Latest / Mortgage Marketing Radio / What I’m Feeling and Working On

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What I’m Feeling and Working On · Mortgage Marketing Radio

0:00
In today's highly competitive mortgage industry, building profitable relationships with
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the real estate agents is essential for success.
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However, finding effective ways to secure agent relationships can be a challenge.
0:11
With so many mortgage loan originators vying for the attention of real estate agents, it
0:15
can be difficult to stand out and establish meaningful connections.
0:20
Our new case study featuring loan officer Chris Cogill is a must-read.
0:25
Chris has closed a remarkable 36 million in funded loans from agent referrals.
0:31
And in this case study, he shares his proven strategies for building strong relationships
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with real estate agents and leveraging those relationships to drive more business.
0:39
To get your hands on this resource, head over to LOKestudy.com and download your free copy
0:45
of the case study today.
0:47
You'll find actionable insights and practical tips that Chris used to close 36 million
0:52
in funded loans from agent referrals and how you can, too.
0:56
Don't miss out.
0:57
Go check it out right now, visit LOKestudy.com and download your free copy today.
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Hey, everybody, what's up?
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Jeff Zimfer.
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Welcome to this episode of mortgage marketing radio.
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This is not your normal episode.
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There was no interview today.
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This is just me.
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Just me and wanting to come and share with you some things that I've been thinking about
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working through things that are on my heart and my mind and various challenges or struggles
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or resistance that I know I've been facing as I go about the daily business of doing what
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it is that I hope to do, try to do.
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So maybe this will relate.
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Hopefully you can find some context and something relevant for you in here.
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Quite honestly, this is pretty much off the cuff, a couple bullet points I wanted to share
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with you.
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So where do I start?
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Where do I start?
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I start with, I guess, just telling you lately where I've been personally, right?
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Where I've been personally the last few weeks has been challenged, emotionally challenged.
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You ever get in a situation or ever be doing something where for some reason you start questioning
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what you're doing?
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Let me just get right to it and say this is that part of what I do, you may or may not
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know what I often ask some of the people I interview, what's your superpower?
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And if you were to ask me that question in the context of you, the listener, mortgage
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professionals, I would say one of my superpowers is I definitely know how to help equip and
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accelerate the process of loan officers succeeding at a higher level and getting agent relationships
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and agent referrals.
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I also happen to have a good knowledge, working knowledge and experience level with succeeding
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on the digital front, right?
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So you've probably heard me talking about this concept of the hybrid loan officer over
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the past several weeks.
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And as I refresh on that, the hybrid loan officer is one who succeeds in the more traditional
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framework of relationships, referrals, referral partners, past clients and all that kind
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of stuff.
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But one who also leverages modern technology aimed at connecting with people digitally because
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let's face it, there is a healthy amount of consumer, of people, attention, people including
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realtors, referral partners, right, people who can send you business, a healthy amount
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of their attention on the digital platforms as well.
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So I serve both audiences.
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I help in both categories, as a matter of fact, I wrote a book that, you know, if you've
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not heard of it, it's called Disruptor Die, how to survive and thrive, the digital real
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estate shift.
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If you want to get that book, you can go to getdisruptordie.com.
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But back to my focus for here today, I would have I been struggling with, I've been struggling
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with, what do I really want to be known for?
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Where do I really want to make an impact?
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Who do I really want to help and how?
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And I've been struggling with because I've felt the pressure of what I, my superpower
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of helping loan officers succeed with real estate agents.
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I have felt that that isn't that sexy, that the more sexy avenue, the one that seems
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to be more attractive because this is what all the gurus are saying.
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This is what you see every day that you've got to be on video and you've got to do social
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media and you've got to be here and to see the TikTok dancers, you see the reels, you
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see, you know, fill in the blank, right?
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And you feel, how many of you can relate?
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You feel the pressure to be there, to do that, to show up, to be like some of the people
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you're seeing do what they do.
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And I myself have been promoting that message for quite a while, right, that you need to
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be on video and that, you know, all that stuff that goes with it.
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And I'm not saying that I don't agree that you need to have some level of presence online,
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Google reviews, for example, some type of a presence on social media.
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If only for the sake of differentiation.
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Now, if you heard my more and more recent podcast with Marcus Sheridan, which is how to use
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content marketing to ignite your business, you know, Marcus makes an excellent case for
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leveraging content marketing.
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And that, I asked him a question, I said, do you think you need to use video?
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Do you think you could be successful without video, in this case, as just an example video,
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right?
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And the answer was, yes, I think you can be successful without video.
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And he went on to explain that if maybe that, what that looks like is maybe you've got
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somebody who has another platform, maybe you have a podcast, maybe you have a blog, maybe
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you have, you know, some other type of media.
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But the rest of his answer was, if you don't today have some type of way, a medium platform
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to get in front of people, become known, connect, and engage, well, first of all, it's
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like hard to connect and engage with you.
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And then secondly, how do I differentiate you?
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And as my friend Kyle Draper posted recently, your competitive edge is your story, is you.
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And to show up and have a competitive edge, to share your story, to allow people to connect
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with you at some level, it takes showing up and, you know, and it takes having the courage
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to learn these new skills, to take on these new tools of, you know, the new, the modern
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media, if you will, on whatever medium.
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Now, what's, and I'm working through this with myself personally right now, real-time
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life.
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I feel like I'm torn, right?
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And I've had some people this week who've helped me with some conversations that have helped
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me kind of get back in the right focus for this.
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And so back to, you know, knowing that that's relevant and trying to identify where can
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I most serve people.
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And what is, what really works, you know, call myself the chief's truth teller for the
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podcast, right?
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Okay.
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So am I telling the truth?
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Have I been telling the truth?
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Let me just tell you the truth and, and how I've learned it both for myself and talking
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to you.
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Others interviewing hundreds of loan officers and, and here's the thing.
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I think we, the thing we've got to remember to do and maintain through this whole thing
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is we've got to remember to maintain our own true identity.
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What do I mean by that?
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I mean, if you're doing something just because somebody else is doing it, and yet it's
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not sitting right with you, if you don't believe it, and that's going to show up, you won't
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continue to do it first and foremost, and you probably won't do it that well.
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And then you'll stop doing it.
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And this brings me back to some conversations I've had this week with some, some people
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who I respect.
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And it also makes me think of the, the, the loan officers that I've interviewed and, and
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without fail of the top producing originators that I've interviewed and like I said, there's
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been a lot.
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80% of them at a minimum, if not more, have all had a more traditional foundation to how
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they've gotten to where they did in terms of volume and units.
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Like I, I think of my, my, my friend Michelle Odo, Michelle for your listening.
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So Michelle, last time I checked in 2020, she did $134 million.
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Pretty good producer?
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Yeah, I think so.
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And I ask these people when I interview them, what's your number one source of business?
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And by and large, the most common answer I get back is, what do you think?
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Real estate agents.
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The second most common answer I get is typically something like past client database marketing.
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And then the third answer, I'm seeing show up more frequently, but not to the same scale
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as percentage of business.
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But still showing up more frequently is social media, digital marketing.
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This is true for real estate agents that I talk to as well, right?
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And so what do you do?
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What do you do?
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Is it one over the other?
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Or is it both?
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Is it being a hybrid?
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And for me, the answer, well, the answer's got to be whatever it is for you personally,
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right?
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I mean, I think of conversations I had this week with a friend of mine, Ryan.
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Ryan Miracle, who's one of our board's marketing pro members.
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Ryan is going to make upwards of $400,000 this year.
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And his presence on social media is very little.
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In terms of the sources of business that he has, right?
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His number one source of business is real estate agents, relationships, right?
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And by the way, Ryan's a very smart digital marketer.
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I mean, the number one way that he gets in front of agents at scale is through teaching
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agent classes.
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My friend Michelle Odo as well, $134 million producer teaches agent classes, does agent events.
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I could give you a story after story after story, Shishank Shikar, my buddy who came to
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this country with literally less than $100 in this pocket, started getting his name
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his face out there by teaching agent classes.
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I think of Liz LaFore, somebody who I work with who came into the business with, right?
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Not a lot of agents, perhaps shortly thereafter by working with her, added over 30 agents
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as referral partners, closed well over 20 loans.
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As she said, it's by far the best way that she was able to get agent referrals, a matter
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of fact, just this past week, she reported in about a class that she did where she got
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in front of I think 36 realtors.
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I think of Kerry Cobb, who's only a year in to her mortgage business, brand new, started
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applying the old school tactic of teaching agent classes and has since been in front
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of hundreds of agents, has taken a quantum leak in her business and her production has
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grown in her confidence.
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By the way, none of these people are really chasing agents.
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What they do is they let the dust settle in the agents who really like the personality
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of the loan officer who like the value that's being given these agents then seek you out.
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They are attracted to you because they want more of what you're offering because it's
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different than rates and service, which is not a competitive advantage.
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Let me correct myself, service, let's take service.
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Service can be a competitive advantage, but no one actually knows if you fulfill on your
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promise of service until they engage in a transaction.
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Getting them to a transaction is the first step and sometimes the hardest step.
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If we're talking about getting better results from real estate agents, getting better agents,
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getting better quality referrals, being able to attract agents instead of chase agents,
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not necessarily cold calling unless you choose to, not dealing with lower quality agents
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than you want to, this concept I call reverse prospecting, then at some point that's going
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to take an in-person interaction in a lot of cases.
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Not always, even the folks that I've interviewed, my buddy Eric Braun, not your average lender
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who built his agent relationships initially over Instagram, but guess what he does?
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He moves those relationships to in-person meetings through his events, from his brewery
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events, and things like that, and if you're listening to Eric shout out to you.
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If I could, let me take you on just a quick little journey here for me.
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When I started as an originator, I was making three big mistakes.
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Mistake number one, I was pursuing agents non-stop.
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For some of you who are listening to this and you're like, I've done classes before,
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they didn't work out or, hey, I don't like agents or the agents are loyal or whatever story
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you want to come up with.
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I'm asking you to set that story aside for a moment.
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So back to what my problem was, I was consistently chasing agents, because I felt like, oh my
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God, if I'm not chasing and pursuing agents, how am I going to get referrals?
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That was some mistake number one.
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Number two was, when refinance booms happened, what do we do?
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We neglect the existing relationships we have.
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You guys know it's true, we've all done it, and then you've got to start all over again.
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Or what happens is, because you don't get clear on who you're willing to work with
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or want to work with, because you're willing to tolerate anything, right?
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You get what you tolerate in life.
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You have some bad experiences with realtors, somebody treats you poorly, and all of a sudden
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over time, like myself, you begin to develop a belief that says, you know what, screw agents,
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it's not worth it.
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I'm going to go run some Facebook ads.
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I'm going to go like, you know, create a YouTube channel.
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I'm going to go be the TikTok, L.O. whatever.
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Again, there's a hundred different ways for you to grow your mortgage business, okay?
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Figuratively speaking.
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You've got to get clear on what it is that you can do, and what are you willing to do?
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Two different things, okay?
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What I had was the challenge of spreading myself too thin.
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I started this business in 2003.
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I was giving it a box of business cards, and I was like, here you go.
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Go get yourself some realtor referrals, right?
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I had no system, right?
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And then ultimately what happens is you get all those mistakes I just mentioned, and then
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you get a bad case of what I call BSO.
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BSO.
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Anybody know what BSO is?
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It's bright, shiny object syndrome.
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Yes, that's right.
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Bright, shiny object syndrome.
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I know, I know, that's funny.
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So what happens with BSO is you try and implement too many things at once, right?
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You've got all these ideas.
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Here's what I find a lot of L.O.'s are caught in this trap.
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I want to do Facebook ads.
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I want to do Google ads.
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I want to go consumer direct, man.
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Financial professionals, divorce attorneys, social media, and content marketing.
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I want to do it all.
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So you're busy as hell.
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You're going to do it all, right?
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Here's the problem.
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Every idea you have that you want to implement is like a bridge.
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So if you could picture in your mind a bridge, you're looking at a bridge, and it's got
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two sides to it.
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On one side is where you are, and on the other side across that bridge is where you want
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to go, grow your business, get more referrals, whatever, make more money, right?
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So there's a bridge.
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These bright, shiny objects, all the ideas I just ran through, each one of those ideas
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is a bridge that you have to build, you have to implement, and don't even talk to me
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about, oh, I can outsource this or that or whatever, everything takes time and attention
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and focus.
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So what happens?
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Bright, shiny object, too many bridges, diluted focus, diluted effort, confusion, poor results,
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income rollercoaster, and burnout.
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Can I get a witness?
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Anybody been there?
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What I realized back in 2004, a year into the business, I have a HELOC out on my house,
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my wife said home with her first baby, and I need to pay the damn bills.
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What I realized was, I had to change, you know, Jim Roan, one of my favorite trainers
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of all, said in order for things to change, you have to change, can't change the seasons,
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can't change the weather, can't change you, can't change how you respond.
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Change I made was one bridge at a time.
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Why?
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I would focus.
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I would actually make real progress because I would be focusing.
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I would learn how to systematize that bridge, that initiative, at some point it would
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be systematized, and it would be, if I could automate it and delegate it, not always
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the case, but at least I needed a proven system, unlike chasing realtors, one Z2Z, you know,
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doing a class every three months or twice a year, whatever, that's not a system, right?
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That's a crapshoot.
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So only by focusing on one bridge at a time, could I achieve significant results with
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less stress, which would actually add more income stability to me?
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Because I was actually able to move the needle, you can't be great at 10 things at once.
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So for me, I made a conscious decision that I was going to focus on real estate agents.
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Let me explain why.
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Let me make a case for real estate agents, just like an attorney makes a case.
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I want to make a case for real estate agents.
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The 2020 NAR profile of home buyers and sellers reported that there were 5.6 million homes
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sold in 2020.
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Do you want to guess what percentage of those homes were purchased through a real estate
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agent?
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Anybody want to guess?
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In your head right now, what are you saying?
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Hmm, go on, go on, put your numbers in.
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All right, you can see, thanks for playing along.
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Guys, 89% of people, of 5.6 million people who bought a home in 2020, used a realtor to
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transact that purchase, okay?
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And by the way, that is a share that has steadily increased back in 2001, 69% of people
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used a realtor to purchase the home.
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That has been going up steadily year after year.
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Call it 90% of the people, 5 million people who buy a house, they're using real estate agent.
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That is what I call an oil well, an oil well that continues to feed you business.
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If the dynamics of the relationship are correct, if it's the right alignment for you between
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you and that real estate agent, that is why the bulk of the top producers that I've interviewed
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on my podcast, that is why 80% of them have realtors as a core component of their business.
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Now it may be at a little bit varying degrees for some or others, but by and large, that's
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been the core of their business.
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Even with digital marketing, social media, is that going to change?
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Maybe.
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But to what degree are realtors going away?
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No.
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Is the industry becoming fragmented?
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Yes.
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Are there more choices for consumers?
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Yes.
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Is there more confusion for consumers?
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Yes.
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Do they look at agents the need for agents in a different light than they did 10 years
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ago?
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Yes.
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But the data has proven that what they want at the moment of decision, at the moment of
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submitting an offer, we all know they don't need an agent to find a house.
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We all know they don't need an agent to like view homes online and all that, but they
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do need an agent to represent them to be their fiduciary, to be the guide and guide them
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along the way and help them navigate, which as we if so often say is the largest financial
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decision anyone will make in their life, folks, that's different than ordering an Uber.
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That's different than ordering DoorDash.
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Yes, you can 100% rely on technology and automation for a $10 transaction, not for a half
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a million transaction, right?
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That's why we still need people involved in this.
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That's why I put my initial primary focus on real estate agents is because I needed to
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make money fast.
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I needed to pay the bills and feed my kid, right?
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And I needed to get in front of as many agents as I possibly could.
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And I have found that the way to do that is to reach more agents in less time.
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What that means is not onesy-toozy, cool calling, not broker previews, randomly meeting agents,
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not open houses, not to say that you shouldn't do those activities.
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It depends where you are in your career.
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But most importantly is that your number one goal, if you are looking to grow your purchased
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money business, your purchase loans, and you want to do it efficiently, cost effectively,
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and you want to do it quickly, show me a better ROI if you're using a proper system for getting
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in front of 5.6 million home buyers.
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You want to run Facebook ads?
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Okay?
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Great.
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Run a Facebook ad.
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The average person who comes in via a Facebook ad, the online home buyer, right?
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Typically, if you're lucky, three months out.
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Most often, 6, 9, 12 months out from actually making a purchase.
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And it's not even so much that is the sifting and sorting that you often have to go through
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to even find the real buyers.
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Okay?
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Now, I'm not saying they don't have their place, they do.
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But I'm saying you better have the budget, you better have the right temperament, you
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better have the back end systems and automation, and the long-term focus to be able to survive
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that game, okay?
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So where does this leave us?
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It leaves us with why teaching agent classes?
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Let me summon up this way.
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It puts you in control with predictability.
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In front of, it's all math, get in front of 10, 20, 30 agents a month.
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You're already good at talking to them.
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I can help you get better.
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You're already good at reaching out to them.
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I can help you with your value proposition.
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If you simply let the law of large numbers work in your favor, law of large numbers, right?
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You'll increase your odds of winning and converting.
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So the agent classes work better than anything I've seen.
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I challenge anybody to convince me of something else.
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I would love to see it.
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You don't chase agents.
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It's reverse prospecting.
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I talk to you, elbows every single week, who tell me, yeah, I don't really chase agents
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anymore.
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They just come to me.
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It's the ones who want to work with me are going to seek me out.
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You can play that game if you're in front of enough agents at over a period of time,
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adding value and differentiating yourself.
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You can't necessarily play that game if you're showing up desperate, if you're showing
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up with your handout, if you're showing up with the same old lame script and pitch that
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most LLs pitch out there, great rates, great servers, try me out.
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How was your weekend?
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Got any buyers for me, right?
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A stronger value proposition is what a well-crafted agent class with the right topic.
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By the way, I'm not talking about CE classes per se.
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I'm not talking about FHA programs.
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I'm not talking about bond programs and down payment assistance.
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The latest hot DPA program that's coming out.
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Not talking about those.
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I'm talking about topics that help agents build their business that actually have to do
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with what they're focused on, which is how do I make more money in my business?
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How do I learn how to become a relevant, real estate agent because the agents are being
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disrupted too, and they want the help and they're not getting it from the broker in most
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cases, okay?
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So if we show up and say, great, you want to succeed with digital, you want to know
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how to do video, you want to have a better business plan, you want to fill in the blank,
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right?
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I can help you.
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I have the content.
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And all your only job is to show them the way, to point them in the right direction and
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be a messenger of good news.
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And that changes the game.
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That lowers the resistance.
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That increases the conversion.
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That levels up the impact you have with them.
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And of course with agent classes, scalability, you can reach more agents in less time, thus
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get to the agents that will actually work with you, right?
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How many more agents do you want to add to your roster right now?
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In this market, the likelihood is you might need more than you've traditionally had in the
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past because it's spread thin, because of the lack of inventory, because of all the extra
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agents that have come into the market, there's less pie to go around.
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And some of the bigger agents and the teams, they're taking bigger share of the pie.
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And if you want to get an audience with those bigger agents and teams, you need a better
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value proposition.
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And it's not going to be pay for my Zillolids, okay?
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The name of the game is conversations.
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How many conversations can you have with agents?
29:34
And with agent classes, we can do that at scale.
29:40
And I'd rather not reinvent the wheel.
29:41
I'd rather just what do other top producers do and how can I duplicate that and make
29:46
that my own?
29:47
That's called modeling, something I learned while I was at Tony Robbins.
29:51
But I'm looking at the list of my colleagues, Michelle Castle, Guild Mortgage, closing 300
29:55
loans.
29:56
She has done agent classes for years, okay?
30:00
It's a great top of funnel activity for her.
30:02
My buddy Chris Cogill from Movement Mortgage, it's his number one source of agent engagement.
30:07
Last year, he closed 102 loans for $20 million, all from teaching agent classes.
30:14
What's $20 million worth to you in income?
30:20
My buddy Andy Passmore, Security Federal Bank, three classes, 135 agents, 30 meetings, 12
30:26
referrals, a million dollars in loans.
30:33
So I don't think it's an argument of does teaching agent classes work.
30:36
I think it's a question of, will you apply this framework to your business?
30:42
Or will you be, you know, basically there's two types of L.O.'s, there's like, you know,
30:46
the hustler, Debbie the hustler, who keeps working aimlessly, you know, rollercoaster ride
30:52
up and down chasing, chasing, and then there's Judy, right?
30:55
She's all chilled out, income stability, peace of mind, agents seek her out and send
31:00
her referrals and remain loyal.
31:05
Again, what I've seen most often happen is people don't follow a proven system.
31:09
They shoot from the hip, they wing it, they throw something together, they think agents
31:14
are going to attend a class about FHA or Mortgage 101 or whatever, and they're not.
31:18
Well actually, they will, but not the right ones, and not enough of the ones.
31:24
And that, by the way, isn't differentiating enough, either for you, okay?
31:31
So I guess what I'm saying is, I'm a believer in both, and everything has its time and place.
31:44
And there's a lot of people talking about digital marketing and all that kind of stuff and
31:52
content marketing, and it is incredibly important.
31:56
And it depends where you're at with that, your desire, your aptitude, right?
32:02
Your capabilities, your willingness to want to take that on, your consistency of implementing
32:08
and putting out content on a consistent basis.
32:14
And knowing that's the long game, right?
32:19
And it's important for you to do to remain relevant.
32:23
And since I wrote a book, Disruptor Die, but I also, my number one passion or purpose
32:31
in life is to help L.O.'s succeed.
32:36
Having been in L.O. for 10 years, I know what it's like firsthand.
32:42
And I guess I'm showing up here today just to wear my heart on my sleeve and say that
32:50
I haven't done a good job of talking about what I do besides, you guys know me as interviewing
32:57
people.
32:58
That's cool.
32:59
That's great.
33:00
I get a lot of value out of that.
33:01
I hope you do too.
33:02
But what I really enjoy is working with L.O.'s to watch their life change, to watch their
33:10
business change, to see the lights go on.
33:16
And I'm not saying it's easy and I'm not saying it's flip a switch or it's a magic wand.
33:20
It's not.
33:23
I'm saying it's worth it.
33:27
And I'm saying of all the things I'm passionate about, that ranks at the top of the list for
33:34
the sole reason of that I've seen it work for years.
33:40
I've seen it work for all types of L.O.'s in all parts of the country.
33:45
If that loan officer is open-minded, if that loan officer shows up, rolls their sleeves
33:51
up, does the work and it's willing to be coachable and willing to adapt and learn and keep
33:58
going even when it ain't easy.
34:02
Because it's not.
34:05
I think that's part of the allure of the gurus with social media, digital marketing.
34:11
Is it all looks pretty easy?
34:14
It looks like, hey man, just grab a camera and record yourself.
34:16
You know what I mean?
34:17
Put yourself out there, doing the dance, I'm on vacation, whatever, live in large,
34:23
right?
34:26
I think social media is incredibly hard.
34:31
I think showing up and being you, finding your voice and putting yourself out there,
34:36
I think that's hard.
34:38
I think that takes time.
34:43
And I think it's important too.
34:46
But I also think it's, let me say this, it's harder than I thought.
34:52
What I thought might work, maybe it doesn't work as well as I hoped it does.
34:59
It's own learning, I'm evolving.
35:03
And I'm also, I guess, coming to you now, my listeners with an invitation.
35:12
We have a small group, some pretty cool people who subscribe to what I just laid out for
35:22
you in terms of having real estate agents be a primary focus.
35:28
They've bought into that and they've implemented the strategies that we provide for them over
35:35
the last, some of them, then we've been together for three, four years.
35:41
And we meet every week and we hold each other accountable, we collaborate, we talk about
35:49
what's working, what's not working.
35:53
We hold each other accountable on actually doing agent classes, be it over Zoom, some
35:59
do them over Zoom still, some do them in person, some are starting to do hybrids, some
36:03
are getting into live streaming.
36:06
But ultimately the takeaway is you're getting yourself in front of real estate agents.
36:13
And I'm in a place now, I've made some changes in my career that I can now open this up
36:22
to you more, more loan officers who are interested in going down this path together.
36:31
And if that's you, if you feel led to learn more about this, then let's talk.
36:38
Maybe there's a fit for you, I don't know.
36:41
But if you want to learn more, you can schedule a call with me.
36:48
You can go to this URL, myagentclass.com.
36:54
I'll put it in the show notes as well.
36:57
Myagentclass.com and grab a time on my calendar, let's see if I can help you.
37:08
That's it.
37:12
Hope you enjoyed this different episode.
37:15
I'd love to know what else you guys want to hear and learn from me.
37:20
We've got the podcast group for this, you know, in Facebook, we've got a podcast group
37:24
over there.
37:25
If you haven't joined yet, jump in there.
37:26
If you're listening to this, you're already in the podcast group, hey, let me know what
37:29
you thought of this episode.
37:31
And where else you need help?
37:33
Where do you need the most help?
37:37
I'll close out on this is, you know, whenever I ask people, people come into the podcast
37:42
groups, a matter of fact, there's a questionnaire you fill out.
37:46
What's your number one business challenge?
37:49
70% of the time?
37:52
I need more referrals.
37:53
I need more purchase business.
37:57
I need to get better with real estate agents.
37:58
I've got some lousy agents.
38:00
I've got not enough agents.
38:02
My agent's retired.
38:03
My agent's sleeping with my lender, right, whatever.
38:08
It's one of those things that just is going to remain a constant.
38:11
If you've agreed that real estate agents should be a pillar of your business and you just
38:17
want a more efficient means of getting better results from those real estate agents, while
38:24
in conjunction with that, learning the modern marketing skills of a hybrid loan officer,
38:31
which we also talk about on those weekly calls.
38:35
You know, Liz, she's got a YouTube channel that she's grown.
38:37
She's already gotten deals off her YouTube channel.
38:40
Other Liz, Liz Reese, she's got an Instagram presence that she's doing well with and she's
38:45
getting deals from Instagram.
38:46
Janelle, she goes Facebook live every single week and she highlights a local business.
38:52
It's called Love Where You Live.
38:53
And she gets leads and deals from her live streams.
38:58
The list goes on and on.
38:59
Ryan, the other gentleman I talked about before, he's one of our class superstars when he
39:03
teaches his classes virtually.
39:05
He's getting in front of 100 agents out of time.
39:09
And by the way, it's not about the number, it's not about 100.
39:12
It's really better to have 20 or 30, right?
39:15
But anyway, those are some of the people that are in this small elite group that we have
39:20
and it might be right for you, I don't know.
39:23
But go to myaginclass.com, grab a time on my calendar and let's see if it is.
39:30
All right, that's it for this one.
39:33
I'll see you guys on the next one.
39:34
I appreciate you very much.
39:37
Go out there and make something magical happen.
39:39
Bye for now.
39:47
Hey guys, what's up?
39:48
Real quick.
39:49
You've heard about the mortgage marketing pro membership before and I just want to quickly
39:51
remind you of that you're in a place in your business where you simply need more purchase
39:56
loans.
39:57
You need to fill your pipeline with purchase business.
39:59
Let's just face it, agents are still a solid pillar of business and sources of purchase
40:03
business for you.
40:05
Well, good news.
40:06
Our mortgage marketing pro membership helps loan officers like you close more loans
40:10
without the hassle of chasing agents or cold calling.
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automates the entire process for you, everything you need to build your personal brand in your
40:23
local market, attract and convert agents into referral partners.
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Plus done for you proven marketing materials and plug and play content to make promoting
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your class, getting agents, butts and seeds, partnering with affiliates, real easy, but
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that's not all.
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You'll also get access to our weekly mastermind calls with top LOs, authors, speakers and
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41:02
in the last 12 months.
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fast start in reaching actually productive agents.
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So what are you waiting for?
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