Latest / Mortgage Marketing Radio / The Mortgage Geek Returns! With Sean Cahan

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The Mortgage Geek Returns! With Sean Cahan · Mortgage Marketing Radio

0:00
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1:03
Hey, kids, what's up, Jeff Zimper?
1:11
You're a host of Mortgage Marketing Radio.
1:14
Thank you for tuning in.
1:16
If you're here for the first time or the 15th or 150th time, I want to give you a few
1:22
quick.
1:23
Wow.
1:24
I feel good.
1:27
Hopefully you heard that.
1:28
It was a James Brown shout out to you for being a listener and tuning in.
1:34
And so before we cut to repeat second time visit from this month's guests, I want to remind
1:43
you, I'm going to be got to be bringing this back to the surface.
1:46
Hey, I put a book out.
1:47
I wrote a book here.
1:48
There's a headline right there.
1:49
I wrote a book, right?
1:51
The book's called Disruptor Die.
1:53
How to Survive and Thrive the Digital Real Estate Shift.
1:57
If you don't have it yet, did you know, did you know, you can get the book for free, free,
2:03
free, free, free.
2:05
All you got to do is pay for shipping.
2:08
I mean, look, I think that's a pretty fair deal, right?
2:10
You can get it on Amazon.
2:11
Sure, right?
2:12
That's going to cost you a few more bucks to get it on Amazon, but you can get it for free
2:15
and I'm going to give you an incentive to getting it for free and just paying shipping.
2:20
I'm going to give you access to a free companion course that's got a bunch of video modules
2:24
in it and stuff like that.
2:25
Bonus videos, free downloads, guest interviews.
2:29
These are people that are special guests, interviews that will help you take action, right?
2:34
On how to disrupt proof your business.
2:35
The free downloads are additional resources with like building your brand, social media
2:39
generating leads.
2:40
And then of course, there's additional videos in there that's a deeper dive on concepts
2:44
and strategies shared in each chapter of the book.
2:48
I have to reach for it right here on my shelf.
2:49
Hold on.
2:50
Okay.
2:51
I'm back.
2:52
How's that for?
2:54
We just keep it real and raw here.
2:55
So look, in this book, we're breaking it down.
2:57
Part one, part two, the five trends driving the digital real estate shift.
3:01
Do you want to get educated, updated and get on the right track, right?
3:06
With this whole digital disruption thing.
3:08
It's happening.
3:09
Whether you're on board or not, it's happening.
3:10
So you can either be on board or get run over.
3:12
It's up to you.
3:13
Part one, we're going to talk about the rise of the digital culture, consumer control,
3:17
the rise of mobile and social media and the rise of real estate disruptors.
3:21
So to set the stage for like what's driving this whole digital real estate disruption.
3:25
And then part two is becoming a modern real estate mortgage professional.
3:29
This is where we dive into the brand called you content marketing, online reviews, how
3:33
to win the customer early, reduce the friction in your process and how to ultimately disrupt
3:38
proof your business.
3:41
Lots of interviews, lots of case studies in here.
3:44
So if you haven't yet checked it out, either go to Amazon.
3:47
By the way, if you already got it, and you haven't left a review for me on Amazon,
3:49
I would greatly appreciate that.
3:52
And if you want access to the companion course and you did leave a review on Amazon,
3:57
well, just cut and paste screenshot, whatever your your review on Amazon and send me that
4:04
screenshot to podcast at mortgage marketing radio, podcast at mortgage market radio,
4:09
or jump into the Facebook group for the mortgage marketing radio listeners and post your
4:14
screenshot in our private group over at Facebook and mortgage marketing radio.
4:18
So I want to get you some love.
4:19
I want to make sure you're getting access to that complimentary companion course.
4:22
And of course, if you haven't bought the book yet, hey, you can go to get disrupt or die.
4:28
com, right?
4:30
Get disruptor die.
4:31
Let me make sure that is though, right?
4:33
You are out.
4:34
I've got so many of these.
4:35
I forget get disruptor die.com.
4:36
And I'll take you to the place where you can get the book for free, pay 10 bucks for shipping,
4:39
anywhere in the US, if you're outside of the US, I'm sorry, you're going to need to go
4:43
back to Amazon.
4:44
Hey, also too, some law officers what they're doing is they're purchasing quantities of
4:50
this book at wholesale for their realtors.
4:52
And if that's of interest for you as well, then jump into the Facebook group and let me
4:56
know you'd like to purchase some books at wholesale, you know, minimum 10 or more.
5:01
And you get a smoke and deal on those literally less than a cup of coffee per each book.
5:06
And you know, share those with your realtors and stuff as a way to add value to them.
5:10
Okay.
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So with that said, let's talk about my special guest.
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It is a return visit from the one the only mortgage geek.
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Yes, that's right, the mortgage geek who I last interviewed in 2019 and of course, a lot
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of things have changed since then in so many different ways.
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And Sean Kayhan is the mortgage geek.
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And if you don't follow him on social, we're going to put links here in the show notes,
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you need to follow him.
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All right.
5:38
You need to follow him on Instagram and Facebook on YouTube because this guy is blazing
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a trail when it comes to leveraging his unique personality.
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I stress his, his unique personality.
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There's only one mortgage geek, right?
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Well, actually, there's two.
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There's also Denise Donahueb.
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She's the female mortgage geek.
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But Sean Kayhan, right, what I'm saying is the mortgage geek might not be the right fit
5:57
for you for your style, your brand, your personality, but that's okay.
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What I love about the mortgage geek though is you see what he does.
6:06
You now have permission, cart, blunt permission to be you, to either let your freak flag fly,
6:12
to let your teacher shine through, to let your compassionate, caring heart, right, show
6:18
up, whatever it is, the true authentic you.
6:21
That's what I want you to gather from the second conversation with Sean Kayhan, the mortgage
6:25
geek.
6:26
Now, if any of you are wondering, I hear this question still, I can't believe this question
6:29
still exists out there.
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Somebody asking it the other day, somebody was being asked, hey, what's the ROI of social
6:35
media?
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And I know this audience is a pretty savvy bunch.
6:40
I'm hearing more and more every single day asking people what their sources of business
6:44
are.
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I think the poll I did on LinkedIn the other day had something like 25% of people that
6:52
was their primary source of business with social media.
6:56
So let's face it, folks, it's growing and I want to help you grow it.
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Now, Sean Kayhan, right, the mortgage geek who's got this wonderful personality, we feature
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him in the book, by the way, Disruptor Die.
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But also, as I said, go check him out on Instagram, YouTube, et cetera, you're just going
7:12
to be thoroughly entertained at a minimum.
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But also, I think you're going to get some great ideas and what's possible for you when
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it comes to content.
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I guarantee you, you will think differently than you ever have before once you witness
7:25
the mortgage geek in action.
7:27
The social media is there an ROI for him in his business?
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Oh, I don't know.
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His business has grown exponentially.
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I know in 2020, he did 519 loans for $243 million.
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By the way, that's personal production, personal production.
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What you may not know about Sean, he's also the president of Cornerstone, first mortgage
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headquartered in San Diego, California, and they are tracking to do in 2021, $3 billion
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that's with a B, $3 billion in funding.
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So Sean has time to both run a company as the president and create some incredible content.
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Now, he's completely transparent and honest.
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He'll tell you that he has a team now.
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He didn't start with a team.
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But listen to this episode because this is from somebody who's been on this journey now
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for upwards of five years in creating content.
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And you're going to get some nuggets and takeaways on the good, the bad, and the ugly of creating
8:24
content, right?
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So I think you'll enjoy this episode as much as I did round two with Sean Kay and the
8:31
mortgage geek.
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Let's get into this week's show.
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Sean, welcome to the show.
8:36
Hey, thanks, Sean.
8:39
Sean, welcome back to the show.
8:43
Yeah.
8:44
It's been too long.
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I know.
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I'm trying to think was it 2020?
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I had you on or was it 2019?
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I don't remember.
8:52
2019.
8:53
2019.
8:54
So hell of a lot's changed since then, right?
8:56
Right.
8:57
Worldwide pandemic.
9:00
For one thing.
9:01
It is not.
9:03
Okay.
9:04
So a lot of people have heard about you and know of you from my podcast, the book, and
9:08
stuff like that.
9:12
And so what I'm curious about, I want to re-enter the conversation because I'm opening
9:15
the page of my book here where I, you know, I talked about this whole concept of like
9:20
surviving and thriving digital real estate shift.
9:23
And one of the concepts was, you know, in terms of how to become known, one of the concepts
9:27
was develop a unique style or point of view.
9:30
And I think you've done a fairly good job of having a unique style and point of view
9:38
hence the mortgage geek.
9:39
Cool.
9:40
If anybody's listened to this, we're going to put links obviously in the show notes
9:42
all the stuff you tell me to put links to your YouTube channel, your Instagram.
9:45
I could see it all here.
9:47
Yeah.
9:48
But what's happened to you since then, since we last talked like, how's your brand continue
9:54
to impact your business?
9:56
Oh, man, impacting it in a very good way.
10:02
I would say like anything that is a lifelong, you know, that something that's going to
10:07
carry for a long time, it's not a bell in the whistle, it's not a trick, it's not going
10:10
to go away, always takes a long time to establish the foundation, you know.
10:15
And really this year, I went all in.
10:19
Last year, it proved quite a bit, which was very interesting.
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I was always at the very beginning going towards like real leaders and then a little bit
10:27
of consumer and then all of a sudden, I started getting more connects with actual loan
10:34
officers saying like, yo, this is what you're doing.
10:38
And I was like, yeah, and they're like, what company do you work for?
10:40
I'm like, well, I'm the owner of Cornerstone and they're like, wait, you're the owner of
10:44
the mortgage bank?
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And I was like, yeah, I'm the owner.
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And I'm doing this.
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And they're like, well, can I come and join?
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And I was like, because if you're doing this, that just sets up precedent for everybody.
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So it actually pivoted.
10:57
It was crazy.
10:58
And that's why if you saw like my view count, I took it a little bit off of YouTube because
11:04
all of a sudden, I started realizing when my demographics was really Instagram and Facebook
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because that's where of like the social presence lies in between the business to business
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instead of the, you know, B to C with the consumer basis.
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And so I really learned a lot about the three different platforms.
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So like, you know, your YouTube is a very consumer direct model.
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You got to change.
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You got to facilitate your video for that.
11:28
So some of my videos that do really, really well on Facebook are a complete fucking flop
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on YouTube.
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And it's because to a consumer, you know, they might not know what I'm talking about, you
11:42
know?
11:43
Or they're like, we don't care for shit, how much you pay somebody.
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So it was a very interesting, you know, between one of the time we got our phone and now,
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I think that I've learned so much about each one of those platforms that this year, I
11:58
literally was like, okay, all in, got writers, got so many different people involved.
12:03
I'm even maybe possibly flying all the way to what is it, Turkas, cakes and Turkas here
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with another people that invited me out there to do more, you know, content.
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I'm like, holy shit, this is, this is kind of going that direction.
12:17
So yeah.
12:19
All right.
12:20
I want to stay on the thread of content for a moment, then we'll obviously kind of interweave
12:23
the mortgage side of things.
12:25
But for instance, you mentioned what you learned about the different content for different
12:28
channels.
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So that makes me curious, I'm looking at your YouTube channel right now.
12:32
And I can see if I just grab, you know, couple of titles, obviously got some blooper ones
12:37
that are, let me actually go to this link, it'll be better to more recent stuff.
12:41
Yeah, it's interesting.
12:43
I'm looking at your different videos, what the finance, you got bloopers, you got PMI,
12:50
are you still doing this episode thing called what the finance?
12:54
Yeah.
12:55
So if you saw like the newest one that did really well on YouTube was the three P's of
13:00
what the finance and it's the way that I actually positioned the video on YouTube.
13:04
So that one did like, I don't know, 88, 90,000 views pretty quickly, the three P's.
13:09
Uh-huh.
13:10
So that again is I didn't start off with an actual interval of what the finance, I started
13:16
off with just talking about the actual content, then I scaled back into what the finance
13:21
and then I went more deeper into it.
13:23
So that actually carried on a lot larger view count for YouTube.
13:27
And that video did not do very well on Facebook.
13:30
Okay, so what's, how do you, are you taking the same pillar content on YouTube and repurposing
13:36
that?
13:37
Well, we will always put all of the, all of the videos on all of the, the different ones,
13:45
but it's depending on how we actually allocate the, um, the ad spend, okay?
13:50
So if I make a video like my L video, you know, uh, or like that one, it was just, oh,
13:57
and by the way, that L video, I have to talk about this.
14:01
This is crazy.
14:02
I am having surgery.
14:03
Okay.
14:04
This is how far I go.
14:05
I have surgery next month because of that video, because I did the splits and they didn't,
14:10
uh, they didn't catch the video, the whole thing on the first one and I'm in target.
14:16
People are going, look at this, dude, he's doing the split.
14:19
And so the film crew made me do it again.
14:22
And I literally tore in two spots, my labrum in my hip, getting all the way down.
14:30
And now I have a, I have surgery holy crap.
14:34
That was two months ago.
14:35
Is that the one?
14:36
The hall that, what is holiday cheer like with Geek the Elf?
14:39
Yeah.
14:40
Oh my gosh.
14:41
That's unbelievable.
14:42
You're like a character actor, man.
14:43
You're like, you know, Christian Bale, you're going to go all the way on the roll.
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I'm willing to do whatever it takes.
14:50
Exactly.
14:51
That's awesome.
14:52
All right.
14:53
So where, what's changed in terms of like sources of business for you, right?
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Let's, let's dovetail a little bit of the mortgage stuff in, well, obviously I'll
15:01
keep coming back to this.
15:02
But still, what's your number one source of business today?
15:06
Well, my personal, my personal business, real letters, still real letters.
15:10
Okay.
15:11
Yeah.
15:12
So last year did 519 transactions, but 243 million.
15:17
So it's pretty fired up about those numbers, especially because I also grew like the Dickens
15:22
last year.
15:24
Yeah.
15:25
So corner cornerstone where I think our target this year is, you know, just a level
15:30
over 3 billion.
15:32
Nice.
15:33
It's pretty fun, you know?
15:34
Yeah.
15:35
That'll buy you some new glasses that without tape, you know what I mean?
15:39
But, you do it.
15:40
You do it.
15:41
Yeah.
15:42
Like, you did $100 million.
15:43
Do you know what I think you can afford a pair of sunglasses that are like, I think
15:47
you missed the point.
15:48
Exactly.
15:49
Go to the branding 101.
15:51
Seriously.
15:52
But.
15:53
All right.
15:54
Yeah.
15:55
Real letters.
15:56
Stay in front of them.
15:57
Yeah.
15:58
Do you use it all your content?
16:00
Yeah.
16:01
Use my content.
16:02
How do you get it to them?
16:05
Is that where your Instagram is a bigger play?
16:07
That's where Facebook and Instagram are bigger play.
16:09
Yeah.
16:10
Yeah.
16:11
Yeah.
16:12
Um, I think that what happens a lot in branding of marketing is the A of O. We, if we
16:20
don't see success right away, we give up on it, okay?
16:23
So anyone that's listening, just you guys, I started this in 2017 is 2021, you know what
16:28
I mean?
16:29
And I'm still learning.
16:30
So it's like, just don't stop, right?
16:33
It's if you don't, if you stop after 12 months, then just consider, you know, your brand
16:38
debt.
16:39
And if you don't, if you don't have enough money at the end of, you know, six months
16:42
or something like that, then you just went into it thinking that you're trying to go
16:45
all in.
16:46
Don't go all in, right?
16:47
Spread it out.
16:48
The other thing is learning the different platforms from what you want.
16:53
So I just went in there and on the branding side, it was like, oh my God, I'm just going
16:57
to be everywhere.
16:58
And I quickly realized like, okay, cool, then you can't be everywhere.
17:02
Your video is not good on this platform, it might be good on this platform, your target
17:06
audience might be a consumer on a Facebook, it might be a real leader.
17:09
So you know, it's just kind of tweaking and finding out.
17:13
And then when you do get a really, really good like CPD on one of your videos, then just,
17:19
you know, take it off the other videos and dump it on that one video or dump it on that
17:23
one.
17:25
That we learned a lot is that if you don't in the first like two or three weeks see like
17:30
a really, really good cost per view or really good interaction on that video, let it, let
17:36
it die and move over.
17:38
I actually learned that from Billy Jean.
17:39
He was like, you're spending too much money on these videos that cost too much.
17:43
When you have this one, could have dumped everything, all your resources on this one video
17:47
because the public liked it, you know?
17:50
So it was a, it was a mind shift.
17:52
Did you do some consulting with Billy Jean?
17:54
I Billy Jean's my homeboy.
17:55
Was it right?
17:56
Well, he lives down in the San Diego, right?
17:58
Yeah.
17:59
Yeah, yeah.
18:00
Okay.
18:01
Got it.
18:02
I've known Billy, I mean, dude, the guy's like an animal.
18:03
He's incredible.
18:04
But I've also known him for now, seven years.
18:08
Yeah.
18:09
Before he was Billy Jean that we all know.
18:10
I knew him when he first started his thing.
18:13
He actually rented my, one of my commercial spaces.
18:16
That's how he gets.
18:17
Oh, that's awesome.
18:18
Yeah.
18:19
He's a monster.
18:20
I gotta say, so obviously I'm looking at your multiple pages and stuff's popping up
18:24
while I'm looking at this.
18:24
And I have to say, well, first of all, my wife asked me to tell you
18:29
that she thinks you're just about the funniest person she's ever seen.
18:33
Maybe more funny than me, which, you know, in a mirror, she's like, okay.
18:36
So yeah, no, no.
18:39
And then I was, there's a client in, who's in San Diego,
18:43
who's gonna need a mortgage?
18:44
And I was talking with these two friends of mine, both women
18:48
and they were living in Germany for 18 years.
18:49
And we're talking about mortgage stuff, right?
18:51
And she goes, I know they live in San Diego and I go,
18:54
well, do you have a loan officer down there?
18:55
And we're talking, oh, they run a branding agency.
18:58
This is the funny thing.
18:59
Okay.
19:00
And I go, I gotta show you the mortgage coach.
19:03
So I'm sorry, mortgage geek, mortgage coach.
19:06
And then I start showing your videos.
19:08
And we are literally like on the floor laughing in here like crazy.
19:12
You know what I mean?
19:14
And we just have this conversation about branding, you know what I mean?
19:16
And the reality of there's a good amount of people
19:21
who don't dig your brand.
19:22
Don't mortgage geek, right?
19:25
And we talk about that a little bit in the book,
19:28
but like, how do you respond to that right now?
19:31
Are you at the point where you're like, you know,
19:32
whatever man, I got so many people,
19:34
you don't care, that's not my audience.
19:36
What do you say to people who are afraid of,
19:38
perhaps being bold like you have been, right?
19:41
They're afraid of like, evaluating people.
19:46
On the, they're, you mean, of the consumer
19:49
or the people that don't like me or what do I say to them?
19:53
Any, no, what do you say to L.O.'s who are like,
19:55
well, Joe, I don't want to be me because I'm going to have,
19:58
because I know you're being you.
20:00
This is, you're an extension of the mortgage geek
20:02
just with glasses as part of who you are.
20:04
But some people would like probably say stuff,
20:06
but they're afraid to, you know?
20:09
So not every brand has to go follow my brand, right?
20:12
So if you look at what a mortgage and I mean his,
20:19
his following is incredible.
20:20
He doesn't disrupt anything, you know what I mean?
20:23
There is, there's no disruption of any type of
20:29
thought process or trying to make someone, you know,
20:33
pushing the envelope.
20:34
He is just so frickin' his name is meant.
20:38
He is so frickin' good at just being so consistent
20:42
with like a 30 second video that he has such a huge following
20:48
and he'll never get anyone saying, you know,
20:50
oh my gosh, that's a bad video because he just comes
20:53
and says like, here's the three things about mortgage insurance.
20:56
Here's the three things about 3% down.
20:59
Here's this about this mortgage.
21:01
Here's an FHA loan.
21:02
Here's three and a half percent.
21:03
So it's just a value add content, education,
21:05
very simple, very clean, throws up some information.
21:09
So videos are very similar.
21:11
What's his name again?
21:13
It's what a mortgage.
21:15
What are mortars that are YouTube or what is it?
21:18
It's on, go to Instagram.
21:20
Oh, okay.
21:21
Yeah.
21:23
We're here.
21:23
He's a monster.
21:24
Baby.
21:26
He's a monster.
21:27
I see it right here, yeah, yeah.
21:28
What's up with him?
21:30
So he's, I've seen him in before, yeah.
21:34
Yeah, he's a monster.
21:38
You know, another one.
21:39
So if an yellow comes to me and they don't have kind of like,
21:43
we want to always take advantage of their personality, right?
21:45
So if they're like, you know, personality that's kind of straightforward
21:48
and wants to stay in the box, which is totally fine.
21:50
You don't have to be outside of the box, right?
21:52
Mine is more outside of the box.
21:54
So I do push the envelope.
21:56
There's 20% of the people that are like, absolutely not.
21:59
Yeah, yeah.
22:00
And I'm like, all right.
22:02
You got to, which is a matter of fact,
22:04
was I wanted to bring up one of the funniest things.
22:06
So again, the links will be in the show, not the people.
22:08
You've got to watch The Mortgage Geek mean comments.
22:14
That is one of the funniest things I think I've ever seen.
22:19
Stuff that people are saying, man, is unbelievable.
22:23
It bothers, it's crazy, but you have to put up with it.
22:25
So it used to hurt my feelings.
22:27
And now it doesn't hurt my feelings.
22:28
I'm like, it's the truth.
22:30
So another, I just got another one recently
22:32
where somebody came off YouTube, okay?
22:36
They didn't want to just post a comment on YouTube.
22:38
They came off YouTube after watching my entire day.
22:41
Yeah.
22:42
They found my web page, went to my web page,
22:46
went into the comments, and then lasted me.
22:49
And I was like, he wanted that to be personal, you know what I mean?
22:53
But if you look, that was like a tentative thing.
22:55
Like, that's you have to watch the whole video.
22:58
So I think that that, you know, I have to put a smile on my face
23:01
that I affected somebody's life.
23:02
Good or bad, so much that they literally had to go
23:05
through that whole series to let me know that they didn't like me.
23:07
So I was like, all right.
23:09
Let's talk about the flip side.
23:11
Give us a sense of the feedback
23:13
or that you get from people when you do get a chance
23:16
to talk to them after they've been watching your videos.
23:17
Consumers, you know, I mean,
23:19
what did some of the comments you've heard that, you know,
23:21
are feeding you to keep doing this?
23:24
Yeah.
23:25
So what keeps on, you know, keeping me checking in
23:28
is the consumers and we'll start with consumers
23:30
and then I'll roll over into like a B2B, you know,
23:33
but like the consumers, when they call me,
23:35
they're like, you know, you're the mortgage geek.
23:37
I feel really comfortable knowing that you're very,
23:40
I learned a lot, but you're really, really funny.
23:42
We feel that we're very comfortable
23:43
because we feel like we know you.
23:45
So they built a relationship with me
23:48
through watching the videos, understanding that, you know,
23:51
like, they call me, I'm not, how well this is shown.
23:55
You know what I mean?
23:55
Like, I'm gonna comment and be like,
23:57
yeah, what's up?
23:58
How you doing that?
23:58
How can I help you?
23:59
And then they're like, holy shit, this guy's real.
24:02
Like, this guy's kind of weird, right?
24:05
And kind of a character.
24:07
So they build that.
24:08
And so when you, when you trust somebody, right, enough,
24:11
then even if you've never spoken to them
24:13
before, that's a power of social media
24:15
that they feel like they can trust you already
24:18
because they feel like maybe we're alike.
24:20
Maybe they like that.
24:22
Maybe the humor brought us together.
24:24
So when the consumer does call, I'm not like, you know,
24:28
beating down, you know, who can have the best interest
24:30
right there calling me going, I know you can do it.
24:33
You're awesome.
24:34
I feel so connected to you.
24:35
Can we just move forward with my mortgage?
24:36
So cut out all the bullshit, you know what I mean?
24:39
Well, and let's just keep in mind,
24:40
your videos aren't just entertaining.
24:42
They're also educational, right?
24:45
Totally.
24:46
Yeah.
24:47
I mean, so they get to learn, I mean, let's face it, right?
24:48
The topic of mortgages can be pretty boring.
24:51
So you found a way leveraging your personality
24:53
to keep it interesting, but just like you said a moment ago
24:56
with what's a, you know, what's a mortgage or min?
24:59
So he isn't this huge, gregarious personality.
25:03
So there are, the point is there are people
25:05
that are going to value the straight up education,
25:08
and then there's some who are going to like dig the funny,
25:10
the edgy, and they're going to get edgy,
25:12
because here's the thing, if you weren't educating,
25:14
if you weren't actually demonstrating
25:15
you know what you're talking about,
25:17
then it just be like, who's this friggin' dude
25:20
who's just being goofy, but I didn't learn Jack, you know?
25:23
Yeah.
25:25
So then they might just laugh, and now you're only
25:27
going to get about 30 or 40% of the people
25:30
because they might log on and think they're your funny type of deal,
25:33
but you know what I mean?
25:34
It's a quick video laugh.
25:35
Right, right.
25:36
So that's why that education piece and so,
25:38
now every video doesn't have to be about education either,
25:41
like my main comments, right?
25:42
That's not about education.
25:43
So sometimes you'll throw in kind of like,
25:45
to throw somebody off the target, right?
25:47
So like the what the finance is always about, you know,
25:49
education, a couple of my other ones are about how I can,
25:54
you know, kind of move you into the direction
25:57
of success here, but then I'll just throw out a video
26:01
and that just kind of is like, fuck,
26:03
I'm not talking about mortgages.
26:04
Here's my deal with on my daily basis, you know?
26:07
Oh yeah, do you ever do the like, you know,
26:08
here's a day in the life of a loan officer?
26:11
And I did do that.
26:13
And they put up a video cam and then they saw me
26:16
and people were like, holy shit, I had no,
26:18
so like, it was like nine hours,
26:21
and I literally did not leave my desk.
26:24
I'm on my phone typing, like doing like,
26:26
boom, boom, boom, boom, boom.
26:27
Right.
26:28
That's what kind of people were like, do that.
26:29
I remember that the camera was like,
26:31
right over your shoulder or something, right?
26:32
Looking down at your desk.
26:33
Yeah, yeah, that was pretty annoying.
26:36
How much time do you spend thinking about the content
26:39
you're gonna put out?
26:41
All right, so I'm a little bit of a cheater now, you guys.
26:45
I have, at this point, I have like a full,
26:51
you know, creative team, video team.
26:57
I have actually different people that do my Instagram
26:59
even, you know, that specialize in carousels.
27:02
If you look, I have carousels, I have stickers
27:04
and all that kind of stuff.
27:05
So that's actually a completely different group
27:06
that specialize in this.
27:07
So when I said I went all in,
27:09
like, I went to like the best of the best.
27:12
And I was like, okay, let's go.
27:14
Let's, let's, how does it end?
27:16
Here's our budget.
27:17
It's gonna just go be completely, you know, off the wall.
27:20
And we need to push the envelope on every single second.
27:24
So I'm gonna cheat, I, I cheat now.
27:27
But, but you paid your dues.
27:29
I did, you know, I just, your video, man,
27:32
your watch time's gotta be crazy.
27:34
It just sucks you in, you know what I mean?
27:36
I've watched you, you've kicked a bottle cap off
27:38
of the frigging vitamin water bottle.
27:40
Yeah, that's it.
27:43
So Jeff, check this out.
27:44
So let's go back, like, when you were talking about like
27:46
the consumer, the consumers that call me
27:50
are not just watching one video and calling me.
27:53
So how many videos I have, like,
27:56
all those different podcasts, a lot of people are like
27:58
reading those articles, because if you type in
27:59
Sean down in the whole entire front page of Google.
28:02
And so it's not, it's not about just doing videos.
28:07
So that's another thing that they allows
28:08
and everything, like, get in the publication, reach out.
28:11
So everyone thinks that like, you know,
28:13
the more and more that, that, the more and more
28:17
that you get viewed, the more and more people
28:19
are gonna contact you, absolutely incorrect.
28:23
I am the one that's reaching out to individuals.
28:26
I wanna be on your podcast, here's why,
28:27
oh my God, they're like, wow, this is a great one.
28:29
My team, so I have actually like two people
28:32
that are on the phone calling publications,
28:35
calling, you know, different podcasts,
28:38
calling different people to get onto their stuff, you know,
28:41
so it's, I'm not sitting back like just kind of,
28:44
oh, no, I think that I'm so successful,
28:46
people know my brand, like, we are actually putting it
28:50
out to everyone saying I wanna be on it.
28:52
Well, what's the end goal with all that all of this?
28:54
So you're just trying to grow, you know,
28:55
your company and your volume or what?
29:01
I want to continue showing people
29:04
that this guy is the limit and to not stop.
29:08
So I'm having probably the best time of my life,
29:11
every single year gets better.
29:13
That's why I'm just like allocating more and more
29:16
to, you know, the actual like marketing side
29:20
and also the bank, I will be honest,
29:22
I will prop my first step away from actual mortgages.
29:25
We'll probably be stepping away from the day-to-day
29:29
contacting the consumer myself.
29:31
I have a pretty large book of business now
29:33
and I have a really good team, you know,
29:35
that will still use Sean K,
29:36
and if I ever need to get on the phone, you know, I will,
29:39
but stepping away from actually dealing, you know,
29:42
cause we're working seven days a week,
29:43
especially with two kids, 16 years, seven days a week,
29:46
my wife's like, can you like take two days off, you know?
29:50
So that's where I will step away,
29:51
but then with the other flip side is
29:53
that I'll just do more marketing
29:55
and more like brand recognition on Cornerstone itself.
29:58
Right, okay, all right.
29:59
So it all leads back to Cornerstone.
30:01
Yeah, that's my, that's my baby.
30:04
Do you have any LOs you've kind of taken under your wing
30:08
who've come to Cornerstone and are, you know,
30:09
building their own personal brand?
30:13
Yeah, so it just actually started that,
30:16
you'll see if you go on and start following
30:19
a lot more of the LOs that are joining,
30:23
you'll see that their Instagram is a lot,
30:26
it's becoming a lot better,
30:28
a lot more format and everything like that,
30:29
because I went to the best of the best.
30:31
You know, Mario, the monk?
30:34
Oh, yeah, yes, I do, Mario Trauta.
30:36
Okay, so we have an exclusive with him that he does,
30:40
like all of our, and so he does all of our Instagram
30:43
for now, all of our top LOs,
30:45
and then we're even funneling it down,
30:47
creating like, so he's gonna be drawing and writing
30:50
for actual Cornerstone on the marketing side,
30:54
like we're not in competition
30:55
because I know he's still an LO,
30:56
but just more than like the marketing side.
30:58
So yeah, I'm allowing now,
31:02
I wanna watch my LOs really see the benefits of it as well,
31:07
and not have them be a loan ranger either.
31:09
So I'm putting them in the same,
31:11
hey, I'm paying for it as a company,
31:16
and this is what you're responsible for doing,
31:17
you're responsible for policy and you're responsible for this,
31:20
but I'm going to give you amazing content,
31:22
you don't have to come up with it,
31:23
you don't have to come up with the carousel,
31:25
which is your responsibility to follow,
31:27
to the DM people, to stay active as well,
31:30
but kind of allow them one step farther
31:33
to take all the benefits of what I'm doing
31:35
and actually integrate it into their business.
31:37
Interesting.
31:38
All right, let's look back to the B2B side,
31:41
the realtor side, whatever, in terms of how your content
31:44
is impacting or driving business,
31:47
engagement, conversations, whatever,
31:49
what do you wanna say there?
31:51
I mean, hey, my,
31:54
find your weaknesses, right, find your weaknesses,
31:58
and outsource, so it's a strength,
32:00
and then focus on your strength.
32:02
So here's my weakness, always been my weakness.
32:05
I am so fat at college realtors
32:09
and introducing myself,
32:11
everyone would be like,
32:11
dude, you'd be so great.
32:13
I'm not, okay?
32:15
What I am really good at is building a relationship
32:18
by other techniques, right?
32:20
First, so my content and my mortgage geek branding
32:26
allows me to break down those walls,
32:29
so that I could then, because if you just meet me
32:31
in a group, I'm gonna sit in that corner,
32:33
and I'm gonna be like, all right,
32:35
I'm ready to go down, drink my water,
32:37
so that I don't drink anymore,
32:38
and just kind of be like, okay,
32:41
and people would be like,
32:42
I thought that guy was the outgoing guy,
32:44
you know, and I'm pretty much like,
32:45
I'm like a, like a potato, but I'm like,
32:47
you know, now, if I meet two people,
32:51
and they're like, oh, this guy's great,
32:53
then I'm gonna know the entire room, 30 minutes, you know?
32:57
So I use that content, I force it out there,
33:01
they comment, boom, now you're in my circle,
33:04
I'm gonna start DMU, I'm gonna set up things,
33:07
let's have a talk, let's chat,
33:09
let's do those types of things,
33:10
so I lead in with my content first,
33:12
and allow that to see if I'm gonna get a response or anything,
33:15
and then if I do get a good response,
33:17
or some activity, that's what I'll actually lead in,
33:21
then I will get on the phone call,
33:23
and I'll set up the meeting,
33:25
so to me, then they already know who I am,
33:29
type of deal, so that I can just be myself
33:32
in the meeting, so.
33:33
When you say you're lead with your content,
33:35
what does that mean?
33:36
Are you engaging online on Instagram or something first,
33:39
or?
33:40
Yeah, like Facebook, Instagram,
33:43
I'm using those as like my lead-ins, you know?
33:46
Messaging people, or is it just that you are, okay?
33:49
Yeah, we're messaging people.
33:51
So you're finding people, realters,
33:53
who've watched your content,
33:54
then you're gonna start kind of a messaging thing with them?
33:57
Correct, yeah, makes a lot of sense.
33:59
Another thing, you know, doing some studies
34:02
and all that kind of stuff,
34:03
I've quickly learned that social media's not only powerful
34:07
for connecting, but it's actually taking over
34:09
so many people's lives today,
34:11
in the fact that like when they post a picture,
34:14
it is almost like the social dilemma, right?
34:17
When someone post a picture on Instagram,
34:19
they literally are like stalled to the entire world.
34:23
They are like, oh my God, has someone liked it?
34:27
And then soon, someone likes it and comments are like,
34:29
okay, someone validated me, holy shit,
34:34
someone validated me.
34:35
So one of the biggest tricks
34:37
and a lot of people come out for this,
34:39
that was on my coaching program.
34:42
I set up and, you know, like,
34:44
hey, these are the 40 realters
34:45
or whatever, the 25 real, other referral partners.
34:48
And I make my team start commenting.
34:51
They're never allowed to comment first.
34:52
They're only allowed to start liking and commenting
34:54
on their social media pages.
34:57
I, somebody doubted me, it was pretty interesting.
35:00
They're like, are you sure this works?
35:02
And all of a sudden, like three, three weeks later,
35:04
they started sending me, oh my God, Sean.
35:06
And all they've never spoken to this person,
35:09
never met the referral partner.
35:10
All they do is all they're communicating,
35:12
liking, trying to find, you know,
35:15
things that they're in common with, commonality.
35:17
And then, wait, is that word commonality?
35:19
Yeah.
35:20
Oh, yeah.
35:21
And then, I'm not really smart with English.
35:23
It's just really good now.
35:25
But, and then this person was referring them going,
35:30
going, this is like my good friend.
35:34
They are amazing, all this type of stuff,
35:37
because they felt that they knew each other
35:39
because they looked at each other's presence.
35:42
They commented, they started liking them.
35:44
And they were the first ones that liked
35:46
every single picture.
35:47
So if you start doing that, like,
35:49
if people even do it with me,
35:50
I feel more comfortable with them.
35:52
I'm like, who is this person?
35:53
Oh my God, like this person's cool, you know?
35:55
And, and it is so powerful.
35:58
So if anyone needs any tricks or anything like that,
36:00
please ring me.
36:01
Please DM me.
36:02
I will set you up for success.
36:04
And I don't care that you don't,
36:05
if you work with me, I don't care if you hate me
36:07
and like me or anything,
36:09
I want to make you successful.
36:11
So I'm going to show you how I do it.
36:13
Yeah.
36:14
100% agree.
36:15
No, it's a great strategy for sure.
36:16
I wish more people recognized the ease of which
36:19
you can connect with people today on social
36:22
and develop a relationship to your point.
36:24
It can go on beyond just superficial,
36:26
as long as you're consistent and sincere.
36:29
Yeah, it's all about consistency.
36:30
So like, you just download the alerts.
36:32
So my phone, like, is like,
36:33
ting, ting, ting, ting.
36:35
And I'm like,
36:36
well, now I have somebody that's like, ting, you know,
36:39
commenting and all that kind of stuff.
36:40
It's amazing how far it goes.
36:42
So in another thing on the flip side,
36:44
when you do have a phone call,
36:46
like never when we first started in the industry,
36:48
we didn't have social media, right?
36:50
So like, hold calling like an agent.
36:51
I was like, I don't know this person.
36:53
I don't know anything about him.
36:54
I don't even know how he deals that they do.
36:56
I'm just told that they possibly might do some, right?
36:59
So how am I going to call, right?
37:01
It's like so difficult.
37:03
Now, I can find out what you like
37:07
and what you're all about in five minutes.
37:09
I can go to your page,
37:11
flip through all of your pictures,
37:12
because here's the deal.
37:13
You only post the coolest shit that you like.
37:16
It's not like somebody's posting like shit
37:18
that they don't like, you know what I mean?
37:20
So you can learn something,
37:22
tape that into a mind,
37:24
and then just call the actual person
37:27
and be like, oh my gosh, I'm so in the scene too.
37:30
What mountains do you go off of?
37:32
Oh my God, this is so interesting, you know,
37:34
and it's the power of hanging up the phone,
37:37
not power of getting on,
37:37
because now I'm teaching you how to get off the phone,
37:40
because no one likes a phone call that just carries on forever.
37:44
So again, now you know how to get on phone,
37:46
because it's so easy to talk about it.
37:47
Now I'm like teaching, actually,
37:49
I was like, you know, when the conversation's over,
37:53
hang up the phone and do you like this?
37:56
And do you like this?
37:57
Like you gotta make sure that your conversations
38:00
are a little bit shorter so that they want to actually
38:02
answer your phone call the next time.
38:04
So you're talking about,
38:06
if you've engaged on social,
38:07
you've thrown some messages back and forth or whatever,
38:10
you've done your intel and found out they like snowboarding
38:12
and they're into cars or whatever, you know,
38:15
or they're in a vinyl.
38:18
Those are some great talking points obviously,
38:19
but if I understand what you're saying,
38:21
hey man, you don't need to go for the clothes.
38:23
Like, you don't really connect, is that what you're saying?
38:26
Yeah, yeah, yeah.
38:28
And learn to get off the phone too.
38:30
You don't have to have like some 30 minute conversation
38:33
with somebody, you know?
38:35
So I want to dig deeper there for a second,
38:37
like what is your advice, particularly like, you know,
38:39
when you're mentoring LLOs to create relationships
38:43
with realtors, let's say,
38:45
as I said that I thought in my head, you know,
38:47
people are like, what do you mean don't go for the clothes man?
38:49
You know, you gotta like schedule a meeting
38:51
and you know, all the kind of stuff.
38:52
And I'm like, I'm like, you probably like,
38:54
like, blow it down, man, you know what I mean?
38:57
It's just like build a relationship first.
39:00
How do you coach your LLOs around prospecting realtors
39:03
around that, you know?
39:04
So, very interesting.
39:07
I do a powerful three minute and somebody else came out
39:09
of the book after I started like coaching about three minutes.
39:12
So it was pretty funny.
39:13
Somebody came out with it and like,
39:15
one of the coaching platforms is a three minute conversation.
39:18
Really?
39:19
Yeah, I've been, I've been coaching LLOs.
39:22
So you're swiping your stuff, man?
39:24
All right.
39:25
It'd be kind of weird just because I've never spoken to him,
39:27
but I just thought it was so awesome
39:29
that someone else is backing me on it.
39:30
But the three minute, the three minute conversation,
39:34
it's get on because three minutes
39:37
will never give you enough time to close.
39:39
So if you try to close in the first three minutes,
39:42
I mean, you're toast.
39:43
What are you gonna do?
39:44
Hey, I do a coffee, coffee meeting?
39:47
Yeah, right.
39:48
Thank you.
39:49
Good morning.
39:51
Hey, hey, Jeff, I'll coffee maybe.
39:53
Cool tomorrow.
39:54
Yeah, yeah, yeah, exactly.
39:57
Hey, guys, deals?
39:58
Three minute conversation doesn't allow you to get into work.
40:01
And I say, and you owe me three friend conversations
40:06
before you allow yourself to talk about work.
40:08
Three, the same person.
40:10
So you're commenting, you're DMing,
40:12
you're liking their stuff.
40:13
You're getting to know each other.
40:15
they will go on your page automatically when you get them on the phone and when you call them,
40:19
it's got to be specific, such as like I reached out to another realtor, good friends,
40:26
call them, I saw post about his son and I was like, hey, how's your son doing?
40:31
You know, and he was like, wow, that is so powerful. Thank you so much.
40:36
Thanks for calling. He's doing better. And I was like, this is amazing. And he was like, you know,
40:39
by the way, we haven't, you know, gotten the lunch made. I was like, hey, you know what?
40:42
The purpose of this phone call, I don't want to deviate and have you hang up regarding
40:46
a meeting with your, you know, about work. This phone call is 100% dedicated to making sure that
40:51
that your son and that your family are healthy. Let's talk later about work.
40:57
His wife called me and was like, dude, that was, that was incredible. Like I could have just
41:04
sealed the deal with the needy, you know what I mean? But it's amazing how much further we can go
41:11
away instead of just always focusing on, on closing the deal because it's not about the deal.
41:16
It's about the relationship that creates the deal. Yeah. Yeah. If you're,
41:21
if you're a relational, right, loan officer versus a transactional one.
41:25
But most of the people listening to this aren't the transactional. They tend to be in the call
41:28
centers. And that's not who I'm talking to. Yeah. You have a sense since you've been building
41:36
up this brand and all this stuff over time. Let's just take the consumer direct, right? The holy
41:40
grail, which is interesting, which is why I always ask the question, which your number one source of
41:43
business, it still is realtor as referrals. But you have a sense of what the balance of your
41:50
consumer direct businesses like from your YouTube or whatever. Oh, it's like 80, 20%.
41:56
80, 20, 80, 80, 80, 80 and 20% consumer. Yeah, but your volume, 20%, pretty significant.
42:04
Yeah. I mean, it's good. Now, men, he's a rushy non-consumer. You know, because he is a he's
42:11
Instagram and also YouTube, just like pounding knowledge like that. And it just generates so many
42:16
leads that it is just, it's powerful. So that's what I'm saying. It really just depends on do you
42:22
want to go to consumer or do you want to go to the relationship building? I truly, truly feel
42:29
unless you have like a really like a two-source team, you cannot do well at consumer direct and do
42:36
well on a referral basis. This is my my belief, right? You can a little bit, but if you're all in
42:43
for consumer, go all in for consumer because you're going to tailor your videos a lot differently
42:48
or your content a lot different than doing like the referral type of deal. And the follow-up is
42:54
different, you know, because like if you're going to consumer direct, you're not going to download
42:58
it and spend your time, you know, commenting and building a relationship on social. So unless
43:04
you have like a two-punnel team. I think the challenge with that is that the time it takes to
43:10
develop significant return on the consumer direct side. Most LOs don't have the time for that to
43:15
happen. The bandwidth of money, whatever, right? It's like I need deals today, you know, and the
43:20
realtor says where you get the deals like today, you know. Yeah. No, definitely. I think that you can
43:29
I think you can slow down a little bit if you do want to go in the consumer direct, then you need
43:33
to actually pre-plan. So what they what they try to do is they try to take a referral base and
43:38
bring it into the consumer world. And that takes just a ton of fucking money. So if your content
43:45
is pure consumer, you actually doesn't take a lot of time. It doesn't take a lot of money either.
43:50
And it can be fast-paced. It can be, but you have to dedicate 100% of your video content for the
43:56
consumer such as like the three thing, hey FHA, call me later. Have you seen like Matthew at a
44:03
New York? Do that guy on the consumer direct completely smears it also. I mean, it's like 138,000.
44:10
So he's on podcasts and everything like, you know, directly after a consumer saying, hey,
44:16
you know, call me. Do you need help with FHA alone? Call me. Do you need this?
44:21
Very direct. And he gets so many likes and comments. And his the amount of deals that come in
44:26
from the consumer direct is bonkers. You don't recall his name, do you? Yeah, I can find a real
44:34
question too. Because you know me and I was going to do the research on that. He's one of my,
44:39
we know each other. I mean, more of like a... It's Matthew Garland and it's M-G-V-V-Morgge guy.
44:53
So Matthew Garland, the mortgage guy. He has 148,000 followers, no one is from.
44:59
Do this guy just completely. He's like men too. So men, me, Mario, Matthew, we get on,
45:07
you know, every once in a while we'll get on Instagram and chat it up. I mean, those guys so much
45:12
to learn from as well. Let me ask you this question. Do you think, you know, because this consumer
45:17
direct game, you know, it's not that it's new. I mean, people are aware of their like, I know I
45:24
should be on social media, whatever I should be, should be doing all this. And yet still,
45:28
the bulk of law officers are getting the most, most of their business from, from referral sources.
45:35
I mean, you think somebody like if I don't shift, if I don't create videos, if I don't develop
45:40
some kind of a brand, I mean, is that the fading winter concept thing that you know what I mean
45:45
is coming and you're just slowly going to be fading away?
45:48
How are you going to stand like I called the sardines? Like if you just put yourself into a can of
45:57
sardines, you know, there's, you got to do something. I mean, the day and age of somebody just
46:06
using like, oh, well, you know, you're a referral for my dad. They look at your social presence.
46:14
I don't care. Right. Right. And look at what, what was the statistic? I thought I read, but I
46:19
never verified it was like 32% of all home purchases last year were, were demographic of the millennial.
46:28
Okay. Yeah. Yeah. Right. 32% where that's up. If you could just focus on that, I mean, lights out,
46:38
right? So, and then do you, sorry, go ahead. No, keep going.
46:45
Let's let me play the play this side of the coin then. What do, I mean, do you ever see yourself
46:50
walking away, dropping a mic? I don't need you, realtors, right? That whole thing. Do you think that's
46:56
a short play? No. No. Like how many realies drop there? Like how many people are going to
47:02
get the business, right? But they're still, you know, I was speaking of stats. I think it was 89%
47:07
of people who bought a house last year, used a realtor to do it. Yeah. Yeah. And then what was it?
47:13
Some other, some other stats that I read, and again, I didn't verify it. So I'm just going to throw it
47:18
out there. Don't quote me. Here's the easy thing. They don't quote me.
47:29
I was like, is your attorney in the room?
47:31
Um, so it was like 82% of that 89% with, with their realtor's preferred lender.
47:39
Yes. Yes. Something like that. I don't know if that's the actual figure, but I have all that as
47:43
well from the NAR. That's where all that comes from. Yeah. It was a, it was a pretty like what I
47:46
saw. I was like significant. It was a pretty large number. So, yes. Here, if you're going to go
47:52
on the consumer, it does not mean that you can't parlay that into a relationship, right?
48:00
It's harder to parlay a relationship based content driven into a consumer direct, okay?
48:07
Because the two don't correlate now. What you can do is do a consumer direct and parlay that
48:13
into a referral base because now you are dealing with the consumer and you can tie it in and say,
48:20
hey, I'm bringing in these leads. Will you be my source of contact? And then you can build the
48:26
relationship that way and say, hey, I'm going to send you over all these leads. I'm going to show
48:30
you how well I do. And then if you start doing well, then the realtor's like, dude, I'm going to,
48:35
you know, you never want to force anybody. You never want to do what's called the golden handcuffs,
48:39
right? But what you say is like, you're going to give this to you. I'm going to show you what I'm
48:43
all about. And when you, when you switch it over to them, and you're giving them actual clients
48:49
that they're going to go get successful off, then natural human, you know, a business, right?
48:55
Naturally, they're going to want to feed you now. And again, there's always an exception to
49:00
every rule. So it's hard to go referral based content into consumer, okay? Because those
49:07
are two different, but you can take a consumer direct and parlay it into building a relationship
49:11
with the realtor's. Yeah, because what I'm hearing and seeing with that with a consumer direct
49:15
content, because if it's going to be somewhat educational as well, that can, you know, that's,
49:20
like I've seen this happen with actual people, where the realtor's will still consume that info
49:24
because they're getting educated as well. What about FHA? What about, you know, non-honorock,
49:29
whatever? Yeah. Yeah, I've been working with a couple of folks on this concept of the hybrid
49:37
loan officer, which is who play who exists in both worlds, you know, who still has got the
49:42
referral base, kind of like the foundation of their business because that's strong and it's a
49:46
great source, but then who's also becoming a modern right originator and living that hybrid world,
49:51
where they're producing content, they are going consumer direct. And that's like, for me,
49:55
that's like the sweet spot, man, that's who I really want to help, you know?
49:58
Nice, yeah. So I would then just parlay that over and really focus on the consumer direct,
50:04
and then what I call like an off-fall product, you know what I mean? The off-fall product
50:10
of getting all the consumers is, hey, I got to, somebody has to go out there and show these people
50:15
because I'm not a realtor, right? And I'm going to have to help these people, then they start
50:20
to get referrals. So I think that that is kind of like that hybrid that is talking about,
50:26
and to get off the actual shift. So add value. Anything you're adding or doing differently?
50:34
Where are we now? Mark, this year. Content, content, content, content, content.
50:42
So I have Mario flying in from New York, we're redoing my entire office, we're setting up
50:47
cameras and all that kind of stuff that I'm going to start actually coaching and creating content
50:55
just by sitting at my desk and like, oh my god, I just thought of something like,
50:58
and just education, you know what I mean? Something comes up and I'm like, oh my gosh,
51:02
we got to spread the word about how this actually works. So I'm just going to tape it,
51:06
it goes over the editor, they're going to splice it up into like a, you know, sort of video and
51:10
boom. So just so much like educational videos are going to be going up that way. So I'm really
51:17
focused, you know. The audience for those. I'm going to put them on just depending on what the
51:23
actual video is. This depends on what pops in your head at that moment. So it's the whole idea
51:26
that you want to capture something that pops in your head in the middle of your day. Yeah, exactly.
51:32
Catch something, tape it, splice it, it might be like real or driven, referral driven, it might be
51:38
a consumer direct driven, it might be an education where a lot of people don't know, it might be a new
51:43
law that came out, you know, it might be something, you know, Fannie Mae's coming down with the line
51:48
like, hey, yesterday, single, you know, second home and investment, what a crazy nightmare. Well,
51:54
don't be too scared about it. You know what I mean? So like little things like that and just trying
51:59
to send out more because I'm constantly dealing with it. So it's like, when I just tape it,
52:03
edit it and then throw it out there. Hmm, interesting. I know you're still going to do the more,
52:09
I mean, I know there's a certain production element to that, but are you going to do the more,
52:12
like, you know, more higher produced where you're doing your, you know what I mean? Like,
52:18
you've got different characters and stuff like that, you can continue there.
52:22
Oh, for sure. That is my spot. I love it. So I just made a lot in order to check that out, coming
52:31
to you soon. What about hold on? Hold on. Is, um, is Fannie Mae, is she coming back? You mentioned
52:39
her. Fannie Mae is coming back. Fannie Mae is coming back. Fannie Mae, you're awesome.
52:48
Awesome. I love, I love your play on hot ones. That was really good. That was so spicy. I was like,
52:56
always said, this is crazy. My mouth is on fire. Oh my gosh. That's awesome, man. Really,
53:02
really cool. I appreciate you making time, man. Hopefully, um, you know, people got some nuggets
53:06
listening and I think they did. I think the, you know, one thing is obviously it's like, look,
53:10
just get started. Don't try and be the mortgage geek. Just be you, whatever that is. You know,
53:16
if you're, if you're the tight buttoned up dude, who's more of the, you know what I mean,
53:19
the more professional, if you will, I guess, hey, there's an audience for that, right? But then
53:23
there's obviously opposite spectrum. There's an audience for the mortgage geek. So you're somewhere
53:28
in between, man. There's always somebody for you, right? Always somebody for you. Don't ever let go.
53:33
Also, I just want to send out to a couple of people and be like, hey, can you help me with something?
53:37
And I was like, and I respond really quick and they're like, holy shit. Like I cannot believe you
53:42
responded so fast. Like you're going to take the time. So, um, everyone that is listening,
53:46
if you ever want to ask me any questions, if you ever want to have feedback, if you ever want
53:50
to know about like tax returns income, I don't, it makes no difference if you work with me or not.
53:54
Let's be successful together. I'm always available for everybody DM me, go to my Facebook,
54:00
give me a call, send me an email. Um, it doesn't matter, man. Let's, let's just make everyone
54:06
smarter and more powerful in their, in their business. So yeah, 100%. Man, 100%. All right.
54:12
Appreciate it so much. You're being here and making time from your busy day.
54:15
Listeners, you know what to do tune in. We're going to put links to all his stuff in the show notes
54:19
as YouTube, as Instagram, as website. So because if you don't watch and follow the mortgage geek,
54:23
dammit, you need to, you know what I'm saying? Absolutely. Go check out my Boston house video,
54:28
Boston loans. Oh, I'm going to see your view count skyrocket now. It's going to be awesome.
54:34
All right. So, um, everybody, peace out. Thanks for tuning in. Leave a review if you like this.
54:39
So as always, man, um, you take care. Let's stay in touch. Bye for now.
54:50
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