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Transcript

PRO Member Gets Referral With Every Agent Class · Mortgage Marketing Radio

• 0:00
  Hey, it's Jeff Zimper host of the mortgage marketing ratio podcast.
• 0:09
  Thanks for tuning into today's episode.
• 0:11
  We've got to go run for you.
• 0:13
  Before we get to that, want to remind you you've tuned in here because this is the place
• 0:16
  that we help loan officers get more agent referrals so you can become the go to lender in your
• 0:22
  local market.
• 0:23
  What we're doing is helping to change the narrative and help you to leapfrog the usual
• 0:28
  stages of loan officer, which is solicitor, inventor to becoming partner in peer, helping
• 0:34
  agents solve problems.
• 0:36
  How do we do that?
• 0:37
  We help you implement a proven system for attracting versus chasing agents, closing
• 0:42
  more loans without having a call call agents pay for leads or ever wonder where your next
• 0:46
  deal is coming from.
• 0:47
  You can learn more about that at the mortgage marketing pro membership mortgage marketing
• 0:51
  .pro.
• 0:52
  That's what we do.
• 0:53
  Today, we're going to be bringing to you highlighting one of our special guests who is Carmella
• 0:59
  McGonagall and she is a mortgage branch manager out of the Pennsylvania area and she is a mortgage
• 1:06
  marketing pro member in her local market leading with education teaching agent classes.
• 1:11
  And I'm bringing this to you because more and more people are reaching out to me over social
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  media and they're booking a phone call with me to learn more about our platform and how
• 1:18
  we do what we do.
• 1:19
  And I figured, look, you've heard the case study from Chris Cogill.
• 1:22
  Perhaps heard the podcast episode with Glenda White, right?
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  And so you heard these results, Chris Cogill, 36 million in 2022, Glenda White, doubled
• 1:31
  their business.
• 1:32
  And now I bring you another one with Carmella where she's unpacking how teaching agent classes
• 1:37
  have impacted her business in terms of creating more awareness, more engagement and conversations
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  and ultimately more closed deals and more income for her.
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  And she's going to kind of unpack her experience and working with us in doing that over the
• 1:50
  last year roughly.
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  So if you like what you hear and you want to check out more, you know what to do, book
• 1:56
  a phone call with me, go to mortgagemarketing.pro to check it out.
• 2:00
  So let's get into this week's, you know, I want to start with, yeah, like, you know, if
• 2:05
  you go back to how you got connected to me, what was for it, you know, the challenge
• 2:12
  or problem that you were facing that led you to think us out.
• 2:18
  Yeah.
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  So I was trying to think of that when I originally, originally started listening to your podcast.
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  So I think it was, I don't know, time goes super fast.
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  But we like four or five years ago, yeah.
• 2:32
  So the previous company that I worked for, she, the CEO was a big fan of you.
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  And in one of our sales meetings, she said, you know, you got to listen to the sky.
• 2:42
  You know, you can definitely get some takeaways and I don't even know what a podcast was.
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  I was like, okay, it's like automatically on my iPhone.
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  So I'm like, all right, I'll start listening.
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  And I had, you know, a 35, 40 minute ride to work every day.
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  So I will put you on instead of, you know, the radio.
• 3:02
  But I instantly like started taking away things, you know, as far as, you know, guests
• 3:08
  you had on there that maybe had a cool idea, you know, how to send out, you know,
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  certain marketing things or divorce lending or, you know, just certain things to be different
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  than somebody else.
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  So I listened to you for a while and you did talk about the agent classes.
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  And at the time I was in house with another, actually, two other mortgage companies in there.
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  But they had 300 summer realtors, really no support kind of were all over the place.
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  So when I was trying to have my classes, it was, well, we don't want to get the other people upset
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  or we don't want to, you know, cater to you and tell people to go to your classes
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  when there's two other mortgage companies in here.
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  I'm like, well, they're not doing the classes.
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  So long story short, I no longer was with that company.
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  And I started with advisors mortgage about five years ago.
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  And I was just like, I'm going to do these classes like I just kept saying.
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  And it's in my head.
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  And now it's, you know, 10 months later and COVID hit.
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  So I was like, so I'm more of a in person person than zoom and all that.
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  I'm not super techy, but I tried it.
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  When you posted the one about 10 ways to get more listings, I promoted it.
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  I did the whole thing.
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  I practiced and practiced and thought I had a down pat.
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  And I had the class and it was pretty decent turnout.
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  I actually had like maybe 13 people.
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  And it's awesome.
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  We have so much fun and it's my new like favorite thing.
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  I really look forward to my classes as much as now my agents do.
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  So what made you decide to start doing agent class?
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  Because you've been in the business now all 22 years, 22 years.
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  Yeah.
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  And so three years and then I went into sales after that.
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  Yeah.
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  So what for you?
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  Why did the like the light bulb or something go off about agent classes?
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  I think it's when I was just listening to your podcast.
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  And I was just listening to, you know, the success stories.
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  And I just wanted to be different.
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  I wanted to do something where I consistently can do it and make,
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  build the relationships with these agents.
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  And I just needed to start doing it.
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  And that was my biggest like, I was nervous or I, you know, if I was going to
• 5:39
  mess up and then, you know, just hearing everybody else in the group.
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  It just really made me feel a little bit more at ease,
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  because they were messing up too or we're not really noticed.
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  You know, it was just like, I was going to say that, but I'm glad you said it.
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  Because every else is messing up too.
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  And we just go on.
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  Did you choose to do classes for a biz dev reason?
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  Meaning, you know, adding loan production or relationships,
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  were you looking to grow your full partners?
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  Yeah, I guess kind of both because I was building a team as well.
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  So I wanted, of course, to bring in more business.
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  So I could share it with my team and show them, you know,
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  how I'm being successful with it.
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  And maybe they can start having, you know, branch off and having their own.
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  But definitely I wanted something where I can strengthen the relationships with
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  agents that I did know.
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  So then what do you think teaching the classes has done for you, right?
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  To help you become better known or grow production?
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  You know, definitely better known my win of the week.
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  I was going to post this week was
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  woman, Robin camera, huge agent, probably has three or four agents on her team.
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  Been doing it for 40 years.
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  Her son is actually a loan officer who I tried to recruit at one point, but,
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  you know, he's doing his own thing.
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  But I've been inviting her and her team to my classes and they're in my Q and A group,
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  my Facebook page.
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  And I see that they're seeing everything and they do reach out here and there,
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  but they haven't come to any of my classes.
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  So I ran into them at a networking event last week.
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  And when I was leaving, she pulled me aside, she's like, no, no, come here.
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  She's like, um, we want to take you out to dinner.
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  And we want to know this chat thing, like this chat class you had.
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  We don't know what it is.
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  And everyone keeps talking about it.
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  And oh my god, you had to go to check Kermel's chat class.
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  And like, they weren't even saying it, right?
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  Right.
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  She's like, but don't tell my son, yeah, without anything.
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  She's like, I have two more agents coming on the word.
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  Like, it's going to be like five of us.
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  Is that cool?
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  I'm like, yeah, great.
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  So we have dinner set for next week.
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  She's like, well, yeah, dinner.
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  And yeah, so that was like really cool.
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  Like, even though I knew her and she knew me, she, I mean, there was never.
• 8:09
  You know, even when I was inviting her to the classes, I was like, she'll never come.
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  She'll never come.
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  But that's like very exciting.
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  Can you attribute this?
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  I know this is one of those self-serving questions.
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  So I apologize, but can you attribute actual loan referrals, you know,
• 8:29
  relationships and all that dotted line, let's say versus, you know, dotted line
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  to the classes you've been doing.
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  How much more business I've been getting?
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  Yeah, I mean, can you quantify that at all?
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  In any way, or does that happen post class, you know, people are like, oh,
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  I have somebody to send you.
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  Yep, every class, every class someone saying, I just gave your number to somebody
• 8:51
  or, you know, they're handing me the person's name and number to call.
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  So every single class, I have at least one.
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  What were you doing before hand to, you know, prospect agents?
• 9:06
  If I can ask that, yeah.
• 9:07
  Yeah, just kind of pretty much trying to do, like, networking events or do, like,
• 9:13
  some co-marketing stuff with them.
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  I'd sit in on their open houses, did a lot of bridal expos.
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  That was my other one of my things with them.
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  You know, how do you compare of all the things you've done and, you know, are doing
• 9:30
  bridal expos.
• 9:31
  I know it's a win for you, but other types of, you know, networking, whatever,
• 9:36
  don't try to broker previews, open houses, whatever.
• 9:38
  Like, can you compare that versus using classes as a platform to get in front of agents?
• 9:45
  Yeah, classes is definitely more effective.
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  I mean, I just feel like I'm now building a brand for myself, throw it, honestly.
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  Like, I'm the girl that has the real estate agent classes every month.
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  And now it's been like 10 months that I've been doing them and I love it.
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  Like, I enjoy it.
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  I, you know, the agents, like, don't even, some of the agents like it because they're
• 10:12
  meeting other agents that are in their office that they never say.
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  Oh, you know, I know you from Facebook, you know, it's kind of like a meet and
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  greet for them as well.
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  So they kind of make it more fun that way.
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  But yeah, it's just been more, you know, just solidifying those relationships
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  and just like, I feel more, I don't know how to say it like,
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  it's not that I'm intimidated by some of the agents, but you know,
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  it's intimidating like the business, you know, and stuff like that.
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  And now I feel more like the one being intimidated, like the kind of thing.
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  Right.
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  You know what I mean?
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  Like, I don't know how like the roles are kind of reversing that, you know, you're
• 10:54
  right, there are starting now to come to me.
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  And it's like, do you have enough room in your class?
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  Like I'm trying to make it more like we got a register now because the seats are
• 11:02
  filling up.
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  Like they're calling me the night before.
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  Like I didn't register, but, you know, is there another sponsor?
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  Yeah, sure.
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  Can I bring my dog?
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  You know, like I had that one before like store, bring your dog as long as,
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  yeah, exactly.
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  I've had agents that have, you know, mastermind groups.
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  And the guy, I know the guy very well who leads it.
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  And he called me one day and was like, you know, I just want you to know,
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  I really like what you're doing, like what the class is, everything.
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  But um, your one class is the same time as our mastermind class.
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  And I was like, all right, I thought he was going to ask me to change it.
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  Like that's the kind of guy he is.
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  He's like, so we're going to go to your class instead.
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  And I was like, okay, he's like, I think I just about the Google, my business page.
• 11:51
  Yeah, do you do yours on the same, same day and time every month?
• 11:55
  I do the first Wednesday of every month, same time, yeah.
• 11:59
  Okay.
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  You think that's helped in kind of becoming a thing, right?
• 12:02
  I think so.
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  Right.
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  Do you have a private Facebook group of agents?
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  I do.
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  How many is in that roughly?
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  So I have a hundred and sorry, three now.
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  Right.
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  And so is that a source of engagement for you as well?
• 12:17
  Yeah.
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  Okay.
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  I like that like, you know, I would say before they might not always like or comment,
• 12:23
  but they're watching, you know, so I can see how many, I can see who's seen my posts.
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  Are you doing anything with your class content in there?
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  Yeah, like I would say, um, you know, if you missed my class and then I'd set, you know,
• 12:41
  for example, the Google checklist.
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  And you know, I missed my class and, you know, whatever we gave out these Google
• 12:49
  checklists to get you started.
• 12:51
  If you're interested in a copy of the checklist, like, I don't give it right there.
• 12:56
  You know, inbox me or give me a call, a little chat and would you, how would you rate your
• 13:02
  investment or how do you feel about like, you know, your participation in our, in our platform
• 13:07
  in terms of value to your business?
• 13:09
  Yeah.
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  100% seriously.
• 13:12
  Like I, like when I say it's like my new addiction, it really is.
• 13:16
  I get excited.
• 13:17
  I want to post it.
• 13:18
  I can't wait to see how many people are coming.
• 13:20
  I like the feedback.
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  It's giving me more confidence with talking with these agents.
• 13:27
  And like I said, I feel like the role has been reversed after years of just trying to
• 13:32
  like, piss ass or do it, you know, I can kind of like relax from it.
• 13:37
  You know, they're the ones like, you know, can we come to your class or can you meet us
• 13:42
  for dinner?
• 13:43
  Can you come to my sales meeting with my team or, you know, like they're reaching out,
• 13:48
  whereas like, sure, sure, you know, like any time or, and I even ask them, like, what
• 13:53
  more did you want to know about this?
• 13:55
  They're like, no, this is perfect.
• 13:56
  This is exactly, you know, this is great.
• 13:59
  So I thank you because and the group, because like when I have those days where I do get
• 14:06
  frustrated, I don't feel like I'm doing it right or something, like, it's just another
• 14:12
  boost of confidence that just keep doing it, keep doing it.
• 14:16
  And this really is the only thing that I've been super consistent with in a very long
• 14:21
  time.
• 14:22
  Like using my divorce thing, like I got certified as a divorce lender five years ago.
• 14:27
  And I did it for a little bit.
• 14:29
  And then I got busy and I stopped and this and that, like, this is something like where
• 14:33
  I'm not, like, it's just going too good that I can't not do it.
• 14:39
  All right.
• 14:40
  Well, look at, I know you're busy.
• 14:41
  I've kept you six minutes past.
• 14:42
  I'm grateful for your time and I'm also grateful for your participation in our group.
• 14:46
  You are always a positive spirit and a positive tone that comes in.
• 14:51
  You've always got something good to share for a win of the week, even though we all face
• 14:55
  challenges every single week.
• 14:56
  So I can't thank you in that for being part of our group.
• 14:59
  No, I'm very appreciative.
• 15:00
  I thank you.
• 15:01
  So.
• 15:02
  My pleasure.
• 15:03
  My pleasure.
• 15:04
  Hey, guys, what's up real quick?
• 15:05
  You've heard about the mortgage marketing pro membership before and I just want to quickly
• 15:08
  remind you of that you're in a place in your business where you simply need more purchased
• 15:13
  loans.
• 15:14
  You need to fill your pipeline with purchase business.
• 15:16
  Let's just face it, agents are still a solid pillar of business and sources of purchase
• 15:20
  business for you.
• 15:22
  Well, good news.
• 15:23
  Our mortgage marketing pro membership helps loan officers like you close more loans without
• 15:27
  the hassle of chasing agents or cold calling.
• 15:30
  One for you agent classes, expert training videos, a marketing automation platform that
• 15:35
  automates the entire process for you, everything you need to build your personal brand in your
• 15:40
  local market, attract and convert agents into referral partners.
• 15:44
  Plus done for you proven marketing materials and plug and play content to make promoting
• 15:49
  your class, getting agents, butts and seeds, partnering with affiliates real easy.
• 15:54
  But that's not all.
• 15:55
  You'll also get access to our weekly mastermind calls with top LOs, authors, speakers and
• 16:01
  coaches to learn the best strategies to grow your business right now in today's market.
• 16:07
  And as an extra bonus for limited time for all new members, you'll get access to a database
• 16:12
  of 200 agents in your local market that have closed anywhere to from eight to 50 transactions
• 16:18
  in the last 12 months and we'll provide that list uploaded into our platform for you.
• 16:24
  You can get off to a fast start in reaching actually productive agents.
• 16:28
  So what are you waiting for?
• 16:29
  You can check out more at mortgagemarketing.pro, see more of the success stories there.
• 16:34
  And if you feel compelled to do so, book a call, we'll have a chat, we'll see if it's
• 16:37
  a fit.
• 16:38
  Don't miss out on this opportunity to take your mortgage business to the next level right
• 16:42
  now.
• 16:43
  Head over to mortgagemarketing.pro.