Latest / Mortgage Marketing Radio / Ep #90: How to Build Trust Quickly, Convert More Leads and Grow Your Business With Video

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Ep #90: How to Build Trust Quickly, Convert More Leads and Grow Your Business With Video · 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.
0:11
With so many mortgage loan originators vying for the attention of real estate agents, it
0:15
can be difficult to stand out and establish meaningful connections.
0:20
Our new case study featuring loan officer Chris Cogill is a must-read.
0:25
Chris has closed a remarkable 36 million in funded loans from agent referrals.
0:31
And in this case study, he shares his proven strategies for building strong relationships
0:34
with real estate agents and leveraging those relationships to drive more business.
0:39
To get your hands on this resource, head over to LOKestudy.com and download your free copy
0:45
of the case study today.
0:47
You'll find actionable insights and practical tips that Chris used to close 36 million
0:52
in funded loans from agent referrals and how you can too.
0:56
Don't miss out.
0:57
Go check it out right now, visit LOKestudy.com and download your free copy today.
1:17
Hey listeners, Jeff Simphor, welcome to this edition of mortgage marketing radio, thrilled
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to have you here once again as always.
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We are blowing it up on this episode, so let me start with a question.
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If you were in front of more people, more often, more potential prospects, your past clients,
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if you're able to get in front of more referral partners, if you were able to have a deeper
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connection with more people, do you think you'd be doing more business?
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Would you be closing more business?
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Would you be more effective at building relationships that lead to referrals?
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Again, right?
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If you're in front of more people more often, you've got more at bats.
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If you're already good at delivering the value proposition and communicating and talking
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with people and you just need to be able to be in front of more people and create a deeper
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connection, sometimes life doesn't allow us to do that.
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We can only be so many places at once, but if you were able to do that, would you be achieving
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your goals more consistently?
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Would you be doing more business?
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If your answer to that is yes, but how do I do that, then today's episode is for you.
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Today's episode, I am thrilled to bring you, my special guest, Steve Pasanelli, the Chief
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Marketing Officer of Bomb Bomb.
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I can't imagine anybody listening to this podcast right now is not familiar with what
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Bomb Bomb is, but Bomb Bomb is all about video, a video email platform, a video distribution
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platform, a video engagement and connection platform that helps you build trust, build
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connection and reach more people in less time and increase your conversions.
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So video, obviously, you're listening, you know you need to be doing video.
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You've got your reasons, air quotes, your objections, your dare I say excuses as to why
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you're not starting video yet.
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I don't like how I look on video.
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I don't know how to get started.
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I don't know what to say.
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All of those today go out the door because today we answer those questions.
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Today, if you haven't started using video or you've maybe kicked it around a little bit
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but haven't taken it to that next level, today that changes, today that stops.
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Because today we're going to empower and equip you with the strategies, with the ideas,
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with the tools, with the step-by-step process for you to really take video to the next level.
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And you're going to hear examples and stories of mortgage originators who are doing incredible
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things in their business, growing their business, delivering a better customer experience,
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reducing rate shoppers, increasing their conversions, being more effective at reaching
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out to their past client database, being more effective at having a bigger impact with
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realtors and the positioning that takes place with video, building more referrals.
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I mean, who doesn't want more of that?
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So Steve and I unpack a lot of those issues and questions that I hear from many of you
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about getting started with video.
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And what we've got is a couple of amazing resources that Bobbomb has provided for you.
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There's links into the show notes.
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But one of the greatest resources that I've been diving into is the mortgage video influencers
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guide.
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Right?
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And what this is, it's really a seminar, seminar in a document, right?
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Bobbomb took a bunch of submissions from various people about who were the mover and
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shaker influencers in the mortgage space that were doing some amazing things with video.
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Not just on Bobbomb, but across other platforms, right?
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YouTube and Facebook and Instagram.
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And what they put together was this amazing guide that walks you through best practices
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on getting started with video, actual use case examples, interviews with these loan
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officers and how they're using video and integrating it into their business.
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So there's a link for that in the show notes, if you guys did download that.
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And that is just a deep dive quick study on how you can start implementing using video
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or what we call S&D, right, swipe and deploy, swipe and deploy these ideas.
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Do you need a Bobbomb account to do video?
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No.
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Does it make it easier?
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Yeah.
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So it's up to you, right?
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Just get started.
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That's the point.
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So download that guide.
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The link is in the show notes.
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You'll also find a link to a free trial that Bobbomb has available for you.
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And also in the show notes here, you'll find a link to a first ever one of a kind only
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event that Bobbomb is hosting and producing called rehumanize.
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And it's taking place in May, early May of 2019 in Denver.
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But what I love about this is Bobbomb is bringing actual, you know, users, mortgage loan
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officers that are actually using video and as I said, not just Bobbomb video, but using
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video on Facebook to do Facebook live, Facebook shows using YouTube, using Instagram, telling
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Instagram stories and so forth.
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And this is not vendors that are doing a pitch fest on stage.
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This is all actual real world people implementing, doing in the field, getting results, growing
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their business using video.
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And so there's links to the show notes and that they only have a capacity for 500 people.
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So it's not going to be a huge event, not a pitch fest, not a bunch of vendors that
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are sponsoring the event.
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It's literally just roll up your sleeves, get out your pen, your, your no pad, listen,
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watch, learn how to start implementing video.
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Because if you're looking for, you know, how do you compete in today's market?
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What's your visible value?
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How do you create more connection and conversion?
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Look, you'll hear Steve talk about it, how video is the next best thing to be in there
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in person.
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So check out the resources we've got for you in this episode.
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And by the way, if you're looking for additional training and support, we just released our
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brand new mortgage marketing pro membership, which will also provide tools and resources
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scripting and training on how to get started with videos.
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As a matter of fact, in there, we've got something called top take five, which is a weekly
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video script for you to use and implement in your business.
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And so if you haven't checked out that yet, mortgage marketing.pro is where you do that.
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There's a link in the show notes too.
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Right now we are doing a very low introductory price offer for that, the 30 day money back
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guarantee.
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But I can tell you one thing for sure, the price is going up.
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So check that out, mortgage marketing.pro.
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And without further ado, let's get into this week's show.
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Steve, welcome to the show.
7:48
Thanks, Jeff.
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I'm excited to be on here and talk about some video strategies that all of your listeners
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can use right now.
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Yeah.
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Thank you so much.
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I'm actually so excited.
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This has been a long time coming.
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You may not be aware of me being a fan and a user of bomb bomb for quite a while in multiple
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different companies and roles and stuff like that.
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And for those listening, you know, they know they need to get on video and yet so we want
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to address a couple of the common topics you and I both here, common issues, roadblock
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people here about getting and using video.
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So as far as my audience goes, right, people know who bomb bomb is.
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You guys have been out in the space for a long time.
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Yeah.
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What do you see from your standpoint?
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Because you see a lot, you know, thousands of users years in doing this.
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What do you see as to what is the biggest compelling reason why not only today, but in
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the coming market, how things are shifting with technology, threatening to displace us
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and things like that.
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Why is it important for mortgage loan originator to really consider integrating video into
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their process?
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Because your business is all about trust and if someone can't see you and they can't
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hear you, they can't make a determination on whether or not you're trustworthy, right?
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You know, the mortgage process, as you mentioned, is increasingly digital.
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How do you bring the human element back into your digital communication?
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20 years ago, someone decided that our most important business communication was going
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to be relegated into text on someone's blinking monitor and someone's screen and we've been
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going down that path ever since and it removed the messenger out of the message and so getting
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back face to face, getting back to the core human elements and getting back to communicating
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with people the way that we were born to communicate to other people and that's face to face.
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Face to face, right?
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So, key word there, trust.
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In the spirit of the digital movement and how everything's changing digitally, why is that
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such a big deal today?
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I mean, do people really still want to deal with a human being versus push button mortgage
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and all that kind of stuff?
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Yeah, I think they do and especially with a lot of their money, you know, people don't
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like handing over money to some company that doesn't have a face and doesn't have feelings.
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They like to know who they're dealing with.
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Obviously, buying a home is one of the biggest transactions someone's going to incur in their
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life and I want to know who I'm buying that home with and through.
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Yeah.
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Absolutely.
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So, all right, so let's get down to those listening, you know, and I've talked to many people
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about getting started on video and you know, the biggest, and this is real estate and
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mortgage and the biggest objection I always hear is, you know, I don't like how I look
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on video.
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I'm sure you've got funny responses to that as do I, right?
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It's sorry, that's how you look.
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But how do you help people get, what are some advice or suggestions on?
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How do you get over that first hurdle of like, you know, for instance, we're doing a video
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thing here, right?
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I can see myself on video.
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Am I a fan of how I look?
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No, especially since I cut my forehead yesterday and I got a big gouge showing up on camera.
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But, you know, I mean, how do we get people over this?
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I don't like how I look on video thing.
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So I think it starts off with understanding the style of video that we're telling people
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that they should be doing because when most people think of video, they think of marketing
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through video and high end produce pieces and professional lighting and digital SLR cameras
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because that's what we grew up with.
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And so when you think of that style of video, you think of perfectionism, you think of
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commercials.
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You think of perfect sentences and just like right there, I kind of stumbled with my
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words.
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Like, those are all things that make a relationship video, a one-to-one video, sent to someone
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who's thinking about buying a home.
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Those are the things that connect you with that recipient.
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And so when someone's afraid of being on camera, it's, they're afraid of perfectionism,
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but that's not the goal with this style of video.
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So there's relationships through video and there's marketing through video.
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Everything that Bombom does and what we believe that L.O. should be doing is sending one-to-one
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personal videos that lack perfection.
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Your flaws, I just heard something recent, I think it was actually from Tyra Banks.
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I can't believe I'm going to quote Tyra Banks.
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Love it.
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Give a shout out to Tyra.
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But she says you're awesome.
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And I was like, oh, that's awesome.
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That's awesome.
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That's awesome.
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And so when people are afraid of being on camera, it's because all the little flaws and
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all the things that they think are going to push people away, those are actually the things
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that pull people towards you.
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People want to know that you make mistakes.
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People want to know that you're human.
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People want to know.
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People want to connect with people, not with their keyboards and their computer screens.
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Like, even though someone might spend two hours a day on Facebook and they're typing
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in and they're communicating with their phone, the person on the other end of Facebook
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is still a person, right?
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They're still connecting with people and that's why Facebook's going to video and everything's
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moving to video because you can see you can hear it's more holistic.
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And so if someone were to say I'm afraid of being on video first, recognize the style of
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video that you want to do.
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And there's an authenticity, shiny inversion.
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The more shiny something is, the less authentic it feels.
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And so that is the style.
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It's okay to make mistakes, it's okay to send that video out and be you.
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And one last and I don't want to be the dead horse here.
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My favorite story to personify all of this is my wife was sending a one-to-one video.
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I made her because she didn't want to do it.
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She was afraid of being on camera and she was sending a one-to-one video to a real estate
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agent.
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And she does something else, she just skincare products.
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So she had the products in her hand.
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She's recording the video.
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She dropped all the products, went out of the frame, popped back into the frame so I was
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like, you keep going.
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I was in the kitchen with her.
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Face was bright red because she dropped, she's like, oh my God, I'm so sorry.
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And when she was done recording the video, she's like, there's no way I'm sending that.
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I dropped all the products.
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My face was bright red.
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I was stumbling over my words and I was like, oh yeah, and I hit the send button for
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15 minutes later.
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She got a call and it was from Susan, the person she sent the video to.
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And she was like, oh my God, you are awesome.
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I am so clotsy as well.
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I love that you sent me that video.
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And that imperfection is what caused Susan to say at the end of the 15 minute conversation,
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I'll just sign me up for everything.
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Wow, that's great.
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So yeah, it's just being real, being human.
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Yeah, you know, what is it?
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It's kind of like this public speaking thing, right, where people feel like they're on
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and like all eyes are on me.
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But what I'm taking away from you is it's like this video thing, man, it's like, look,
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you're sitting down having a conversation over a cup of coffee, a beer, whatever your
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thing is, you're just like you said, one-to-one human communication.
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And when people communicate like that, they don't have all the pressure of lights, camera
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action and all that stuff.
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Yeah.
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And that's it.
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And so you just got to use the talking to the webcam on your computer or perhaps holding
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your phone up and using the camera on your phone, don't worry about the lights, don't
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worry about the, you know, as long as they can hear you relatively okay, you're fine.
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And there's a bunch of things that you can do to get them to play the video, which I'm
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sure we'll talk about later.
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But yeah, these are simple, simple, short, short-form video messages for the purpose of
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building relationships.
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Well, then let's transition to then what are some best practices or recommendations to
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for somebody to get started to make it easy, to not get so hung up over, you know, like
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you said, lighting.
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I'll be curious what you say about that, yeah.
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Yeah, so this is going to sound a bit cheesy, but this works.
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If you are afraid of talking to that little dot on your top of your laptop or your computer
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screen, if you're afraid of doing that, one simple thing that we've been teaching for
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a while that works so, so well is, this doesn't sound cheesy, but close your eyes for 20 seconds.
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Think about something that makes you happy.
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And then after you're done doing that and smile while you're doing that, open up your
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eyes and hit the record button.
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Now, some people say, we'll see, I don't know what to say sometimes in my video.
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You do, because these are, again, videos for communication, you are in your position
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because you know what to say.
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This isn't a marketing piece, it's not a commercial again, you're answering questions
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or you're building a relationship.
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But if you do need a little bit of help, you just take like a little note card and you
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write down the three bullet points that you want to say and then you close your eyes.
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You think about something that makes you happy for 20 seconds and then as soon as you open
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your eyes, do you hit the record button and a little tip there is if you have three bullet
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points or five bullet points because you forget what you want to say, it's okay.
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In the beginning of the video, I would just say, hey Jeff, it's Steve, five quick things
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I want to cover here in this video and as soon as you show that in the frame for a second,
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you can put it down and they know that you're just looking, and it's okay to look down
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in a way because people feel the need to stare at the entire time and not look away.
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It's okay, once you have the okay to do that and now look down and be like, yeah, and
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number three and four and great, Jeff, so if you could just get back to me and you send
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out your video.
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No, I like that idea and I've definitely done that before as well because I kind of
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gave you permission to look away, look off the camera.
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I had alluded to earlier that I've got a couple of screens open here, my bomb, bomb accounts
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so it's like, hey, what's he looking at?
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That's what he's looking at.
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I've also done in the past, I like that idea, but what do you think about the idea of actually
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maybe posting or pasting, taping, however you do it, your bullet points just above the
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view of where your camera is?
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You know what I mean?
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That's good as well.
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Absolutely.
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A lot of people do that as well.
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If you need that extra help, feel free to do that because then you're still looking
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right here at the camera and you're good to go.
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The other thing I've heard people do and I've tried this a bit in the past is they actually
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put up a picture of either people or just to imagine they're actually speaking to,
18:08
right?
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If they're recording a video, it's not a conversation like you and I, if they're recording a video
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might be helpful if they put up this picture of maybe an avatar or a picture or whatever.
18:17
Who knows?
18:18
Something where it's like pretend you're actually talking to a real person, you know?
18:21
Yeah.
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And that's what you want to happen.
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I mean, you have the position that you have because you're good with people.
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Yeah.
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And if you're looking at a person, those triggers happen in your brain and it makes it
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easier.
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That's a great suggestion.
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Absolutely.
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Okay.
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So what does somebody need then to just get started?
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Is it as simple as, hey, just grab my phone.
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Now obviously, Bob, Bob, you got the awesome app downloads to your phone.
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What is as simple as grab my phone, like you said, right, grab my phone, let's not
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overcomplicate it.
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Hit record.
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Or let me ask you the question this way.
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Back in the day, we're going back, I don't know what, five years ago, I mean, how long
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have people been doing video online, right?
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Maybe five years, roughly eight years, 10 years.
19:02
Is the expectation today to have some level of quality because there's a lot more video
19:09
out there?
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It depends on the audience.
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Yeah.
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So what happened through the, I've had a social media, everything's been degrading.
19:17
There's been some super interesting studies, so they were studying like Coca-Cola and
19:21
Levi's and they're actually degrading their videos because it makes a deeper connection
19:26
with their audience and making mistakes and making, you know, shaky video because it mimics
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what we're so used to seeing in Instagram and in Facebook and that influence of social
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companies out there makes the personal style video okay.
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If someone had a choice of watching their favorite, you know, movie star, do a produced
19:47
commercial or seeing them record something at their home, you know, with their fan, they're
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shaking.
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They're going to watch the personal one at home and that's the type of connection that
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you want to have.
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And so it actually makes it okay these days.
20:01
You don't need to worry about it.
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Now, if you're going to put videos on the homepage of your website, you're going to want
20:07
a certain level of professionalism.
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So if you think about it in terms of consumption, the more people that will see your video
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in general, and again, there's exceptions to everything, but in general, you probably
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want a bit more power to it.
20:23
But if you're sending a one-to-one video, that connection that just, hey, you know, I'm
20:27
sitting here in my car, you know, waiting for my kids to get out, you know, get out of
20:31
school and I was thinking of you, Jeff, I just want to send you a quick video.
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Let you know that you're awesome.
20:36
In fact, do anything to help get a future that let me know, you know, you put the phone
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down.
20:42
Sure.
20:43
That is connection in today's digital world.
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Now, sort of driving over to their house and just saying, hey, thank you so much for
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working with me and being an amazing officer and sending us any business for the best.
20:55
That's very cool, very cool.
20:56
Okay, cool.
20:57
All right, let's change lanes.
20:58
Let's fast track a little bit to some of the best practices you've seen out there.
21:02
Now, specifically, loan officers are using this to grow their business.
21:06
Before we hit record, you and I reviewed a couple of different resources.
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You guys provide, which I'll provide links to anything we talk about in this episode.
21:15
But you guys just produced a couple of different guides and documents, right?
21:20
PDFs, people can download.
21:21
You interviewed.
21:22
How many loan, you guys just recently did what was that thing called again?
21:26
You know the name better than me.
21:27
The video influencers.
21:28
Thank you.
21:30
Yeah, mortgage video influencers.
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So 25 different people there in different categories from one to one videos, of course,
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and then we have YouTube and multiple categories where you can see who is using video effectively
21:47
within mortgage.
21:48
Yeah, and I'm scrolling through it right now.
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So 25 people in five categories packed with tips and examples from the honorees.
21:53
So like I said, we'll put a link in the show notes to this for those who want to download
21:56
it.
21:57
So you can see the illustrations out of the research, you know, what you've seen people
22:00
doing there, what jumps out at you as far as some really not only from a standpoint of
22:05
how they're using video, but the impact to their business.
22:08
What did you see through that?
22:09
Yeah, so there's massive impact and not just because I worked for Bomb Bomb, but it truly
22:16
is the one to one videos.
22:18
The other thing, you know, we did real estate before we did the mortgage one.
22:22
And it was so much easier.
22:23
There was so many more people in real estate using video in their business and we had,
22:29
well, we're just running through the second one and we had 1200 nominations.
22:33
I mean, there's just an influx.
22:35
There is still such a massive opportunity to use video within mortgage.
22:41
And I'm not saying people aren't, but just comparatively speaking, you know, the upside
22:46
is massive.
22:47
And there's one to one videos we have.
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So you take Clifton, Saunders, who finished number one, he sent out, like out of the Bomb
22:58
Bomb system alone, he's got nine, I think he ended up at 9,000, he might have 10,000
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now videos sent out of our platform, since we released that guy, he was at 9,000 in some
23:09
odd number.
23:10
You know, that, you don't send the 9,000th video if the 8,999th video before that, you
23:19
know, those videos didn't work, right, don't go and take all that time to do that.
23:25
And so he's building relationships and increasingly digital world with leads that he's finding
23:30
online as well, but also using it to connect to the real estate agents for, for repeat and
23:35
referral business.
23:36
And it's a holistic video plan that's simple and easy to scale, but still personal, it's
23:42
still personal.
23:43
And so that's the biggest place to win.
23:45
Well, where, where are you seeing how are these loan officers using it, integrating
23:48
it into their overall process?
23:49
I'm looking at the document right now and I mean, gosh, you know, 9,600 plus videos,
23:55
but yeah, where are you seeing people use it?
23:58
So one way that they use it is we have a screen recording feature in Bomb Bomb that allows
24:03
someone to record their screen.
24:05
So again, if you're looking at it strictly from someone that needs a loan and the loan
24:11
process is scary, there's a lot of numbers that you need to explain.
24:16
But if you could share your screen and they could see you at the same time on the bottom
24:21
of the screen and see your face, but now you're talking them through the numbers on the
24:26
page, helping them understand, reducing that anxiety while they're still connecting
24:31
with you.
24:32
That's great with, with someone that's applying, you know, for a loan or about to close.
24:38
But also what about for your real estate agents training, you know, one of the things that
24:43
popped up a lot, you know, in the guide and also just with our customers in general, people
24:47
love to provide help and training for real estate agents and like to inform them on the latest
24:53
tools and the latest things that are out there or just informing them on the rates, what
24:59
if you could share your screen and send it to all the real estate agents that you have connections
25:03
with and walk them through again, something that's more complex or walk them through marketing
25:09
training or if you love Facebook or Instagram and you're doing that, helping them with their
25:13
Instagram accounts and sharing the screen while they see you at the same time.
25:17
So that's kind of the new thing that people are doing with the screen recordings and providing
25:22
that training and education, whether it be their client or a real estate agent for the purpose
25:26
of generating more repeat referral business.
25:29
Let's take Ruby for example, she's up in Seattle.
25:33
She creates educational videos in her mortgage minute series.
25:37
So how is she using that mortgage minute series?
25:40
Is that going to like a group distribution list?
25:44
How does she do that, you know?
25:45
It's personal again.
25:46
So Ruby was one of my people that I actually went through and ranked in the list and what
25:51
she does is she has a calendar behind her and for each transaction that's in, she keeps
25:58
everyone up to date, everyone that's a part of that transaction, she records a video
26:05
and says, hey, on this date, this is what, and this is our projected closing date and
26:10
here's when we need this and here's when we need this and she uses these little yellow
26:14
sticky notes.
26:15
I don't know if it's Velcro or not, but she moves the dates around and she keeps everyone
26:19
up to date in one simple video that she knows that people receive.
26:23
She knows that people watch because she's getting all the analytics and all the information.
26:28
She does that on Fridays and updates every month.
26:31
She does an individual video for each one of her clients.
26:33
Yeah, so it's for each transaction, which would be the real estate agent part of that
26:38
and of course, the client is a part of that agent.
26:41
I just wanted to clarify, yeah, because I know some people might just have a generic video
26:48
which maps them through the, hey, here's what to expect next in the process, but she's
26:52
doing a very specific, for each individual, the Jones, the Smiths, all that.
26:56
Yeah, and we do have a lot of people that record pre-done videos for different stages like
27:01
great, you're pre-approved.
27:03
Right.
27:04
Now what?
27:05
And that video that they're ready set to send it out from their phone or from their laptop
27:09
or their desktop as soon as that happens and they can convey, here's what it comes down
27:14
to.
27:15
Are you better at talking to someone or you better at typing something out?
27:19
Like how many times do you go in, you type in a paragraph or two paragraphs into an email,
27:23
you reread it and you're like, ah, that's not what I want to say.
27:25
That's not what I wanted.
27:26
If I was there in person, I could say it so much better.
27:29
Those are the things that you'd want to record and have ready to go to send out.
27:34
And you know you could explain it better in person.
27:37
You know you can connect with that person more effectively if you're there in person,
27:40
but time distance and technology keeps you apart.
27:43
So video is your next best out.
27:45
So I apologize if I'm putting you on the spot, but I'm scrolling through these examples
27:49
in the video influencer and things are jumping out of me.
27:51
So I'm looking at Jeff Wagner, Houston, one trust home loans.
27:56
He's got 1700 videos.
27:57
He's mastered the pop buy and check in with agents.
28:00
And this is what jumped out of me.
28:03
His story of setting 14 appointments on 20 videos sent.
28:07
You guys share that up.
28:08
I guess of the bomb on headquarters.
28:10
Do you know the context of how he did that?
28:13
Yeah, I forget the exact story around that.
28:16
But I mean, he just sends like the pop buys is the digital version of just stopping by
28:21
saying, hey, just checking in, seeing how I'm doing.
28:24
When you listen to his video, because you can hit play and listen to his interview right
28:27
there, he's got a really like great, like soft, nice tone to his voice and he just checks
28:34
in with people.
28:36
And so yeah, I don't have the specific story around that one, but I'm putting you on
28:44
the spot and I apologize, but I'm always trying to extract the best out of these interviews.
28:49
For one last thing about Jeff though that I see here, which is really cool, he sends to
28:54
his top 25 list of agents it looks like every other week his top, he's got two looks
29:00
like two groups, top 25, top 10 to 15 that he connects with once a week actually.
29:03
So he's got two groups of agents.
29:05
That's cool.
29:06
And we can talk about how you do that and bomb, bomb, but he gives these connections, information
29:09
about his educational events, industry news, company news and more.
29:13
So what a great way to at scale, stay in touch, add value and like we use the digital
29:19
pop by man, that's cool.
29:21
And so and and I'm going to turn into my lack of knowledge around that specific topic
29:26
right there or my forgetfulness into that's why I got to download the guide because those
29:32
are all the questions that we asked Jeff and he explains it to you in his own voice.
29:37
So so yeah, go check out the guide.
29:39
It's free.
29:40
You don't need to have a bomb on account to do this and that's probably and I think
29:45
we've been skied by that that question because it's like, Hey, do I need to have bomb on
29:50
the send a video to someone?
29:51
The answer to that is no.
29:53
You can take out your phone right now, hold up your phone, record a video.
29:57
If you email it out, it's a bit more difficult because you don't know if that video actually
30:03
got through if the attachment was too large.
30:06
No one general are afraid of some scary attachment on the bottom.
30:10
So that's not the best method.
30:12
If you record a video and like upload it to YouTube and then grab the link and then go
30:17
back to your email and paste it in the email and maybe put a graphic and a play button
30:20
on there.
30:21
You could do it manually as well.
30:22
So again, if you want to do this a lot and you want to do every week, yeah, it's a
30:27
lot, it's a lot of work and that's that's the problem that bomb bomb solves.
30:30
We make it one click simplicity right out of your outlook.
30:34
If you're using like outlook desktop or Gmail, you can just click that record button.
30:40
We just put in a patent for our new video technology, which so it's patent pending right now.
30:47
It actually uploads the video and it's in our brand new mobile app, which is exciting.
30:51
It uploads the video as you're recording it every single second and in codes every single
30:57
second as well.
30:58
So the second you're done recording your video, if I was on my phone right now, it most
31:03
likely depending on, again, your speed, it might be a little bit behind if you're on a
31:06
slow like 4G connection or something like that.
31:10
But it is ready to be sent out and when you send that video, it knows the recipients connection
31:14
speed.
31:15
It knows the device that they're on and delivers the appropriate size video automatically
31:18
to make sure that they get to see it and play and it doesn't buffer.
31:23
And so we're super excited about that technology.
31:26
Wow.
31:27
That's that's awesome, man.
31:28
And yeah, thank you for pointing that out because the people asked me to when I tell
31:31
I'll talk to them about video.
31:32
The big question is how, but the to your point is look, you know, bomb on makes it simple
31:36
easy, quick, plus you get analytics on the reporting and stuff.
31:39
And I'll show you my screen shot here for people who can see that.
31:42
So that's my bomb on the app opened up and that's the other thing I don't know if you can
31:45
see with the glare.
31:46
But what I like about it is, you know, I've got this wonderful library of videos that I
31:53
could repurpose or I can create a library of videos and this is one of the things I want
31:58
to point out for the listeners, as much as I know you guys beat the dream of like one
32:02
to one, you know, communication, which I agree.
32:05
Let's just face it, right?
32:06
Sometimes we're too busy or sometimes it makes things to do things at scale.
32:09
So to facilitate trust and engagement at scale, right?
32:15
That's one of the things I love about bomb is I can do that by simply selecting the video
32:20
that I want to send to a given group, you know?
32:23
So there's a psychological play there, the exposure effect, you can Google it or look
32:31
it up and it's also called the familiar principle.
32:34
The more times that someone sees you and hears you, in general, unless you're saying something
32:40
polarizing, the more comfortable they're going to feel with you and feel about you.
32:46
And so there's been a bunch of studies around that effect and just proximity and the amount
32:52
of time that someone sees anything and it's not just people, it's words that they see,
32:56
there's a bunch of studies around words and objects and then of course people as well.
33:00
And so just having people see you more often through those mass emails that you do, that
33:04
has a great effect as well.
33:05
Yeah.
33:06
And in today's market, you know, where we've got a lot of additional competition and pressure
33:12
and I'm hearing this every day from the law officers that I'm coaching is we've got
33:15
race shoppers, we've got people double-appenance.
33:18
I talk about visible value and how do you create that visible value because if your game
33:23
is, hey man, I got low rates and I close on time, I mean that's no game.
33:27
Anybody can do that.
33:28
So that's why I'm a big proponent of things like video to create those personal touch points
33:32
to demonstrate visible value because there's so many things you can do to separate yourself.
33:38
Like you said earlier, not many people are doing it in the mortgage space right now.
33:41
So the opportunity is yours.
33:43
Yeah.
33:44
So if you're getting leads from somewhere and you're buying whether it's like Zillow or
33:47
Lending Tree, you know, that lead goes out to a bunch of other, I did Lending Tree.
33:52
This was like five or six years ago because I forgot who, who my, my loan officer was and
34:00
I didn't know who to use because she didn't follow up at all.
34:03
So totally forgot, went online, filled out the form and I got, I think it was six emails.
34:08
It was five or six emails like instantly, right?
34:10
And my phone started blowing up and I was like, whoa, whoa, whoa, okay.
34:13
And they're all text, yeah, all text on the screen.
34:17
And I didn't know anything about each one of those people.
34:20
But if the one person sends a video, it says, Hey, Steve, I just want to introduce myself.
34:27
I'm a real person.
34:28
I'm here to help.
34:30
And they said, that's, that's the trust.
34:32
That's going to help people are automatically to ingrained to choose the known versus the
34:37
unknown.
34:38
Even if the known isn't that good, they choose the known versus the unknown because it's
34:44
scary.
34:45
And if they can see you and hear you, yeah, it's a, it's a huge points in your, in your
34:50
favor.
34:51
Yeah, reminds me of an interview I did with Tim Brahim and he had this wonderful line,
34:55
which was a focus, you know, all about connection over conversion.
35:00
And that's what video allows us to do is because if we're not in person, that's the, yeah,
35:04
that's the greatest, you know, take and use it.
35:08
Shout out to Tim Brahim, man.
35:10
He's a stud.
35:11
Yeah, so what do you see, I guess in terms of time here before we run out of time, what
35:15
do you see then as the biggest mistakes or people get caught up in going down a rat hole
35:21
if they're going to, you know, start using video?
35:23
Again, it's the perception of the style of video, you know, people try to go too big.
35:28
They'll go out and buy a $2,000 camera and a $500 lens that they don't know how to work
35:33
the camera.
35:34
They buy a fancy, you know, lighting equipment and they'll set it up because they're like,
35:38
oh, I know I should be doing video, I'm going to go do it.
35:41
And that takes a massive amount of time to learn when you can just take baby steps that
35:47
will have a much bigger impact to your business overall that, that you'll see benefit from
35:53
in two weeks.
35:54
If you send five videos a day every day for two weeks, personal videos, one to one, whether
36:01
it's to your past clients, whether it's to the real estate agents that you have relationships
36:06
with or anyone else, you send five videos a day and you just check in with people just
36:11
like the Popeyes with Jeff Wagner there and you just check in with people and thank them
36:16
and share gratitude without even asking for business, watch what happens.
36:21
People will respond to you.
36:23
People respond to human faces, it's easy to say no to text on the screen, it's hard to
36:26
say no to a smiling face, do that for two weeks and I guarantee you, you will see results.
36:33
And no technology and no $2,000 investment.
36:37
Yeah, right, that's just connecting and people get away from that.
36:40
Technology has a way to pull us away from the human connection, you know, and so let's
36:46
not get caught up in that because that's what this is all about.
36:49
Before we wrap up any advanced strategies or use cases you've seen of loan officers
36:55
and you're like, wow, man, that's a great idea for how to leverage video.
37:00
Well, you know what, Ruby's, we already covered that and I know it doesn't seem advanced,
37:04
it seems like, hey, I'm going to update multiple people at the same time and do it in a more
37:08
personal way.
37:09
So everyone has the necessary information that they need.
37:11
And when you see it, it sounds totally logical, but I've never seen anyone else do it
37:15
that way.
37:16
You know, do it the way that Ruby does it with the calendar in the background and then
37:19
because she's doing it through video, she knows how much each person has watched of
37:25
that video.
37:26
And if they received the message and they really retained it and then she can see if
37:29
they're going back into it.
37:31
So it's just, it's just things like that.
37:33
You know, it's, it's the basics, but it's consistency is what's going to help you win.
37:42
And that's the advanced, that's the advanced thing.
37:45
But consistency, time block in the morning to send five videos a day and then identify
37:50
the trigger points where videos would be typed out text and the trigger points for that
37:55
would be any time as emotion is involved.
37:57
Are you trying to build trust or rapport with someone?
38:00
That's a trigger point to send a video, over a plain text-based email.
38:05
Are you, is it a negative amount, well, this, here we go, I'm going to, I know I give
38:10
you a few, but this is a good one to end on.
38:13
Bad news.
38:14
Things don't always go the way that we want them to go.
38:18
Video is actually a better method of giving someone bad news than being in person, being
38:23
on the phone or text.
38:24
I know you don't believe me yet, but hear me out.
38:27
Why?
38:28
Because bad news is more psychologically compelling than good news.
38:31
Everybody has, has delivered bad news to someone else and one of two things happened.
38:34
The person either sits there in silence and they don't know what to say.
38:39
Or the person flips off the handle rationally and they're like, oh, you know, they, they
38:43
get all upset and it is for the fundamental reason that people need time to process bad
38:48
news.
38:49
It's harder to process bad news than it is good news.
38:52
So by not expecting an answer after you deliver bad news to someone immediately, by sending
38:58
them a video, which is asynchronous, they get to consume the video, they get to sit with
39:03
it and think about it without an immediate expectation of a response like a face-to-face
39:07
communication or on the phone, right?
39:10
They get to watch your video, you get to deliver the bad news with empathy and I'm so sorry
39:15
this happened.
39:16
Here's what we should do next.
39:18
Let me know what you think.
39:20
And this is, here's an advanced one, I'm in meetings this afternoon, but I'm going to
39:24
give you a call later on this evening that buys you that time, right?
39:28
Now they thought about the information you delivered in a non-biased way because they
39:32
had the time to process that information and then you call them back later and you will
39:36
get an entirely different conversation than delivering bad news over the phone.
39:41
That's brilliant, man.
39:42
I love that.
39:43
That is an advanced strategy.
39:44
I love the fact that, yes, it allows people to buy time because you know how often do
39:49
we have like that situation where you feel you need to, you're compelled to have respond
39:52
immediately in the heat of the moment, then you're going to say or do things that you're
39:56
going to regret.
39:57
So yeah, allows them time to digest and you can kind of set the tone for that.
40:01
That's really cool, man.
40:02
That's a trigger point.
40:05
I'll call you later on this afternoon after my blah, blah, blah and you give them those
40:08
hours to cool down and there's hours to think about it objectively, that's the key,
40:13
right?
40:14
No doubt.
40:15
Very cool.
40:16
Awesome.
40:17
Well, I appreciate you being here.
40:18
I know we're out of time.
40:19
I want to cover a couple of things for those listening.
40:20
A couple of directions for them for where they can get more info about bomb bomb.
40:25
You guys have got a free trial available on your website.
40:28
I'm going to put links in the show notes to that.
40:30
We've got the video influencers guide, the mortgage video influencers guide, and this
40:34
is, I'm telling you, man, I'm going to spend part of my afternoon just watching these
40:37
videos you guys have in here with these use cases.
40:40
This is like a seminar on how to do video.
40:43
It's really cool.
40:44
That is cool.
40:45
Yeah, no, it's really awesome.
40:48
And then, of course, you guys have a first ever of its kind, live event happening called
40:53
rehumanize coming up in Denver may eight through the night, I believe, in 2019.
40:59
So real quick, tell us about that.
41:00
Why should a loan officer listening consider going?
41:03
Yeah.
41:04
So we actually have a bonus session too on the seventh for bomb bomb customers, where it's
41:09
just bomb bomb training, the eighth and the ninth training on video in general, YouTube
41:14
and Instagram and any capacity.
41:17
What's exciting about that is if you love the guide, the guide is the precursor.
41:24
The guide is, hey, here's how these these loan officers are using video in their business.
41:28
Here's how they're winning.
41:29
Here's the interviews.
41:30
If you want more of that, that's what this event is.
41:33
Because we take real practitioners, we're putting them on stage in panels and in main stage
41:38
presentations, and they are opening up their doors into the successes that they had using
41:42
video and the advanced methods, the simple methods, how they got started.
41:47
We are going to go through things like lighting on stage.
41:49
If you do want to do a more advanced video setup, you know, and you want to do more polished
41:54
and professional pieces, we're covering that, we're covering the one to one and everything
41:58
in between.
41:59
This is the first and only event of its kind design, especially for mortgage and real estate
42:06
and we are super excited to bring in all the practitioners for you guys to hear.
42:10
And the refresh.
42:11
500 seats only.
42:12
Yeah, 500 seats only.
42:13
And so what you have right now, I believe, is a early bird list, get on the waiting list
42:17
till you officially kind of roll that out.
42:19
So I'll put a link to the show notes there as well at a different plan on being there,
42:22
man.
42:23
I love that.
42:24
And that's really cool.
42:25
It's a timing in the market because I've been like doing video, I think for five years
42:29
at various levels.
42:32
And I've wondered for some time when the mortgage loan officers going to get on board, because
42:35
to your point earlier, the real estate agent got on board more quickly.
42:39
But now I think we're finally seeing that where the loan officers are like going, huh,
42:43
all right, the realtor space, that is what it is.
42:46
I still need that.
42:47
But more and more new loan officers want to go consumer direct.
42:50
And I think they're finally recognizing that video across different social platforms
42:54
is one of the ways to do it.
42:56
Yeah, cool.
42:57
I would agree.
42:58
Awesome.
42:59
Well, listen, I'm going to let you go because it's Friday and it's Labor Day weekend.
43:02
We've got to get out of here and have some fun.
43:03
So appreciate you being here, man.
43:05
Very, very much.
43:06
Thanks, Jeff.
43:07
Appreciate it.
43:08
You bet.
43:09
And listeners always appreciate you.
43:10
So the links to all this stuff is in the show notes.
43:11
If you like today's episode, hey, let us know.
43:13
Give us a little shout out, a little love out on the inner webs there.
43:16
And we'll look forward to seeing you on the next one.
43:19
Bye for now.
43:20
Thanks for listening to Mortgage Marketing Radio.
43:23
One more truth in mortgage marketing.
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