Latest / Mortgage Marketing Radio / Ep #97: How this Top Agent Reached Over 33K YouTube Subscribers and Cold-Calls FSBO's and Expired's

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Ep #97: How this Top Agent Reached Over 33K YouTube Subscribers and Cold-Calls FSBO's and Expired's · Mortgage Marketing Radio

• 0:00
  In today's highly competitive mortgage industry, building profitable relationships with
• 0:04
  real estate agents is essential for success.
• 0:06
  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 Coghill 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
• 0:34
  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.
• 1:17
  Hey listeners, Jeff Zimper, welcome to this edition of Mortgage Marketing Radio.
• 1:38
  I am glad you're here.
• 1:40
  I appreciate you.
• 1:41
  If I haven't taken time to give you that shout out, now's the time, the day, the place.
• 1:46
  I appreciate you.
• 1:47
  Love you being here and let me know how else I can add value to you.
• 1:51
  You can always email me podcastatmortgagemarketingradio.com.
• 1:55
  You got ideas, suggestions, people you want me to interview or you know what?
• 1:59
  Forget email.
• 2:00
  Just jump right into our podcast community page on Facebook, Mortgage Marketing Radio,
• 2:04
  right?
• 2:05
  You're on Facebook probably right now.
• 2:07
  Type in a search in Facebook and for Mortgage Marketing Radio, you'll see the podcast community
• 2:11
  come on up.
• 2:12
  Boom.
• 2:13
  Just click join.
• 2:14
  You're going to go through a little bit of a hoop to make sure you get the green light
• 2:16
  for me to come in.
• 2:17
  But I'm glad to have you if you're a active producing and you know, all around positive
• 2:23
  minded loan officer, we'd love to have you add value to the group to the team.
• 2:27
  All right.
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  So that said, let's talk about my special guest.
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  My special guest has, man, what a story.
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  I love it when I hear stories like this, who, you know, she wanted to get out of the
• 2:38
  corporate world and have a better quality life for herself and you don't have the, I
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  mean, it's American dammit.
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  So, you know, you can be whoever you want to be dog on it.
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  And my special guest decided to take, take action and leave the corporate world and become
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  a real estate agent.
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  That's right.
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  Our special guest today is a real estate agent.
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  Now, what has stood out for me sometime about my special guest, her name is Loida Velasquez.
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  And chances are you've run into her on one of the many social media platforms that she's
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  on.
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  She does her YouTube channel subscribers over 30,000 Facebook over 7,000 Instagram over
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  8,000.
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  And if you go to her YouTube channel, which by the way, there's links in the show notes.
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  And in this interview, I talk about how one of the first things you should do is listen
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  to this interview with Loida from the standpoint of what can you learn for yourself, yes, in
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  terms of getting active with video and other social channels.
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  But then secondly, you can share this podcast with your agent referral partners and or you
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  could share Loida's YouTube channel with your real estate agents.
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  Why?
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  Because when you go there, you'll see it is a library of awesome training and coaching
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  and how to and tips and looks behind the scenes of like how to succeed as a real estate
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  agent, how to do different things online.
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  You're getting a look inside her business and a look inside how she's built such a huge
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  following on YouTube, full transparency and disclosure.
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  So you know, oftentimes as I talk about loan officers gifting books to the right real estate
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  agents and even hosting a book study, that's a whole topic for another conversation.
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  However, share the channel, share Loida's channel from the show notes link that you're
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  going to get in there and just send a note to your real estate agents, whether your Facebook
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  message or whatever you do say, hey, came across this awesome channel from this top realtor
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  doing some amazing things on social media and thought of you.
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  Check it out.
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  Hope you like it.
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  That's it.
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  Really simple, easy to do that.
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  So transitioning back to Loida, my conversation with her.
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  So not only does she have a great online presence, the thing that is I want to make clear
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  is, you know, oftentimes when you see somebody who's got a big following on social media
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  and stuff, the perception is it's like, oh, well, you know, she's getting all her business
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  to online from social media.
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  And what you'll hear is the opposite is true.
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  She's cold calling.
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  She is a fizzbo and expired dynamo.
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  She does lots of, quote, heavy lifting, right?
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  Traditional stuff.
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  If you will, fizzbo and expires are a tough market, right?
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  She works.
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  She gets after it.
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  She does it every single day.
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  She's Wonder Woman and you'll hear us talk about that as well.
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  So we're going to talk about video.
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  We're going to talk about fizzbo and cold calling and, you know, what are you doing differently
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  in this market?
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  How does she team up with her lender?
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  Here's what you hear, a pretty cool idea in how she uses video texting in the lead qualification
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  process and how she loops her lender into that process.
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  So all that and more.
• 5:39
  And of course, by the way, this episode, as always, is brought to you by the mortgage
• 5:43
  marketing pro membership.
• 5:46
  If you are looking to go to that next level, if you'd like to get more realtor referrals
• 5:52
  and succeed with real estate news, if you'd like to reduce rage choppers and have more
• 5:58
  fishing effective sales systems and processes, that includes scripting sales process, a five-star
• 6:04
  client experience, and if you want to build your brand online, right, establish yourself
• 6:09
  as a credible authority with a strong online presence, go check out mortgagemarketing.pro.
• 6:13
  There's that there and a lot more.
• 6:16
  So that said, let's get into this week's episode with my special guest, Lloyda Velasquez.
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  Hey, Lloyda, welcome to the show.
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  Thank you.
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  Thank you for having me.
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  It is an honor for me to have you.
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  As I had told you before, I have been following you from afar, not stalking, following.
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  For some time, particularly because of the amazing stuff you've been doing on social media.
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  So for the listeners, as I said, there's the formal introduction that kind of led up to
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  us, you and I, hitting record.
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  But I always like to ask this question, why real estate?
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  What are you passionate about with real estate?
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  Yeah.
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  Before I got into real estate, I pretty much worked in the corporate world.
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  And as much as I enjoyed the industry that I was in, I was working in marketing and advertising,
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  I always felt that I was being overworked and underpaid.
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  And as much as I love that, I didn't really see a lot of fulfillment.
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  And there was always a cap.
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  I could never progress higher unless I had a master's or a doctorate or whatever it was.
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  And real estate, I saw that as a way not only to help potential homeowners either buy
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  yourself, but at the same time, I knew that whatever type of work I would put in in terms
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  of hours and just being out there would translate into the worth and the lifestyle that I wanted
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  to live essentially for myself and my family.
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  And that was one of the main reasons why I saw the opportunity in getting into the business.
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  A better life, yeah?
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  Yes.
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  Awesome.
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  And how's it panned out for you?
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  It's great.
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  It looked like you're living the dream.
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  I'm living the dream, but I've been putting a lot of work too.
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  I know.
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  I know.
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  That's what we don't want people to overlook.
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  So, a couple quick stats about you for the listeners that they may not know of.
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  Where was this?
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  I just had this handy in terms of your social media stats.
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  Let me see if I can pull that up.
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  You probably know them off the top of your head.
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  I'm guessing, right?
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  Yeah.
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  All right.
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  Here it is right here.
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  YouTube, 30,000 plus followers, linked in over a thousand, Facebook over 7,000, Instagram
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  over 8,000.
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  Those are, of course, higher since then, because that's just coming straight off your website.
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  Yeah.
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  What would really, like I said earlier, what grabbed my attention about you is you really
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  stood out for me on YouTube in particular.
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  I know you're stepping up Instagram, but did you make a cautious decision to, you know,
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  kind of double down on YouTube?
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  Well, I knew that I had to tackle down video for sure.
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  So YouTube has been the one that I have put my most focus on and tried to be consistent
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  in posting videos, at least every single week.
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  And since the first video that I posted, which was I believe in April of 2015, I knew that
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  if I say consistent, eventually, I would build an audience and everyone would be coming
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  back to me.
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  And essentially, it has gotten me to where I am now, where most of my audience are real
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  estate agents pretty much all over the world.
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  And it has brought me business, whether it's referrals or even just random people that
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  are looking to either buy or sell and come across one of my videos.
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  So once I started seeing those results and people reaching out, I knew that that was definitely
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  something that I needed to continue doing.
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  And in doing those videos and getting those views, I wanted to make sure to put on there
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  my other social media handles so that people could find me everywhere.
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  And that's how I have grown.
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  I Facebook, LinkedIn, and Instagram.
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  So you are everywhere.
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  Yes.
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  All right.
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  So let's go back to when you first posted that video back in 2015.
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  Was that hard?
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  Did you have to get out of your comfort zone, you know, all that?
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  Yeah.
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  Looking back at that video, I believe the very first video that I posted was me saying
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  how I had just transitioned from working and marketing and getting into real estate.
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  Now I was going to be putting my journey and my story out there.
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  And it was scary because I had never done video before and I was before I got to where
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  I am now.
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  I was always an introvert and I didn't like to be kind of like the focus of the party
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  or I've never been an extrovert person or being loud.
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  So for me, it was definitely something very new, but I knew that I had to do it.
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  And looking back on it now, I was so serious, I wasn't smiling and I was just kind of like
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  straight to the point and now compared to then I'm just always smiling and more energetic.
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  But that was kind of like, we'll push me to continue and then I saw that a lot of people
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  were relating to me and then that's what pushed me to create more content.
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  Yeah, I'm looking at that video right now, by the way, and I'll of course post links to
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  all your channels in the show notes here.
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  But you're also what's really cool about this, I'm reading the comments.
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  So that, you've inspired what looks to be a lot of women to get after doing video out
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  there.
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  Yeah.
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  Yeah, that's great.
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  As a matter of fact, somebody made a comment on there about we need more inspiring women
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  in real estate.
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  And were you expecting to have a positive impact like that when you started?
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  When I started, I didn't really have a purpose to proceed.
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  I just wanted to put out content and I figured I'm pretty sure somebody is going to come
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  across this video eventually and maybe they will be able to relate to me.
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  But at the same time when I posted that video, I hadn't really come across many women in
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  real estate posting videos.
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  It was always men talking about cold calling or door knocking or the real estate business.
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  So I think in a sense, once I started being consistent and women saw me and felt that
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  they could relate to me, that's really how they started to attach to me and subscribe
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  and become loyal followers.
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  When and why did you make the decision on your YouTube channel to what looks like post
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  how to real estate tips for how to be a successful real estate agent?
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  Why did you go that route versus content for potential buyers and sellers?
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  Yeah.
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  Well, just like I mentioned, myself getting into the business, I wasn't really finding
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  a lot of women putting out that type of content.
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  And nowadays we all find ourselves going on YouTube and try to figure out, oh, what's
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  the best way to generate leads or does door knocking work and things like that.
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  So based on my experience, I just wanted to put that out there because I felt that, hey,
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  nobody else really is doing it when it comes to women.
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  So if I'm able to put out those tips that will help somebody become a better agent, then
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  essentially, we're all going to work together one day.
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  And I would rather work with an agent that knows what they're doing as opposed to someone
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  that's going to give me a nightmare in a transaction.
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  So that in a sense, that's why I just figured that I wanted to put out my experience and
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  what I was learning on the day-to-day basis so that people could go back to my first
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  or so my owner call and that literally was the first call that I made.
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  And I posted it on YouTube and now, three years later, I can easily call a for sale by
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  owner set an appointment and I have so many for sale by owners.
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  So looking back, I know any person that goes to my channel can be like, okay, well, I'm
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  brand new.
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  Lloyda started terrible and look where she is at now.
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  So essentially, if she did it, I know I could do it too.
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  Did I hear you say your very first outbound call you made in real estate was to a Fisbo?
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  The very first for sale by owner call that I recorded and my very first one I recorded
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  it and I posted it on YouTube.
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  Wow.
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  That takes some guts.
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  Yes.
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  I'm looking at it.
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  Of course, play it.
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  But how did it go?
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  It was terrible.
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  At that point, I didn't really know my scripts and I had no idea what to say.
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  I sounded very scripted because I had the script in front of me.
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  And recently, I did a video reacting to my first for sale by owner call where I pretty
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  much said everything that I should have said back then, it's just kind of me critiquing
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  myself.
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  But yeah, now going back and listening to that, I probably could have said it appointment
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  with that lady.
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  Yeah.
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  Oh, sure.
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  Now.
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  Now, of course.
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  Yeah.
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  You got all this.
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  Yeah.
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  But that's great.
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  You were just willing to put yourself out there.
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  Yeah.
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  You know, how do you then, because you know, you're in terms of, like we said, you're everywhere,
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  right?
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  You got 9600 current as of this recording followers on Instagram over 750 posts.
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  Of course, you're posting to YouTube.
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  How do you manage the content scheduling?
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  For YouTube, it's at least once a week, once or twice a week.
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  Obviously, the more, the better, but definitely being consistent on that.
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  And then for Instagram, as well, I maybe do like three posts a week, ideally, it should
• 15:20
  be one a day that I want to do, but that's pretty much how it is.
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  How do you come up with content for, let's take video, YouTube first?
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  All of the comments that people leave me, I always read them.
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  And many times they are questions related to the subject that I talked about in the video
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  or perhaps something that I haven't answered.
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  So I take a lot of the feedback that I get, and then that's how I come up with the content
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  and the videos that I do put out, as well as any particular personal experiences that
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  I'm going through in current transactions, it all get inspired by that as well and make
• 15:56
  a video.
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  Do you actually have like a content calendar, right, where you can look at, okay, these are
• 16:02
  the days I have to post?
• 16:04
  I don't.
• 16:05
  I don't have a picture.
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  You're just like, yeah, you're like, okay, I got to get this done.
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  Boom.
• 16:10
  Yeah.
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  Or it could just be that after this call, I go through something and then I always carry
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  my camera.
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  So it could just be anytime.
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  I'm always ready.
• 16:18
  Now speaking of carrying your camera, are you using a big fancy camera?
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  I have the Canon G7X, but I do want to make it clear for the first two years that I started
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  YouTube.
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  And pretty much how I built my channel, I was doing every single video on my iPhone.
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  Right.
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  Right.
• 16:37
  Exactly.
• 16:38
  Yeah.
• 16:39
  Yeah, exactly.
• 16:40
  I feel that many people don't start because they're still researching what camera is the
• 16:44
  best camera and what microphone and lighting and I didn't have any of that.
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  I just had a little tripod.
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  I would sit in front of a window where a lot of sun came in and started recording.
• 16:56
  Well, plus you're in Southern California, so lots of great natural sunlight.
• 17:01
  Yeah.
• 17:02
  That's awesome.
• 17:03
  All right.
• 17:04
  Well, let's transition for a little bit here because when you and I talked, the thing
• 17:06
  that's interesting, and I don't know if you've heard this before, you know, when somebody's
• 17:09
  got a big brand and a presence online like you do, right, with YouTube and et cetera,
• 17:14
  the perception is that, oh, she's getting her business from online.
• 17:17
  Have you heard that before?
• 17:19
  Yeah, I have heard that.
• 17:21
  Yeah.
• 17:22
  But what I know, that's not true for you.
• 17:25
  And that's what really kind of grabbed my attention when you and I talked is that what
• 17:29
  are your main sources of business?
• 17:31
  My main sources of business is coal, calling and doorknocking for sale by owners, expires.
• 17:37
  So what?
• 17:38
  So I've heard influence.
• 17:40
  Yes.
• 17:41
  For me, specifically, expires is my number one go to and for sale by owners as well.
• 17:48
  So I don't rely on the online business.
• 17:50
  It comes here and there as a form of possible referrals from other agents or just a random
• 17:57
  consumer that came across my videos.
• 17:59
  But no, we're still hitting the phones and doing the old school approach of prospecting.
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  But I thought people don't want to hear from another human being.
• 18:07
  Now that's why we're also on social media.
• 18:10
  Well, DM them on Instagram.
• 18:13
  No, so seriously, expires.
• 18:16
  That's, that's, expires is probably the two toughest groups to prospect, aren't they?
• 18:21
  They are.
• 18:22
  And that's why when you're a very skilled agent, you're going to set the appointments.
• 18:26
  Ooh.
• 18:27
  I like that.
• 18:28
  So you have to build your muscles though, right?
• 18:31
  To get there.
• 18:32
  Oh, yes.
• 18:33
  Yeah.
• 18:34
  I've done tons of role-playing and thousands of phone calls to now know exactly what a potential
• 18:41
  expireter for sale by owner is going to say.
• 18:43
  And I know what to respond to the point that I know if they're motivated and they're serious,
• 18:48
  I'm going to go for the clothes at least four or five times.
• 18:51
  You're like, bring it on.
• 18:53
  Yeah.
• 18:54
  Because those are the type of leads that nobody wants to go after because they're scared.
• 18:59
  They're scared of for sale by owners and being told off over the phone, but I know that
• 19:04
  if I can get through to them and obviously I know I can help them, then it's in their
• 19:08
  best interest to at least listen to what I have to say.
• 19:11
  Do you track your numbers or your conversions?
• 19:14
  Yes, I do track my numbers.
• 19:16
  Any sense of like, you know, what your conversion is on physicals or expires like per call or
• 19:20
  per appointment?
• 19:21
  For every 10 that I call, I possibly convert maybe one or two.
• 19:26
  Wow.
• 19:27
  Interesting.
• 19:28
  The reason why I asked that is that I was just preparing a presentation for business
• 19:30
  planning for real estate agents.
• 19:32
  And I read some narcissistic that said out of every 40 conversations, you'll get one
• 19:38
  transaction out of that on average, you know, results made very based on your skill level.
• 19:43
  Yeah.
• 19:44
  And that's just for sale by owners.
• 19:46
  Now when it comes to, for me personally, when I'm prospecting just expired for sale
• 19:53
  by owners and just zip codes, I've noticed that between 60 and 70 conversations, I'm setting
• 20:00
  an appointment.
• 20:02
  And out of those appointments, I hate to pry, but I'm really curious.
• 20:07
  Yeah.
• 20:08
  Though out of every appointment, you get there, they're done.
• 20:10
  Let's just face it, right?
• 20:12
  Yeah.
• 20:14
  Nobody says no to you.
• 20:16
  Well, I pre-qualified them also to make sure that I'm not wasting my time.
• 20:21
  But there are those, I always set an appointment, then I pre-qualify and then I do my homework.
• 20:25
  And if it doesn't make sense, where I can't help them, then many times I do cancel the
• 20:29
  appointments.
• 20:30
  But if everything makes sense and the numbers work out for everyone, then yeah, when I'm
• 20:36
  going out there, I'm expecting sign contract.
• 20:39
  Nice.
• 20:40
  Well, let's tie in our lenders that are listening a little bit.
• 20:43
  I'd be curious to know how you team up or partner with your lender in terms of any lead
• 20:49
  of management, qualification, how you innovate them into kind of your overall process.
• 20:54
  Anything you can share there?
• 20:55
  Yeah.
• 20:56
  So recently we started to incorporate Facebook ads and those have been targeting a lot
• 21:02
  of buyers.
• 21:03
  So on a minimum, we get between one or two buyer leads every single day.
• 21:08
  But I get text messages, they automatically get put into a database.
• 21:13
  And the first call that we make, it's us, the agents, to the lead.
• 21:18
  And we do the best job that we can in terms of seeing if they're actually serious buyers
• 21:25
  or what their intentions are, that we can send them to the lender.
• 21:29
  At the end of the day, we just want to facilitate everything for them and not have anyone be
• 21:33
  wasting their time if they're just kind of dead leads or tire kickers.
• 21:38
  At the same time, once these leads opt into our Facebook ads, they automatically get emails.
• 21:45
  And something that we do, these are automated emails.
• 21:48
  So we do video as a way to reach them.
• 21:52
  And we've also incorporated doing videos with our lender that kind of briefly explain
• 21:58
  the process of buying.
• 22:01
  And that has been very helpful because in many times when we reach out, whether it's a
• 22:04
  phone call or a text message, and we set an appointment for a consultation, when they
• 22:09
  come, it's almost like they feel they know us already just because they have seen us
• 22:13
  on a screen.
• 22:14
  So in a sense, it gives a sense of credibility and them giving us a little bit more trust
• 22:20
  and being at ease as opposed to just not knowing who we are.
• 22:24
  That video that the lender sending is that like a custom one off for that individual
• 22:28
  client.
• 22:29
  Or is that more kind of templated and it's just put into that automated system?
• 22:33
  It's just kind of like a basic, it doesn't, it's not really personalized for that initial
• 22:39
  know that goes out.
• 22:41
  But yes, we also do text out video messages from our personal cell phones.
• 22:47
  Once we have started communicating with that person, where it's more personalized.
• 22:52
  And it's not just like you grabbing the phone, doing a quick video text, hey, it's Lloyd
• 22:56
  at just looking forward to our appointment, whatever.
• 22:58
  And then you send it.
• 22:59
  Yes.
• 23:00
  Okay.
• 23:01
  Very short.
• 23:02
  Short and sweet.
• 23:05
  Can you share without, you know, revealing, I don't want to put you in a weird spot, but
• 23:08
  like, you know, what kind of targeting are you doing on the Facebook ads in terms of
• 23:13
  like demographics or types of sellers or buyers?
• 23:17
  Yeah.
• 23:18
  So we do use a company that has helped us and trained us on how to do the Facebook ads.
• 23:24
  But I know that the targeting that they use is, I believe, 33 and higher for the age.
• 23:32
  And also we exclude anyone that has a title, realtor, real estate, or worse for any real
• 23:38
  estate office for the radius.
• 23:42
  It's about 25 miles from whatever zip code or city it is that you want to target.
• 23:48
  And that's pretty much it.
• 23:50
  Everything else is very general.
• 23:52
  I don't have the exact breakdown in front of me, but I know that the, the ad targets buyers
• 24:00
  because many times these buyers also are sellers.
• 24:05
  And a few leads have come in that actually need to sell.
• 24:08
  So in a sense, you might get lucky.
• 24:10
  You might be listing their home and also be helping them buy double end, huh?
• 24:16
  Yes.
• 24:17
  Anything stand out for you about working internet leads as compared to maybe offline leads?
• 24:23
  For internet, I've noticed that they take much longer to convert.
• 24:28
  It's like you have to nurture them.
• 24:30
  I mean, at least some of them, you're never going to find it's going to be rare that you
• 24:34
  come across a lead that comes in that they're absolutely just ready to go now for the most
• 24:39
  part between like three to six months is once they start converting.
• 24:45
  So it's all about follow up and staying on top of them.
• 24:49
  And how do you stand top of them?
• 24:50
  You have some type of email drip campaign, you said?
• 24:53
  Yes, they get weekly emails.
• 24:55
  And then we also touch base with them depending on what they tell us as or what their time
• 25:00
  frame is.
• 25:01
  We reach out to them at least once a month, if not more like a phone call, yeah, a phone
• 25:07
  call.
• 25:08
  And if they don't answer, we text them.
• 25:09
  So we switch it up.
• 25:10
  So it's not like they're always getting a phone call because many times what we have noticed
• 25:15
  and we'll also incorporate the video text messages because many times we text them like
• 25:19
  a regular text, but they won't answer.
• 25:21
  But once you send them a video text, they at least say, okay, thanks.
• 25:26
  So at least they respond more.
• 25:28
  It's interesting.
• 25:29
  No, that's good.
• 25:30
  Yeah.
• 25:31
  Goes to the value of videos and express thing to being there.
• 25:35
  Yeah.
• 25:36
  And then something that I've told my lender that we were closely with to do is the same
• 25:40
  thing.
• 25:41
  We'll text them and also do the video text because I've noticed I'm not sure how it is with
• 25:46
  you guys or anyone listening, but I haven't really heard of any lenders that are doing video
• 25:52
  when it comes to reaching out to their leads.
• 25:55
  It's mostly I think they call if they don't answer some lead messages, some don't.
• 25:59
  So at least video, you might get a response back.
• 26:03
  We're trying, Lloyd.
• 26:04
  We're trying.
• 26:05
  We need to get more people on that bandwagon.
• 26:08
  That's for sure.
• 26:09
  I don't want to want to have you here today because it's great to hear that's increasing
• 26:12
  your conversion rates and building more trust and all that.
• 26:15
  Yeah.
• 26:16
  And I think that's a great point because I know you're really close to the market and you're
• 26:20
  hearing and seeing this as well is that the discussion about technology, right?
• 26:26
  It's not that technology.
• 26:27
  How is it said?
• 26:28
  Technology is not going to displace the realtor alone officer, but it will replace the
• 26:34
  realtor alone officer who doesn't embrace technology.
• 26:36
  Yeah.
• 26:37
  So today's noisy world with a lot of people competing all those online leads, they're
• 26:41
  still kicking the tires, trying to figure out who you are.
• 26:43
  It's all about building trust and connectivity and in video, we know, it's like I said,
• 26:49
  sorry for being in face to face, video is the next best thing to building trust on
• 26:52
  like ability.
• 26:53
  You got to do it.
• 26:54
  You got to do it.
• 26:55
  Lenders listening.
• 26:56
  You should be video texting your clients during that, after that initial conversation
• 27:00
  on the phone.
• 27:01
  Yes.
• 27:02
  And something that I've done is just that I recorded like a 10 second video on my phone
• 27:07
  where it's just something generic that's like, hey, this is Lloyd, great talking to you.
• 27:12
  I'll be in touch.
• 27:13
  Look out for my email that has everything in regards to what you need to send in to get
• 27:16
  the process started.
• 27:18
  That's it.
• 27:19
  And you can just save it on your phone, mark it as a favorite.
• 27:22
  And then anytime you, after you speak to somebody, you just send that message because they
• 27:26
  don't know that you're sending that to everyone, but you don't have to continuously be filming
• 27:30
  a video all the time.
• 27:32
  And that's just sitting on your phone and so easy to just grab and do it.
• 27:37
  Yeah.
• 27:38
  You don't need to, like I remember when I first talked to you, I was just like, wait a minute,
• 27:40
  wait a minute.
• 27:41
  Is that simple?
• 27:42
  You're not over complicating it with like third party apps and this and that thing.
• 27:45
  It's just like, no, man, it's just a video text.
• 27:47
  Yeah.
• 27:48
  Yeah.
• 27:49
  I think a lot of people think that you need to have a platform or a database that shoots
• 27:55
  out the messages for you.
• 27:56
  And no, the simple, the most simple way that you can do it is just do it yourself through
• 28:01
  your phone.
• 28:02
  All right, let's pivot.
• 28:04
  Thank you for sharing that back to the other social, the other Instagram.
• 28:11
  What are you trying to do on Instagram?
• 28:13
  On Instagram, something that I like to do, I not only like to post pictures of homes
• 28:18
  that I have sold and my real estate life, but also incorporate other things that I'm
• 28:23
  into, like fitness or just being out, whether it's traveling, scenery and things like
• 28:30
  that, because what I have noticed is that at the end of the day, whether it's another
• 28:35
  agent that follows me or whether it's a potential consumer, they want to see what you're
• 28:41
  really like.
• 28:42
  I mean, I don't want to come across as just another cookie cutter realtor that has an Instagram
• 28:47
  just houses.
• 28:49
  When they see, oh, she works out, then it's like they find little things that they can
• 28:54
  use to relate to me.
• 28:56
  And they see that album, an actual person that has a life and does other things aside
• 29:00
  from selling real estate.
• 29:02
  So that's one of the ways that I haven't been able to build my Instagram.
• 29:07
  Yeah, you know, that's very interesting.
• 29:10
  Look inside a day in the life of a real estate agent.
• 29:14
  Yeah, it's happened many times that I have posted like a workout video and I do the tags,
• 29:22
  like workout and I tag the city and the gym and somebody from the gym just comes across
• 29:27
  my posts and then they reach out and say, hey, you know, I go to the gym and by the way,
• 29:32
  like I'm thinking about buying.
• 29:34
  So they came in because of my workout post, not even real estate related.
• 29:38
  Get out of here.
• 29:39
  Yeah.
• 29:40
  So you know, so that's the gap that I need to bridge for me personally in my life, right?
• 29:45
  Because, you know, I'm on, across that 50, 50 year threshold a couple years ago.
• 29:51
  And it's not natural for me to post pictures of me working out, you know, that's just
• 29:56
  like totally foreign to me.
• 29:58
  But for the millennials in the world, that's like totally normal.
• 30:01
  Yeah.
• 30:02
  You know what I mean?
• 30:03
  I don't know.
• 30:04
  There just seems to be something about I'm too busy working out to snap a damn photo
• 30:07
  myself.
• 30:08
  Yeah.
• 30:09
  So I'm wondering, like, is that something you, you know, you had to kind of, you know,
• 30:14
  take that on and work through to get to where now it's like normal initially, but fitness
• 30:19
  has always been something that I'm interested in.
• 30:21
  And even for you, for example, I mean, I haven't really seen other gentlemen like yourself
• 30:27
  posting things like that.
• 30:28
  So imagine if you started doing that, you would start to stand out and people will be
• 30:33
  like, Oh, Jeff, yeah, he's always working at the gym.
• 30:36
  He motivates me because I'm 20 and I'm not going to the gym and he's going to the gym.
• 30:39
  And I'll smoke you, bro.
• 30:41
  You're 20.
• 30:42
  Come on.
• 30:43
  Exactly.
• 30:44
  That's right.
• 30:45
  It's funny.
• 30:46
  You say that because I did post a kettlebell thing about a week ago, but I'm still getting
• 30:50
  used to it all to be honest with you on Instagram, full disclosure, transparency, still trying
• 30:55
  to figure it out.
• 30:57
  But coming along, any, any apps or tools you use for Instagram to make it easier?
• 31:03
  There isn't really any apps in particular.
• 31:06
  One that I do want to mention because everyone asks me all the time whenever I do post pictures
• 31:13
  of homes that I have sold and I put the sold sticker on the picture, the app that I use
• 31:19
  is called Fonto, P-H-O-N-T-O, and it's a free app.
• 31:24
  All right.
• 31:25
  I'm writing that down on the show notes.
• 31:27
  Yeah.
• 31:28
  That way you can customize whatever you want to write on top of the picture.
• 31:32
  Oh, any, any pictures or whatever you can put words over there.
• 31:35
  Yeah.
• 31:36
  You know, so it's sort of like word swag, perhaps.
• 31:39
  Have you heard of that?
• 31:40
  No, I haven't.
• 31:41
  But I assume it's probably like the same thing.
• 31:43
  You got to check out some.
• 31:44
  Let's see.
• 31:45
  I'm teaching.
• 31:47
  Word swag is really cool because you could take any image, your own or other, like,
• 31:51
  Dan, this huge library of templated images.
• 31:53
  And it comes with all those, like, set pre-done templated fonts that are really awesome.
• 31:58
  Yeah.
• 31:59
  It's kind of like Canva.
• 32:00
  Okay, yes.
• 32:01
  Yeah, similar to Canva.
• 32:03
  But a great mobile app, whereas Canva's mobile app, I don't know.
• 32:07
  Okay, cool.
• 32:08
  Let's close out this way.
• 32:09
  What are you doing to pivot, prepare, adjust, or if anything for 2019 and, you know,
• 32:16
  the market shift and all that?
• 32:18
  Yeah, definitely continue more video.
• 32:22
  I'm going to hit it even harder with the expires and the for sale by owners.
• 32:27
  Something that I have started to notice recently is that earlier in the year
• 32:32
  there weren't an average, I get maybe 30 to 40 expires every day.
• 32:39
  This month, starting October, I minimum get 100 every day.
• 32:44
  Really?
• 32:45
  Because the price is too high, right?
• 32:47
  Yeah.
• 32:48
  A lot more properties are coming off the market.
• 32:51
  And even talking to other colleagues and agents that work close by, they're starting to
• 32:56
  notice a change.
• 32:57
  In fact, recently I was talking to an agent.
• 32:59
  He relisted a property that had expired.
• 33:02
  He listed in a market value.
• 33:04
  It was overpriced previously, like $50,000 and he priced in a market value and he's even
• 33:10
  told me, you know, it's been two weeks and we haven't gone anything.
• 33:13
  And this is crazy because when I used to this, we're used to getting multiple offers in
• 33:17
  the first two, three days.
• 33:19
  So it's going to come down to me, sharpening my skills and being more aggressive on the
• 33:25
  phones and at the doors because I know that the market shifting is going to weed out a
• 33:30
  lot of agents that are scared to cold call or prospect.
• 33:35
  So that's where my self and my team are going to come and take over because we know we
• 33:39
  can help the homeowner.
• 33:40
  So you're leaning into the market, you're doubling down?
• 33:44
  Yes.
• 33:45
  Yeah.
• 33:46
  It's a saying I'm fond of, I think, for Warren Buffett, perhaps some people credit it to
• 33:51
  Rockefeller when there's blood in the streets, that's when you invest.
• 33:56
  And there's some blood in the streets, you know, because people are scared and all this
• 34:01
  stuff going on.
• 34:02
  But listen, I was just looking at MBA stats somebody shared that earlier today and the actual
• 34:08
  purchase transactions are forecasted to increase through 2021.
• 34:12
  So there's positive news.
• 34:14
  Yeah.
• 34:15
  There we go.
• 34:17
  Oh, by the way, the last thing I just noticed was scrolling your Instagram feed is shot
• 34:22
  out to you and Brian, you guys were both featured in the real estate video influencers report
• 34:28
  presented by talent ferry.
• 34:30
  So I'm going to put a link to the show notes for that because that is also a great read
• 34:35
  for those people who want to share with their agents, it's good stuff in there.
• 34:40
  Yeah.
• 34:41
  And that was, by the way, done in conjunction with bomb bomb and the screen full credit
• 34:45
  words.
• 34:46
  All right.
• 34:47
  Hey, one last question, Halloween, Wonder Woman.
• 34:51
  Oh, yes.
• 34:52
  You know, I guess that is like that is what your what's the word for that?
• 34:58
  It's not mentor.
• 34:59
  It's like your identity.
• 35:01
  Yeah.
• 35:02
  I don't even know what you would call it, but yeah, I think it's gotten to the point now
• 35:05
  where even other realtors that follow me, if they see something Wonder Woman, they'll
• 35:10
  just send it to me and be like, this reminded me of you.
• 35:13
  So I like it because at the end of the day, it's like, oh, yeah, boy, though, she looks
• 35:19
  like Wonder Woman.
• 35:20
  She's a Wonder Woman realtor.
• 35:21
  So.
• 35:22
  Yeah.
• 35:23
  Well, hey, everything about doing an open house is Wonder Woman.
• 35:26
  Yeah.
• 35:27
  Oh, good.
• 35:28
  Up to your door.
• 35:29
  Wonder Woman is going to sell your house.
• 35:31
  Exactly.
• 35:32
  Those fist bows expires.
• 35:33
  I don't know what's hit them.
• 35:35
  All right.
• 35:36
  So for those that want to connect with you, like I said, I'm going to put links and all
• 35:39
  that stuff in the show notes to your YouTube channel, your Insta profile.
• 35:44
  But also, we want to put your website in there.
• 35:46
  Is that right?
• 35:47
  Yes.
• 35:48
  Yeah.
• 35:49
  Anyone can reach out to me at teambcsold.com.
• 35:54
  That's our team website.
• 35:55
  We know agents all over.
• 35:57
  So if any lenders that are listening are working with any clients that are looking to relocate,
• 36:02
  whether it's California or somewhere else, we know the best agents out in those areas.
• 36:07
  So.
• 36:09
  And my suggestion for lenders that are listening to this right now, you know, you obviously can
• 36:13
  share this episode with your realtor partners.
• 36:17
  But you can also just share Lloyda's YouTube channel, for example, with your realtors,
• 36:23
  because that has got a ton of great information for any realtor on, you know, everything digital
• 36:28
  marketing, so to me, and all that kind of stuff.
• 36:30
  But all other things too, just you heard, you know, she's the Fisbeau expired rock star.
• 36:34
  So go check out the, in the show notes, they'll be a link to Lloyda's YouTube channel.
• 36:38
  And that's just a great way to pour value into your lowest agent.
• 36:41
  So.
• 36:42
  Yes.
• 36:43
  Lloyda, I can't take it out for being here.
• 36:44
  Yes.
• 36:45
  Thank you so much.
• 36:46
  This was fun.
• 36:47
  Appreciate it.
• 36:48
  And listeners, as always, we appreciate you.
• 36:49
  If you like this episode or any others, hey, give us a little shout out.
• 36:52
  Leave us a review online.
• 36:53
  iTunes.
• 36:54
  Google Play.
• 36:55
  We're listening to this.
• 36:56
  And we'll see you on the next one.
• 36:58
  Bye for now.
• 37:00
  Thanks for listening to Mortgage Marketing Radio.
• 37:03
  One more truth in mortgage marketing.
• 37:05
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