate
• 27:07
  your clients on while they are important.
• 27:09
  The other thing I did with my financial planner is once we had a relationship,
• 27:14
  I offered to be his referral source, meaning he could use me as a testimonial.
• 27:19
  So he would refer people to me to close him as their financial planner.
• 27:23
  So we were like in lockstep together.
• 27:25
  But one of the best referral, I probably got 20% of my business,
• 27:29
  like year after year after year from my financial planner.
• 27:32
  I have three of them, actually at different stages of investment criteria,
• 27:36
  but it's such a great other pillar of business for mortgage originators right now.
• 27:42
  100%. And let's not forget the debt consolidation opportunities, right?
• 27:45
  100%.
• 27:47
  Yeah, I mean, those are the conversations to be having with your past clients to Sue's point earlier.
• 27:53
  Look at this is the fundamentals, but around forever, everybody in this group gets it.
• 27:56
  But like, you know, the calls you make to your past client database, right?
• 27:59
  The annual reviews or whatever they are to look at their financial situation and look for those.
• 28:04
  We know people are getting in debt, right?
• 28:06
  In this current economy and market and all that stuff,
• 28:10
  not to go down that rabbit hole, but that's another source for you.
• 28:14
  The fourth attorneys as well, hold another subset,
• 28:18
  which, you know, on the podcast, I've had a few different people who specialize in getting divorced,
• 28:23
  you know, certified and all that kind of stuff.
• 28:25
  So definitely a viable market for you to pursue.
• 28:28
  For a second time, I'm going to have to pivot to real briefly.
• 28:32
  Let's go, let's take you first, Cindy, on what do the consumers that we're engaging with right now need most from us?
• 28:44
  Well, you know, it's interesting because I had a conversation with the National Mortgage Bank leader last week,
• 28:49
  and they have a consumer direct division.
• 28:51
  So we have this conversation about consumers, but to your point about debt consolidation,
• 28:57
  he said their number one product from their consumer division is cash out refives.
• 29:01
  And now, you know, he's really pushing into their retail division to start making those calls,
• 29:05
  like Sue said to the past clients, I think making those calls on a lot of originators don't do it is so key,
• 29:11
  because I think the consumers, more than not, I mean, we are, as we know, in one of the highest appreciating markets,
• 29:19
  there's more equity and property in America today than ever before, and also the highest amount of debt.
• 29:25
  But we're not, you know, no one's calling to say, I need to pull cash out to that.
• 29:30
  So there we go.
• 29:31
  I'm in trouble.
• 29:31
  Like, yeah, you know, I'm keeping my 3% rate, which is silly.
• 29:36
  Because I, time after time after time, my clients are saving people, you know, 1,500, 1,700 a month,
• 29:43
  and really changing people's monthly cash flow by asking the question and talking about,
• 29:48
  hey, just, you know, educating your consumers and your client base on that simple fact that, hey, you know,
• 29:54
  we are in a very high debt situation.
• 29:56
  We don't talk enough about debt, but, you know, so you might take a 7% rate,
• 30:00
  but if you're paying off your 23% interest rate credit card or you're consolidating your car loan
• 30:06
  and your student loan debt, I mean, it's really an important conversation.
• 30:10
  But the fact that it is their number one loan right now, there's another opportunity,
• 30:15
  but getting loan officers, and you guys, I'd love to hear if you're actually calling your
• 30:19
  past client database because that was a source of 20 to 30% of my income every single year.
• 30:26
  And I called 10 past clients on Tuesday and 10 past clients on Thursday, my entire career
• 30:30
  and opened up a lot of opportunities.
• 30:32
  So I think it's a, I think consumers right now need the same kind of education about what's going
• 30:39
  on in the marketplace to be able to make educated decisions about buying because that's one thing
• 30:45
  I learned from one of my favorite agents many moons ago when I first got in the business
• 30:50
  is Ren said to me, time solves timing problems in real estate.
• 30:54
  And so I lived with that philosophy.
• 30:57
  My son came to me five years ago and says, Mom, everyone's telling me it's the wrong time to buy
• 31:01
  that, you know, we're at the top of the market. I shouldn't buy a house.
• 31:04
  I said, don't listen to your friends. If you can get into a house, let's get you prequalified.
• 31:08
  Let's, and he bought a house two weeks later. And if you don't think five years later, he's happy.
• 31:12
  He bought his house when he did. So time solves timing problems in real estate.
• 31:17
  So now is the time like that. Okay. Thank you for that. Let's hop on over to Shant. Same question.
• 31:26
  What, how are you engaging with consumers and what do they need from us?
• 31:30
  Yeah. So, you know, two, I mean, really mostly two ways. And, you know, one would be, we're
• 31:40
  still doing a lot of email marketing, right? Like email is not dead. What's dead is like
• 31:46
  boring HTML emails, right? Like those get deleted immediately and go into or get like unsubscribe to.
• 31:52
  But we send out and I send out anywhere from three to five emails a week of just stuff that I
• 31:57
  find interesting ways like almost stuff that you would see no different than like what you'd see
• 32:02
  on like when you're scrolling your Instagram feed, right? Or so like I'm putting together very
• 32:08
  short emails that we're constantly sending out sometimes I'm just recording videos that I'm
• 32:13
  posting on my Instagram and sending it out via email like through bomb on or something like that.
• 32:19
  And we're doing a lot on social. So every single time we do a transaction with somebody,
• 32:24
  whether it's when I say transaction, whenever we get somebody's contact information,
• 32:28
  whether it's a new lead closing, whatever, we're putting them into our Instagram Facebook and
• 32:32
  LinkedIn. And then we're just we're constantly posting there. We're making sure that they're seeing
• 32:36
  our stuff. So like to me, you know, I say this all the time just because somebody's not commenting
• 32:42
  or liking your social doesn't mean they're not, you know, paying attention to what you have going
• 32:47
  on. Think about like think about when you scroll. Do you comment like every single thing you see
• 32:52
  but doesn't mean you're not paying attention, right? So like so probably the two biggest ways that
• 32:58
  I'm, you know, I have 100,000 people in my over 120,000 in my email database at this point.
• 33:04
  So I, you know, I'm not going to lie. Like I'm not calling my consumers individually at this point.
• 33:11
  However, I am calling them when it's time to refinance, when it's, you know, when I'm
• 33:15
  we're utilizing tools when they have life events and all that kind of stuff. So it's a little bit more
• 33:21
  reactive to events that they have going on through utilizing technology that I didn't have access
• 33:26
  to 10 years ago or when I first got started. So it's a little bit more, there's a method behind it.
• 33:33
  But the activity that I have like my email, my average email open rates, always over 40 percent,
• 33:39
  right? So like there's a lot of people reading my emails on a weekly basis and there's a lot of
• 33:43
  people see my social and they feel like because we're, we're, you know, communicating with them in a
• 33:49
  way where like I always say when you're on social be social, right? So when people are commenting on
• 33:53
  your posts, like make sure you're engaging them back, like they're being talked to when they're
• 33:58
  direct messaging you, direct message back, right? So like it's just a different, like there's
• 34:01
  certain things that I couldn't do early on in my business that I can do today because the way we
• 34:05
  communicate with people changes. So, but I'm trying to do everything, like I'm literally emailing
• 34:10
  on social, I'm texting, I'm direct messaging, I'm calling, I'm mailing, I'm on the radio,
• 34:17
  like you name it, like I'm figuring out, I don't know how people are going to consume my content.
• 34:22
  So I just try to do all of it and figure out, like let them figure out how they want to digest it.
• 34:29
  And it's working. Yeah, they can opt out if they want or whatever.
• 34:33
  So what I heard there was two things. Well, one thing primarily is when you close a transaction,
• 34:38
  let's say, is you're adding those people to social. And so you're building your social network
• 34:43
  there every single time, which is awesome. The question I had for you is I'm on your,
• 34:48
  I'm available weekends email. And I'm curious, how's that working, man?
• 34:55
  Surprisingly, it works very well. You know, the amount of business that I get every single
• 34:59
  weekend. So we usually generally take almost without question, like 40 to 45 full-out loan
• 35:06
  applications every single weekend. So like, you know, and that's like when people are out there
• 35:11
  making offers. So like, so what it does is this, one, it makes sure I'm in my Realtors inbox
• 35:18
  with all my contact information literally every single weekend. And so what happens is one,
• 35:24
  they don't feel like they're bugging me, right? They know that I want, like it's an open invitation
• 35:28
  to reach out to us over the weekend when they're busy in your business. It's a nice little reminder,
• 35:33
  it keeps me top of mind. Let's them know that I want to do business too. But then the other thing
• 35:37
  it does is that every single Realtor that I'm not there, number one or number two, when they can't
• 35:42
  reach their number one or number two, I'm picking off all those deals, right? And there's
• 35:47
  enough of those people to keep me extremely busy. And then eventually it leads to, well, hey,
• 35:53
  I showed up for you when you needed me. Let's get together, come to my events, let me come in
• 35:58
  your office, let's get to know each other. And slowly I go from three to two to one. And you know,
• 36:04
  if you're consistent with it, if you're consistent with anything, it pays off. And like, you know,
• 36:09
  I can't tell you how many people I meet, like when I'm out of these events, like I've been getting
• 36:13
  your emails for 10 years, you know, like, you know, and like, and it's awesome. Like that's exact,
• 36:18
  and I tell them, I'm like, you know, I love it. And then a lot of them are like, you know,
• 36:23
  regarding my previous answer about emails not dead, like, you know, some Realtors are like,
• 36:28
  I get an email from you every single day. And like, they're not unsubscribing, right? If they
• 36:31
  were, they wouldn't be seeing them, right? So like, it's just all about staying in top mind and
• 36:35
  like the amount of business that we've, we didn't do more business in 2023 than I did in 2022,
• 36:41
  right? But my market share grew probably the most it's ever grown in any year. Because like,
• 36:47
  a lot of people are choosing to sit this market out and waiting for it to come back. Like,
• 36:51
  we are on like full-on offensive. Yeah. There's not this land grab talent. Yeah. Yeah.
• 36:56
  For sure. That's, that's, that's a great answer. I was always curious about that weekend email,
• 37:02
  which by the way, I know some of you listening right now, you don't send the I'm available weekend
• 37:07
  email. You don't want to be available on the weekend. Don't want to be reachable. I'm calling BS
• 37:11
  on that because, you know, you heard it here. And I remember early on in my career, it's like,
• 37:16
  especially when you're ramping up, it's like, dude, you got to embrace the suck. You got to take the
• 37:20
  calls when you don't want to. Yeah. I mean, I'll just comment on that because like, like, it doesn't
• 37:26
  suck when you're phone rings on the weekends in this business. Like, that's like, that's when people
• 37:30
  are out there looking at houses. Like, this is the business that we've chosen to do, right? Like,
• 37:35
  if you don't want to work like when like our nights and weekends, like, this might not,
• 37:39
  like, you know, I mean, everybody can do whatever they want, but like, I'm intentional about like,
• 37:43
  you know, that's when like, the magic happens. Like, if I get all those applications on the weekends,
• 37:48
  while all the offer deadlines are due, Mondays and Tuesdays, like, I'm in the game. So like, to me,
• 37:52
  that's like, you know, I'll be, I'll never stop sending that email. I never want to do less business
• 37:57
  on the weekends. Like, you know, granted, like, I also built up staff, like, invested in my team
• 38:02
  to cover weekends and nights and all that kind of stuff because like, I treat myself like a business.
• 38:08
  Like, I'm not just like, a one person show, like, you know, like, it's, you know, when like,
• 38:13
  a gym advertises, they're open 24-7. The owner's not there all 24 hours of the day, right? Like,
• 38:19
  you know, I'm not, I don't, I don't act like I'm a salesperson. I act like I'm a business. And like,
• 38:23
  I want to serve as many people as possible and in, when I say my, my consumers and my partners,
• 38:28
  but like, there's nothing that sucks about the phone ringing on the weekends. That's when like,
• 38:32
  the goal is, hey, Jeff, I have a question for Shannon Fagan. Sure.
• 38:36
  Sean, so I, I, I send out a, I use the reach app to send out to 170 agents every Friday. I put
• 38:44
  a funny video in there that my loan partner and I do. And that resonates really well. But I have
• 38:49
  3000 agents emails too that, so you think, I mean, obviously it's working for you. So you send
• 38:55
  it out to X amount of agents via email. I never even thought about that because I'm, I'd be
• 38:59
  reaching those people that, that don't know, like, and trust me yet, right? I'm going to send
• 39:04
  it out to my 150, 170 that I've done business with. But that's, that's huge.
• 39:09
  You know, I love the reach app. We also use it as well. So it, like, you know, text messaging is
• 39:13
  a way that, obviously, people like to communicate. So we use that as well. I just find that it's easier
• 39:19
  for us to keep track of everything over email. And I just find it, for whatever reason, I just
• 39:25
  noticed that our agents like are referring more, there, there's something easy about like
• 39:30
  copying and pasting and like, introing somebody to us over email. That is just like, for me,
• 39:37
  a little bit easier to follow up. But certainly, I'm not recommending not texting. The reach app
• 39:41
  is great. We utilize text to communicate with our partners more so than we do with consumers.
• 39:46
  So like, I use reach almost exclusively for, for realtor communication. So I think that's a great
• 39:52
  idea. And I might implement that this Friday. We'll see how it goes. Yeah. Would you mind
• 39:56
  pulling that thread a little bit more about what you're sending out on that email? And you've
• 40:00
  put a link to your application. But what else are you doing on there? Yeah. I mean, it's a little
• 40:04
  bit different every single time I try it. You know, like, sometimes we're sending, sometimes we're
• 40:09
  sending a video that we post it for the week. Sometimes it's part of like a newsletter. Sometimes
• 40:13
  it's part of stuff that happened. Sometimes it's just a regular, hey, I'm available every weekend.
• 40:17
  Like, sometimes we just want to keep the message really, really simple. I did a video a couple
• 40:21
  months ago about why I'm available on the weekends. And like, you know, I kind of just talked about
• 40:25
  some of the things that that resonate with me and why it's important for my business in terms
• 40:33
  of me showing up for my clients and my partners when they need it the most. Think about like a client,
• 40:37
  right? Like, no matter what we do. And sorry, I'm on this rant here right now, but I'm passionate
• 40:41
  about this. Like, yes, in a perfect world, all our clients would call us six months in advance.
• 40:47
  Say they were going to buy a house, get pre-approved, understand their numbers, then go out and
• 40:51
  find a house and buy it. The reality is that no matter how much we preach that and no matter who
• 40:55
  we work with, like, a lot of times, like, they're just not ready until the right house pops up. Like,
• 41:00
  they go from being not motivated to motivated immediately. And that's okay, right? Like, to me,
• 41:06
  that's where like, we can really show up and really increase conversion is like showing up when
• 41:10
  I feel like people when you show up for them, they need it. So, so like, you know, like, it's always,
• 41:16
  that's not going to change. Like, you know, like, I do control a lot of how my business comes into
• 41:20
  me. And I think I've coached my agents on how to refer us, when to refer us and all that kind of
• 41:26
  stuff. But I want to be prepared for the stuff that I can't prepare for and available for that
• 41:31
  stuff as well. So, yeah, I mean, that weekend rush is golden. So like, that's when they're deciding,
• 41:39
  you know, if they can afford it, if how they have to be strategic, who they need to be speaking to,
• 41:46
  what decisions they need to make. And if you're a part of that conversation, and then a
• 41:49
  generally, in like my markets that I work in almost all the offer deadlines are either Monday,
• 41:53
  afternoons or Tuesday mornings, right? And so like, they have to make very, very life life
• 41:57
  decisions and sometimes in 24 to 48 hours. And if you can be the person that supports them and
• 42:01
  supports your realtors when they need that kind of stuff, it's very powerful. It shows, and it
• 42:05
  shows kind of shows to everybody what kind of person you are, what kind of professionally are.
• 42:10
  Thank you. All right. Before we allow you to leave the stage, Sean, we got one question I wanted
• 42:14
  to get to then Sue. I'm going to come to you with the same question, and then we'll wrap it up
• 42:17
  regarding what do consumers need. Sean, we got a question from Amanda. How often do you refer
• 42:22
  back to your realtor partners? A lot. So, you know, I'm a very good referer of real estate agents.
• 42:30
  So like, I don't want it to be one sided. Obviously, to me, I, you know, I mean, I'm not a realtor,
• 42:38
  right? So like, however, you know, anytime a consumer comes to me correct, part of our script is
• 42:46
  like, you know, who are you working with? And if they don't have somebody, then we're making
• 42:51
  it a point to refer them to one of our partners in our market. And like, I don't refer out like
• 42:56
  three agents. Like, I literally find out like who there were like, I find out what price they're
• 43:01
  in, when they want to buy, you know, what markets they want to be in. And then I have somebody in
• 43:07
  that market that I refer them to. If I don't have somebody in that market, I go out and find somebody
• 43:10
  in that market, you know, and, you know, like, I just referred somebody in Fort Worth, Texas,
• 43:15
  right? I don't have a realtor in Fort Worth, Texas. But like, I was able to track somebody down.
• 43:20
  That was great. That was referred to my friend and a friend. I got on the phone with the agent
• 43:23
  and I partnered with the client. So like, but no matter what, if a consumer comes to me direct,
• 43:28
  I'm putting them in touch with a realtor every single time. And I'm just asking like,
• 43:32
  and I'm doing it once I've earned their trust. And once I've earned their respect based on like,
• 43:37
  they can kind of tell who I am, what I bring to the table. And then I'm just offering it up.
• 43:40
  I never post you about it. But I just tell them how difficult the market is. How important
• 43:45
  working with a superstar realtor is and how it's going to make a difference in terms of whether
• 43:48
  they win, whether they should walk away, whether they get great advice, they know all the ins and
• 43:53
  outs of the markets. Like, I 100% believe that buyer representation is imperative. And so that
• 44:00
  comes out, you guys can see how passionate I am about it. That comes out to my clients and
• 44:04
  and like, you know, what, you know what, I don't have to send very many referrals out to partners,
• 44:09
  to have them to become their person because like most people aren't sending them anything.
• 44:13
  So like, you know, but I try to send out stuff every single day.
• 44:17
  Awesome. Here's what we're going to do. Sue, we're going to pivot for the sake of time that we
• 44:21
  have left and we're going to leave unless you've got something you already shared a lot actually
• 44:25
  related to consumers. So if you don't mind, we're going to pivot to what you're going to share at
• 44:30
  the end. As to mind summit. Would that be okay? Yes. Well, it has a lot to do with consumers.
• 44:34
  Actually, everybody consumers need from us. So I'm talking by presentations called Gen CX and
• 44:40
  talking about kind of what the consumer of today is really looking for from from us. And so it's
• 44:45
  it's really touching on a lot of these things. But there's some pretty surprising data that's out
• 44:50
  there about how the consumer has somewhat changed. And part of what I love that that shot was
• 44:54
  sharing what I know he's such a master of is, you know, finding that right balance of technology,
• 44:59
  your team, and where Sean is showing up himself, right? Because that's the beautiful thing that we
• 45:03
  have with technology is that, you know, I mean, think about what we're doing right here. We're all
• 45:08
  like here looking at each other's again, digital eye contact. It feels very personal, but we're
• 45:12
  on a call reporting in from all kinds of places, including Hawaii, right? So I really go deep on that
• 45:18
  about, you know, kind of the most important things that consumers are looking for. And the kind
• 45:24
  of unique thing that I'm talking about or that I did with this presentation is I had some secret
• 45:29
  shopping done. And so I've got some videos of secret shoppers kind of sharing what they found when
• 45:35
  they went to apply about a mortgage, apply for a mortgage, the experiences that they had. And I've
• 45:41
  actually got, you know, the names, of course, of any institutions are covered to protect the
• 45:46
  innocent or the guilty as it may be. But it's actually showing some of the customer journey that people
• 45:52
  go on in this market. Because, and I think Sean just said this a second ago, I think people think,
• 45:59
  like, oh, people are getting all this communication, you would be shocked. You would be shocked at the
• 46:04
  actual journey that consumers right now, when everybody's crying about, I don't have any business,
• 46:08
  I don't have any business, the kind of janky or non-existent customer journey or prospect journey
• 46:14
  or referral partner journey, that's actually happening. So I'm going to show you some real examples
• 46:19
  so that you know exactly what's happening. Like I said, no names are logo and showing, of course.
• 46:24
  But it's pretty eye-opening. And then I think most importantly talk about how do you solve this in
• 46:28
  your own business and really ensure that your own customer is the customer of today is getting
• 46:33
  the kind of journey that they actually need? Yeah, I love that. You guys have some of the best data
• 46:37
  out there, Shratt Morgan, when it comes to CX and what's really happening. And I remember what
• 46:41
  previously I talked to Mike and he talked about, like you just mentioned, a lot of loan officers
• 46:45
  perception is, oh, they left me a review. Good job. And your data actually says otherwise just
• 46:51
  because you got that review doesn't mean they actually enjoyed the process. Yeah, there's some eye-opening,
• 46:56
  eye-opening and kind of humorous stuff, but it's also stuff that makes you just go, oh,
• 47:01
  really? Like, we're not doing any better than that. So it's eye-opening.
• 47:06
  All right, so that'll be your session of the upcoming Mastermind Summit. By the way, folks,
• 47:09
  I put a link to the Mastermind Summit in there. If you want to check it out, we'll talk more about
• 47:13
  that before we wrap up, but it is June 5th through 7th here in Vegas, Resorts World. It's
• 47:18
  incredibly affordable this year. Vegas is also cheap if you get on it now when it comes to hotels.
• 47:24
  So do that. Cindy, let's come over to you. What are you going to be talking about for your session
• 47:29
  at Mastermind Summit? Well, first of all, I hope you guys welcome, because it's like my favorite
• 47:33
  event of the year. I think I've been a keynote there for 12 years and running. So it's definitely
• 47:37
  near and dear to my heart. I would love to meet all of you. In fact, I think I met you, Sean at
• 47:41
  Mastermind Summit many moons ago after you were on stage, Sue introduced us. And Sean, I always
• 47:47
  got it, you know, like I set my sights to be in the top 100 originators when I was an originator
• 47:53
  for 30 years. And I never got, you know, I've strove for that number one position, but, you know,
• 47:59
  I give you a lot of credit, but it is what you've done and what you've created in our industry
• 48:03
  is really mind blowing. And I know what that takes. And I just, I really do honor your commitment
• 48:08
  to this industry. Thank you. I appreciate it. So thank you for that. One of the things that I hear
• 48:13
  constantly is most of my coaching clients have developed a level of success. Many of them,
• 48:18
  most of them are branch managers. And so they've hit this pinnacle of success. And they cannot
• 48:23
  break through to the next level. And obviously, given the last couple of years and how challenging it's
• 48:28
  been and with referral partners, you know, not doing the amount of business and obviously with
• 48:32
  inventory issues, we have to expand our reach. And people get very locked in their tunnel
• 48:37
  vision of how to build and grow a business. So I'm going to talk about three bold strategies to
• 48:42
  drive referral partners to a yes, a yes to work with you to just talk about some things that I
• 48:48
  actually did and that I'm coaching people on right now real time where they're getting traction.
• 48:53
  But we're going to talk, people always say, we've got to bring value. But what I hear even from
• 48:57
  20 year veterans of the mortgage industry, it's like, how do I actually do that? What is a value
• 49:02
  proposition? Because, you know, it's like, if you're going to call a realtor, you've got to have a
• 49:06
  value that you're going to bring. You've got to have a reason for the call and some reason that
• 49:10
  they need to meet with you. So I'm going to kick it off with, you know, what is your value
• 49:15
  proposition? And how can you get clear on that and shine a much brighter light on it? So it's a
• 49:20
  differentiating factor. And I do a lot of work with my clients around that. Secondly, I just let
• 49:26
  us session. I let a mastermind group here in California at 30 L.O.s fly in from all over the
• 49:30
  country. We do an annual retreat called mortgage mastermind elite. And we did a whole session on
• 49:36
  how to overcome the biggest objections. And my dear friend Jeremy for CA was with me for three
• 49:41
  days at that retreat. And we really answered a lot of questions about how to overcome some of the
• 49:45
  biggest objections that originators are facing right now. So not only am I going to be contributing
• 49:52
  suggestions to how to overcome the biggest objections that we're hearing from our clients,
• 49:56
  but also I have some of my coaching clients that are going to share videos of how they're
• 50:01
  getting people to the other side to a yes right now, both their clients and their referral partners.
• 50:05
  So I think and then we're going to give away a guide on those objections, how to overcome them
• 50:10
  because they're the objections that you're all being faced with right now. And then we're going
• 50:14
  to talk about how to create a value bomb library, you know, so that you you actually have a library
• 50:20
  value that is stored and ready to go. So if you meet a new realtor partner, if you meet a new client
• 50:26
  or you need a follow up strategy with a potential referral partner, you kind of have a way to
• 50:32
  stay in touch and a way to create value. And whether you're doing that through an email drip campaign,
• 50:37
  whether you're doing that through a text campaign, whether you're doing that through a video
• 50:40
  campaign, it all works, but really have teach you how to build a value library for your referral
• 50:46
  partners. So you can pull from that to build relationship. Awesome. That's going to be a
• 50:50
  focal point. I want to sit in on that right now. Let's go. All right. Thank you very much for that.
• 50:58
  Sean will come to you. What are you going to be presenting at the mastermind summit? Yeah, you know,
• 51:02
  I remember being at mastermind when I was just getting really kind of started and I was having
• 51:08
  some success, but I felt like I was kind of capped out in terms like what I could do. And then just
• 51:13
  not really having a network within the industry. And I remember leaving that after three days,
• 51:18
  like completely invigorated, motivated, inspired. And it's funny here that I'm on here now with Sue
• 51:24
  and Cindy because when I first started on those things, they were already icons in the business.
• 51:27
  And I was just like, I could walk around that place and everybody was new to me. So it's pretty
• 51:33
  cool to not be on stage and presenting. I think what I'm going to cover is ultimately the reason
• 51:40
  that I've had success is not because I'm the most talented, lone officer in the country.
• 51:44
  There's a big difference between talent and success. And I think the reason that I've had
• 51:48
  success is because of the way I think I don't really limit in terms of like, I don't have
• 51:53
  limiting beliefs in terms of like what can be accomplished in this business. I'm truly grateful
• 51:57
  for it. So I'm going to be talking about kind of what's inside my brain, like my mindset,
• 52:01
  like how I think every day, how I act, how I communicate and why I'm successful and kind of how I
• 52:07
  maintain a positive approach, how I maintain the right perspective, how I utilize it to see the
• 52:14
  opportunity in this market. You know, I think, you know, if I was to categorize it like, you know,
• 52:20
  one, I'm going to talk about some of the basic activities that I do on a daily basis because the
• 52:25
  basics work, you know, they're the basics because like sometimes we get away from them, we should never
• 52:30
  get away from there. I'm talking about how I can focus on what I can control. You know, everybody
• 52:34
  wants to talk about interest rates, the economy, inventory, NAR, you name it. None of that stuff
• 52:40
  we can control. All we can control is our activities and our actions, right? I am going to talk about
• 52:45
  how to communicate our value proposition because that's really more important than ever, you know,
• 52:49
  how to be differentiated versus being commoditized. And then I'm going to talk about all the stuff that I
• 52:53
  do to maintain a positive mindset because it's like really easy to just be like, oh, well, just be
• 52:59
  positive, right? But like, it takes work, right? Like, you got to like invest in yourself.
• 53:04
  Yeah, I mean, it takes work. Like, you know, it's not like I'm just like, like, wake up and like
• 53:08
  ramos and unicorns, right? Like, it's like, but you just got to like, there's a lot of work that's
• 53:13
  gone into it. And that's the secret to my success. I'm certainly not the most talented blown officer
• 53:18
  out there, but the reason I'm successful is because I'm committed, consistent, disciplined,
• 53:23
  every single day. And that starts with my mindset.
• 53:27
  Love that. I've got written on my whiteboard for the last year, be brilliant in the basics.
• 53:31
  I mean, the basics work. Okay, cool. So that's fantastic, guys. I really appreciate you guys
• 53:37
  being here and sharing some of your knowledge and wisdom. Also, sneak peek of what you're going
• 53:41
  to share at the Mastermind Summit. I'm just curious, is anybody already registered for Mastermind
• 53:45
  Summit? I don't know if you know, or not. I put a link here in the chat. Obviously that turns
• 53:50
  my self as well. I'm going to be there talking about, you know, how to unlock endless reel to
• 53:55
  referrals without chasing how to move from solicitor and vendor to partner and peer. Travis just registered
• 54:00
  awesome way to go Travis. Yeah, yeah, yeah. Glad to see you there. By the way, guys, I get nothing for
• 54:06
  this. If anybody's watching and thinking, I just really want to, you know, this is what I've
• 54:10
  been doing since for a decade, given back to the industry that, you know, I'm so passionate about
• 54:14
  as well. So and Mastermind Summit, as Sean said, is one of those ones that can be transformational
• 54:18
  for you because you're getting in front of some amazing teachers like this. So go to the website
• 54:24
  mastermindsummit.com. It's incredibly wildly affordable. And look at if you're at a place,
• 54:30
  I was feeling this the other day, anybody feel this where you, like you said, you don't wake up
• 54:34
  every day and have, you know, unicorns and rainbows. Some days, it's just freaking dark, right?
• 54:39
  Some days you're a little tired, you're a little burnt out and you're like, damn, I need a freaking
• 54:42
  boost. I need to get around some people who are going to help me stay sharp and level up. That's
• 54:47
  what this event is all about. So be there. And plus that, you know, Vegas is fun. What the hell?
• 54:52
  If you get enough people come on over my house, we'll have a pool party. All right. And we'll,
• 54:56
  we'll get together in the definitely network. So you guys, if you're coming, like reach out, send
• 55:01
  me a DM. I'd love to meet you guys live in person. Yeah. Maybe we can do a special, I don't know,
• 55:06
  breakout or something, you know, that I'll manage to some degree. But we'd love to see you guys there.
• 55:11
  It's a great event. MastermindSummit.com Sue, Cindy, Sean, I'm grateful for the time. I know
• 55:18
  your days are very busy and important. Everybody, please thank our guests for being here today.
• 55:22
  Follow them. Comment on their social. Let them know what you're talking about today from today's
• 55:26
  session. I appreciate you guys. Take care. Thanks. Bye. Bye. All right. Well, thanks for tuning in
• 55:33
  to today's episode. Hey, you got a question for you. Are you struggling to get engagement and
• 55:37
  referrals from real estate agents and feeling like you're constantly fighting for business in a crowded
• 55:42
  market? What if I told you there's a way to attract agents to a provide unique value that helps
• 55:47
  them grow their business and generate referrals on demand, helping you become the dominant loan
• 55:52
  officer in your local market? Look, I was an originator for over 10 years. I understand the
• 55:57
  frustration of feeling like you're just another player and a sea of competitors and you're struggling
• 56:01
  to stand out and get noticed by the agents that you want to attract and engage with. What if I told
• 56:07
  you this way to flip the script and position yourself as the go to lending your market attracting
• 56:11
  agents, not chasing, not paying for leads, not co-calling, but actually generating referrals on
• 56:17
  demand. And the best part, you don't have to ever make a co-calling chase leads again. You don't
• 56:22
  have to work with weeny head agents if you don't want to. This is what we help originators do at the
• 56:27
  my agent classes membership. What do you get? You get exclusive access to our private community of
• 56:33
  like-minded law officers where you can network, share best practices, get ongoing support to grow
• 56:38
  your business. And you get a turnkey platform that helps you build your personal brand that
• 56:43
  moves you from solicitor and vendor to partner and peer. You attract agents, you increase
• 56:48
  conversations, and you increase your referrals. All without chasing, without begging, playing the
• 56:55
  game, paying for leads, you just by doing what you love to do, which is help other people solve
• 57:01
  problems. So how do you learn more? Go to mortgagemarketing.pro. What could call with me? And I'll take
• 57:07
  you through the library. I've done for you agent classes that you can use to just plug and play
• 57:11
  and follow our proven system of train the trainer. You don't have to be the subject matter expert.
• 57:16
  Think of yourself like the nightly news reporters just sharing the news. You also get access to our
• 57:21
  marketing automation platform that will attract, engage, and convert agents to referral partners
• 57:27
  for you, scripts, checklists, downloads, automated email, SMS text messages,
• 57:32
  done for you landing pages, and more. You also get our market maker content, which is the social media
• 57:37
  images that help you promote your class online. And again, every Friday at our mortgage marketing
• 57:42
  mastermind call, you get access to top L.O. speakers, coaches, connect and collaborate. What's
• 57:47
  working right now in today's market? They help you grow your business. So you don't have to struggle
• 57:51
  and try and figure it out all on your own. Don't miss the opportunity to learn more about what's
• 57:56
  helping so many originers succeed and become the go-to lender in your local market.
• 58:02
  What could call it with me now? Mortgage Marketing Duff Pro. We'll see you on the other side.