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How Glenda White Closed Over $7 Million in Agent Referrals · Mortgage Marketing Radio

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  Hey, what's up everybody, Jeff Zimper, your host of the Mortgage Marketing Radio podcast.
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  Thanks for tuning in.
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  This is where we help mortgage originators get more agent referrals without chasing
• 0:17
  coal-calling paying for leads or ever having to deal with a weenie head agent.
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  How do we do that?
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  Well, you've heard it by now.
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  We lead with attraction.
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  We lead with education.
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  We build a platform that allows us to become the pre-eminent loan officer in our local
• 0:33
  market that attracts agents to seek us out and want to engage with us and build a true
• 0:38
  partnership.
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  We're talking about moving up the pyramid, if you will, moving up the ladder, what you
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  think about this conceptually, if you picture a pyramid and at the bottom of that pyramid
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  is the base level where a lot of originators start out in their attempt to get agent
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  referrals and engagement.
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  And that is in the position known as solicitor.
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  And when you're in the position of solicitor, you are immediately at a disadvantaged position
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  because it is largely focused on you getting something for yourself.
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  The activities of solicitor are typically interruption-based, coal-calling would fall
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  under that category.
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  The next level though that for us to get to would be to move to the next stage of that
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  pyramid or that ladder would be vendor, where there is a sales relationship, yet we're
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  not seen as an equal.
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  So as a vendor, how do you usually evaluate vendors?
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  That's surprising, right?
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  And that, unfortunately, is where most originators stay.
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  They never progress to the next level, which is to become a tier and be involved in a relationship.
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  Look that as respect or look that with respect as an equal.
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  There is when the dynamics of the relationship between agent and loan officer change and
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  become a true partnership, if you will.
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  That's not the end.
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  That's not the end goal.
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  There's one level above that and that is if you can get to the level of mentor and leader
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  where you are perceived as an advisor, a consultant, ultimately helping solve problems.
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  That's the name of the game.
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  You want more agent engagement, you want more agent connection and conversion, referrals,
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  you want more loyalty, you want more consistency, you want to capture a larger share of that real
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  state agent's business.
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  It's going to come down to your ability to move up the ladder, move up the pyramid to
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  that rare air of peer mentor and leader.
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  How do you do that?
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  I believe the primary way you do that is by helping solve problems and leading with education
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  and discovering what those problems are, presenting solutions to help agents overcome those
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  problems.
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  You've heard me talk about our platform today.
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  You're going to hear from a special guest, one of our long time what I call our OG members.
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  What's up?
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  Shout out to Glenda White out of the Dallas, Texas area.
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  Glenda has been a member in our mortgage marketing program for several years now and I
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  wanted to bring to you a brief discussion between her and I where she's articulating some
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  of the impact to her business and her life that she has experienced by moving up that ladder,
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  that pyramid from solicitor to vendor to now where she's actually seen as a peer and
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  a mentor and leader to agents in her local market.
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  If you find something of interest to you in this conversation that I encourage you to take
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  the next step and find out if we are a fit for each other and you do that by going over
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  to mortgagemarketing.pro and you schedule a call with me where we have a conversation
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  and unpack where you're at in your business.
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  What are your challenges and troubles and frustrations and can we potentially help you
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  solve those and break through and get to the next level?
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  Mortgage marketing.pro to go there to learn more or without further ado, let me get
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  into my brief but impactful conversation with Glenda White.
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  Why did you join this pro membership?
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  What was the thing you were looking to do?
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  I don't even know how long we've been kind of an OG member, I was trying to figure that
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  out the other day.
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  Yeah, it's definitely a couple of years.
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  I at that time needed accountability for myself and I needed to think outside of the box
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  of something as a lender was not doing in my area and I as share coach but well coach,
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  I can come up with presentations but to have the time to think outside of the box for
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  all the different classes that you provide was not going to happen and to be able to
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  find a platform that I now have friends that I call my family and a platform that I
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  can have done for you classes and get them out and sometimes a week notice.
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  It is something that's near and dear to my heart that I do not regret not doing it.
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  So accountability, what do you feel or in what ways do you think participating in the
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  group has helped you be accountable?
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  Um, confidence, um, it allows me to get out of my shell so I'm not just with my family
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  at my work, um, I'm seeing different perspectives of how to do business so it's led me to grow
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  myself as a person, um, but it's also led me to if I'm not doing a class this month,
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  why am I not?
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  Now it's an excuse and so now my excuse is not good enough if I don't do at least three
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  to five classes for my agent, setter my friends.
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  Okay.
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  Like that.
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  Um, okay.
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  Okay.
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  So you said a kind of, oh, you said, uh, open yourself up to new ideas, perhaps, right?
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  So have you gotten ideas about growing your business or to participate in it?
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  Yeah.
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  It's an endless, like, I have no books now of just the platforms and the tweaks and the ideas
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  from chat GPT, I had one text message and she put on Facebook yesterday that she needed
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  Google help and I'm like, oh, girl, like I can help you.
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  We jumped on a quick haul yesterday and then she sent me two leads because I just didn't
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  talk about loans.
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  I talked about how we could help her business and it all came from the class that she
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  happened to, she registered for it but didn't come to, um, but then forgot that that was
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  one of the platforms that we can help her on.
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  So, um, it just kind of all revolves around helping agents grow their business in a form
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  that it's not just, um, loans closing on time and communication.
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  As your style or approach, you know, engagement strategy with agents changed since being
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  part of the group.
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  Oh, yeah.
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  I was scared to approach agents and I'm an extrovert and everybody knows that, try it
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  or true, but I'm also that introvert person that if I don't know you, I would never pick
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  up the phone and have that conversation.
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  But now I can pick up the phone and invite them to any class, post class, upcoming event.
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  Um, so it's gotten me out of my shell to, um, just have that conversation and see where
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  they're having a pain point in their business.
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  Hmm.
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  So it's changed how you approach agents.
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  Mm-hmm.
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  100%.
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  Yeah.
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  Never would I pick up a phone and just say, hey, you want to come to a class?
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  What?
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  I don't know a class I'm teaching, but two, um, yeah, you would come.
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  Nope.
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  I would never do that before.
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  Sounds like a leading question.
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  But have you then grown your agent relationships database awareness in your local market?
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  Yeah.
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  Absolutely.
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  It's, it's too bold.
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  It's doubled my business, um, doubled my friendship, doubled my village, um, and
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  just people I can account for and that's, again, goes back to the accountability of it
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  to where I hold them accountable and they keep me accountable as well.
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  Hmm.
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  Um, you also have a Facebook group with a few people in it, right?
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  One of my Facebook groups has, I think, 300.
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  The new one just topped over 600, no, 500, um, and that's open to everybody.
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  It's an open house one here in DFW.
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  One is a VIP group that we just feed solutions, LLPA stuff like we do anything.
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  From the lending side to problem solving to classes to tweaks, um, that when I actually
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  started in 2009 from another lender, she's like, you need to start these groups.
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  With COVID, we went back and forth maybe once a week on here.
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  But now we're in there almost three to five times a week of just having conversations
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  with these 300 agents that have been to my classes, um, and just nurturing the relationship
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  that way.
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  What were you expecting, um, like, I don't know how you came to meet?
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  Was it the podcast?
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  Yes.
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  That's when I started, I don't know if I became a nerd or hit 40 and whatever, but I
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  now listen, it was just something with the attraction of how you serve us that we can
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  serve our community.
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  And it was a different perspective on, and I make fun of people now, like just bringing
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  donuts and paying for Zilla leads, which I will not do either one of those.
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  Um, so what's been surprising in a good way, perhaps, right?
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  It sends being part of the group.
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  Like you didn't expect this, but you, you got it, um, that I'm not in it alone.
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  I'm not the only loan officer that's going through these challenges here.
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  They're otherwise, um, but it also has gotten me out of my comfort zone a little bit to
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  where I am not a push person, sells person.
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  I've told that all of my life, but the surprising factor that I can now talk to a room of a
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  hundred agents and not have any issues with it because I am showing them the value behind
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  the coach brand that I've built, um, interesting, very interesting.
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  So um, prior to you participating in our group, how would you describe the process or what
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  it was like to get in front of agents?
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  Was it difficult challenging?
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  Like you said, confidence, you know what I mean?
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  Were you kind of like retreating from that?
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  Yeah, I wouldn't lead on my title reps and I would be the person in the back of the room
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  in the side that they would have the conversations.
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  They would have the knowledge.
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  They would bring the value and I would, um, feel that I wouldn't want to follow up with
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  them because maybe I didn't know what to have a conversation about.
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  Someone else was teaching the class, someone else was talking about how to do it and this
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  has allowed me to engulf and entrench myself to all facets of real estate.
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  Doesn't matter if it's social or branding or mindset or leadership, um, and that's why
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  your podcast kind of helps with all of that.
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  Along with our Friday accountability group, it's something that helps me grow as a person
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  and get outside of my comfort zone that we have to just push each and every day.
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  Hmm, that's awesome.
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  Thank you.
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  Um, I know you recently were, were, I think, helpful or instrumental in having somebody
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  join the group who you are connected with the past business relationship, right?
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  Yes.
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  So if, if, you know, some people when they hear these things, they're like, Oh, this group
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  or coaching group or this platform or whatever, they're reluctant, you know, or they have
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  some preconceived notions, like, what would you tell them if they are happy to be reading
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  or listening, right, to this, um, to, to maybe help them bridge that gap?
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  Um, find your group.
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  Um, there's so many coaching platforms out there, um, have the conversations with the
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  people that have been in the group for two, three years from now, um, or two, three years
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  ago and see how it's changed their lives.
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  And that's been the biggest thing about this group.
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  It's not just about loan officers across the country and Jeff.
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  It's literally about a family, how we help our families.
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  We're talking offline or just having those conversations about our own families now, um,
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  but all coaching groups are different.
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  And this is such a different unique platform because it's not coaching our day to day loans.
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  It's teaching us how to basically survive.
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  And that's why the book right there and how to survive this market.
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  I think I've got one left over there.
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  That's it.
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  Yes.
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  I'm going to order more.
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  I'm going to need some more soon.
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  I've wanted to drop in the mail to one of our new members.
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  There you go.
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  Um, well, that's, I appreciate you saying that.
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  And I said at the beginning, like, you know, um, you are one of the positive highlights
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  to this group, right?
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  And, and you are a leader by the way in this group too.
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  I don't know if you know that, but you know, I did not know that.
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  Meaning you, you, who you are is just being a leader.
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  You know, how you show up, how you contribute, um, the things you do.
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  Like, you're follow through right off the charts.
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  So I just wanted to take a moment to acknowledge you for that as well.
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  I'm very, very full to have you in this group.
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  Well, thank you.
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  And it's, it's been a life changer and I really kind of changed my outlook on things, um,
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  because I wasn't that I am always positive.
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  Everybody knows that I'm optimistic.
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  I mean, I run Optimus Cubs, honestly, um, certainly, um, but it's the, like, we look
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  forward to this Friday call because it's not just a group about lending.
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  It's truly a family we can have conversations.
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  We can cry sometimes.
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  We, you know, laugh on the other side, but we cry on the other side.
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  And it's really been heartfelt to me and my family.
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  And my husband knows Friday's a non-negotiable at 12 o'clock.
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  Like I will be on that call over Friday.
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  That's awesome.
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  Uh, thank you.
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  Um, is there anything you would want to request to
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  enhance the platform to cause the community?
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  Um, more videos.
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  I want to be able to implement some kind of video strategy.
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  Um, I know we have classes on video, but as the world evolves and it's
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  tweaking and like even this morning, social media is not going away.
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  But now we have to feel touch and see our agents.
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  So a dynamic way that we can, you know, enhance the platform.
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  The more classes we get, the more leverage we get, the more unique classes
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  that we get, like chat GPT, you did a phenomenal job.
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  We asked for it.
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  You got it, um, the 90 day CMA.
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  We wanted to break it down for my class, which that's a phenomenal class.
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  Um, it's so it's just tweaking and figuring out where the market's going
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  and how we can be in front of the market and not let the market run us to help
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  agents because that's a struggle for them.
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  Um, agents just don't know where to go when this platform is exactly what we
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  needed to help them grow or just stay in the business.
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  I mean, most of them are getting out of the business now.
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  Hey, Jeff, I appreciate everything that you've done for me, my family and
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  everybody that is utilizing your platform.
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  I do wish that more would, um, look at this platform.
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  I think it's an underutilized platform.
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  So whatever we can do to help get the word out, we're absolutely here for it.
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  All right, my pleasure to have you.
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  And listen, you have a great weekend, okay?
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  Absolutely.
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  You do go be epic.
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  Uh-huh.
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  You too.
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  Take care.
• 16:27
  Oh, my.
• 16:29
  Hey, guys, what's up?
• 16:29
  Real quick.
• 16:30
  Uh, you've heard about the mortgage marketing pro membership before.
• 16:32
  And I just want to quickly remind you, if that you're in a place in your
• 16:35
  business where you simply need more purchased loans, you need to fill your
• 16:39
  pipeline with purchase business, let's just face it, agents are still a solid
• 16:43
  pillar of business and sources of purchase business for you.
• 16:47
  Well, good news.
• 16:48
  Our mortgage marketing pro membership helps loan officers like you close
• 16:51
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• 16:55
  Done for you agent classes, expert training videos, a marketing automation
• 16:59
  platform that automates the entire process for you, everything you need to
• 17:03
  build your personal brand in your local market, attract and convert
• 17:06
  agents into referral partners.
• 17:09
  Plus done for you proven marketing materials and plug and play content to
• 17:13
  make promoting your class, getting agents butts and seeds, partnering with
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  affiliates, real easy, but that's not all.
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  You'll also get access to our weekly mastermind calls with top LOs,
• 17:25
  authors, speakers and coaches to learn the best strategies to grow your
• 17:29
  business right now in today's market.
• 17:31
  And as an extra bonus for limited time for all new members, you'll get
• 17:36
  access to a database of 200 agents in your local market that have closed
• 17:41
  anywhere to from eight to 50 transactions in the last 12 months.
• 17:45
  And we'll provide that list uploaded into our platform for you.
• 17:48
  So you can get off to a fast start in reaching actually productive agents.
• 17:53
  So what are you waiting for?
• 17:54
  You can check out more at mortgagemarketing.pro.
• 17:56
  See more of the success stories there.
• 17:58
  And if you feel compelled to do so, book a call.
• 18:01
  We'll have a chat.
• 18:02
  We'll see if it's a fit.
• 18:03
  Don't miss out on this opportunity to take your mortgage business to the
• 18:06
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• 18:07
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