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How to Get Loans from Instagram · Mortgage Marketing Radio

0:00
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1:03
Ladies and gentlemen, welcome to this episode of the Mortgage Marketing Radio Podcast.
1:13
I am your humble host, Jeff Zimper, thank you for tuning in.
1:18
And as a quick reminder, for those of you who don't know.
1:21
If you'd like to connect more, if you'd like to have access to me with ongoing additional
1:27
content, support, resources, weekly, ask me anything live stream, special guest features
1:33
and things like that.
1:34
Hey, join our private Facebook group, just go over to Facebook in the search bar, type
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in Mortgage Marketing Radio.
1:39
The group will come up, you will be asked a couple of questions as a way to ensure we
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have the right people coming in to the private Facebook group.
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That's over on Facebook and we're doing some cool stuff over there.
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We'd love to see you over there, see your participation and share.
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Let us know what you're working on.
1:56
Post wins and success stories, we want to see more of that.
2:00
Okay, so my special guest this week and this episode is a repurpose of a live stream.
2:07
By the way, if you're in the Facebook group already, this is where the live stream was,
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right?
2:13
And yes, we did stream this to LinkedIn and YouTube as well.
2:15
But I've been promising you for the past couple of weeks to get in the Facebook group and
2:18
I remember you doing some additional content, live streams, this is one example.
2:22
But if you podcast listeners that don't yet know that, what you missed out on was the
2:25
ability to interact and ask questions of my special guest and maybe you win a couple
2:30
free prizes as well.
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So what you're going to hear today is a recording of the live stream that I did with Min Nguyen
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and he is behind the brand, if you will, on Instagram and other places at what's a mortgage.
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You can find him on Instagram at what's a mortgage.
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That's his URL, that's his handle, YouTube as well, TikTok and the guy is just leveling
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up his social media game.
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And he only got started in 2017 on social media and already he is crushing it.
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On Instagram, he's got on just one of his Instagram channels, if you will.
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He's got what?
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For 35,000, yeah, 34,000, just about to cross 35,000 followers, LinkedIn, he's not been
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on there as, I'm sorry, not LinkedIn TikTok, he's got about 5,000 followers on there,
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was just getting started, you know, has gone through his own fair share of trials and
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errors and challenges like we all do.
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And I wanted to bring Min on because of the success that he's having.
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So what you're going to hear on this recording, so I'm going to, I'm going to say it right
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now, even though you're going to hear him tell you his numbers, I want to make sure you
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listen to this whole thing.
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So he is right now running a run rate of 20 million a month.
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And yes, he has a team, okay, and all that, but I asked him, what percentage of that,
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what are the top sources of business for him?
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100% of that volume comes from social media.
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Large the Instagram and you hear him talk about the other sources as well.
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Social paydads, yes, but you'll hear him talk about that.
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The organic paid at the organic business, his Instagram business is 100% organic.
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And you'll hear him unpack these different sources, these different channels, his content
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strategy, how often he posts, the lessons he's learned, right, both the good and the bad,
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what his vision is, what his purpose is for his channel is, who he's trying to reach,
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and what I think I want you to notice is he's gotten very clear about the audience he's
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trying to reach and who he's communicating to.
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And by the way, it takes time.
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It takes times to get there.
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So be patient with yourself, but this is why when people ask me what to post, how often
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should I post, just start, just start posting what's already on your heart, which you think
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is going to be relevant or useful for your audience and you will evolve and grow and fine tune
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that over time.
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But it won't happen without actually jumping into the pool first.
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So I'm really excited that Min's been willing to make available of time from his busy,
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busy schedule, all the cool things that he's doing out there.
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Why do you see some of the stuff coming from this gentleman here?
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And without further ado, let's get into this week's show.
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So as you know, we're here today, the title of our live stream today is How To Get Lones
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From Instagram.
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Let me bring on our special guest, Mr. Min, Min, Min, Welcome, you know what?
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You deserve one of these.
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Hold on.
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Wow.
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I feel good.
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All right.
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You deserve a James Brown.
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So, I mean, I know you're a busy guy.
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We were talking just before we went live.
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I've been following you for some time and when I posted this live, I had a fair amount
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of people type, you know, text me back and just go, dude, his content's awesome.
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He's amazing.
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So great.
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You know what I mean?
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So there's a lot of people that are thrilled to have you here.
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Thanks for you.
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Yeah.
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You bet.
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So for those who aren't sure who you are, why don't you give us your quick little background.
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We're going to unpack the Instagram stuff and content, but give us a quick, quick bio
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on Min.
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Well, my name is Min, Min, I love out in California.
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I've been new mortgages since 2003.
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I've been on the social media journey since 2017.
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You know, I spend most of my days doing content now and we do have a team of LOs that do work
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on the viewers.
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I call them not lead viewers that reach out and ask for information.
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Now, what I love about you is like, your transparent is hell from what I can tell, which
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is great because you're not trying to paint it just right now.
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You're like, hey, man, I have a team and you are now the rainmaker generating content
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because that's obviously paying up for you.
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Correct.
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Why do you call them viewers?
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Because if you call them viewers, then when you talk to them, you treat them like viewers
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and not a lead.
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So you think there's a different psychology or feeling when it comes to lead versus
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viewer?
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Absolutely.
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Imagine if you had to, you love your child, right?
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If your child made a mistake, how much more patient do you have on your child compared
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to that other kid who's screaming and they're not your child?
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Right.
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Right.
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That's true.
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That's similar to a lot of people say instead of how many units did you close, how many
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families did you help in a given year?
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Right.
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Right.
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So words matter.
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So also, let's set the stage for where you're at 2021 year-to-date volume and units and
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we'll unpack all this.
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So in 2021, I left Lone Depot in the month of June.
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We were pacing at 20 million fundings a month up until June and then kind of, we tried
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another place, didn't work out well and now we're at this place called Western Express
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and we're on pace.
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We're in the 20 million where I think starting January, I think we have enough apps to
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hit that 30 million mark.
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I just, a lot of purchase apps as people, as more inventory slowly opens up, we're allowed
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we're able to get more in escrow because we're 75% purchase, 25% refinance.
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75% purchase, that's awesome, very strong, very strong.
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All right.
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Now, here's the big question of the day that I know everybody wants to know of that 20
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million a month that you're running, you run rate, what percentage of that is coming
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from social media?
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100%.
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I do not have a single deal coming in from non social media.
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So they come in two ways, one way, of course, we generate the lead through social and it
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goes to the realtor, but the realtor brings us deal back.
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So we hand out a lot of leads to a lot of realtor, we don't get, we give out more leads to
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realtor than they give us leads, but when they give us leads, those numbers are blended
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with as well.
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Okay.
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Got it.
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You're still using social media to get new realtor relationships?
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No, not at all.
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Not at all.
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Are they coming to you?
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They're coming to me or I cherry pick them, I hand pick them, I comb through the internet,
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I comb through, you know, I troll the internet and I find out who's doing what.
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Most of the ones that are doing well, they're not, they're not going to respond back right
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away.
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I normally look for who works under them because normally they'll take a big photo, they'll
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have that one person that's like in their photo, they tag their face up, I'll message
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that person because that person will get me to the person on top because they want,
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they watch me or they'll fan out or they'll watch and they'll be more open because they
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want business.
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Right.
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Right.
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Absolutely.
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All right.
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So people are curious, I'm sure as MI anyways, it's like you've been at this for a while,
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you're clearly, you know, a, you're like engineer your social media, I guess is you think
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about it a lot, you think about it from a strategic standpoint.
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I'm guessing at this point you're not just throwing stuff against the wall or maybe
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you are or like do you have an overall strategy to your approach on social?
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Oh, yes.
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I have an overall strategy.
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I changed my strategy a lot as I've evolved.
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So we more, we are more efficient with our content than compared to just doing a lot
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of throwing stuff against the wall and making it work.
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A very strategic, I index my audience and through after I index them, I pretty much categorize
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them.
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Then I know the content to make to get that audience.
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Hmm.
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So we'll explain that a little bit when you mean you index them.
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So I look at them and buying, probably looking for a better lender, about to pull the trigger,
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they're still building credit and saving money for down payment.
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Hmm.
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Those are two different groups.
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Three different groups, yeah, yeah.
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So they're, they're a shopper, you know, then I approach them differently.
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If they're just, they're ready to go, they just need to, that final piece of information
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to unlock the magic door or they're in the beginning stages.
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And so you've, you mentioned earlier before we went live, you have a process for, you
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know, the lead, the life of a lead.
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Can you explain a little bit of that?
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So when a, when a lead does come over, we, we, they, they normally message over.
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So I only do messenger leads because you can message back.
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So on YouTube and TikTok, when they ask you a question, you can't directly ask them
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something.
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Right.
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You can directly ask them something through Instagram or Facebook because they message
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you.
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Right.
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So I will only deal leads where I can deal with messenger.
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Think about this.
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Who do you talk to on the phone typically, a bill collector, you're buying or selling
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something psychologically, you talk to a friend through DM, you talk to a friend through
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text message, correct?
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So that's how I make sure that we generate leads that only incubate through text messaging
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and messaging.
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On text messaging messaging, DM me.
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Okay.
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So you, you obviously put a lot of content out on Instagram.
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We're going to show a couple of yours, you know, pages at a moment.
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But people are engaging and interacting with your content.
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You're doing a lot of educational content.
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So what'll happen is somebody will DM you something, a question or whatever is that usually
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what it sounds like?
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Correct.
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Correct.
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What we do is we, in the beginning, I just made a bunch of content and I find out which
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content is performing the best with the size of my audience.
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So some of you guys are like, well, I don't have a size of an audience.
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Oh, I can't do this.
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I can't do that.
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With the size of the audience, you have your friends and family, your neighbors, your kids
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school, whatever your audience size is, put out content and you'll find out which content
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is the most engaging and which ones are not the most engaging.
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And through that, you repurpose it or through that, you know, when you fund a couple
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deals, run a campaign, you know, you paid advertising, let your information surf.
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Now see if that content is good.
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Let us circulate through the internet.
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Right?
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Yeah.
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I want to come back to the content.
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We're going to make an content for sure in a second.
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But let's, let's say I'm a lead.
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I've been watching your videos for three months or whatever.
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I'm digging it, right?
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And all of a sudden I get into a DM conversation with you where I'm like the guy who's ready
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to, all right.
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I need to take the next step.
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What do you do then?
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Do you just like send them a link to your online app or what happens there?
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You got a team, right?
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Yeah, I got a team.
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So we normally send them a text message.
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We get them off messenger.
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So you can get them off of the platform first when you get them on the platform.
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You want their phone number and email.
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You need an email and a phone number so you can put them through some CRM's.
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You need an email and a phone number.
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Some of you only need one, one piece of information.
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And so we get them off the platform right away.
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We message them.
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I let them know.
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Hey, Jeff.
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This is me.
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Thank you so much for reaching out.
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I'm going to have Grant from Western Express reach out to you.
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And then here's Grant's phone number.
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So you recognize it when he calls you.
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He's on my team.
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He's going to do his best to help you.
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And then two days after that, hey, Jeff, this is me and just want to follow how everything
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went with Jeff.
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I mean, with with Grant, is there anything?
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So normally if they are engaging, that that lead is moving forward.
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If they're not engaging, hey, Jeff, this is me and I know you didn't, you reached out
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to us.
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Hey, here's my ultimate mortgage guide.
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Check it out.
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Let me know how it goes.
13:43
Hey, Jeff.
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How did that guide go?
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Did you, is there anything you don't understand?
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If they answer back, boom, I'm getting them on the phone, hey, someone needs to call them.
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Because if you want, it's like catching fish, right?
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You throw all of it.
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What's great?
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If the line's not pulling, don't yank it up.
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You know what happened when you yank it up?
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You're not going to catch anything.
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And you're going to burn your energy, just yank it up.
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So you just want to tug, tug, tug, tug, tug.
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The more lines you have out, the more tugging.
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And don't forget, they reached out.
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So I have their real phone number and their real email.
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So we're not, you know, it's not some fake phone number, fake email.
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And we're just tugging.
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Right.
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And we're tugging.
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We're adding value, right?
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We're adding value.
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We keep adding value.
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If you add enough value, we have to do a lot of people who do reach out and they ghost
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us for like two weeks, which tells me they probably be created inception, they loved it.
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But they got scared or their neighbor was a loan officer or a realtor or their co-worker
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or knew their cut.
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Like, I have a cousin, you got to call my cousin and it doesn't work out with them.
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Those are the best leads.
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If they message you and you don't hear from them for another two weeks, all you're closing
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that one.
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Because no one else did them so dirty that they had to humble themselves to come back to
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talk to you.
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How shaming is that, right?
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Have you ever done that?
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Like, oh, then you have to come back.
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That's real market data right there, people.
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I love that.
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That's actually what happens in the real world.
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They go dark because they're too ashamed.
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Then they come back with their tail between their legs.
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Oh, you were right, man.
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I'm curious.
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I'm a big database guy.
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I love that.
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I believe you should be building your database off of these platforms as well because you
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don't own the platforms.
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So give me a sense of like, how's that looking?
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Of the emails or addresses that you are taking off the platforms into your own CRM?
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Is it in the hundreds?
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Is it in the thousands now?
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It's in the thousands.
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I think we have, I don't even know because I have someone else on my team that manages
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all that.
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I know averages.
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We're right now.
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We're averaging about 60 live transfers a day.
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Wow.
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Yeah.
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60 live transfers a day.
15:43
Okay.
15:44
So just to clarify, because you shared with me earlier, not all of that's coming from your
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organic content.
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Some of that's from paid ads, right?
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From paid ads.
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So anything that comes off of Instagram, right?
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We just turn on Instagram ads.
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Anything that comes from Instagram is organic.
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Anything that comes from Facebook is paid advertising.
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Wow.
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Anything that comes from Instagram is organic.
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So we're about a 35% blend on Instagram right now.
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And Instagram has a higher pull-through ratio.
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People from Instagram, they have more, they trust the internet more.
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They trust buying through social.
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Facebook, they're a little bit older.
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They're more established, higher, qualified borrowers, but they're still a little old school,
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right?
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They want to, they want to, sometimes they want to come to your office.
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They want to do a Zoom call.
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They want to zoom with their cousin.
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They're just zoom, zoom, zoom, zoom everywhere.
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From Instagram, if they reach through, they're going to, they're going to, they're going
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to, you know, if you are a digital person, they will do that app online.
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They trust the internet more.
16:39
You have a higher chance of closing someone on Instagram.
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I feel right now, I'm sure you're just going to be even higher on TikTok than on Facebook.
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But the Facebook right now, of course time will change, have a higher quality lead, a higher
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quality viewer.
16:54
Are you finding as the majority of folks from Instagram tend to be first-timers?
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No.
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Either really first-timers or they just got a good amount of money and they're just
17:04
in the internet.
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I'm like, you know, there's no, it's either really early or like, you know, they're first
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timer, but they're buying, they're making 200 grand a year.
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They're not that first-timer making 60, not 80, 90.
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They're either making, in California, they're either making 60, 70 as a first-timer or
17:21
they're making 200.
17:22
There's no in-between on Instagram for us.
17:27
Yeah.
17:28
But earlier, you specialized in California and we're going to have higher incomes, obviously
17:30
average, higher loan amounts, all that stuff.
17:33
Okay, so I want to, let me do this if I can just see, share, I'm going to try and share
17:38
a couple of, let's see here, screen sharing, blah, blah, blah, blah, yeah, that's been
17:43
a while.
17:44
So here we go, share.
17:45
I'll take your time brother.
17:46
Yeah, I'm just trying to find the right tab here, here we go, let me share, let's go
17:49
to your, you, let me check the remote view.
17:56
Everybody who's watching the audience, let me know you can see this, but I am hopefully
17:59
sharing your Instagram page and so we're seeing you go about 34,000 followers and what
18:05
I wanted to share this with is your content.
18:09
Your content, while though it's humorous and engaging and I'm sure that's part of the
18:13
reason why people follow you, it's also highly educational.
18:18
I've talked to a few other LOs that used to do lifestyle content and stuff like that.
18:22
Did you ever mess around with that or what have you learned about content that resonates?
18:28
I sprinkling lifestyle.
18:30
Okay.
18:31
Because when you people do a lot of, that's, you look at women, they do a lot, not all
18:35
women, but a lot of women, unless you're like selling a product, it's just, they're just,
18:40
like who are you, what makes you special compared that I'm not that special where they care
18:44
about looking at my, your life, right?
18:46
I think a lot of people have that.
18:48
They come to a mortgage site or a real estate site or a tax site to learn about that,
18:53
not, you know, 90% of what you're having for lunch, you know, they're not concerned
19:00
with like this one right here, right?
19:01
So this one was a funny one.
19:02
I just followed the trend.
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So this is a lifestyle one that I have my family in.
19:06
Love it, love it.
19:08
Okay.
19:09
So speaking of following trends, that's something that, let me go back.
19:11
That's something that I've recently come across in terms of, let me stop.
19:17
There we go, that are you finding following trends is helping you reach more people?
19:24
Yes, trends right now, you ride the algorithm, you just got to ride the right algorithm.
19:30
I'll tell you right now, organically, the reason why I grew so much on Instagram and
19:34
our lead, our lead flows where it's at and the reason why I joined Western Express,
19:38
because I'm licensed in California, they're licensed in, they're a small direct lender,
19:42
which gives me less red tape than on my prior company.
19:46
But they're licensed in a lot of small letters, aren't licensed in a lot of states.
19:49
They are.
19:50
When the lead, when people do come through, I have a higher chance of converting them.
19:55
And I needed that doing more organic, because reals and tiktok have further reaches than
20:02
on, on, on reals and, on reals and tiktok.
20:05
So just a, I think you could probably do a better job of me briefly explaining to people,
20:10
what does that mean when we say following a trend?
20:13
So following the trend is something that's viral, like right now everyone has that little
20:18
dancer, that little girl that go, um, um, um, um, um, um, um, that little girl and that
20:22
yellow donut.
20:23
So I did that video where I'm trying to buy a house in California, you need to go viral.
20:27
So I did the same trend.
20:29
So that's, that's a trend is something that's spread out through the internet through
20:34
sharing.
20:35
And if you ride that trend, it, you will travel through the internet with, with these
20:40
other people.
20:41
Yeah.
20:42
It's basically like you said, piggybacking off the algorithm, um, for instance on tiktok,
20:45
right?
20:46
The trends down the bottom right, whatever that musical trend is, if you use that same
20:49
audio oftentimes in your audio clip, that's trending, that'll help you show up better,
20:54
yeah?
20:55
Correct, correct.
20:56
Yeah.
20:57
Okay.
20:58
You know, also at the same time, I'm, I'd be curious just to hear for, when you made the
21:00
shift over, you said it was 2017, you got on social, right?
21:05
So I'm sure you've heard and seen this before, it just sounds like, how can people make
21:11
this, there's a lot to learn, you know what I mean?
21:13
Right?
21:14
Like, what's the trends and algorithms and this and that and, and it's, it's not as simple
21:18
as, because on the outside, here's the perception, maybe I think some people have.
21:22
And I'd love to hear the comments from the people right now, type it in.
21:24
What's your biggest challenge right now with social?
21:26
But the perception is, oh, you just post a bunch of funny videos and you're going to get
21:30
some leads.
21:32
No, I wish that was a case.
21:34
Sometimes I watch them like, dude, I'm funny, but then I don't get as much, uh, get as
21:40
much, uh, reach as someone where I watch their video, like, are you kidding me?
21:43
And it went like million views, you know, so it's not that easy.
21:47
So is there a formula and it's different, by the way, this is also, I think, smart
21:51
to say, your success formula isn't going to be the same as somebody else's.
21:55
Correct.
21:56
Correct.
21:57
Everyone has a different, um, a different style.
22:00
And that style is going to follow them into what they're doing.
22:04
But as your style allows you to grow, that's where you start implementing, information,
22:09
implementing, um, whatever you, whatever your, your craft is, mortgage, real estate,
22:15
flipping, um, wholesaling, whatever course you're selling, implement it in your
22:20
humor or in your, in your style.
22:24
Yeah.
22:25
And I think, uh, and by the way, for everybody putting in the comments, thank you.
22:27
See, Kenny, he answered the question, what the post that gets interaction, let's, let's
22:32
pause there for a second.
22:33
I'd be curious, because I sound, it sounds like you're saying this underneath your response,
22:37
which is that's part of the reason why you have to be consistent and just posting as
22:42
good as you'll find your voice.
22:44
Correct.
22:44
Correct.
22:45
You didn't, you didn't, yeah, especially going on TikTok, I was new because of the company
22:51
I was at, I guess I don't want to talk down, but they dwarfed my growth when all that
22:56
time, the amount of energy I put in my, to my Instagram, I could have put it into my
22:59
TikTok two years ago.
23:02
You know, and I didn't, even though they let other people in the company use TikTok,
23:06
because we were growing such a pace and they were, you know, how we did our cost to
23:12
cover our ads, they pay it, but they really come from our branch.
23:16
So they monitored so much of our information that we couldn't push out on TikTok and they,
23:23
we were dwarfed on TikTok.
23:25
And now I started TikTok this year.
23:28
I only had like close to 5,000 followers, but I started like four months ago.
23:32
And I'm still figuring out I tried dancing, it doesn't work.
23:36
I tried this, it doesn't work.
23:37
I finally found what works for me is just my humor on how I interpret different things
23:43
and you're, you're going to be hit or miss.
23:45
Sometimes it might go in my pop on Instagram or TikTok, and it might not.
23:49
Sometimes it's going to pop on Instagram.
23:52
So you have to experiment.
23:53
Correct.
23:56
And but you are naturally, like you said, you're naturally a funny guy.
24:00
You can tell you've got a good sense of humor.
24:01
You like to have fun.
24:03
So you're just, it's kind of like, I don't know if you know Sean Kayhan,
24:06
the mortgage geek, when I interviewed him.
24:08
He's just, that's just an extension of his personality.
24:11
I assume this is the same for you, yeah?
24:13
Correct, correct.
24:15
I'm kind of a, it's kind of, if you talk to my wife, she's the one that does all the talking.
24:19
I'm like the quiet guy.
24:21
So I feel like when I do go on these Reels or Instagram, I get to unleash the humor
24:25
inside of me that people don't even see when they see me on the outside.
24:28
It's like,
24:31
at home, out and about, you're just the quiet guy, whatever, but you get to let it loose.
24:35
That's awesome.
24:37
Emily Flynn, her biggest challenge is consistency.
24:40
And when I see that question posed, I'm always curious about your content strategy
24:45
for production and planning.
24:47
Do you batch or like, how do you do that?
24:49
So let me give you, I'll go over my schedule with you if you don't mind.
24:52
Please.
24:53
So Monday morning from 10 to 12, we go over all the Reels.
24:59
We say all weeks, all the TikToks now real.
25:01
So anything that's viral, we put in our discord.
25:04
I send the link, we, I sent all the links.
25:07
And then on Monday, with one person on my team,
25:10
we go over, okay, let's look at, look up the sound, how popular it is,
25:14
who's sharing it, what the audience that's listening to the sound,
25:18
because let's say you pick a sound that's viral,
25:21
but the audience is a bunch of 12 year olds, I don't want to go with that sound,
25:24
because it's not going to get the audience, I want to hit.
25:27
So we go through it.
25:27
So we audit the sounds, the trends, and then we pick the amount that we're going to do.
25:33
And then we, well, with this sound, I'm going to do this.
25:37
And then I'm going to put this message.
25:39
And then on Tuesdays, for the same time, for like an hour, two hours,
25:43
we write out the copy, you know, write everything that we're going to talk about.
25:47
And then Wednesday, we film it.
25:48
So I try to do at least two tick, I'm trying to do it too.
25:53
And I'm working on it still, two TikToks a day,
25:55
or post, two TikToks and two Reels a day.
25:57
So whatever I'm posting on TikTok, I'm posting on Reels.
26:00
Yeah, and that by the way, Emily has a good second question to that,
26:03
which is, do you create different videos for Insta or TikTok or repurposing?
26:07
Same. This is the same.
26:09
This is the strategy.
26:10
This is the one thing I'm bummed about that I did.
26:14
I don't want to change my page.
26:15
My Instagram page is a business page.
26:18
So on business Reels, you only have 30 seconds on TikTok.
26:23
You have 30, 15 seconds, a minute or three minutes.
26:28
So it's hard to blend because sometimes you can only squeeze stuff into 30 seconds.
26:32
So I'm trying my best to do as much as I can in 30 seconds.
26:35
So I don't have to do, do double the work.
26:37
Hmm. That's interesting.
26:39
I thought Instagram was rolling out 60 seconds for a minute.
26:44
But not for business. They want business people to pay.
26:47
But what about really? Wow. What about creator?
26:50
Creator, you get a minute.
26:51
Pretty you're going to miss. Okay.
26:52
So that's, that could be useful for people who asked that question of what,
26:55
should I have business creator or personal?
26:57
Um, clearly you want to have either business or creator for the analytics alone.
27:02
And creator, I think you can run ads on creator.
27:03
You can't, um, so the creator is a counselor where to be.
27:07
But because like a council old, I don't want to mess with changing from business
27:11
who created it to change to lose any data.
27:13
Yeah. Yeah. Okay. Um, well, so you've obviously got a team, right?
27:18
I mean, you sound like Gary Vee with your team and all that production meetings and all that kind of stuff.
27:23
Um, how about for the person who maybe doesn't want to, you know, be as big,
27:28
so to speak as you are when it comes to a team and production quality and research and all that.
27:34
What, what do you tell them? You can do it yourself and they're, and I'm proving everyone wrong.
27:39
Not everyone, but a lot of people where I need a team.
27:41
So I have another page called simple pop up and I'm using that.
27:44
I'm eventually going to have content courses for loan officers and realtors or social media people.
27:50
Um, I'm doing that picked by myself.
27:52
So I'm doing it straight up by myself.
27:54
I do all my recordings, you know, sometimes I can help with copy.
27:57
But I'll start a copy.
27:58
I do a lot of the recording editing by myself.
28:02
What's it called again, simple pop up, simple pop up, PAPA, PAPA, PAPA, all right.
28:09
I'm looking it up right now.
28:10
So that was the big smiley face. Yes. Okay. Got it.
28:14
I started that about two months ago.
28:16
No, that's not your Instagram. Is this Instagram or TikTok? Instagram.
28:19
I have it on both simple. I want to do it. Make sure I'm still on the right PAPPA simple.
28:24
P-O-P-O-P-P-P-A.
28:26
Oh, okay. That's why I knew this wasn't like a grandpa.
28:29
What I thought it was, but I'm just terrible. It's about.
28:31
Yeah. Um, okay. Got it.
28:33
So I got to follow you here as well.
28:34
Simple pop up, people check it out.
28:36
That's Instagram handle where you are posting a lot of cool stuff about, um, content, things like that.
28:42
That's all videos. All you just one on one.
28:44
What's the purpose of this page then to end those financial playbook?
28:48
What is that all about?
28:49
So I'm learning, um, like I said, I'm at a different place right now.
28:53
My content where it's to understand consumers.
28:57
If I do more education on finance, it's not just mortgage.
29:01
It's easier to grow a bigger audience.
29:05
So, so not to be as narrowed just on mortgage, but greater of like wealth, building, all that kind of like.
29:11
And I only talk about long term investment, long term.
29:14
I talk about things that I know because I'm trying to create the right profile of the right consumer.
29:21
I have a thousand, like a thousand people now.
29:24
I already had two refinance, uh, people reach out to me to, um, index, universal life.
29:29
People reach out.
29:30
A hazard insurance, like, you know, I had started term insurance.
29:32
So I'm trying something new where I'm talking about where a profile.
29:39
I want someone who has a 401k or IRA.
29:42
I want someone who has index funds and I don't want crypto.
29:45
I want index funds, ETF.
29:47
I want people to think about their taxes.
29:50
Higher and people to reach out.
29:53
Cause eventually they'll go, Hey, man, I didn't know you do mortgages to the, can you go over to refinance with me?
29:59
So once again, you're using a social platform to build an audience.
30:03
And I'm sure you, you know, you're already monetizing that audience.
30:06
You're going to, you're going to move them off of that platform, build a database of those people as well.
30:11
Correct.
30:11
Future customers.
30:13
And of course, there's like you said, because you got other financial professionals on there.
30:16
And they're like, Hey, why don't we team up or swap databases or whatever happens, right?
30:19
Yeah, I learned it from watching, I watch, look at Brian Decker, look at JB Holmes.
30:25
Brian Decker does crypto.
30:26
JB Holmes does a lot about index funds as well.
30:29
He also talks about Airbnb's.
30:31
They're talking about things to build their audience.
30:35
Yeah.
30:35
So again, this goes back to the thing of like, what are you post?
30:39
And I know for you guys that are still here hanging out watching.
30:42
How many people have that?
30:43
I want to see your inner and that.
30:44
Now's a chance to win a free book, okay?
30:46
Put in your question right now.
30:48
What is your, like, how many of you struggle with what to post?
30:52
I know it's a, somebody already said that earlier.
30:54
Kenny, you should already have a book for me, Kenny, though.
30:56
If you don't, let me know.
30:58
We'll get you one.
30:59
But this reminds me of, um, yeah, my buddy Sean, who has a YouTube channel,
31:04
and he recently switched his content from lifestyle.
31:07
We talked about this earlier.
31:11
It's like, so you can think about this.
31:13
Who do you want your audience to be?
31:16
And what can you, where can you reach that audience?
31:18
And how can you build a platform to engage with them?
31:21
There you go.
31:23
That's what you're trying to do.
31:24
Yes.
31:24
Correct.
31:25
Correct.
31:26
Okay.
31:26
Got it.
31:27
Awesome.
31:29
What's been the most difficult thing?
31:31
The most difficult thing was math, deciding a CRM and how to manage the quantity
31:39
of these that were coming in.
31:40
We finally, literally that has been our biggest Achilles is
31:46
managing the amount of viewers that are reaching out on a day-to-day basis
31:50
and segmenting them.
31:52
Some of them are not going to buy right away.
31:54
Yeah.
31:54
So, you know, we were just letting those just build dust until we're finally,
31:58
we have someone on our team now who's helping out with texting.
32:02
Like we, we text them.
32:04
They text back.
32:04
I, I answer some of the messages.
32:06
That's how I get a lot of content now is I'm in the messenger through tech,
32:11
Facebook, Instagram, emails, text messages.
32:13
I don't answer them all.
32:14
I answer like, let's say 30% to get data.
32:18
But we engage a lot now, but it took us a while and that was our hardest thing
32:22
was to manage the quantity of people that were reaching out.
32:24
Sometimes, some days there was, um, so when I call it a transfer,
32:29
they engage on the internet, but they're willing to talk someone on the phone.
32:33
Mm-hmm.
32:34
That's a high, that's a high number, right?
32:36
But let's say conversation while we have over 100 conversations a day,
32:40
but I don't call those transfers because they don't want to talk to someone on the phone.
32:45
So about half of the people who engage the,
32:48
engage with us, want to talk to someone on the phone.
32:50
The other half does not.
32:52
Do they ever talk to somebody on the phone?
32:54
Yes, they always do.
32:56
Yeah, ultimately, somebody's going to be on the phone.
32:59
Correct.
32:59
I think, um, for myself, my platform, we're not at a place yet where it's so
33:07
automated where they just fill out an app every once in a while.
33:10
If they go, well, we took our website down because of the company I was at,
33:14
but people were completing the apps on the website.
33:18
And it wasn't that many, maybe one a day, one application a day.
33:21
And because of one application day, and it wasn't under the company's, um,
33:25
portal.
33:26
And if it wasn't, and if we use their portal, then the whole website has to be
33:30
part of the company is just too many, I think with mortgages,
33:33
there's a lot of legalities that you have to deal with not just making content.
33:36
Right.
33:37
Absolutely.
33:38
Do you ever get on the phone with applicants at this point?
33:40
All the time, you do all the time.
33:43
If they message, I only want to talk to men, I talk to them.
33:48
How often does that happen?
33:49
Maybe once every other day, maybe once every other day, they want to talk to me,
33:54
or after five or six o'clock, when all the LOs aren't around, I'll jump on.
33:59
So in the daytime, we have a couple of LOs in myself.
34:02
We rotate and then we assign them, they assign them to whoever's under their team.
34:06
And nighttime and weekends, we have a cost year that helps out.
34:11
Sometimes they can't jump in or they don't know the answer.
34:14
I always jump in.
34:15
And if I know they want to talk on the phone, then I just jump on the phone call.
34:19
Is your team local, like distributed virtual?
34:22
What?
34:23
Yes, we're most of everyone's in California.
34:26
Our cost year is out of state.
34:28
Okay.
34:29
And you guys, and typically these meetings or whatever they happen in person over zoom
34:34
over zoom, a lot of times over zoom.
34:36
I'll call, if it's Instagram, I'll call them through the Instagram directly.
34:40
So it makes, so they know it's actually me and they get all excited.
34:45
That's awesome.
34:45
Awesome.
34:46
All right.
34:47
Well, listen, for those that need to learn more, follow men.
34:51
What is your, you can see it right there at what's a mortgage?
34:53
That's this Instagram handle.
34:55
The YouTube, let's see here.
34:57
That is what's a mortgage as well.
34:59
That's youtube.com slash what's a mortgage.
35:02
Got 7,000 subs over there.
35:04
Nothing, nothing to scoff at there either, my man.
35:08
Oh, YouTube, same thing.
35:09
So with YouTube, they had us take it down.
35:12
We were average, we got to a pay.
35:13
So YouTube, we've had for a year and we were averaging about 100 followers a week.
35:18
And then they made us take it down as well.
35:19
That that was my main reason of leaving.
35:22
They may have taken down a lot of stuff as they saw things move a certain way.
35:28
They were one, they wanted to dictate it a lot more.
35:30
So they made us take down like no tick tock.
35:33
They wanted to read everything and monitor it all before we can even post it.
35:37
Or if we post it, we'd have to take it down the next day, we had to take that.
35:40
So we took down almost 150 videos and it did affect us.
35:43
And we just started posting, again, on tick on YouTube a couple of weeks ago, a couple months ago.
35:50
And I assume you are outsourcing the editing for that.
35:53
No, we have it.
35:54
So now we, we do everything in house.
35:57
So we have our full time editor, full time graphic person,
36:01
full time person that does, that they research with me.
36:04
They, and then we have someone who do does all our copy.
36:08
Oh, wow, nice, very good.
36:10
Yeah.
36:10
So obviously, once again, you have a team and a couple of people just join late.
36:13
Somebody's asking about, I see your question, Blanca, what's your routine?
36:16
We already covered that earlier.
36:17
I apologize.
36:18
So you can get that in the replay for sure.
36:21
This will be going up on the page where we're watching this is a replay plus on the podcast.
36:24
So we unfortunately are kind of out of time here.
36:28
Men, so awesome, man.
36:29
Thank you for making time lots to learn.
36:31
What's like, dude, you're, you, you're building your own company is what you're not just an LL.
36:35
You're, you're a company.
36:38
What's the, maybe what's the vision?
36:41
The, the vision is to get to get to the consumer first to push the button.
36:46
I think mortgages, especially with crypto these days is going to change.
36:50
There's going to be people who live in the meta universe, some people who don't.
36:54
And the goal, I think in both, in both universes, whoever can get the consumer to push the button first to trust them to push the button.
37:02
Because eventually things are going to be so automated once they build that trust.
37:06
They're going to hit a button once they hit that button.
37:07
The loans going to be done like that.
37:09
And I feel that is the future.
37:11
So whoever can, whoever can get to the person to push the button first.
37:14
And I'm working on how to get to that person before they're ready to even look for the button to push.
37:18
And that's why I have my other page.
37:21
Because I, I'm talking about 401k, think about Jeff, if the borrower has a 401k, there has a decent amount of money in it.
37:29
You know, they're a wage earner and you know, they have money put away and they have consistent income and they make good money for them to have a decent amount of money in their 401k.
37:39
You know, my goal first was to get to the consumer before the real estate agent, which I'm, I'm doing.
37:45
Next step is how do I get to the loan off, how do I get to the consumer before the loan officer starts getting on social next.
37:50
So it's always trying to get, be ahead of where the consumer's looking.
37:55
Hmm.
37:55
The old Wayne Grisky be where the puck is going.
37:59
Not where it is.
37:59
And I love that you said, you know, get to the person before they push the button, because when I hear that to me, pushing the button is different versions of that.
38:08
You're building an audience with those people, you're getting them to opt into your email, you're building your database off the social platforms.
38:15
Because who knows the metaverse could blow up and there's a new one down, but at least you have their contact info database, CRM emails, not dead.
38:21
Would you as a social guy?
38:23
You would say emails, not dead, right?
38:25
Oh, if they email you, the lead, the lead is a lot, the conversion is a lot higher.
38:29
Yeah, if they email you, like a paragraph, it's a deal.
38:35
If they email you a paragraph, a long as they don't start their sentence with, I could have bought a home, but
38:41
uh-huh.
38:42
They start with the reason why they haven't bought when they start talking about this is my scenario and it's a long paragraph.
38:48
It's a deal.
38:48
Like all my guys, when they see email, oh, I want to, I want to, everyone, if they see an email, they jump on it.
38:53
Email, I think is the best.
38:55
What real quick then?
38:56
What's your, what's your take on text as far as communicating, moving people forward?
39:00
Text, what do you mean by text messages?
39:02
Back yeah, back and forth.
39:03
Yeah.
39:04
Oh, there's your chief video editor.
39:07
Yeah, I'll take you in a second.
39:09
Let me finish.
39:09
Um, so I have, uh, so I said, out of my bloodline, I call it, I've created a lot of loan officers who were not even loan officers.
39:20
Yes.
39:20
My, all my L.O.s that are doing the highest level of volume live off of text messages.
39:25
And I created a, a, a, a, a, a gang who just live on text messages.
39:30
So we have a text drip style we use and like, I have a guy, he did 15 million confirmed.
39:37
You can look up his animal less, right?
39:39
15 million and he's been doing loans for four years.
39:44
And he's a tech, he just, he just took it at another level.
39:47
He understands human nature, but I say texting is like, texting beats everything.
39:52
Yeah, yeah, because it's the most personal, right?
39:54
And then you have email and all that kind of stuff.
39:56
But all right, that's good stuff, man.
39:57
I know you got to jump.
39:58
Everybody, thanks for tuning in.
39:59
Hope you found this to be valuable.
40:00
We're going to keep following you on the socials.
40:02
My man, this was a,
40:04
and a genius, bro.
40:08
So thanks for tuning in.
40:09
Everybody, man, once again, thanks for being here.
40:11
Man, appreciate it very much.
40:12
Bye for now.
40:19
Hey, guys, what's up?
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closed anywhere from eight to 50 transactions in the last 12 months.
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And we'll provide that list uploaded into our platform for you.
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So you can get off to a fast start in reaching actually productive agents.
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So what are you waiting for?
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You can check out more at mortgagemarketing.pro, see more of the success stories
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there. And if you feel compelled to do so, book a call, we'll have a chat.
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We'll see if it's a fit.
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Don't miss out on this opportunity to take your mortgage business to the next level
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right now.
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Head over to mortgagemarketing.pro.