Latest / Mortgage Marketing Radio / Your Backstage Pass to Listen In On a VIP Private Group Coaching Call with Michelle Castle

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Your Backstage Pass to Listen In On a VIP Private Group Coaching Call with Michelle Castle · Mortgage Marketing Radio

0:00
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1:03
Hey, listeners.
1:10
It's Jeff Zimfer.
1:11
Of course it is.
1:12
Thanks for tuning in to another episode of mortgage marketing radio podcast.
1:14
I'm so glad you're here.
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And we're going to get ready into it on this one because I'm sharing with you an inside
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look.
1:21
We're peeling back the curtain.
1:22
I'm taking you behind the scenes, behind the velvet rope, VIP backstage pass into a conversation
1:29
that we had recently with a small group, my VIP loan officer group, where we get together
1:37
every single week and we have some small group coaching calls.
1:41
And we also oftentimes bring in a special guest to do a deep dive on a particular topic.
1:46
And this recording you're going to hear was from a recent conversation we had in that
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small exclusive private group of elite loan officers.
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And we brought my special guest, Michelle Castle to the conversation who is a rock star
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loan officer and human being out of Sherman, Texas who has already exceeded over 300 loans
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funded this year, year to date, 2020.
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And we have deep dive about how she gets real estate agent engagement.
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I know it's not sexy bright, shiny object, Facebook ads, digital marketing and all that.
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Although we do talk about that because I'm going to start using a new term.
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It's called hybrid loan officer, right, or hybrid mortgage professional.
2:29
You may have heard it before, but what I'm referring to there is the intelligent loan officer
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who recognizes the value of combining the online with offline.
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And that is the community that I speak to.
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And if you are listening to me, you're probably a believer in that same approach to your business,
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which is we leverage the online to drive offline conversations and vice versa.
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And of course, one of the ways that I primarily do that is leading with an educational platform,
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pouring into real estate agents by teaching classes, virtually an in person.
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Michelle Castle just happens to be a huge advocate of that as well.
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In addition to having a private Facebook group of real estate agents that she has,
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I don't know, over 300 agents in there right now.
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And so she gets significant engagement and business from her Facebook group, from her series
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of classes and so forth that you're going to hear about.
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And so look at if you find this intriguing, this conversation or the concept of combining
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the online and offline, being a hybrid loan officer, leveraging an educational platform
3:32
to build some brand awareness, attract agents instead of chase, never cold call again,
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have a predictable system for building your agent referrals every single month like clockwork.
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And you want to learn more, hey, go check out the short video I put up over at mortgagemarketing.pro.
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Mortgagemarketing.pro, you can check that out and that will give you some more details.
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But just know that this conversation you're hearing today is a glimpse, a look inside,
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as I said, to one of the many member benefits that you get with a deep dive with special
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elite guests like Michelle, only for our small group, that means once a week.
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So, and of course, if you got more questions reach out to me, you know how to reach me
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on the Facebook's or email me podcast at Mortgagemarketing Radio.
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So that's it without further ado, let's get into this week's special behind the scenes,
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private recording.
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Let's go.
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Without further ado, let's welcome our special guest, Michelle Castle.
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Hooray!
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Hi!
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Thank you for being here.
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So I want you guys to feel very free to ask any questions as we go.
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Stop me.
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I want this to be very interactive.
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I'm going to share some screens and just kind of talk through what I've been doing for the past,
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really nine years to stay connected to people.
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Because when it's all said and done, mortgage loans is the product.
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My service is the product, but really we're still in a people business and people can do,
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they can go buy my product anywhere, what they can't do is buy me.
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So people choose to do business with me and so social has been a big part of that connection
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piece for me.
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And let me set this up for the audience by the way, just real quick, because you and I kind
5:20
of touched on this before the today's call is that most of you here should have heard
5:24
the podcast that I did with Michelle already.
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So I don't want this to be a duplicate of that, right?
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You know that she pivoted her business a while back and led with educational classes
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and is doing them on Zoom now.
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So I want you guys to have your questions to ask for sure.
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My focus to Michelle knows this is I want to spend, well, you guys are going to drive
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the call, but I also want to make sure that we cover how she's leveraging her private
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Facebook group of realtors, because if I'm correct, Michelle, you have over 400 in there.
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And the private, yeah, I think that I think somebody on your team, that's what somebody
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told me.
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Yeah, I think that that's right.
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I hadn't looked at the it's not about the numbers anyways, but anyway, you're leveraging
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that obviously in a very successful, engaging way.
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So I don't want to do the talking.
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I want you all here, our members, you guys are never a quiet bunch.
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So I want you to, if you've got a question, put it in the chat, because I want to queue
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it up.
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And then I'll unmute you so we can have a deeper dialogue as Michelle answers that question.
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So whatever your questions are for Michelle, put them in.
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And then as the questions come in, Michelle, I'll feed them to you, but go ahead and know
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you had some content you wanted to share.
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Yeah.
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Yeah.
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So the big thing for me, like Jebel's talking about, I shifted my business to education.
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I like educating and knowledge is power.
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As an example yesterday, I was reminding the agents of the importance of educating
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their clients on tax statements for Texas tax statements are coming out this time of year.
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But what does that really mean?
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And what do they need to do to engage in their client database?
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That's the education piece of what I bring.
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That's the value that are bringing to the real estate agents on an ongoing basis.
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But what I tried to put together two years ago was leveraging that education so that I
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had an audience that stayed with me for segments.
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So classed segments, because we all know that a relationship is built over time.
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And if I can catch their attention and educate them over a period of time, then I could
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earn that trust with them.
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And build a relationship.
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And then they see me as someone in authority when I'm teaching those classes.
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So how was I able to connect to all of these agents, where I created a private Facebook
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group?
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And that's how I'm able to feed education to them as we go, but also promote the events
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that I have available to teach them how to run their business like a business.
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Teach them the different loan products that are available.
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Teach them how and when to communicate to their database.
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How to build a database.
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All of the things that they're not to.
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Yeah.
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And let's go people with your questions.
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So how do you teach them, though?
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I want to get real specific in terms of how you show up in the group.
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How do you impart that information to them?
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I'm going to actually share screen just because I think the easiest way for me to show
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it is for you to actually see it and explain what I do and why I do and how I do it.
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Is that work?
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100%.
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Love it.
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Okay.
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Let's do it that way.
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We're all visual.
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We want to see it.
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All right.
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Absolutely.
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So and I'm still you guys have to know I with Facebook and any any other platform that
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you're using because they change the rules and the algorithms change and people change
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and their behaviors change.
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I'm constantly having to change up what I'm doing in this group and I'll just give you
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in some examples and just a little bit.
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So what I'm going to go over with you guys what it works for me take and pick what you
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want to try to use for yourself and then just know and understand you've got to change
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with the times you got to change with the rules and the algorithms put in place.
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But this is this is my group right here.
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Texas.
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I'm in North Texas.
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So Texas and Oklahoma is right here together in Texas, almost just kind of what we we call
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our community.
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And so I have this specifically called Texas, because I wanted it to be more of a close
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net group.
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That doesn't mean that people from other parts of the state and other parts of the country
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aren't in the group.
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But that's my focus.
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My focus is community because I am community.
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So I say that to for you guys and you can do it however you want to do it.
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But I think that it's really important that you know and understand your target audience.
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And for me, my target audience is my small community real estate agents.
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And then others that end up in the group, that's great, but that doesn't that I mean I'm
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not excluding them.
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But I'm speaking to my so do you have like small business owners for example in there?
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So this is all realtors and it's exclusively realtors exclusively realtors.
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Okay.
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Got it.
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And I have been very careful not to even allow other affiliates in here.
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What about your partner affiliates people you go to team for title aspect now?
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No.
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And I've gone back and forth about that because I don't want this to be this is all about
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education and inspiration and really providing them a safe place to go to exchange information
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and for me to educate them.
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I think that's a good point by the way safe place to know that they're all like you know
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and I mean just realtors and it's a different conversation if they then if you have business
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owners or insurance people in there and all that stuff it's a different vibe.
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So I love that you said safe place that can kind of be themselves.
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And I make sure that everybody is where this is a secret group which to Facebook means
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that the only people that can see the comments the only people who can see that the group
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is even available or people that are invited and people that I allow into the group.
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And whatever comments are shared in this group does not get seen by anybody outside the
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group.
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Okay.
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Awesome.
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And it's not Snapchat chat they but you know neither a Snapchat you know you just do a screenshot.
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Sure.
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Sure.
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But you see right here I have three people that want to join this group they're not realtors.
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And so I just I need to sit in there I need to send them a message and just let them know
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this is a private group but this is this is the owner of a sign company and this let
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me ask you this while I'll take it a bit looks like you have questions for the group
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as well before they can come in I sure do I have the rules and I have the questions for
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the group.
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So my questions are I can't ever remember how I set that up I didn't I did that not
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long ago and listen there's a lot of grace flowing here because all this is on the spot
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and this isn't you're you're not a professional Facebook group runner you know so I get it
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you've got let me just ask you this what are you trying to accomplish with the questions
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what do you find the purpose for those questions just was to make it clear that it this was
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a real to a group so my one of my first questions is are you a licensed real estate in the
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state in Texas.
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Okay.
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So by the way do you have a policy on if they don't answer the questions do you usually
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message them and say hey you need to answer these questions.
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I haven't had them not answer the questions but I have those three pending requests that
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I need to get back to them and let them know why I haven't let them in the group.
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Yep.
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Okay.
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And to build the audience in that group let me go back to I've got to go back to that
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go to discussion discussion that's right.
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The I to build the audience of the group every so often I'll post something in here to
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remind them that you're fine too fast.
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Well no I'm specifically looking for some.
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Okay.
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Well first of all it looks like you're how active how often are you in the group.
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Okay well let's just that's why I could slow down this the the scams that it looks it
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looks fairly often.
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Once a week three times a week my goal is once a day once a day okay.
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But this is a great example of how this is used you see that.
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Who has a really good make ready house cleaner you talk is that like for listings or something
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that a real estate agent posted that in there I don't know what's okay.
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That's how they use this group this is their go to for all of this information right they're
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asking questions help who do you know how do you do this what is that go back to virtual
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lending why I want to see what that is virtual lending is that a class you're doing.
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That's a class that I just did last the early of this week yes.
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What is what is that all about virtual lending.
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So in that class we just talked about the really the age of the industry and how much
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it's accelerated in the last six months in the digital world.
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In that you do over zoom zoom dock you sign the appraisal process is even changed we've
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got some more changes coming down the pipe from Freddie Mac which I'm sure Fanny will
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follow where we're using drones and MLS pictures instead of in in sped in property inspections
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and just all of the changes is what we went over.
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Let's pause right there so that is your promo piece basically for the class you were doing.
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Correct those classes that I'm doing I'm promoting them on Facebook.
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I created the event in event bright and have event bright tied to Facebook so they can click
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on the link by their tickets and I'm doing these classes on zoom and in person at the same time.
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All right explain that what does that mean zoom and in person at the same time.
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I'm doing a zoom call where they can attend and get their CE credits by zoom.
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But I also have a live audience I'm doing the class in front of like in a conference room or something.
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Yeah the real I do these at the realtor association their sponsor bar realtor association.
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So in Texas the social distancing that's kind of gone away now people are showing up.
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Yeah they are.
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It's okay having them one of our members Kenny did it in Florida yet 16 agents show up.
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Yeah yeah so last week was our first one and there were three people in this week there were six.
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And the way the room's just set up is there's just a lot of distance in between and you know nobody's
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grouping together and having conversations and shaking hands.
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Who here would like to know Michelle's promotion strategy for classes be it in person or live.
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Okay Janine would like to know this okay all right I would got some hands.
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Okay so take me through you know how you get butts and seats.
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Okay well number one I do these like I said in series so that the momentum builds over time right.
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So if I I'm promoting this journey to success and I go ahead and put out there.
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Pardon type of I go ahead and put out there what I'm doing on each day for the eight week series.
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So this is a flyer.
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So this is a flyer that gets promoted digitally.
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And when I say digitally I'm doing bomb bomb videos and getting the information out into all of my real estate agents
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through bomb bomb and because I'm providing this virtual anybody anywhere can attend these classes.
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All right let me let me you know my style whenever so you're putting a link in the bomb bomb to register for the class.
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Putting a link in the bomb bomb to the event right to register for the class.
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And this you're involved with your realtor association are they helping you promote this.
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This it goes out in their newsletter yes does okay.
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Are you are you printing any fires.
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I am not okay.
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And then I have the so the flyer goes out several weeks in advance by email through bomb bomb video with bomb
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videos for several weeks in advance once a week on Fridays.
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That's but my my real terms of use to I communicate with them on Friday through bomb bomb every single week.
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So they know what's coming up and I think consistency is key.
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When you say you communicate every Friday on bomb bomb is that related to the classes or something else.
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Anything I have to share.
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I am always educating on something on Fridays through bomb bomb to the realtor.
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So that's not your status update so that's an educational piece.
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That's educational piece.
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Okay got it.
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And most of the time my educational pieces are more tied to hey this is a great conversation for you to be having with your customers next week.
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This is what the conversation sounds like.
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Please reach out to your customers and have this conversation if you have any questions on how to have this conversation call me.
18:56
Any idea what would be an example of like those like those tax statements this Friday being today.
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I've already reported the video.
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I just explained to the cut to the agents a listen every one of your customers.
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If they own a home they're about to get a property tax statement.
19:14
Which means that they have an escrow account and really need to be paying attention to how much your taxes might have changed this year.
19:20
And if their taxes have changed this is the conversation you need to have with them in regards to how that change might affect their mortgage payment.
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They need to pay attention now and either write a check or be ready for an increase in their payment when escrow are analyzed in February.
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And then I show them how to calculate that the payment increase.
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And then I always put the content of the video down below the bomb bomb video just in case they only click on and listen to two seconds of my video.
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They still get the information.
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Well, like a PDF or something.
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No, I just just content.
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Oh, a tight text.
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OK, got it.
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OK, let's see if they prefer to read.
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Yeah, because because not everybody clicks that animated gif over.
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Right.
20:05
Exactly.
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Or they'll click on and click off or they'll click on and have the silent on zero.
20:09
I mean, the audio yeah.
20:12
So you're doing a series.
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Obviously you're giving CE credits for that for this.
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These, of course, you've gotten these classes approved by your state to do that.
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When somebody registers for this series, it's a one time in the registered for the whole thing.
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They can they can register for all the classes or just one.
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They can pick and choose or they can register for all all at the same time.
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OK, and if they're doing it for CE, of course, by law, I have to charge.
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So they go ahead and pay while they register.
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If they're attending the class just for the content, then it's free.
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Meaning if they don't want CE credits.
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Correct.
20:54
All right, so Liz Rhys asks a question, how long is each class?
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One hour.
21:00
OK, is it just you all the time or?
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Yes.
21:04
OK.
21:05
But let me tell you one, well, I say that this series will be me the entire time.
21:09
But let me tell you something that's super popular.
21:12
As having your title companies come in and explain how to read a title commitment.
21:19
And then the other series that is super popular is having an appraiser come in
21:23
and explain how they do their grids.
21:29
They're grids.
21:30
OK, lost me on that one.
21:32
Well, they're comfortable.
21:33
They're sales comfortable.
21:34
Oh, comps.
21:35
Does it text us you home grids or what?
21:37
Yeah, well, I'm old school.
21:39
So some of the stuff I kill, well, you're old school too.
21:42
But yeah, yeah, yeah.
21:43
Yeah, it's been the grids for me for a long time.
21:46
OK, all right, so finally, people are greasing their question muscles here.
21:51
So Liz, the four, do you teach these inside your group or totally separate?
21:57
I teach them separate promote in the group.
22:01
But we talked earlier.
22:02
I don't know if Liz is asking the question on mutual self, if you want, Liz.
22:06
Streaming, are you streaming these inside your group?
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I haven't been so what I've been doing is I have been recording them
22:15
and uploading them onto my YouTube.
22:17
So on my YouTube channel, I have a whole playlist of all of these classes.
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What does that mean?
22:24
A recording of you teaching them?
22:26
Yes.
22:26
OK, I can do it.
22:28
I have my own playlist of all of the recordings of all of the classes that I've taught.
22:33
So if they missed it, of course, they can't get CE credit because they weren't present.
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They can still get the content.
22:42
And I provide and post the link to the classes in the group.
22:46
And I also email it out.
22:48
So you're not reposting the session in the Facebook group.
22:52
It's going on YouTube.
22:53
Correct.
22:55
Now, one thing that I'm considering that will be totally different this year,
23:00
I mean, for spring, I'm considering doing stream yard in the group
23:05
and posting homework assignments as units in the group
23:09
and making it more of an education platform that's interactive.
23:13
Mm-hmm.
23:14
Yeah.
23:15
I think that's my next level for spring of next year.
23:18
Yeah.
23:19
Because every year, I mean, every, I do this in the spring and I do it in the fall.
23:23
And I try to next level each time I do it.
23:26
Next level this time was to provide the classes in person and virtual at the same time,
23:31
which is presented its own challenges because I have my camera for the streaming.
23:38
And then I have my camera for the recording plus I have my audience in person
23:43
and I have an audience on screen.
23:45
So it's four different devices that I'm trying to make sure I engage and talk to you.
23:50
Right.
23:51
That's challenging.
23:52
Yeah.
23:53
Mm-hmm.
23:54
I would not attempt that if you've not done these classes before.
23:58
Right.
23:59
All right.
24:00
Let's keep going rapid fire.
24:01
By the way, we're seeing your desktop right now.
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So I don't know if you want to.
24:04
Yeah.
24:05
I was trying to figure out how to get back to my, um, here we go.
24:09
Okay.
24:10
All right.
24:11
So I promote.
24:12
So to answer your question, I promote it here.
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You see the, the, the length event right right here.
24:17
So they can click to the event right in it'll show on the whole series and they can sign
24:21
up power over.
24:22
They choose to sign up.
24:23
Here they are.
24:24
See.
24:25
Mm-hmm.
24:26
So click, click one of those classes because I have, this is for me and we, I know we've
24:32
gone back and forth in the group a little bit on event bright because when we're doing
24:36
in person, we use the event bright like crazy, um, and this is more of a technical question.
24:40
So, and of course, I've not prepped you for this, um, but if you're doing it over Zoom,
24:46
uh, do you have any, do you have the integration setup with event bright in Zoom or how are
24:50
you getting them to zoom link?
24:52
No.
24:53
The zoom link comes to them.
24:55
I'm trying to think how did we do that we, we give them the link when they do the confirmation
25:00
that get the link and I think it puts it on their calendar then.
25:04
Yeah.
25:05
That brain, brain disease in my office and she's, she's done the reservation this way.
25:10
So the confirmation has the Zoom link when it adds it to your calendar.
25:15
Yeah.
25:16
So.
25:17
Let's say, let's see, let's just do that.
25:18
I get what you're saying is you, you, you have an automated responder that goes out of event
25:22
bright that, that confirms their reservation and in there you have the Zoom link.
25:26
Yeah.
25:27
My concern, if you will, and we're just talking this out real time here with that is that's
25:32
another link to click, they're not, they're not technically reserved on Zoom unless they
25:37
click that link.
25:39
They're, they're not unless you have an integration built up.
25:44
Okay.
25:45
All right.
25:46
Okay.
25:47
There's.
25:48
There's.
25:49
There's a bit of advice is to integrate.
25:50
Yeah.
25:51
And that's not, that's not our conversation here, right?
25:52
You and I can grab an offline.
25:54
But in, in my case, in a lot of cases, what I'm doing is taking event, if it's a virtual
25:58
class only, I'm taking event bright out of the loop for that reason, primarily.
26:03
And then going just to event right here, going straight to Zoom.
26:07
Okay.
26:08
All right.
26:09
There you go.
26:10
Now, I, you know, this is again, just kind of a personal preference, but I'm thinking
26:13
from the consumers, right, standpoint, it's like they still don't have the link.
26:18
It's in that email.
26:19
They have to see it.
26:20
Now they have to click it.
26:21
I mean, do you care?
26:22
Do you like to see the reservations on Zoom?
26:24
How many people have actually reserved on Zoom?
26:26
I don't, I don't care about reservations.
26:28
I'm going to show up the same regardless.
26:30
Oh, look at that.
26:31
That's a power play there, people.
26:33
It doesn't matter if it's two or, or 20.
26:37
Let me ask while I got the group here, how many of you want to be able to see how many
26:40
people have reserved on Zoom by a show of hands?
26:44
Come on.
26:45
I can't see the camera.
26:46
Here we go.
26:47
Hold them up high.
26:48
So Jonathan doesn't care.
26:50
Carrie wants to see it.
26:51
Janine, yes.
26:54
Would you say Liz Reese?
26:56
Yes.
26:57
She didn't care.
26:58
And by the way, guys, I'm asking this question because it's relevant to this other stuff
27:02
that I'm building out with all the automation and reminders in jazz.
27:05
So it's good for me to know this.
27:06
Why do you think that it matters?
27:09
Well, do you want to pull reports on who attended?
27:12
I want to pull reports after the fact, yes.
27:14
Right.
27:15
So how do you do that if they, if you don't have everybody reserved on Zoom?
27:19
Well.
27:20
Eventbrite?
27:21
Well, my accountability has just been the recording.
27:26
I mean, I have everybody on the Zoom call because this is for CE anyway.
27:30
They have to sign in with all of their CE, you know, with all of their information or
27:34
email.
27:35
Yeah.
27:36
But the follow-up system itself, I've been using Eventbrite to cancel them, to put them
27:43
our CRN and do my follow-up afterwards.
27:45
Because at the end of the day, you and I've talked about this, this is my, this is my casting
27:50
the net.
27:51
Yes.
27:52
And for real-to-relationships, this is how I build relationships and determine who might
27:58
be a good fit for me to do this within the future.
28:01
All right.
28:02
I love that.
28:03
I love that transition.
28:04
I've got to kind of play ringleader here and control this because we're limited time
28:07
here.
28:08
So thank you for the technical conversation.
28:10
If you want to get together, you and me afterwards the dive deeper on that, we will.
28:12
I'll tell you some of the stuff I'm doing.
28:14
Anyway, members, thank you for chiming in.
28:16
But you said this is your wide net strategy to decide who's worth working with or not.
28:22
I want to talk about that.
28:24
How do you use this?
28:25
How do you vet them out?
28:26
How do you go from wide to narrow?
28:28
So once I have them attending, and I typically, at the end of every class, I make sure that
28:37
they know how to reach out to me for a one-on-one coaching session.
28:41
Which is how?
28:42
I just give them my calendar link.
28:45
Got it.
28:46
And I have a coaching session specifically for that.
28:48
And it's either business strategy or marketing strategy, and they can pick from one of
28:52
the two.
28:53
Is it 30 minutes or?
28:54
30 minutes.
28:55
30 minutes, okay.
28:57
So if they are a good fit for me, then they're going to want to take it to the next level
29:02
and talk business and marketing strategy by the second session that we do together.
29:07
Now if I find someone in the class and I look them up, because let's face it, we all
29:12
stalk each other, right?
29:14
And so if I stalk that person and I know what their business is like, and I think from
29:19
a personality standpoint that they would be a good fit, then I'll reach out to them
29:23
and start that conversation.
29:26
But I, for me, what's super important is someone who is okay with working with my team and
29:31
does not have to work with me one-on-one.
29:34
Because they're not going to get me one-on-one.
29:36
The agent will get me one-on-one whenever it counts to coaching and business strategies
29:41
and all of that.
29:42
But I'm not going to be the one that they're talking to to structure a contract.
29:46
I'm not going to be the one that they're talking to whenever they need to, you know, go
29:52
over a pre-approval, it's going to be my team.
29:54
So anyone working with me has to be comfortable with working with my team.
30:00
Part of that, though, my job as a team leader is for people to love and trust my team, which
30:08
means I got to let them get to know my team.
30:10
So, and that usually, I mean, that starts, again, remember this, I've been focusing on
30:16
my community of realtors who can come into my office and see how my systems and my processes
30:23
work.
30:24
Because we're very relational, but we also are very systematic in the way we do our transactions
30:31
from lead to, you know, following up for years for now.
30:35
Yeah.
30:36
All right.
30:37
As far as questions, let me jump back into some of the questions we're getting here.
30:40
Liz was asking the question about your YouTube videos.
30:44
Are you editing those or just directly uploading those?
30:48
So I am downloading them to or uploading them into we doing a little bit of editing only
30:54
to take out any, you know, extra and then uploading them straight to YouTube.
30:59
So I'm not saying we're talking about we video.
31:01
Uh-huh.
31:02
Yeah.
31:03
Are you editing front and back end at all or just leaving it as is?
31:05
No fancy intros or nothing?
31:07
We started putting some intros in.
31:09
You did.
31:10
Okay.
31:11
Just because a little more polished.
31:12
Well, that in my compliance department.
31:14
Oh, that's right.
31:15
Let's not forget them, little disclaimers, right?
31:17
Yeah.
31:18
Yeah.
31:19
If you're going to start, I mean, if you start doing stuff like this, your compliance
31:22
department's going to notice and you better have your compliance department.
31:25
Yeah.
31:26
Um, another question from, uh, from Liz, uh, she gets the award for a champion questions.
31:31
Woo.
31:32
Most questions asked so far, especially gift coming your way, um, prior to your team,
31:38
you didn't have a big team.
31:39
You didn't, you know what I mean?
31:40
What would be your process of moving, right, driving the conversations and moving agents
31:44
forward or not?
31:45
Would you take them and have a one, like you said, you're doing the coaching call one on
31:49
one.
31:50
You're, you're still doing the one on one.
31:51
You still the same thing.
31:52
Even if you're an individual, you still, you guys, let's just face it.
31:56
Realtors in most realtors do in one year, what you do in one month transactions, transactions.
32:05
So don't, don't discount what you can bring to the table and helping people come up with
32:11
ways to be more organized in their business, um, how to better understand the mortgage
32:16
process.
32:17
So they can sell better, how to understand whenever they're looking at properties, what
32:22
will and will not work.
32:23
I mean, like just don't discount.
32:25
You don't need a big team to be coaching your agents and they need that now more than
32:31
ever because times are changing.
32:33
And I think we do a better job of staying on top of those changes.
32:36
So I would still have one on ones, regardless of the size and make sure they're good fit
32:42
for you personality wise.
32:45
So you have the one on one and then you do what, put them in a group, put them in the
32:50
group.
32:51
Um, as far as for follow up, yeah, what's next step one on one with them?
32:56
And it looks like it's going to be a good fit.
32:58
I rate my agents agency.
33:01
So if it's an agent that I've never done business with before, but I think it's super cool.
33:05
And I'll put them in a C group and we'll be staying in touch with them.
33:08
Of course, I've got my drip campaigns built out.
33:11
I'll be following up with them once a week with the drip campaign emails, but they'll
33:15
also get my video once a, once a week with some kind of tips and tricks.
33:20
So they're going to get used to seeing my face.
33:22
I'm going to put them in this Facebook group.
33:24
So then again, they see who I am and what I have to offer.
33:28
And then they are also going to get a phone call.
33:30
I mean, we check in with our agents and go over any of the referrals they've sent
33:34
our way or just check in on them once week.
33:37
And for us, it's Tuesdays.
33:38
Tuesdays is our check in with our agents.
33:41
So you mentioned that is if you haven't worked with an agent before, you think they're cool.
33:45
They're a C player.
33:47
How do they get to B and A?
33:50
But the number of transactions they send to me or whenever I do their personal business
33:55
and they send me business.
33:57
Okay.
33:58
I mean, so many of my realtors, I do their personal loan.
34:02
So I mean, they're automatically here if I only do one transaction with them here.
34:09
So they come out of a class, some schedule one on one, some don't, right?
34:14
Correct.
34:15
They're still going to go in my CRM, but I'm not going to love on them the same as someone
34:19
who is not trying to connect with me.
34:24
And what's the goal of that one on one call really after you're one of your classes?
34:29
Listen to how they're running their business right now and find ways that you can support
34:33
them.
34:35
What are you most often here when you're, you know, most often times, number one, they
34:41
don't know how to market.
34:43
But wait, let me just pause for a second.
34:45
Does that sound surprising to anybody?
34:48
Because I think there's a big perception, at least maybe not this group, because we're
34:52
all like rock stars, but I think there's a big perception of loan officers like of, well,
34:58
what am I going to teach an agent?
34:59
They get a lot of training.
35:00
We got Tom Ferry.
35:01
We got like all this stuff.
35:04
That's not your experience Michelle.
35:05
No, it's not.
35:07
Most of them are insecure about how to market.
35:10
Most of them are insecure about like if you asked them, hey, which are three pillars of
35:14
business?
35:15
Where do you get business from?
35:17
Who's your ideal client?
35:18
I don't know.
35:20
I don't know.
35:21
That's a good question right there, people.
35:24
That's a writer downer.
35:26
That's your three pillars of business, right?
35:28
What's your main sources of business?
35:30
Who's your ideal client?
35:31
I know I've asked that question a hundred times.
35:33
It's like, yeah, and who, you know, what do you do?
35:36
I sell real estate, right?
35:37
No, you don't.
35:38
You don't.
35:39
Wrong answer.
35:40
Well, in my question to them is, do you like buyers or sellers?
35:44
What age group do you like?
35:45
What type of homes do you like?
35:47
Do you like rural property or do you like houses in town?
35:49
Do you like new construction or do you like old?
35:52
Like all, I mean, there's just, you just ask a lot of questions and listen to answers.
35:57
And then once, and then once you've got, you know, that conversation, you've got some
36:01
questions you've taken notes, is there a different, yeah, then at that point, hey, this is
36:08
awesome.
36:09
Great information.
36:10
Give me some time to put all of this together.
36:11
And let's reschedule for you to come back in and I'm going to try to find some ways
36:14
for to help support your business, specifically tailored to what your needs are.
36:19
And any examples of what that's looked like in the past, like somebody says, Oh, Facebook,
36:23
I need help with that.
36:24
So you're bringing ideas about Facebook or whatever they said.
36:27
Right.
36:28
Then it's a matter of really looking, what are they doing right now?
36:31
And what is one or two things that you can implement in your social, in your social
36:35
game to move the needle?
36:37
I always just tell people, listen, it's just, if you just, if you do one new thing a week
36:43
in a year, that's 52 new things, right?
36:45
I can't give you a list of 20 things to do right now because it's not realistic.
36:50
But if you just learn one new thing, so, hey, okay, what day, what's one day a week,
36:55
you think you can post consistently?
36:58
And what is your message going to be?
37:00
And who is your audience?
37:02
And let's just create that one post.
37:05
And then you get really good at that one post.
37:07
And then we can talk about adding a second post.
37:09
And then we can talk about the engagement that you need to do whenever you're on it.
37:13
But it's just a step by step process, but first you got to find out what their struggles
37:17
and what their biggest frustrations are.
37:19
And then you can figure out how to help them.
37:21
For some folks, it's been a matter of connecting them with a, with a company that will do a lot
37:26
of their posts for them so they can, they consistently have the post and all they have
37:30
to do is watch for the engagement.
37:32
Because let's just face it, not everybody is content creators.
37:36
And if you aren't comfortable creating good content, then hire it out.
37:40
And it's not that expensive.
37:42
So, you know, those are some of the, those are some of the strategies that I've had with
37:47
these, with the agents.
37:49
Sometimes it's a matter of how many, what, what are you going to make this year?
37:53
What do you want to make?
37:55
How are you going to do that?
37:56
What's your average, you know, sales price and you lead back into the numbers.
38:00
Okay, do you want me to tell you how many people you need to talk to a week in order to
38:04
make that amount of money?
38:06
And then you go into a straight business planning.
38:08
Yes, exactly.
38:09
I'm glad you said that because that's exactly what I was going to mention right now.
38:15
It relevant to our group and us with teaching classes.
38:19
The next class that, you know, we're teeing up to teach is business planning again, right?
38:24
And so over the last week, I've been going through some edits and making some changes
38:27
to that, but you people listening, you would be glad to know and Michelle, I'll give this
38:31
to you as well.
38:32
But as we now, if you remember from the class from last year, we had a business plan
38:36
where you fill in the blanks, right?
38:38
How many calls do you need to make?
38:39
How many transactions does it equal?
38:41
Now that's actually a PDF that's fillable because we're virtual now, right?
38:45
People can actually have the PDF and fill it in real time and actually have a business
38:49
plan.
38:50
So it sounds like you're having those kind of conversations.
38:52
Absolutely.
38:53
I'll spend two, two of the classes coming up are going to be ones on looking back to
38:58
move forward.
39:00
So really review in the business this year and then deciding how you plan on moving forward
39:04
and then the next class is really putting a strategy around it.
39:08
Which will be, you know, whether you're three pillars of business.
39:10
So who's your target audience?
39:11
Are you going to attract them?
39:12
What are you going to say?
39:13
All right.
39:14
So you've got this system, these classes for bringing in agents, wide net strategy.
39:19
Everybody's here because they came in as a member under that premise.
39:23
I think they get that.
39:26
You've got your one-on-one coaching calls for those who want to take it.
39:30
Next level.
39:31
Next level.
39:32
People are getting added to your CRM.
39:34
They're also getting added into your group.
39:36
Do you do any monitoring or how do you actually, you know, because there's always the, you
39:40
know, the, the cats or whatever that you get heard or people that you aren't getting business
39:46
from.
39:47
Do you actually pay attention to that or you just kind of let it all take care of itself?
39:50
I let it all take care of itself.
39:53
I just, you know, I'm at a point now where I feel like just through the law of attraction
39:59
who needs to be, who needs me at, at that time will be attracted to what I have to say.
40:06
They'll reach out or I'll reach out to them and will nurture a relationship.
40:10
What?
40:11
So the, I just want to be clear.
40:12
So I have the one-on-one coaching call and then like you said, you're going to follow
40:16
up and give them some, some ideas and suggestions.
40:19
What, what happens from there?
40:21
I'm staying in, I mean, if they're a seed, they're, they're going to get phone calls from
40:25
us once a week.
40:27
That just is like, hey, what's up?
40:29
How you doing?
40:30
We're here for you?
40:31
Yeah?
40:32
Has a week, which are biggest struggle, what can we help you with?
40:35
Have you making calls or somebody on your team?
40:37
A combination.
40:38
Yeah, right?
40:39
So you might see a rising star and know that this person's a producer.
40:41
So you'll make that call perhaps instead.
40:45
Okay.
40:46
You ever dig into agent numbers and stuff before you start kind of investing in them?
40:50
No.
40:51
No?
40:52
Because what I found is some of my best realtors were, they started at zero.
41:02
But if you're not used to scouting talent, then numbers matter.
41:06
Like that scouting talent.
41:08
Both true.
41:09
I mean, we're stalking and we're scouting, right?
41:13
Well, just, there's a lot of people that talks about, you know, you should focus your time
41:16
on people who are doing a minimum of like eight by sides a year, that kind of stuff.
41:20
No, some of my, some of my favorite people, here, here's the deal, some of my favorite
41:25
people that work best with our team, send all their friends, all their family and they
41:30
just do spear of influence business, but they're so loyal.
41:34
They don't shop us.
41:35
They don't give us a hard time.
41:37
They're really easy transactions.
41:39
I would rather have a lot of agents that are that know us, love us, trust us, don't ever
41:45
ask any questions and just do what we need them to do in order to have a successful transaction.
41:51
I would rather have a handful of those that I've got to call than I would eventually
41:54
high maintenance people that do a ton of business.
41:57
That doesn't mean that I don't have those big agents.
41:59
I'm just saying that's not my focus.
42:01
I'm focusing on people and not numbers.
42:04
Interesting.
42:05
And that I'm sure it changes the dynamics of the relationship, too.
42:09
But that is why this community is here because it allows me to scale my business and be able
42:17
to reach more people, right?
42:19
Yeah.
42:20
I mean, I stay connected virtually and have for a long time and I can scale my business.
42:28
I can scale my sphere of influence because of that.
42:34
Were you doing in-person realtor besides the classes, any other like appreciation events
42:38
or stuff like that for realtors?
42:41
I just did one last week.
42:43
It's okay.
42:44
No one's going to report you to the CDC.
42:48
Well, how'd it go?
42:53
Would you get to show up?
42:54
How was it?
42:55
I don't know.
42:56
What was there about 75 people here?
42:58
What?
42:59
75 people?
43:00
Yeah.
43:01
Is that right?
43:02
Who were they?
43:03
Agents?
43:04
Customers?
43:05
What?
43:06
Both?
43:07
No, I didn't have customers.
43:08
I just invited business partners.
43:09
Really?
43:10
Wow.
43:11
That's nice.
43:12
What was that about?
43:13
It's an annual event.
43:14
We do it outside.
43:15
It's a backyard barbecue with live blues music and beer.
43:18
I didn't get invited with that.
43:20
I would have been there.
43:21
I mean, you wouldn't throw up without a minute, right?
43:23
If you were here instead of tables and chairs,
43:25
we had put, put golf, good outside.
43:27
So everybody kind of socially distance themselves
43:29
while they play put, put golf, and listen, music,
43:31
right, beer, and eight party people.
43:34
Bandart.
43:35
Yeah.
43:36
And by the way, that's a huge showing.
43:38
And I know for a fact that people are craving
43:42
that human connection face to face.
43:44
Yeah, I just do it outside and spread people out.
43:47
And that's why I said, yeah, good.
43:50
And we were really careful to serve individual food.
43:53
It wasn't buffet, it was barbecue sandwiches wrapped up,
43:55
individual bags of chips, individual cookies already wrapped up,
43:58
and the beer was in a can, or your water and tea.
44:01
So, yeah, I mean, they had to do the COVID check-in,
44:05
and they had to do, we had to check temperatures,
44:08
and everybody was encouraged to wear masks,
44:10
and so, I mean, you can do COVID friendly if you stay allows,
44:14
and I did get permission from the city,
44:16
so I made your sign off on it, so.
44:18
Wow, and you know the mayor now.
44:23
Yeah, I'm sure you did.
44:25
All right, so listen, we are almost at the end of our time,
44:27
Michelle's been very gracious with her time.
44:30
I wanna make sure you guys, if you've got a pressing question,
44:32
we haven't addressed you yet, please put it in the chat.
44:35
If it's a specific question you want answered,
44:37
let's not be shy here, right?
44:39
We're all big boys and girls,
44:40
let's ask a very specific question if you want to.
44:42
Absolutely.
44:44
Hey, I'm very transparent, so you can ask me anything,
44:46
I don't care.
44:47
I even tell them myself, and I have parties
44:49
that maybe other states don't agree with.
44:53
And then, if they have any questions afterwards, Jeff,
44:56
how do you want them to reach me?
44:59
Well, let's, why don't I invite you to our group,
45:04
if you wanna ask quite an answer there?
45:07
What would you guys say if you have more questions for Michelle,
45:11
would you wanna build up?
45:12
I mean, you don't wanna go through me, right?
45:15
Because that's gonna be a bottleneck.
45:17
So, I could put you on our group, Michelle.
45:19
Okay, that's fine.
45:20
Someone was asking about bomb bomb.
45:24
I'd like to be able to download the, okay.
45:26
Oh, that's the Zoom, yeah.
45:29
Yeah, that's Kerry Cobb.
45:30
She actually is a formerly,
45:32
she's a reformed real estate agent who's now a loan officer.
45:35
So, welcome.
45:37
Yes, welcome to the bright side.
45:39
But yeah, she uses bomb bomb as well
45:41
to promote her events and stuff.
45:42
We as a matter of fact, did a class just yesterday.
45:45
Was that yesterday, two days ago?
45:46
Yes, it was.
45:47
Okay, so yeah, she's,
45:50
she's pretty much on the same program you're talking about.
45:53
I, yeah, at the open rate is phenomenal.
45:58
Yeah, I'd say the first class I did,
46:01
I used MailChimp and I had a 21% open rate.
46:05
And then I sent the bomb bomb out,
46:07
of course, it was Jeff sent me a video
46:10
to put in the bomb bomb thing, you know, generating,
46:14
I'm doing a book study with this book.
46:16
And I had a 48% open rate with bomb bomb.
46:21
Yeah, that's crazy.
46:22
People open, they may not listen to the video,
46:24
but they'll go ahead and open it up,
46:25
which is why it's important that you put the content
46:28
of what you were saying in the video as text,
46:32
because otherwise they may miss the message.
46:35
Or at least make it,
46:36
we use it in our loan process.
46:40
Also, so, you know, one idea that I had explored
46:44
and I haven't done it yet,
46:45
and this is, this is, you can tell me
46:47
that we're at a timing that they've asked this question.
46:50
But how many, how many people have used rooms?
46:53
Like if I were to you,
46:54
I thought about having rooms open in my realtor group
46:58
and having a once a week at the same time,
47:02
same day, like a happy hour or a Q&A
47:06
and have like a appraiser on
47:08
and just have an appraiser Q&A
47:10
or an underrider on and have an underrider Q&A.
47:15
Has anybody tried that?
47:16
No, but that sounds awesome.
47:19
It's kind of like online office hours.
47:21
I'm here for questions and then I have guests.
47:24
Okay, that's pretty cool.
47:26
Yeah, thank you for that reminder.
47:28
You're right, Kerry.
47:28
That's what people have called it, open office hours.
47:31
So to your point, Michelle, it's like, yeah,
47:32
every Wednesday at 1 p.m., right?
47:34
My office is open and here's who we have.
47:36
Come and ask your questions.
47:38
Yeah.
47:40
That'd be fun.
47:43
Awesome.
47:49
Content type calendar, that was the question.
47:51
Okay, a struggle with me.
47:52
Posting in your Facebook group, Michelle.
47:54
Do what?
47:56
Let me show you first.
47:57
Yeah, let me say it again.
47:58
Do you have a content calendar for posting
48:00
in your Facebook group?
48:01
I do not.
48:03
Should I probably, but I just know that I have events
48:08
going every single week that I know I need to promote.
48:11
And then I am always just trying to provide information
48:15
that's good information for them to provide
48:17
to their client database or just thought for
48:20
Internet challenge either.
48:29
Okay, I'm back.
48:31
Are you there?
48:32
No, not in this group, I don't have a content calendar.
48:36
On my personal page, I do, because I have my,
48:40
I'm sharing team information on Monday.
48:42
So Mondays meet my team Tuesdays, testimonial,
48:46
Wednesday is Wednesday, Wednesday, Wednesday.
48:48
So I have my content calendar from my personal page.
48:56
You want to see what that looks like?
48:57
Sure.
49:04
So.
49:08
Now you're very active on your personal,
49:10
that's your personal page.
49:11
Yeah, you're active there too.
49:13
Yeah, personal, very.
49:19
Yeah, I'm, I'm so active.
49:24
I can't even get exactly you are super active, but you know
49:28
what I found is, I mean, yeah, I've just said,
49:33
let me make it easy.
49:34
Do you want to, would you be willing to provide your
49:37
guide?
49:38
Yeah, I'll just provide it to you.
49:39
Just email it to me.
49:40
They're actually our templates for each one of them, right?
49:44
Exactly.
49:45
Well, that's a very clear, you know, learning point right
49:49
there about how active you actually are.
49:51
Do you have people posting on your Facebook page for you?
49:54
Your personal.
49:56
It's a combination.
49:57
So I do have a VA that's been posting and then I post to.
50:01
Okay.
50:02
Have you done any Facebook lives yet?
50:04
Purse on your personal page?
50:05
All the time.
50:06
I do Facebook lives once week.
50:08
Is there like a theme or?
50:12
No.
50:13
No, just we're in the high here and I am at Walmart today.
50:16
What?
50:17
No, so what I have, what I have found and what I really,
50:20
so on Mondays, I do a Facebook live and it's more finance,
50:25
credit related, but what I've learned that the community
50:30
really enjoys too is when I do Facebook lives showing
50:33
different things going on in the community.
50:36
Almost like, you know, who was it?
50:38
Tom Ferry said, no, it wasn't Tom Ferry.
50:40
Be a mayor in your own town.
50:42
Yeah, Gary, yeah.
50:44
Yeah.
50:45
So I've been just edifying and showing off different things
50:48
going on in the community and that goes over really well too.
50:51
So Liz Lafort, not to interrupt you Michelle,
50:53
but Liz Lafort, I want you to unmute yourself to clarify.
50:58
Help me ask this question.
50:59
The difference between your personal and business.
51:02
Yeah, so you're using the business page.
51:06
Well, this is your personal, but it just seems like the
51:09
temples that you're using, you're using it on your personal
51:11
page.
51:12
So what's the difference between that and your business page?
51:16
It seems like you're kind of just using the personal,
51:18
has your business page.
51:20
I use them in, I use them interchangeably.
51:23
So my personal, I post, I purse personal on my business page
51:27
and I purse business on my personal page.
51:30
I mix it up.
51:31
I do both because I don't have the same audience on both
51:36
those pages.
51:37
And you guys got to remember only, I mean, if you're lucky,
51:40
13% of your friends are going to see your post.
51:43
If you're lucky.
51:45
And so whatever, if I posted something on my business page
51:49
and what you guys were seeing while ago was a group,
51:51
not a page, I have a business page,
51:56
and I have a personal page, and then I have my real
51:58
to a group, right?
52:01
You have to post on all three.
52:03
And even if you did have the same audience on all three,
52:08
they are not all going to, they're not
52:10
going to see all of your posts.
52:12
That one person is not going to see all of your posts
52:14
and see that you just duplicated the posts
52:16
because of the algorithms of Facebook.
52:20
So don't be scared to post the same thing
52:23
on all three platforms if it's relative and information
52:26
that people would want to see.
52:28
This video right here, this was a Facebook live
52:33
when I was shopping this Saturday.
52:35
What I love to do is talk to the store owners that I go to
52:39
and a lot of times I'm in the small town shops,
52:42
but talk to the store owner and get their story.
52:45
People love to hear the story of the store owner
52:48
as to why they came to town
52:49
or how many generations their family has owned the business
52:52
or why they chose our town to put in a business.
52:56
People love those stories.
52:58
And I do those as just Facebook lives
53:00
when I'm just out and out.
53:02
That's awesome.
53:02
Totally random off the cuff.
53:04
Shout out to Janelle Davis.
53:06
She's been doing something similar to that for a while.
53:08
It's called Love Where You Live.
53:10
And she's getting thousands of views on her Facebook lives
53:14
and she's featuring local business owners.
53:16
Mm-hmm.
53:17
Yep.
53:18
Digital Mayor.
53:19
Like you said, hope that helps answer the question Liz.
53:22
If not, jump back in.
53:26
OK, cool.
53:26
So we were at five minutes before the top of the hour.
53:29
Hey, people, was this worth it?
53:31
When you want to give Michelle Castle a round of applause?
53:36
Thank you so much, Michelle.
53:37
Appreciate you sharing your content calendar as well.
53:41
Any last words, I mean, I was thinking
53:43
how do we end this off on a high note, right?
53:45
What are you doing?
53:46
And if somebody's got a question, put it in.
53:48
But how are you prepping for 2021?
53:50
Is there anything like any big shifts that you're making
53:53
or doing differently?
53:54
Me personally.
53:55
Yeah.
53:57
I am.
53:58
I really, so my strategy, my two main pillars of business
54:05
is my database and using education
54:09
to cast a net to find people that are good fit for us
54:14
from a business standpoint.
54:16
And so my focus for 2021 is to get really good at my gifting
54:20
to my database and getting really clear about what
54:24
that looks like.
54:26
When you've got a database as big as you do
54:29
after being in the business for a while, it's like,
54:32
again, even if I spend $5 a customer,
54:35
that's a lot of people.
54:37
But I'm trying to shift my mindset and really figure out
54:41
really it's, yes, it's a lot of money,
54:44
but it's also worth a lot of money.
54:46
So it's really an investment into a future business.
54:50
And so my focus for 2021 is really
54:52
putting a really good plan together
54:56
to make my customers feel valued and appreciated
55:00
and just surprise them with little gifts throughout the year
55:04
what does that really look like?
55:05
Because at the end of the day, I shifted my business
55:08
where before COVID, over half of my business
55:12
was repeat referral and not realtor-based.
55:15
And my goal this year was 55%, which of course,
55:19
were at 60% because of the refunds.
55:21
But I wanted to be 60% outside of COVID-refast.
55:27
I want my business to come from people that truly love us
55:30
and speak so highly of us to anybody
55:32
that mentioned the word house mortgages for credit.
55:36
So what is that gifting business?
55:38
What is that gifting program even look like?
55:40
So you're figuring that out right now?
55:42
I'm figuring that out.
55:44
That's my focus right now for the next 30 days.
55:47
Yeah, well, I know of a realtor who does something similar,
55:48
where she goes through a database
55:50
and because we have different connections
55:51
with different customers.
55:53
And so the easy thing to approach this first
55:56
is identify that the top 50 or whatever the number is
55:58
and be like, remember them, oh, they were awesome.
56:00
We love them and you love on those people first,
56:02
the whole goal where you're celebrated concept
56:04
instead of tolerated.
56:05
And so that might be for those of you listening,
56:08
look back on your transactions this past year.
56:10
And yeah, where are those relationships
56:12
where you can invest and send them?
56:14
I got this Halloween cookie jar from somebody just last week
56:17
and I don't really eat cookies, but what the hell?
56:18
It was a cool Halloween jar, you know?
56:20
Again, and by the way, somebody else who did that
56:23
shared that when the Halloween jar arrived at their house,
56:26
you got a phone call that day, hopped up in the mirror.
56:29
Oh, yeah, that's right.
56:29
I got to call Tim, right?
56:31
And it's all about making an impact.
56:33
And that's by the way things Zillow can't do, right?
56:35
I can't do that extra level of personal touch
56:38
and personal impacts.
56:39
Definitely.
56:40
I think so Liz and Kenny and I have our little
56:43
accountability group on Monday, that's clutch.
56:47
We've been discussing, you know, we call it,
56:50
yeah, like our wow factors, I guess.
56:52
We've been looking at, you know, bigger producers
56:55
and kind of what they do.
56:57
And so we've started implementing, you know,
57:00
like I did, I've done all these postcards
57:02
that are really cool, like when the loan is pre-qualified,
57:05
it's like talk about exciting
57:06
and it's a gift card to torches tacos.
57:09
Our refives are taking 60 days.
57:11
So I did this cute little, cute little card
57:17
that just says, you know, thank you while you're
57:20
loan approvals, and then it's a gift card to a restaurant.
57:26
So it just says, you know, enjoy a night
57:28
of no cooking and cleaning.
57:30
And then I don't have my giftable in here,
57:33
but you know, once the loan goes under contract,
57:36
I'm gonna do a small little gift that I send to the buyer.
57:39
And then I do my closing gift.
57:40
And then I think for Christmas,
57:42
I'm going to send the top pass clients
57:47
everyday millionaires.
57:48
It's a Dave Ramsey guy.
57:49
I love Dave Ramsey.
57:50
So it's the guy that retire inspired,
57:53
but he wrote everyday millionaires
57:55
and it's basically an update to what is the book,
57:59
the millionaire next door, something like that.
58:01
But they've done all the research again, more recent.
58:05
And so it's all of those statistics
58:07
and it's really a great book.
58:10
And it's got a lot of like,
58:12
I just thought I would kind of go through and highlight
58:14
where he just keeps saying like, you can do it,
58:16
you can do it, like anybody can do this.
58:18
And so I thought it would be fun to kind of send a book,
58:21
you know, I mean, we look at people's finances.
58:23
We know most people are severely in debt
58:27
and they need to get their stuff together.
58:28
So I just think the book is good
58:30
and it would be cool to just kind of highlight
58:33
some encouraging words throughout the book.
58:34
So when they open it, it's just like,
58:36
you can do it, you can do it.
58:37
So anyway, that's kind of what I'm thinking.
58:40
Love, love, love.
58:41
Fantastic.
58:42
Yeah, exactly, hardship.
58:43
And by the way, regarding it's expensive,
58:45
you got to do the math on the ROI to your point, Michelle,
58:47
if you invest X in your business,
58:49
we talked about this on a previous call.
58:51
Each loan should have a reinvestment portion from it
58:54
back into your business.
58:56
People, it's a business.
58:58
So out of every commission you make,
58:59
how much are you reinvesting back in your business?
59:01
I talked about this last time, not last time,
59:03
a while back on these calls.
59:05
People laughed at me, I got these business cards,
59:07
they're $6 for a thank you card.
59:10
Some people look at me as I was crazy.
59:12
Hey, $6, right?
59:14
To invest in a relationship that has influence
59:16
or that can introduce me to somebody as well worth it.
59:19
So yeah, if you multiply that by 50 people,
59:22
all right, there's 300 bucks.
59:23
But if you do one loan,
59:24
you're gonna make three grand of whatever, you know?
59:26
Great.
59:27
Yeah, mine's it.
59:28
Exactly.
59:29
All right, we're officially out of time.
59:30
It's top of the hour, Michelle Castle.
59:32
So grateful for you.
59:34
As always, let's connect, stay connected.
59:36
You know how to reach me.
59:37
Yo, group, appreciate you being here.
59:39
Participate and you like these?
59:41
You looking for more to come?
59:43
All right, because you're tired of hearing to me, aren't you?
59:46
Okay, so listen, business planning class
59:48
is gonna be recorded tomorrow.
59:51
I'll put the PDF in the group today
59:53
so you guys can start playing with it,
59:54
the editable fields and all that kind of jazz.
59:57
Always take your comments on that.
59:58
But everybody have a great Friday, great weekend.
1:00:01
Appreciate you.
1:00:02
See you on the next one.
1:00:03
Bye for now.
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