Latest / Mortgage Marketing Radio / Ep #64: Three Ways a Good CRM Can Make You More Money

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Ep #64: Three Ways a Good CRM Can Make You More Money · Mortgage Marketing Radio

0:00
In today's highly competitive mortgage industry, building profitable relationships with
0:04
the real estate agents is essential for success.
0:06
However, finding effective ways to secure agent relationships can be a challenge.
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Our new case study featuring loan officer Chris Cogill is a must-read.
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Chris has closed a remarkable 36 million in funded loans from agent referrals.
0:31
And in this case study, he shares his proven strategies for building strong relationships
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with real estate agents and leveraging those relationships to drive more business.
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To get your hands on this resource, head over to LOKestudy.com and download your free copy
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of the case study today.
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You'll find actionable insights and practical tips that Chris used to close 36 million
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Don't miss out.
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Go check it out right now, visit LOKestudy.com and download your free copy today.
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Mortgage Marketing Radio Brought to you by the Mortgage Marketing Institute,
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your number one source for truth in mortgage marketing.
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Hey listeners, Jeff Smith, and for welcoming another episode of Mortgage Marketing Radio.
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So glad you are here.
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And so we are doing another quick session on CRM.
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What does CRM you ask, customer relationship management?
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So listen, there's three key areas that if you're going to be a highly effective and productive
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loan officer, you've got to master these three areas.
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Number one is your tasks.
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We all have daily and weekly tasks and sales activities and priorities that we need to manage
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and remember to get done.
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The next thing we've got to do is make sure that we are communicating effectively.
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And who do we have to communicate with?
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Well, obviously buyers, right?
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Clients, past clients, leads, prospects, referral partners.
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The challenge with that is sometimes the sheer volume of that combined with everything
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else we've got to manage in our business.
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If we're expecting to trust what's the last conversation we had with the referral partner
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about XYZ buyer, and to try and remember that, you use a scratch pad, a notepad, an
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Excel sheet.
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You're crazy.
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We've got to be good at not only task management and getting stuff done, we've got to be great
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at communication and tracking our communication so that we're informed, right?
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So that we're making sure the conversation is moving forward in a very intentional way.
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So task management, communication tracking.
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And then the other key piece to a pillar of your business as marketing, right?
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And marketing both for consumer-based marketing, past client, database marketing, staying
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in top of mind, staying in touch, being aware, being ready, and able to know where people
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are in their journey of you managing their mortgage.
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I mean, God forbid, how many stories could we tell about loan officers missing out on
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a refi or a new purchase opportunities just because they didn't talk to their past client
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database?
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Well, a CRM can help you take care of that.
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A CRM can help you more effectively capture and nurture and convert and build trust with
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your leads.
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A CRM can help you co-market with your referral partners to add value, right?
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To not just be a vendor, but to be a true partner and to provide solutions and services
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for them to help your realtor partners be able to effectively capture, incubate and convert
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more of their leads, right?
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So the list goes on and on and on about how many different things, you know, a CRM does
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for you to make you really that much more productive and efficient.
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In addition to some other cool things that some CRMs can do, which in particular, my
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special guests today, Chase Diamond and Eric Gem from Be In Touch Mortgage, it's a CRM
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built from the ground up for mortgage specifically and only.
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So it's not a snap on and add on, it's not an afterthought.
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It is built and designed as a mortgage business growth platform for you, whether you're an
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individual loan officer, you're a growing team or you're a company, an enterprise listening
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to this, right?
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Be In Touch CRM.
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It's the most feature rich mortgage CRM designed to help serious mortgage professionals conquer
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the market.
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These guys got a lot of really cool tools in there.
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If you'll hear about a borrower and a partner management portal where both of those people
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can get access to resources and stay in touch and, you know, stay on the same page as loans
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go through various milestones of the pipeline, email, marketing, SMS text marketing, automation,
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even websites and landing pages.
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They actually have websites that you can create with a few clicks.
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They have landing pages that you can create with a few clicks.
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So if you're doing anything online in terms of running ads, whether it's on Facebook
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or somewhere else, you want to be able to capture and convert leads, they can do that within
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here as well in addition to a whole host of other things.
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Over 25 powerful tools, they've worked with over 2,000 companies, right?
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So listen, take a break, take a listen to Be In Touch CRM and I know you'll be glad you
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did.
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Lastly, hey, those of you that are requesting the free t-shirts, we've got a new fresh
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stock in.
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Thank you very much.
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If you're leaving a review on iTunes, on the podcast, let me know.
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Get yourself a free mortgage marketing radio t-shirt.
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Just email me info at mortgagemarketinginstitute.com, put the subject line t-shirt, include your name
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and address and your shirt size, large or XL.
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And let me know that you did indeed leave the review and we'll get you out of t-shirt.
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Now that we've got some brand new, I'm spending on right here, can you hear this?
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This is the package they came in, they're right here in the box and I'm smelling that fresh
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t-shirt smell.
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So I'd love to have you sportin' wearin' the swag of mortgage marketing radio t-shirts.
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So without further ado, let's get into this week's show.
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Chase and Eric, welcome to the show.
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Hey, thanks, John.
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Good morning.
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Good morning.
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All right, so for those that are listening and want to know who's who, seeing as this is
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audio only, want you guys do the quick intro, who you are, what you do for Be In Touch,
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Chase, we'll start with you.
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My name is Chase Diamond and I work in the sales team here at Be In Touch and help people
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get set up on a CRM every day.
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Cool.
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Awesome.
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And I'm Eric Jim and sales manager here to make sure everything is flowing nicely on
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the back end.
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Awesome.
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Well, thanks, guys.
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Really appreciate you being here and as you know, right one of my goals here on this
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podcast is to bring truth in marketing to the mortgage space.
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And CRM is one of those areas that I know a lot of a lot of officers look at and evaluate
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and decide, you know, one, do I need it, two, okay, I need it, now which one.
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So I want to talk about both of those concepts from a 30,000 foot view.
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Hopefully those listening, I don't need to convince anybody that they actually need a
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CRM.
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Do you find that out there that you still need to convince people they need a CRM?
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Well, I'd say it's very common that people are still using pen and paper because that's
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what they're used to.
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That's what they started doing from the beginning and they're comfortable with that.
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But that doesn't mean that there aren't more efficient ways of handling your contacts.
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So I'd say if there's any room for improvement, a CRM is definitely going to help just keep
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you organized and make sure you're aware of your opportunities.
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Hmm.
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And just to clarify, you know, I sound kind of silly doing this, but I will just because
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I had somebody ask me a few weeks ago, you know, I used the term CRM, they're like, well,
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what does that stand for?
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So clearly for those listening, if you want to know, stands for customer relationship management
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and a piece of software or a platform that allows you to more effectively to your point
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Eric, do that.
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So, you know, I'm a loan officer, I'm at a certain level of production.
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I've got, let's say, you know, X amount of clients where I'm realizing, okay, this isn't
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going to work to off of an Excel spreadsheet anymore.
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I realize, hopefully by now, one of those LOs who understands the value and importance
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of, you know, keeping in touch with my past database.
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When you're helping somebody make an evaluation or a decision about, including adding a CRM
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to their business, what are some of the reasons, you know, that they would want to add that
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CRM and use that in their business?
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So I think it comes down to a few different things.
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First one is going to be task management.
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We're going to make sure you know who to call and when based on, I guess, how long they've
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been in a certain stage of the pipeline, the last time they talked to them, maybe they
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want to follow up.
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So you're going to be on top of that kind of thing.
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Next one is communication tracking.
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You want to be able to build off of the last conversation and obviously build that relationship
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up to move them forward.
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And then it also comes down to the marketing.
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You want to make sure that there's communication going back and forth, really throughout the
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entire pipeline.
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So there's no opportunity for them to fall through the cracks.
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You're giving them more opportunities to respond, even if you give them some kind of tip
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or trick to see what they're going to be on the lookout for, that's going to be beneficial
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and you can kind of take it from there.
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Those are so critical though, right?
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I don't want to like overlook those.
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I mean, task managing, for sure, we've got a lot of tasks to do as a loan officer, communication
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tracking.
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We're so busy that we can't rely on memory or scratch pads of when the last conversation
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and then marketing, right, something we need to be doing all the time to keep the pipeline
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full.
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That's awesome, man.
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Those are like three pillars to any successful L.O.'s business.
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Oh, yeah.
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For sure.
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Then how does the CRM, I mean, give me some like use case examples of how a CRM allows
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you to do all three of those more effectively.
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Well, I mean, say you get a referral.
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First of all, your partner can shoot that lead over to you.
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It goes right into your database.
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You can have the CRM reach out to them without you needing to be by a computer.
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We can have these automated rules so that lead comes in.
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You'll have a certain criteria for that type of lead to receive some kind of communication.
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Then we'll also, from that point, keep you on task with your call follow-ups.
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We'll have communication going out and at the same time, they'll be in a very specific
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bucket within the system so you can easily reference them.
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Next time you need to pull up Tom's record, maybe in a couple of weeks, all you got to
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search is their name, they're right there, and you can kind of start the communication
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there.
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So go back to what you opened up with.
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You said, okay, let's say I get a referral from a partner, and that can get put into
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my CRM automatically and automate some initial touch points there.
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What you said.
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So we're going to accept leads from really any source and a lot of people are using things
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like Zillow, Lending Tree, there's a million paid lead sources, but then there's also
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leads from your websites and just referral leads from your, say, Realtor Partners or
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people like that.
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We have a portal system for those guys to shoot those leads over easily, obviously not
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everybody's going to use it, but in the end, there's always the way to get those leads
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in the system and have the communication just set from the get-go.
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So how does that get there though?
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I mean, let's say I, what you're talking about is that you said a partner portal, I've
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got 5 or 10 Realtors I work with, how do they get those leads to me?
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So if they have the portal, they can have, well, if they're in your system, they automatically
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have the portal, it's just a matter of them either going to the website version or they
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can download the mobile app on their phone.
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All right.
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So let me say if they're in my system, does that mean I get them to opt in as a co-marketing
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partner, let's say?
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Technically, they don't even have to opt in, you just have to have them in there as a record
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or somebody in your client.
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So I can add them as a contact.
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Exactly.
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Got it.
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Okay.
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So I've got 10 Realtors in my partner portal and they've got a mobile app.
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Cool.
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Got my attention.
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Tell me about that.
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Yeah.
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So just really, it's all about, I guess, ease of use.
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We want to make sure that they're actually using it.
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So if they have it on their app, they're going to be able to track everybody with where
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they are on the process, any milestone that the borrower hits, that'll also notify the
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partner.
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And then they can also just hit submit new lead and that goes right into the L.O.'s database
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that they're part of.
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It's just really nice to have them check on the status, they can run reports, but also
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just make it easier to shoot them over leads.
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So you said run reports.
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That's near and dear to my heart.
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Recently, gave a class to loan officers and talked about conducting, you know, monthly
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or quarterly and annual reviews with your referral partners to look at the activity and the
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referral volume.
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Is that what you're referring to there and running reports?
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Definitely.
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How many leads they've submitted to you where they are in the pipeline and also the conversion
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for each of them?
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Can the partner pull that on their own as well or is that a report that the L.O. has
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to generate?
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Definitely.
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Yeah, it's all in the mobile app.
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So if they want to even download the app just to check it out, we can give them a login,
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but it's called mortgage circles, all one word, and it's in the app store as well as
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Google Play for Android.
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Okay.
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I'm going to make a note of that, you can put that in the show notes.
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Cool.
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I love that, man.
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You're making that kind of communication and that tracking, you know, there's a lot of
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loan officers I know that are tracking their partner productivity, partner activity on
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Excel.
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Right?
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It's crucial.
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I mean, you want to know who your best partners are because they're going to give you
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the best quality leads, the business that's going to convert and so on.
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Yeah.
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It's really important.
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Well, I just think that's so awesome too, like for a loan officer listening right now,
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you want to talk about how do I identify my top producing realtors?
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How do I perhaps get a better capture rate out of their flow?
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For instance, if you know a realtor who's done, let's say 10 buy sides in the last year
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and you've gotten four of those, you know, you can run these reports and identify, right?
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Would you have the lower and higher capture rate with so you can perhaps, you know, have
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those conversations with the realtor and just kind of be like, hey, you know, so
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look, based on the last year, we worked together, how many buy sides did you do?
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Oh, 10.
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Well, this report here shows that I captured four.
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So let's talk about right.
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How do we take our partnership to the next level?
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I think the big big way you and I are about saying is data.
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It's all about data.
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It really is.
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Yeah.
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And data mining is a huge component of at least kind of the foundation that we've set up
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here.
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It's not just about being a marketing system.
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It's about being a database management tool as well.
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So you can seek out your best opportunities, see how you can improve and just kind of
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see the general overview of what's going on with your database because it's all good
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info.
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Yeah.
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And you kind of, of course, set alerts and alarms, right, based on different things, birthdays,
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annual reviews, all that.
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Exactly.
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And then it also carries over to the re-fi kind of stuff.
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So we can have alerts that say, okay, anybody within the certain range of these few
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rates, they're going to qualify for a re-fi, so we can just put them on a certain campaign.
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So what do you know, so you're going to like, what do you feed in market data on rates
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or something?
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So we pull from the national average, so it just populates and then based on your criteria,
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it can pull out each person that qualifies according to your preferences.
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And then we could even take it a step further with the communication.
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So not only is it telling you, these people are eligible for a re-fi, reach out to them,
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we can have the content ready to go so that as soon as they qualify for that with your
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preferences, it's going to shoot out that communication.
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Really?
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It's going to shoot out a custom email for me saying, hey, heads up, you might be able to
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re-fi.
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Exactly.
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Yep.
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That's exactly what we're doing.
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That's pretty cool, man.
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Very sweet.
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And so that's like, I haven't seen the visual of that yet, but it's obviously some kind
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of HTML email, perhaps with the L.O. headshot in there and the brand and all that stuff.
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Yeah.
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And everybody has their own voice.
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I mean, they can customize it.
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They can add to it.
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It can be just a one-off message or it can be a full campaign really up to each person.
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Interesting.
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Do you guys have anything in the way of, let's say I'm a loan officer and I want to put a
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target realtor on a drip campaign and ultimately lead to a conversation or a phone call.
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Do you have any kind of content like that?
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Yeah.
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So it does touch on the partners.
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I mean, the entire pipeline, the holidays, the newsletters, any of that stuff can go to
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really anybody.
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But yeah, as far as the partner stuff goes, there's a real estate agent trust building campaign.
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There's also another one with e-marketing tips, things like tips on creating a successful
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website and things like that.
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So yeah, we definitely supply some of that stuff and you can always expand.
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Nice, man.
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I like that.
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All right.
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So task management, I got so much to do as an alone man.
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I got to make calls.
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I got to manage my pipeline.
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I got to meet with my L.O.A. I got to go to this meeting, that closing.
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I got to pick up the kids.
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Your software is going to help me do all that.
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Oh yeah.
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So there's the general tasks and then there's also the to-do list sections that we can kind
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of say, okay, today we got to get those done.
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There's no specific time or we can have a very specific task saying, we need to call Tony
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at 2 p.m. today to talk about this specific item.
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So yeah, it kind of goes in both realms, but we can also push those off to your mobile
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app, your outlook, Google Calendar, we just wanted to be a centralized system.
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They don't have to be in being touch, but it is all kind of notifying you about what's
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going on.
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Really, that's cool.
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Like, if I was going to run a report, this might be stepping outside of the box a little
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bit.
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All right, I want to run a report of all the clients who closed 12 months ago.
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And I want to put it into my tasks for the week or the month, calling, let's say I got
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50 clients to call the closed 12 months ago.
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How do I integrate that into my calendar?
19:02
So that's now on my calendar.
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Probably the easiest way to stop a fan is running a quick data mining search saying,
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OK, people who closed between this date and this date, we want to have some kind of
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campaign that we put them on to just schedule a task saying, OK, all these people fit the
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criteria, they're going to go on to this campaign.
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And the campaign might only consist of that task notification to be generated.
19:26
And so yeah, once that is kind of in place, it'll schedule the tasks for everybody.
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And then you can just, I guess, single out that list.
19:35
Right.
19:36
OK, so I get some task alert notification.
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And then obviously, it's that there's an automatically added to my calendar.
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I'm going to put that on there.
19:44
Oh, yeah.
19:45
Automation is going to be key for sure.
19:47
OK.
19:48
Very cool.
19:49
What are kind of the highlights, if you will, of your software?
19:53
I mean, I'm looking at your website here.
19:54
We talked a little bit about the borrower and the partner, but we talked more about the
19:57
partner portal.
19:58
But give me some of the highlights and I'm sure we'll dive in on some of those.
20:02
Well, first of all, we built this from the ground up for the mortgage industry.
20:06
It's not an add-on, it's not a system that can be used for the mortgage industry.
20:12
We really understand the process and that's going to make the setup easier.
20:16
It's going to make sure that the communication is in everybody, probably whose listening's
20:21
language.
20:22
And also, I mean, we understand the need for flexibility and customization.
20:27
So it's not just a product that we're like, here you go.
20:31
It's more of a product that's going to work with your actual workflow.
20:36
We can get those preferences and customize 10.03 fields, things like that, so that it
20:42
actually fits with your business.
20:45
That's one of the big ones.
20:47
And then also, the closer we are tied to your workflow, the more we can automate.
20:52
So it's just about kind of letting, being in touch, know, this is what I want to do when
20:57
this information comes in or when this happens.
21:01
And then the system's just going to take care of it on its own.
21:04
What I love that you and I talked about last time is, you guys, first of all, I think
21:08
you touch on every base in all officers' business, right, from incoming lead and then setting
21:15
up some automation and touch points and communication and campaigns.
21:19
Obviously, you, as we had mentioned before, we don't have to get into it here, but you
21:22
integrate into virtually every, you know, loan LOS out there.
21:27
So for people who are wondering, hey, does this tie into my loan, LOS absolutely does.
21:32
Let's take a moment, though, and talk a little bit about the websites and landing pages
21:35
because I know a common theme for LOS late, of course, is, is, okay, I need, how do I
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generate more leads?
21:42
And you talked about, like, you know, landing pages, you guys are able to use for lead
21:46
capture.
21:47
So unpack that a little bit.
21:48
Definitely.
21:49
So a lot of people have their own website already.
21:52
That's fine.
21:53
We do have a, what we call a web form creator that allows you to say, okay, we want a callback
21:59
request form, just a standard form that our clients will go to our site, fill out, and
22:05
then we want to have that lead funnel right into our system so we can start the marketing,
22:09
the follow-ups, all that kind of stuff.
22:12
So that's, we're basically, you, you just pick what you want them to fill out, maybe
22:17
first name, last name, phone number, and so on, hit generate, it's going to give you
22:22
the code to put it on your website, and once it's on there, that's going to be fully integrated
22:26
with be in touch as we supply all the coding and everything, so that's, that's one way
22:31
to do it.
22:32
Another way is to actually, if you don't have a website or you want to beef up your, your
22:36
current one, we do offer websites now.
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That's one of the, the new things that we've really been developing and waiting on for
22:44
a little while.
22:45
So that's, that's another thing that we offer and you can have a fully, I guess, built template.
22:53
It's completely mortgage focused, we'll have a bunch of forms on there already, and then
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it'll just tie right into your, be in touch account.
23:01
And also, are you seeing anybody use your landing pages or lead capture forms for those that
23:05
might be running some advertisements on Facebook, for example?
23:08
Yes, sure.
23:09
I mean, it's, it's a really good way to track with, with your analytics.
23:13
So you can say, okay, if they came from Facebook, they're going to go to this specific page
23:17
and they're going to fill out this form.
23:19
That way, we can see how effective our Facebook ads really work in bringing in new leads.
23:25
If somebody's evaluating CRM out there, what are some important points they need to look
23:31
for?
23:32
Is there evaluating which one that might work for them?
23:34
Well, it's, there's, there's a million out there, so that's a really good question.
23:38
I'd say it depends on how in depth you want to get, is there are a lot of just straight-up
23:45
marketing systems that some people are happy with?
23:48
But if you're looking for a full mortgage-focused automated solution that's going to tie into
23:54
your entire workflow, I'd say being in touch is definitely a really good option to at
23:58
the least check out.
23:59
And we have a lot of, I guess, tools and info available to kind of give you a good idea
24:06
of what's, what we're offering.
24:08
But yeah, I'd say as far as the all-encompassing aspect, it's definitely a great option.
24:15
So to clarify on that, when you say all-encompassing, and there are some platforms or software
24:19
out there that is more focused on marketing, what you're saying from that kind of goes back
24:24
to your original point, which is, you know, an all-encompassing platform that includes
24:28
task management, communication tracking, and marketing, and one that integrates into
24:33
internal systems, you probably have a company like your LOS, for example.
24:38
That's a full-sweet solution, is that what you're saying?
24:40
Exactly.
24:41
And there's a lot that we can tackle.
24:44
Not everybody uses all of it, but if you can even, I guess, understand your workflow and
24:51
what you want to have happen enough, it's going to be extremely, I guess.
24:56
This is going to be a really good tool for you, especially with automation capabilities.
25:01
So LOS integration alone, I mean, we can sync with those systems, pull that info, keep
25:09
everybody in the loop with what's going on during the process, and then hit them with
25:13
the post-funded content, and it's like that, and it's a really old time.
25:18
Tell me about being touch voice.
25:20
So being touch voice is, it's multiple things in one.
25:24
We can use it for a click to call functionality.
25:28
We can and use it to text.
25:30
Okay, take a pause there, because not everybody gets what that is.
25:33
Explain it to call.
25:35
So essentially, it's a phone system that's fully encapsulated into the system.
25:42
So we'll give you a number that allows you to call out, and we can mask it with your
25:47
own number, but it's mainly for tracking purposes.
25:51
So they can just pull up a record, say they're calling Joe today.
25:55
They're going to hit the number, it'll start dialing, it'll take note of how long the
26:00
call was.
26:01
Just to clarify a minute, so I'm an LL, I'm on my mobile phone, I got the app downloaded,
26:07
I'm using the being touch voice, I'm going to pull up a record from my being touch database,
26:12
I'm just going to click that number, and what you're saying is it's just going to dial
26:15
out to that person.
26:16
Exactly.
26:17
So on the mobile app, we can use your actual phone, since it's, or I could do it from the
26:23
desktop.
26:24
Exactly, I guess I was referring to.
26:27
So with the desktop version, you'll just have everything up, and we are completely
26:31
cloud based, you're not downloading the CRM, it's all on the web, but you can just hit
26:37
the phone number, it's going to start the call, it'll track how long the call was, so
26:42
you can see, okay, we've made this call, we talked for this long, and then additionally
26:47
you can leave notes on that conversation, so you can pick up again at a later time.
26:53
That's one of the options, the other cool things is we can incorporate texting into your
26:59
marketing campaigns, so say a lead comes in, we hit them with an email introduction, we
27:05
notify the partner, thanking them for referring the lead, and then we also shoot the client
27:11
a text saying, hey, just got your info from so and so, I just wanted to introduce myself,
27:15
blah, blah, give me a call if you have any questions, and that can all be completely
27:20
automated.
27:21
So that's awesome, man, and I think that's a recent addition to your platform, right?
27:24
Yeah, as of the last maybe a couple of years or so, I'd say that's okay, you've had
27:30
that one.
27:31
All right, good, I mean, texting is just, you know, a lot of people are asking about that,
27:34
and it's of course in today's world of millennial home buyer, not everybody wants to necessarily
27:39
get a call, but text, that's really cool, so I can send some text messages, what is this
27:44
somewhat written on your website, I can also send flyers and see messages directly into
27:49
my CRM?
27:50
Yeah, so we can have those readily available, so if you're working in a team environment,
27:57
you can have a flyer ready to go to incorporate into a campaign or maybe just shoot it out
28:02
to a group of people, so it's really good for the team environments, especially, but also
28:07
just to have those flyers on hand and then easy access, location.
28:11
So what you're saying is, I've got flyers in my portal and I can send those out from
28:16
my mobile phone via text.
28:18
Essentially, so as far as the texting goes, it's more of like the, I guess, images or
28:23
really any multimedia, that's essentially what we've done is just allowed for the ability
28:29
to attach multimedia into the texting, so you could put flyers there for sure, but also
28:36
just standard images, documents, things like that.
28:40
Yeah, yeah, I see, like your example is somebody sending an image of their completed
28:43
loan app, for example, or other types of documents.
28:47
Okay, cool.
28:48
And then I also see something here about pre-recorded voice messages, tell me how we use those.
28:53
Yeah, so that's the other one, and just like texting, we can incorporate those into
28:58
the campaigns, we can shoot them out just a one-off one if we want, but basically, I mean,
29:05
things like for pre-approval, maybe you want to have a message that goes out once they
29:10
reach the pre-approval stage, saying, hey, you just want to let, you know, you're pre-approved.
29:14
Congratulations, here's the next steps, here's what we're going to need from you, here's
29:19
what we're reviewing.
29:20
So instead of doing that for everybody that reaches that stage, you'll just have that
29:25
message ready to go, and it would trigger automatically, just send out to them.
29:30
So that's like a group text, essentially?
29:34
It'll be sent out as an individual, but it's just...
29:37
But it can go to an entire list, you choose.
29:40
Exactly.
29:41
So 100 people, for some reason, just reach the pre-approval stage, same day, you're not
29:46
going to want to make 100 calls with the same exact message, you can just shoot that out,
29:51
and that's all taken care of.
29:53
And of course, if I wanted to send like a group pre-recorded voice message to a group,
29:58
let's say of real estate agents, and let's say every Friday, I wanted to send a voice
30:04
last, I'll call it that, right, to 20 agents that says, hey, it's Friday, this is Jeff,
30:09
just want to let you know I'm going to be available, working this weekend if you need help
30:12
with any clients or questions, but you could do that stuff, too.
30:16
Yeah, that's a perfect example, actually, that's very sweet, and that's all just included
30:20
in the price of the software, is that a add-on?
30:23
So being touched voice itself is an add-on, and that it applies to the whole group.
30:28
So the more people you have on your team or your account, the more cost-effective it is.
30:34
So, yeah, is that pricing based on message volume, meaning number of recipients, or is
30:43
it just like an add-on for a flat monthly fee?
30:45
So you get a thousand units, that covers the whole account, so pricing currently, as of
30:51
right now, is 49 bucks for that add-on, let's say you have 10 people, 49 bucks covers
30:58
everybody, it's not per user, and then if you go above that thousand units, which is a text
31:04
or a minute of voice message, it'll just be three cents in addition for each unit.
31:11
Yeah, okay, yeah, so somebody needs a substantial database to get over a thousand.
31:15
Definitely, which exists out there for sure, but okay, very cool, wow, man, that's really neat.
31:22
You guys are adding the services that people are asking for, that's for sure.
31:25
Okay, and that's actually kind of cool with being not a huge corporation, we're relatively
31:31
on the smaller side, so we're able to listen into what people are asking for, even on our day-to-day
31:38
sales calls, you'll be like, hey, why don't you guys have this, this other company has it, or
31:42
I'd really like a system that can handle this or this, you guys have everything else, but it's
31:49
so we can take that into account, push it to our development team, and then hopefully,
31:54
a little bit later, it's available. Tell me how people are using surveys.
32:00
So surveys are a really good tool to further understand what's going right or wrong in your whole
32:06
process. I'd say that's probably the best use of it. There are other uses, but typically you'd
32:12
send out a survey on maybe the post-close process as soon as they close, shoot out the survey,
32:19
they fill it out. Maybe if they give you four or five stars, you shoot them a link to your
32:24
Zilla or something to leave an actual online review. That's one way, but it also gives you the ability
32:31
to kind of filter out the good and the bad reviews. Absolutely, very cool, man. So when somebody
32:38
first gets started with your company, tell me what it's like, what's your onboarding process look
32:43
like? So we have everything all lined up for you. It's going to be a really, I guess, good platform
32:50
to start out with, of course, with the mortgage focus, but all we'll need is things like your branding
32:56
info. I guess you'll pick a design, we'll give you or you'll supply us with your mailbox preferences,
33:02
so we can tie in your outlook or Gmail or whatever you're using. And then it's really just a matter
33:08
of following the steps to get it to a functional state. Our support team is going to be readily available
33:14
to assist with anything. And they do have training sessions almost every day that you can hop on,
33:20
learn about the best practices for, I guess, each section of the system and how to use it. So yeah,
33:27
we're going to be with you the whole whole time. And yeah, just a matter of getting your info in
33:34
there. So how long would you say somebody needs to prepare for to get kind of up and running where
33:40
you know, they've got their list up there, their data, their kind of preferences set. I know it's
33:44
always a tweaking process, but they're like an average onboarding timeline. It kind of depends.
33:51
It is go at your own pace and some people are definitely more tech savvy than others. I'd say give
33:57
it probably a week to two weeks before you're comfortable with the system and everything is fully,
34:02
I guess, uploaded or customized and I guess 100% functional. We can get marketing going out within
34:10
the first couple of days. That's very common. But as far as the customized fields, the content
34:18
being fully gets up to par with your specific voice and things like that, it does take some time
34:25
to adjust to your verbiage. Right, right. Well, that's the beauty of it. Those that you get to
34:31
customize that whole process. That's exactly right. That's awesome. So for those that want to learn
34:37
more, what do you suggest they do? How would be what would be the best route to contact you guys?
34:40
I know you got like a demo option and stuff, but what do you suggest? Yeah, so I believe we're going
34:46
to set up a specific form or link to follow that will attach to this video, as I understand.
34:55
But yeah, you can follow that link fill out the form. We'll send you a quick demo of the system
35:02
and then we could also follow up with a live screen share, Q&A session, whatever you need to get
35:08
more info. And yeah, we'd be happy to expand on really anything. Okay, so we're going to have a specific
35:14
URL link that I can put the show notes that people can click on. Yeah, and exactly like, I guess,
35:19
what our allos are using for the web pages, it's going to show you kind of an example of a web
35:25
farm and integrating into our system so we can contact you. That's awesome. No, wait a wait a
35:32
as they say, you know, kind of eat your own dog food. That's terrific. All right, so we'll make
35:37
sure for those listening, that link to go test out one of their landing pages, learn more.
35:43
You know, we'll be a link there in the show notes. So you just need to click on that and that's
35:47
how you can get over there. Awesome. Any other things you want to share with the listeners before
35:52
we give you back your day? I think it's just really taken into account, I guess, the organization
35:58
and making sure you're on top of your workflow because a lot of people just kind of do the day to day
36:03
and they miss opportunities. So let's say having a CRM in general is really going to help you out.
36:09
So any questions, feel free to reach out. Yeah, and I would say, look, you know,
36:13
there's as we had said at the outset, right, there's tons of CRM options out there and then
36:17
you pointed out Eric very well that, you know, there's there's quote add-ons and all that kind
36:21
of stuff, people are trying to morph products to the fit certain industries, but yours is one of the
36:26
few that have been built from the ground up specifically for mortgage only mortgage. And so,
36:33
you know, I think that helps in a lot of cases probably reduce that onboarding launch time and
36:40
really maximizing the, you know, the efficiencies of a CRM when it's really built to understand
36:46
the specific industry of mortgage. Definitely, completely agree. Yeah, so all right,
36:52
we'll get the link in the show notes for that and for those listening, hey, check out
36:57
be in touch, dig in, check out the landing page, check out the demo. It's it's it's an awesome tool
37:04
and it's, you know, listen, if you're not using a CRM today, you're simply losing money,
37:08
you're missing out. We could go on with story after story about people missing out on,
37:11
you know, opportunities in the past database, having a better client experience, a better realtor
37:16
experience. That's really what's going to set you apart in today's world of technology is what's
37:22
your experience like to work with you as both a client and a referral partner. And you can obviously
37:26
hear from the description today at the end touch who's got some wonderful tools and services to
37:34
make that experience awesome. So, Chase, you're so talkative today, man. Thanks for you.
37:43
Oh, seriously, guys, appreciate the time here and I appreciate you making time and sharing
37:47
with us and we'll hopefully drive some interest for you guys over at being touched.
37:52
I appreciate it. You bet. Listen to us. Once again, thanks for tuning in. I appreciate you as
37:57
always. Check out the channel for the link to more and we will see you on the next one.
38:04
Bye for now. Thanks for listening to Mortgage Marketing Radio. One more truth in mortgage
38:10
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