Latest / Mortgage Marketing Radio / Scaling to $100 Million

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Scaling to $100 Million · Mortgage Marketing Radio

0:00
Hey listeners, Jeff Zimper. Welcome to this episode of the Mortgage Marketing Radio podcast.
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This is where we help you, the Mortgage Zone originator, move from Solicitor and vendor to partner
0:21
in peer when it comes to you attracting and engaging real estate agents to have meaningful conversations
0:26
that lead to long-term profitable partnerships referrals for you. And we're going to talk more
0:33
about sources of business on today's episode. So if you've ever been curious what are the primary
0:38
sources of a top producer and how does that break down and what are the activities that top
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producers do to get those pillars of business active. Well, you're going to hear that in a moment
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from our special guest who's doing over 100 million a year in production. Before we get there,
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I've got to share with you a success story from our platform over at my agent classes. This is
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where we every single month are equipping mortgage originators around the country with plug-and-play
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educational classes, materials, resources to help them attract instead of chase realtors,
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help them have meaningful conversations and build a personal brand that differentiates them from
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all the noise in their local marketplace. One of the stories I have to tell you is one of the things
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we do on our weekly Friday coaching calls is, and as a matter of fact, the previous episode might
1:24
have been the one you heard where you had a special guest, Tom Moffett from Canada, talk about
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Instagram broadcast channels. So once a month, I bring in a special guest. If you haven't
1:31
checked that episode, I'll go check it out. However, I'm just reading our Facebook group here,
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and we have people who post wins of the week. You hear me share those every single week on this
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podcast. And there are new ones to share almost every single week in here. One of the coaching
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areas we have around, if you're going to be hosting agent classes virtually or in person, is
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the question would be, do you call to confirm your reservations versus just text or just email?
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So I put this out there to my group and a couple comments were right here. I went from 13 to 19.
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I had 10 realtors tell me if this loan officer, Marlene, what's up, shout out to you. If Marlene
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would set up a separate zoom class, they would attend it. Of the 19 face to face people who attended
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Marlene's class, five of them, a realtor, she's never met before. And she's got 10 realtors saying,
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hey, if you do a zoom version of this class, we would attend that. My best members, what they do is
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they host one class a month in person. And then they repeat that same class virtually two or three weeks
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later or within the same month. Reason why you reach a wider audience, you get really good at
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teaching the content, you continue to perfect your process. And that's the name of the game guys.
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If you want to get in shape, if you want to get fit, right, you don't go to the gym once, what do you
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do? You repeat the process over and over again. You build momentum like a plane getting off the runway,
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you've got to burn some fuel, create some momentum forward momentum to get that lift. That's going to
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get you airborne. Once you're airborne, well, then we can use some additional advanced strategies,
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but for a lot of folks, we're working with right now. It's how do you get lift? How do you get
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engagement and attention, especially now, considering the NAR lawsuit, the noise around that?
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If ever there was a time to be more aligned with Rolls-Dade agents and help them become more valuable
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to their clients, listing and buy side, now's the time. That's exactly what we do at my
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gym classes. We equip you, the loan officer, with a turnkey library of classes that are sales and
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marketing related, social media related, how to deliver a better buyer presentation, how to get
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your offer accepted. Think about all the challenges, the things you're trying to learn in your
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business, agents are trying to learn the same thing. What I'm suggesting is you become a conduit
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for that information, for those resources, and you change the narrative. You shift the brand
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identity. You go from Solicitor and vendor to partnered here, and you get referrals.
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So if you're open-minded, you're coachable, and you're willing to get out there and add value,
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this might be for you. The only way to find out is to book a call with me. Let's have a
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conversation. You go to www.morgantmarketing.pro, mortgagemarketing.pro, book a call with me. We'll
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see if we're fit for you. Okay, this week, my special guest, longtime coming huge fan of this
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gentleman, very successful mortgage professional out of the Dallas, Texas market area. Brian McCauley
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is somebody who I've been following for some time, and he has really evolved and grown his
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presence, his personal brand online, and it shows if you simply go to follow him, we'll put links
4:38
in the show notes. Instagram is one of his primary channels, his handle, his Dallas mortgage man,
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pretty much wherever you go, YouTube, Instagram, Facebook, all that fun stuff. That's where you can
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go follow Brian. Once again, I said there'll be links in the show notes, but Brian, I think this
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year he said he's tracking 125 to 130 million. I think 90% of his business is purchased,
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60% from agents, CPAs, 20% past clients, 10% social media. This is a journey, if you ever was
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curious of what's the journey for a loan officer who started, and how did they mature and evolve,
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what additional activities and strategies and mindsets that they take on to continue to evolve and
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grow? Well, this is what I think, hopefully I extract from Brian during this conversation,
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and we talked about attract versus chase. We talked about some of the changes that Brian had to
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adapt and go through and his commentary on what the market coming forward looking for the next couple
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three years with the NAR thing, with inflation and so forth. I think you'll find this to be a very
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insightful conversation that might reset some of your thoughts and mindset and strategies about
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your activities moving into this year and beyond to grow your business. Without further ado,
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let's get into this week's show. Brian, welcome to show.
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Appreciate you having me, man, a long time coming. I should say finally, welcome to the show.
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Yeah, right. Well, time. I think we've been at this for a year, but we're both very, very busy,
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and I'm really excited to have this conversation with you before we get into that.
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For those who may not know Brian McCauley, I want you to help us out. Who are you? What do you do?
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Yeah, appreciate it, man. Brian McCauley from Dallas, Texas, producing branch manager across
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country, been in the mortgage industry just started my 20th year when we first job directly at
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a college. That's all I know for better for water. So happy to talk about that and whatever
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else to one of that crazy market. Wow. First job out of college, all right. That leads me directly to
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people are often curious. How did you get into this thing? Because you didn't wake up or I assume
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go to college. So let's let's start with that kind of easy entry point. What was that transition
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into the industry? It's a great question, man. So I finished college December 2004. I had no idea what
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I wanted to do. I was a finance major and I fell backwards into basically an offer to become an
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LO. So I was a month or two out of college, moved home with my folks. They do what everybody else
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does is how you're not going to sleep in and party, go get a job, figure it out, something.
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So they nudged me and this recruiting firm just so it happened to have an opening for like,
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I think it was outside mortgage sales inside mortgage sales something at that time.
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I said, sure, I'll take it. It's $500 a week. I've got beer money on Fridays. My parents are up
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my back. It was just a temporary thing that I fell into. So young didn't know anything about it.
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But it interests me enough to pay attention to it. And of course, I don't want my folks on my back.
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And so one month led to six, six led to 12. I started to kind of like the numbers and the finance
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and the relationship and problem solving stuff and then off to the races we were for a while.
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Like everybody else ran face first into a wall and had to figure out, you know, how do I pick myself
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up and dust myself off permanently? So that's 20 years old stuff in a one, but that's how it started
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and right now is where it's at. Was that first wall 2008 roughly? Yeah. It was a tough wall man.
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You don't know when you're young back then. You don't know how markets are and what to expect.
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And it's just what happens happens. You have no idea. And so a lot learned along the way,
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but I'm thankful for it all for sure. Yeah, for sure. I went through that as well because I entered
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in the industry in 2003, which is interesting. You said the first wall and there's a lot of
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brewing in my head right now in terms of before we get into this, if I can, let me take care of some
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of the housekeeping or logistics. I didn't have time to look this up ahead of time. But if you don't
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mind for the context of those listening, can you give us a sense of either annual production
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or units? However, you want to break that down? Yeah. I mean, it's obviously continuing to grow
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which I'm thankful for. But you know, and the last three to four years, I've averaged anywhere
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from probably a hundred million to 160 just our team. And obviously it's a pleasure to wait
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with rates and refine the boom stuff here and there. But we're always in the hundred million plus
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this year we should be projected to do probably about 125 or 130. So we've got a, you know, team of
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seven, eight, nine, ten people total from, you know, partners and processors and marketing people
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on an awesome team. But we are excited about the future and we've had a great past and we're
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just continuing to kind of take the mindset of, you know, strong survive. We like it when more
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markets change because we're able to show our value even more. So we hope to continue to put up
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those numbers and serve as many people as we can. I'm curious then. Let's roll back a little bit
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too early around in your career. You know, because you were nudged, you didn't have to make money
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and all that stuff and the parents are on your back. Was there a time that you couldn't
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recall that there was a shift that happened for you mentally when perhaps the lights went on or
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or maybe the ramp, the runway was like, you know, how they light up a runway and all the lights
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open up the future of the direction of that? Like did something like that switch for you? We
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were like, wait a minute. Holy shit. Like I can make a hell of a lot of money in this business.
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I don't think in the very beginning it was the money driven piece. I think what moved me to move
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forward the fastest was the pain of the crash and like realizing that subprime wasn't real.
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And so the little amount of money I was making at that time was still a whole lot of money to
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me at the person at that age and it wasn't easy to get that back. And so it was, you know, everybody
10:12
settled in and sunk down and I think it was the pain that drove me more than the gain
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because I had to. But also like, you know, I had to make a decision. I've been working for three or
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four years and it's like, hey, am I going to get out of this industry and start over? And so I also
10:26
picked up two part-time jobs during the major part of the crash. I had no loans. I was at a
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title company approving janitorials and then I was working with a friend of mine on nights and weekends
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doing trash outs like cleaning up for closures. And I just did three months to pay the bills and
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eventually I was like, I can't do this. I have to like commit myself to the mortgage business and
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learn all this stuff and go or it's going to beat me. And so that three jobs at one time started
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to tip the scale and I figured if I could learn everything and outwork the market, I could get there.
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And so I started there and started working open houses up and down my street for four or four
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years straight. And eventually it picks up the journey's long and it's tough. But that was probably
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the moments that I look back and say when I had three jobs cleaning out four closed homes,
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a lot of yuck and it's like, I don't want to stay there and I had to make a decision to get
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out of that mode. Interesting. Right. As the old saying goes, people are more motivated to avoid
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pain than the art of game pleasure. That's a perfect idea. So you said something very important
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there. Well, two things. One is you talked about pivoting but perhaps what came to that pivoting
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was you said you needed to make a decision which was to commit or not to this business. And I think
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that's a huge takeaway for everybody listening, especially in the current times that we're in right now.
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Because there's the outgo of the originators, we've always seen it. The rates go down,
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people come in, the rates go up, people come back, all that fun stuff. But I think
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you tell me are those cycles becoming less forgiving of the people coming in and out?
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Less of those people. There's less opportunity. Do you think you can come in and ride the low
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refi wave anymore like you used to be able to? No, I mean, it's not a maybe as a job for a year
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if you're trying to pick up some extra income or something here and there. I mean, every industry
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regardless of what it is is going to catch a little wave stock market, real estate mortgages or
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whatever. But most people, you know, they're trying to make a career out of it. It's not going to be
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a second job or a side job every now. And then could somebody catch a little refi boom, of course.
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But, you know, hoping nobody's trying to build their career off a nine month right boom,
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just like somebody can, you know, their cousin become a builder or something here and there.
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And so there's always this exception of the standard. But the standard is, hey, most of the time,
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like it's a tough business. That's the truth. There's a lot of regulation. It's very invasive.
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It's very fast. People are emotional. There's a lot of pieces moving all the time. And it's not
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easy to get into. The regulation is kind of like the opposite of auto. You know, you get an auto,
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you can pull up on a car line one day, walk around for an hour, pick the car out, talk to the finance
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manager, get through it by four o'clock. You're done to buy a house and get a mortgage approval
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is a lot of stuff. And so it's not for the faint of heart. It's not easy to pick it up quick.
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When somebody jumps in with the market is good. Yes, they could probably make a little extra and
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do well for a year or two. But it's not sustainable. Because you really have to know everything
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when the rates drop. And you don't have all the fish jumping in the boat. You're left to see
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what your skill sets actually are. And that's where most people come up short and have decided
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to step out of the industry. Okay. In a more normal balanced market, what would you say your balance
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of percentage of refive versus purchases? 90% of purchase. Okay. And what is typically,
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historically, I know this is a moving number for you, but what is approximately your primary
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sources of business? Yeah, that's a good question. So I'm all self generated. Everything I do is
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like I don't do internet leads or anything like that. So it's probably 60% realtor,
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CPA, business financial, probably 20 to 25% past client, probably 10%, 10, 15% social
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and marketing. And then you got a little five of a slush right? I'll get something from a financial
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plan and I'll get something from a divorce attorney kind of that mix. But that's really my model.
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I want to stick to that model right now. It's really quality. I want to go way beyond the loan.
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I'm going to place in my life to where like I just don't want to get the loan done smooth and
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on time and make everybody happy. I'm trying to bring financial success to the buyer. I'm trying
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to open more doors, create more opportunities and more money for the realtors in their book of
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business, all the professional coaching that I've got. I want to pay it forward and give it to
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other people because I want to be valuable beyond the loan. And I think that comes with time and
14:45
experience, but it also comes with selecting the right business partner. They have to be
14:50
on the same page as you. Do they want to grow? Do they understand that cheaper is not better?
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What's their vision? How's their team looking model? And so I'm trying to link up with those people
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and as I find them, I sink deeper and get better relationships with them. So that way we can
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continue to grow and help each other for years. Yeah. And that's a good kind of transition point
15:11
into how do you get in front of these these these partners? Because the idea with a lot of people
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every single week, you know, the struggle of getting in front of realtors, the co-ocalling,
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the door knocking open and you did four years of open houses, which is you've earned your stripes,
15:23
man, you know. But like if you were, what are you? Let me just ask you this way.
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How what are the primary methods by which you either attract or engage? Let's take realtors to
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start with. It depends. Well, so it's a good question. I think it depends upon where people are
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adding their their their careers. So you've got, you know, beginner, middle of the road,
15:43
and kind of a seasoned expert. And so depending upon who the person is and where they're at,
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you have to approach your realtor different. If you're young and maybe you don't know all the
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guidelines, you can win them over on hustle. Hey, I'm young. I'm single. I can work till midnight.
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Like that might be your pitch. They might be looking for someone that's a world of workaholic.
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Somebody in the middle might be a hybrid of like workaholic slash knowledgeable. Somebody, you know,
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on the season could be all three plus open doors. So it depends upon who you are, but what you
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want to attract. There's a million ways to go out there and attract business partners. You just
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got to know your target audience and I tell people that they don't know who their business partner
16:20
is. Like the ideal profile and they don't know who their clients are. They don't know who they aren't.
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Like who they aren't. And so you can't just pitch to everybody just like you can't date everybody.
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So I think depending on where you're adding your your career figure out, hey, this is where I'm at.
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These are my strengths. This is who I'd like the mirror as a business partner. Find them,
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target them, but a secret to finding these partners is just asking them, hey, what are two or three
16:46
things that would blow your mind or while you from a lender? Like what would make you say
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this person the most incredible person ever? Terms aside, character, specifics, details. Most
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people will tell you communicate well, be nice to my clients, speed, trust, communication, post
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with it on time. And if you say, if I do all these three, can I have a shot? Okay, great,
17:05
but it all depends on who you're talking to, where your skill sets at and what you want to do,
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but there's a million lenders out there and there's a million agents out there.
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And so, you know, people get bored and getting cold and cold and the same stuff all the time.
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And so you got to add a little value. Sometimes you got to get a little uncomfortable,
17:20
making some calls, but you can call listening agents from contracts. You can call title companies
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and ask them, hey, who do you know? Real tears you've worked with in the past friends family.
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I mean, there's plenty of ways to get there, but you also want to make sure that if you're fully
17:33
committed, you're not reaching out to somebody that's partially committed because you may be doing
17:37
everything right. And they may say, yeah, sure, I'll send you some loans or whatever, but they
17:40
don't have any business. And so the reciprocity piece and identification is important.
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What would you say is the biggest obstacle or hurdle that originators looking to add
17:54
realtors to their bus, face, whether it be internally themselves, self-imposed or externally?
18:04
Oh, I mean, I think the challenge with that is it depends on where the loan offers that
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and their career building a team at scale that still creates a great experience and high quality
18:17
is what most lenders struggle with if they start to stretch with agents because they are usually
18:21
the quarterback, the receiver, the running back, and the offensive tackle all in one. And why that's
18:26
good to a certain extent, your ceiling is low. So in order to grow in scale and say, hey, I can't
18:31
do everything all the time, right? I can't be the owner, the manager, the cook, and the security guard.
18:36
I have to get more people. The problem with our industry as we know, whether it's the
18:40
realtor side or the lender side, the leadership is poor. They don't ever show you how to build and
18:44
get a team and treat people and teach these skills and processes and all that. And so
18:49
loan officers just kind of do it off the cuff. And what happens is their struggle is they just work
18:54
75 hours a week and they do five or 10 loans a month and they're making okay money but
18:59
their quality of life sucks and they can't go go anywhere. And that's because they have the fear
19:03
of losing or letting somebody down. But really that comes because they can't build and scale via
19:09
a team. And so they're stuck in this like maximum one person role. And then as they try to hire
19:15
and go, they either miss hire, don't do it right and they don't know how to get led and all these
19:18
things. And so they breach the trust with themselves and with the agents, you can let them down.
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And so they hold on to it super tight. And then agents are similar in nature. You know,
19:29
they're workaholics as well. They do it to do everything. And so the ability to build trust
19:34
and scale takes time. But I think that's one of the hardest things for people to do,
19:38
whether they're a lender or an agent is build the team and build the trust and do it over a long
19:42
period of time. And then actually be a real model versus like back to one person army.
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Do you recall when you took it upon yourself to hire your own assistant in whatever role that was
19:57
not like the, you know, processor, the people that the company give you, but out of your own
20:01
pocket stuff, do you recall that? Yeah, yeah. So the first person that I actually brought
20:05
onto the team that came out of my pocket was a processor. You know, you get to a point as a
20:11
loan officer when you realize regardless of your skill set, being a loan officer or an agent to
20:17
go big and have a good quality of life and make money and give you good experience, it is a team
20:21
game, no matter what. So you get to a place that we're originating, corporate processing is okay,
20:28
but we can feel the damage of, hey, you know, this person doesn't care enough, they don't see my
20:32
vision, they're not calling this person back and it damages your reputation that you work hard
20:37
to get. So the first person that I ever paid for out of my own pocket was a processor. I think
20:42
a loan processor for a loan officer is their best friend and they're super important,
20:46
they're a deep anchor to making that transaction happen because you've got to have a front-end
20:51
anchor and a back-end anchor. The loan officer is usually the front-end anchor, the processor is
20:55
the back-end anchor and you can build around those anchors over a long period of time and make
20:59
those people leaders and manage and treat people well. That's how you really draw it all in,
21:04
but the processor was the first thing and of course that person helps you finish out the loans
21:08
on the back end which frees a person on the front end so that they can prospect more because the
21:12
number one thing anybody can do no matter what they're doing in our industry is generating
21:16
and leads and then you got to get an assistant for you. So who's the person that can help me?
21:21
Schedule some calls, import some credit, do some things that are important to the loan but they're
21:26
not maybe client-facing or conversion pieces and then you just kind of want to, want to,
21:32
want to over a period of time and so I'm still trying to get it right. I think it's a forever game
21:37
but slowly but surely with trial and error, a lot of professional coaching, a lot of good
21:42
conversations, we got some awesome teammates and we're doing good, we're doing good.
21:47
Yeah, I heard it once said that being a business owner which is how I view originators
21:54
as their own self-employed person, you've got some additional resources that perhaps
21:58
you're standard, right? Solo entrepreneur does not but the point being is that being a solo
22:05
entrepreneur, business owner, whatever is the greatest self-development program out there
22:11
because, and I know you've done a lot of training and courses and stuff because it just,
22:15
it's about, and not to sound cliche but it's more about who you become, right? And it's like
22:19
to get to that next level, you've got to become like that different person. Have you experienced that?
22:25
And you just, I mean, it's all part of it. I think the older you get and the more you go through
22:28
these valleys and peaks and you lose some people and you get into it and it gets all part of it.
22:33
So I think as you get older, you realize like nobody's had a clean path. Everybody's gotten
22:38
bruises and black-eyed stuff and it's just like the faster you can fail and learn and find people
22:41
that are better than you above you and just like, you know, submit and surrender to the process,
22:47
it's okay. But these are things, you know, the quicker you can learn that early, the easier it'll
22:53
be on you because it's not, I mean, no one works 20 hours and makes a million bucks. I mean,
22:58
they got to figure out where the balance and the give is and finding that early and putting a
23:04
plan around it is important. I always try, I play this little trick. It's either I try to make
23:08
everything a game, right, and kind of gamify it in my head to kind of reframe it or I remind myself
23:15
that I asked for this. Anytime, you know, anytime I have successful stress, I always literally just
23:22
go back in my mind and close my eyes when I was 28 and all this stuff was crashing down and all
23:26
kinds of problems and calling my parents for money and just feeling bad and thinking like,
23:30
what would I have told myself at 28? It's like, hey, you're in your 40s now and you're doing 150
23:36
million. Like, I remind myself, perspective is a lot. It's part of the game. I've never met anyone
23:42
that's at the top on their way to the top that hasn't gone through similar pains and so you absorb
23:49
it, you get better and I think it shapes you. All right, that's some good stuff. Let me pivot for
23:54
a second to back to the pursuing of realtors. I wrote down a tract versus chase because what you
24:00
mapped out there and I think that's right is you need to evaluate like, what are the activities that
24:03
a loan officer should be doing? You're right. It does depend on where they are in their career
24:08
trajectory. And there's the chase activities, which is things you and I've both done, broker
24:14
previews, open houses, co-calling, cocktail, you know, across the board, you name it. Those then
24:20
hopefully you kind of maybe shift or adjust out of those into more attraction type strategies
24:27
where you're not chasing so much. And what I've witnessed of you following you on your channels
24:32
and social and all that kind of stuff or however long it's been over a year at least is it seems
24:37
to me you're doing a lot of attraction type activities. Am I correct? Yeah, you know, I appreciate
24:44
that. I mean in the beginning of your career, whether it's clients or partners all about acquisition
24:48
as you get to the back half of their career, it's about retention. And so you have to do things to
24:53
retain and keep the high quality people, clients, suppliers that you get. The social media marketing
24:58
standpoint for me personally where it came into play for me is the mortgage industry, even to this day,
25:03
it's flat, meaning it's behind. It's run by neon balloons and copy paper and stuff here and
25:08
there. I'm like, you know, there has to be a better way. And so it probably in 2018ish.
25:14
I was watching a documentary on HBO called 247 where they followed like Floyd Bayweather and
25:20
Oscar De La Hoan was people behind the scenes. And I thought, you know, they always make like
25:25
Wall Street look cool. Like people that are stock brokers, like they do it behind the scenes,
25:28
it looks cool. Like there's really cool stuff in the mortgage business. People just don't see it.
25:32
They think of a loan officer. It's like somebody's dad with a tie at a bank and a cherry desk in
25:36
the corner. Like it's really not that. I was like, so how can I change the status quo and how could I
25:40
how can I get a camera on me or behind the scenes at some point and kind of like change the
25:45
direction that I want to go with my brand. So I can show people it's better, but also like
25:49
mortgages are so regulated and so generic and so like kind of nerdy that nobody wants to hear
25:55
LTV loan of value. And so if I can find a way to articulate mortgage stuff in a way that people
26:00
can take it would listen to it, but they feel like it was valuable and a nugget and they could
26:05
understand it. That was always my goal was to get a camera on the behavior and get the language
26:11
shifted to where clients felt that it was valuable, not like bank sticky. And so watching all those
26:18
documentaries, I just had the idea was like, I'm going to try it. I'm going to do it. I found
26:23
Gary Vee and so did my first one, like everyone else, terrible. Yeah, my first video. So like
26:31
I decided to put video out, right? It was a little series called a day in the life that came
26:35
in my house and shot with a dog and then you just start, right? And like everybody else you mess
26:39
up and you screw up on camera and you're nervous and you know, I just continue to do it over and over
26:44
and over. And that plus implementing technology in my business early on 19-ish 20, it got me
26:51
ahead of the race. It's helped me because video, what it really does, people think it cost you time.
26:57
It does not. It makes you time. And then of course it's compounded in what it is now,
27:03
but that's a five or six year run with a lot of help and a lot of trial and error and then obviously
27:07
a lot of working things out. It really helped a lot during COVID. I realized man, the digital
27:12
space is like needed. If you're in COVID and didn't have a website, didn't have social profiles,
27:18
didn't have technology, you were stuck. And so it reaffirmed to me when all we knew which was like
27:24
do both. Have old-school phone calls and hand shakes, plus have an IG page, plus a YouTube channel,
27:29
combine it all together. That's how you be a superpower in your brand. And it's also like
27:35
everybody wants to know who this person is. So if you say, hey, you know, I'm going to send you
27:39
to Jeff. He's the best L.O. in town. He's my person trust trust me or say, I'm going to send you
27:44
to Jeff. He's the best L.O. in town trust me. But here's a link to his social, check it out.
27:49
That is your sports center highlight of you as a quarterback. Somebody can click on it and say
27:53
look at this person's value, delivery, their profession. I feel like you can know them. It's a
27:58
soft introduction and a highlight reel for the person where otherwise the consumer or the partner
28:05
couldn't see it and be able to measure it up front. That's a good way to articulate that.
28:10
The highlight reel, you're right because people are making judgments like it or not. We are being
28:17
judged by what they find online. Or should I say, assessed or compared to, if that's a better
28:24
use of words, you know. And then it's like, it's like people are going to look at, you've heard
28:28
this said, but people look you up online. The question is, what do they find? That's correct.
28:32
And our industry does not have a lot of high-level professional, sharp people that are giving value
28:36
all the time and articulating it to clients and partners in a way that they can understand it.
28:40
It benefits them that they know this is the right move and connects with them and builds trust.
28:46
It is like phone call, my application, blah, blah, blah. And because loan officers are just
28:51
busy all the time and it's tough and the world doesn't know that. There's this divide.
28:55
So I try to make that connection and it takes time. But the truth of the matter is once you get it
29:01
going, it compounds your time. It creates brand. I started the YouTube channel because some
29:06
friends of mine, your agents, have an awesome channel called Living in Dallas and they were like,
29:12
dude, you have to do one because we all know we say the same thing all the time. And there's
29:17
10 or 15 minute conversations about rates and market and doctor programs and closing costs and
29:21
refinancing all these things. So I just started a channel and started to do all these topics forever
29:25
and I'll send them out to realtors and send them out to pre-approved buyers and it's just
29:28
helped so many people. It's like how to change a spare tire in five minutes. You just watch YouTube
29:33
over and over and I'm like, I got it. So it's like, well, why can't I do the same thing for clients
29:37
and business partners on these little secrets and things on the market to like
29:41
compound my message but also like give people an inside look on this is how you should do it
29:45
versus like a national headline that's like not accurate. Is there a primary social channel you
29:53
are focused on? For me personally, I like Instagram for the social channels but I like my YouTube
30:00
channel the best because it's educational. It's long form. It just gives a very deep dive and kind
30:05
of shows like the specifics on how things work. I'm on them all. I think everybody can be on them
30:11
all whatever you want but I like IG for my main one but I like YouTube the most when it comes to
30:16
clients and when it comes to partners because it just gives them so much long info that they can
30:20
like really go deep quickly and watch it a hundred times if they need to. Yeah, I'm quite honestly
30:27
and transparently late, you know, late. I was going to say late to the YouTube channel. It's not
30:31
that I haven't been on it. It's just it hasn't been a focus and so it's one of those things are like
30:35
you know, you throw in content up throwing shorts up because that's the easy thing to do but I know
30:39
I'm hugely missing out on an opportunity. So this year is my year to kind of double down on YouTube.
30:44
It's super helpful. It's just and it also helps teammates like if a realtor co-calls like hey,
30:48
I got a question about a 321 bot by down and you know, our people can't talk on the phone
30:52
whenever like hey check out this 15 minute video for Brian in the meantime and then watch it share
30:56
with your clients until we get on a phone call. So it also like connects the dot on the need
31:02
when I'm not available or somebody else is not comfortable talking about it and they can share
31:06
with the clients and so it's like a a cloned version of my brain online just to help people get
31:12
get through it but it also builds connection because if they're talking to two LOs and wants
31:16
just on the phone replication the other ones doing zoom and watching YouTube and all that
31:20
people kind of help to say like I feel this person I like this person I know what they're doing
31:24
that's who I want to do business with. Right exactly. I notice on YouTube channel you have a link
31:29
to a survey monkey which is a questionnaire about thinking of buying. You have any data points on
31:35
like and again I apologize if I'm putting you on the spot but just curious what kind of buy
31:41
and you get on that. I mean we probably get 10 or 15 a week we're just trying to inquire to figure
31:46
out why are people not buying. I find that most people either have bad information or lack of
31:51
and that is what I'm really trying to do is get the information from the people that have it
31:56
and know it to the people that need it. It's crucial. Like I was on a zoom call last night with
32:04
some people who are agents with like 50 people on there like people that you got to put 20%
32:08
down they can't get out of their lease they're waiting till rage drop the buy houses and they don't
32:12
know it's going to be more expensive like all these things that are second nature to us society
32:16
does not know them. So these surveys are doing choir to say like why aren't you buying
32:20
what's keeping you from buying stuck in a lease get out don't have any money for down payment
32:25
down payment system closing coming there's a million things and so I try to have all this stuff
32:29
out there just to see like renting a long term is not a good way to create wealth. So let's find out
32:35
the why and then help them overcome it and put together a plan. Yeah that's a good point data
32:41
reminds me the saying that most people have enough information to have an opinion but not
32:45
enough information to know that they're wrong and they may not even be wrong they just may not know
32:51
so it's more of like I tell everybody hey in theory right figure out what it would take for you
32:56
to buy out some stuck in my lease my relating piece by grand I need 10 grand for down payment
33:01
bubble bought put it together go okay great is that reality can myself and your agent make it
33:06
most of the time halfway always sometimes all of it but you at least want to get down the table
33:11
especially how expensive the rent is it's like and Dallas specifically like things are going nowhere
33:15
but up Texas is so popular the amount of people that are moving here it's like there's so many more
33:19
humans than houses everything's expensive do you want to pay your own mortgage you want to pay
33:23
somebody else's yeah how would you describe or what has been the impact for you on the attraction
33:33
side of things since you know quote going all in on your content strategy what have you seen
33:39
happen in terms of uplift or you know whatever you can articulate yeah I just think it's it's
33:45
all been positive I think people just have a desire and need for quick responses at their fingertips
33:53
and they want it to be accurate and they want to be able to touch it and do it kind of on their
33:56
timeline and relate and so everything that I do is all like trying to do that like I never
34:02
ask it's always a value or a nugget like anybody that gets done watching your video I want them
34:07
to be smarter take away something they didn't have pick their interest on ex wisey something like
34:12
that again so for me the feedback has been great it does attract a lot of people are gigantically
34:20
both clients and partners which is great but for me it is a it's an educational platform to me for
34:26
me to be the digital mayor of my town when it comes to home loans so I can get to people quicker
34:32
and compound my message wider without me having to physically having to do it all
34:38
yeah um okay so I'm looking at your link tree here and we're going to put links to all this
34:43
in the show notes but I noticed what popped out for me was the Dallas mortgage news what can
34:48
you tell me about that is that a newsletter or what is that great question man so you know all
34:53
my stuff online is Dallas mortgage man um but my websites Dallas mortgage news.com so how I got
34:59
that was back in 2012 um I actually hired a publicist by the name of Michelle Lamont shut up
35:05
the Michelle um and at the time before brands were a thing and I didn't know anything about brands
35:10
and she got me on tv she was like you know the newspaper here in Dallas is called Dallas Morning
35:16
News so she said hey you should be Dallas mortgage news and you should be the Dallas mortgage man
35:22
of Dallas mortgage news so a while back you know we got a couple handles and it's stuck here
35:27
in there and then when I decide I want to do video and get everything all along to get it all
35:30
squared away no one had that I'm like I already have that and so I kind of you know got all the
35:34
handles it got the domains and got it all squared away and done and that's what it's been ever since
35:38
but it ties in really well with the you know who's the who's the man of the woman in town oh here's
35:41
a mortgage man mortgage woman mortgage news and so they're all one in the same so Dallas mortgage
35:47
news is obviously the home site and I'm Dallas mortgage man of it um but that all comes from my old
35:54
publicist Michelle I wouldn't have been if it weren't for yeah okay very cool um okay so I'm
36:00
keeping online with this attraction strategy thing I noticed you also I see one event you're
36:04
hosting right now with Rick Ruby but I know you've done events to store or for the last several
36:09
years is that part of your attraction strategy to hosting events it is I like to do one big of
36:14
any year I think if people in a room and just say like the best thing that I can do is try to
36:18
provide value and people on stage they can help people make more money and smarter and grow when
36:22
it's fun and so you know again it's like breaking the status quo and hello like what can I do outside
36:28
of the mortgage whether it be courses whether it be podcasts whether it be being on stage whether
36:32
it's helping people overcome objections whatever it is and so this growth model that I'm doing
36:37
is changing the dynamic of what a mortgage partner looks like and what they can do for consumers
36:42
what they can do for partners and so I just continue to build every year and I started that just
36:47
you know two years ago a surhand and last year Gary V um we're working on one at the end of
36:52
this year um so again it's just a it's just a broadened our brand but obviously give more value
36:58
to as many people as we can't do different channels which includes events I like what you just
37:02
said right there and I think that's a double clicking point um you said something to the effect of
37:08
changing essentially my what my brain heard was you're changing the the perception or the
37:14
identity or brand of what a loan officer is right you said something to that effect
37:20
yeah I'm just changing the status quo in the mindset of what a mortgage partner actually is versus
37:25
what's people perceive them to be now which is like a parasitic one-sided partnership where they
37:32
just begging for leads they only give this person this for a loan you know it's not there's no
37:37
reciprocity and I don't like that I don't like how our industry is one-sided like give us leads
37:44
got any leads it's like oh they just it's one way so it needs to be two way and you need to make
37:49
sure and be valuable and so that's why again for me leadership standpoint the way society's good
37:53
good going it's like the loans are one thing I get it that's home base we got to do well and get it
37:58
all done but there are so many other layers to it um and I've just been helped by so many people
38:03
over a long period of time to build the layers out now we're just building thicker and stronger
38:07
and more every year and teaching other people how to do it yeah I have this saying this thing that
38:12
I take people through it's this pyramid of realtor prospecting and at the bottom is solicitor
38:17
the next level is vendor and then the next levels partner and then the next levels mentor um
38:24
what you just kind of articulated there is you know the reciprocation has usually been one-sided the
38:30
loan officer receiving and not giving much back and the holy grail is let's let's provide lead to
38:34
the realtors and that would be all great and well if and when we can do that fantastic it's easier
38:39
said than done one easier way for you to become more of a mentor or a partner you just said which is
38:46
you know how do you give back right events courses training education um you think about the
38:52
problems that realtors have and then you become the solution to help them overcome some of those
38:56
problems yeah and there's a million problems that agents have and there's a million problems
39:01
that understand but to your point those five things are five of a hundred I mean if you tell an
39:06
agent I am going to close with it on time and my goals they get one client from every client
39:09
and everyone that close you say hey this is an amazing transaction thank you so much skill of
39:13
one to ten it being the world do you know anybody friends or family that are renting that I
39:18
should have a conversation with and that's how I mean if you just ask and get a referral from
39:22
every person to the agent like that's enough in itself probably but there's 50 other things that
39:28
you mentioned and so as you know these things and you grow and you figure out how to become more
39:32
valuable it's not you don't get commoditized it's not just cheapest rate here's some paperwork and
39:37
do what I say it starts that way but it sure a sec doesn't have to end that way and we are trying
39:41
to change that too so you know people find us and see is more valuable and understand that we are
39:48
successful business partners together and neither side could be as good as they are without the other
39:56
yeah yeah exactly which is there's probably a good transition into what's been happening
40:00
over the last week which is the NAR settlement so I'm curious how you're responding or
40:07
yeah how are you going to show up what are you doing in this in response to this whole NAR thing
40:14
yeah I mean it's early um so I think all of us are kind of patiently waiting
40:20
and the dark and having our conversations with other colleagues and people on what we think
40:24
is going to happen and what the options are out there but nothing set in stone I mean this is a
40:28
big deal even though people say oh it's not a big deal it is it's big in the mind set shifts it's
40:34
big in the structure it's big on the uh psychology of it um you know the closest biggest thing to
40:39
this I think probably is Dodd-Frank the feeling of it and the ripple effect um so we're putting together
40:46
a few things over the next month or so uh but we need some guidance we're waiting on the agencies
40:51
when here live a moment they go to put it together so we don't jump the shark but as always we will
40:55
stay ahead of it be a valuable partner the minute we get valuable good information we will put it into
40:59
a process and a strategy and give it to all our partners and our clients and we will make sure that
41:03
they fully understand it and they maximize it as much as they can hmm that's a very very safe
41:11
answer for the time being because it's too early it's too early I can project and say I think
41:15
they're gonna let us roll into the oil and I think they're gonna give a credit and then the
41:18
credit gets passed on I think you know we're not really sure and there's so many pieces so it's
41:22
like the lone person says okay then the realtor has to and the title has to and the law has to
41:26
in the state and so because it's so early you've got to align these stars um they're gonna get aligned
41:32
just a matter of how fast and what's the friction but uh we're still waiting on more information
41:38
because there's so many um yeah brains that have to say yes and align that we don't want to
41:44
get ahead of it but we will get there quickly as we all get more information but it's a little too
41:50
too soon to say this is what to do versus I think it's gonna be a version of that
41:54
well I get what you're saying on a psychology standpoint it is a quote-unquote big thing
41:59
I think for those of us like yourself who've been through Dodd Frank and the trade and all
42:03
that stuff that was crazy and chaotic and there was similar emotions flowing around but you know
42:08
we got through those as well um however when I look at the actual mechanics of what's really changed
42:16
I mean that's kind of where I'm hanging out right now at the moment is it's to me I try and simplify
42:21
everything and break it down to the simplest form and also one of the key things is like as I'm
42:25
sure you know like you can't put the cooperative composition in the MLS anymore and a lot of people
42:30
are confusing the hell out of that making it say like the seller can't pay the buyer's agent
42:35
commission and things like that and that can't be that's not true at all um and you know I've been
42:39
digging deeper into this whole hundred made 180 page document whatever it is so because I want to
42:43
have a intelligent response as well that's that's that's based on fact and we know this isn't settled
42:49
yet but a lot of people are thinking it's gonna go down pretty much as is um but I'm talking
42:54
to brokers real estate brokers across the country where they're taking contracts this week
42:59
that the seller's agent is paying the BAC like and it's it's working fine not any huge disruption
43:06
that's not going to be the case for everybody but the smart agents the professional agents will adapt
43:11
and pivot and yes we need to get better at our skill set presentation skit value skill set
43:16
probably value proposition like all those things right and so that I see this as a good just like
43:21
it was with dot frank and all that kind of stuff a good leveling up a professionalism in the
43:26
industry it is and I mean it's it's okay it's just you know there are adjustments and so
43:32
most of them are psychological and emotional that we know yeah the real estate side hasn't had
43:37
an adjustment in a long time letters get a lot treated and done for ink and all that and so
43:40
because our sides are a little more regulated we're used to getting like yanked every now and then
43:45
but this is a big statement for all and so it will change some stuff I agree I don't think it'll
43:50
change as much as people think they'll find ways to navigate it and negotiate and get it all
43:54
done but at the end of the day like this industry cannot survive without all stars they're going to
44:00
find a way to make it work for everybody it's just you know how quickly can everybody get it on
44:04
the table and agree um but it's okay tough times don't last tough people do right okay so maybe
44:10
a different question then how or what types of conversations like a lot of people are seeing this
44:16
as you know an opportunity to better align to better partner with real estate agents perhaps there's
44:24
some and the way I see it is this is like you know how we used to talk about the loan officers
44:30
an extension of the realtor's team for client experience etc do you think this amplifies that
44:36
even more I think it amplifies it and conjunction with financial literacy that is what I've been
44:42
preaching for a long time which is hey people have to know paperwork and numbers and literacy and
44:46
highest investment use of the money and negotiate contracts and what can it can't be done and so the
44:50
problem is during a covid boom when everything is 3% the rates sell themselves you don't have to be
44:57
that intelligent it's just how many fish can jump in the boat now it's changed people don't know
45:02
about buy downs and strategies and closing costs and highest investment you can buy all that because
45:07
people care about affordability they care about stability and they compare they care about competition
45:12
those are the three things right now that you care about the most you throw this new nor change in
45:16
there and it's like who can actually help me navigate this quickly correctly and I think you
45:22
capture market share and come out the backside even stronger as long as you and your partners know
45:27
it all get it all and how to look together yeah 100% okay so stay tuned we'll circle back with you
45:34
on that to check in to see what else 30 days from now although it's interesting the settlement I
45:42
mean July like they're expecting all this stuff to be in place by July that's pretty fast
45:48
as fast we we will see it'll be business usually for a while so we'll have to walk and
45:52
shoot go at the same time which is normal stuff press prepare for the future stuff and get the
45:56
message out and move all the pieces around but you know it is what it is you do it or you don't
46:01
right okay let's pivot to the last thing I wrote down for our conversation here today you and I
46:06
talked about this before we hit record have it pulled up on my phone oops where did it go the fed
46:11
meeting today are you surprised by what they've what they did or their positioning statements
46:19
no not necessarily I never thought rates were going to come down as fast as we'd hope
46:26
inflation stuff you know they follow inflation it's it's tough to get it down but it's also
46:31
tough to get it down and there's a lot of money being printed and a lot of things that are just
46:34
I'm adding to it so you know do I want rates to come down for consumers in the business yeah
46:40
but deep down the right thing to do is probably still hold the line of time
46:46
because if they cut it too too quick it'll I think it'll double back to where it was
46:51
and I think it needs to cool a little bit longer I think it's a smart play hey look if they
46:56
got to get ahead of it they can always cut deeper um but I think it's probably the right move I do
47:00
think there's going to be some cuts back half of the year heading to election but I think
47:04
it's seen a little bit more time to make sure it is the right time to reverse the engines because
47:11
we don't remember I think it was like right after Christmas or right around there whatever
47:14
reached up in the six and I'm telling you it was just like a mob came off the sideline for like
47:18
three weeks and we were locking people in the low sixes or whatever until it makes you think like
47:22
this is what's going to happen when it goes for good and then what happened is it pushes
47:26
prices up everything else and so they contribute to inflation so I don't think the I don't think
47:31
it's cooled off quite enough um it will happen it's just going to be delayed um
47:36
hmm who are you seeing then are the active buyers in the market or you know I would call them
47:43
to truly motivated but who are you seeing yeah it's a good question I mean I tell everybody
47:48
you know real estate is local what happens in my backyard in yours like they're not the same
47:52
it's like saying what's the national average of gas like in La Jolla and Dallas it's not the same
47:56
as New Jersey so don't worry about if it's ice cold and you know Kansas and it's hot and Dallas
48:02
like they're not the same um Dallas and Texas is hot just because of the growth right so it's
48:07
the people population the politics the sports the people I mean everything here keeps it going
48:13
so it's all the growth specifically from the state but the people that are buying are the ones
48:18
that have money um they're in a pretty good position they understand that hey you know buying
48:23
now maybe a little bit better than buying when rates are lower because obviously it's going to
48:27
push the prices to the house up and they may not be able to get their hands on a house and so
48:30
getting a house that they wanted a price that they want might be a nice buy they can always
48:34
re-finance later at some point whether the rates get better in six months or 18 months but it
48:39
puts them in a position of where people are kind of like tired of wasting money the market didn't
48:43
crash like they thought and they understand that you know it's still a good time to get a house
48:49
you may overpay a tad for on the interest rate on the payment but what you're going to make up in
48:53
the long run after the rates drop and things go boom on demand you can re-finance you'll probably
48:58
make more on the ROI on the appreciation than you lose on the payment um annoying you're all
49:05
about financial literacy it makes me curious which tools of our that we've all got out there
49:10
more to go to MBS highway for more intelligent buyer conversations are you using either of those
49:15
both okay and you feel that's really critical to be able to get people through the logics
49:20
that side of things yeah and I just think it's easy I mean you know human beings are kind of
49:24
paint by numbers elementary eyeballs and so it's easy to just like put it there side but by side
49:29
and say hey you know instead of putting $20,000 down the house why don't you pay off $20,000
49:33
on the car it's this payments that here and there and so what it does it puts it in a visual
49:37
and articulates it in a way that your everyday person can car food keep it make sure they're
49:43
doing the right right thing and you guys are kind of using this as a cheat sheet because there
49:46
are a lot of moving pieces and it's hard to hard to know all that and do do all that unless you make
49:50
it sticky and I think the visual rules and the alerts and the technology helps that yeah um interesting
49:58
makes me think of our conversation earlier in terms of percentage of business and purchase versus
50:01
refi I would I should have asked this earlier but I'm curious I I was interviewing somebody and
50:07
they were talking about a company they were working with and that they said they're they're having
50:11
a banner year um duck flies uh and that I forget the percentages but the predominant percentage of
50:18
their business was actually refi but it was that consolidation restructuring refi yeah I think
50:27
I think there's a lot of that out there I also think like people that are still in the business
50:32
that are self-gen people they're gonna do well a lot of people have fallen off they've gotten out
50:37
of the industry the mortgage business and stuff a lot of people just don't want to take that call
50:41
and work that deal or work that house to get it all done so there's less people left that are
50:46
qualified and know what they're doing so they're getting the market share and they're expanding whether
50:49
they're doing debt consolidation whether they're doing bank statement loans whether now they're
50:52
recording with a divorce attorney I mean there's less players on the field so the players that
50:57
are still left are getting a lot of balls tossed their way we're feeling that I mean in March
51:02
alone the most I've ever done at the peak of our career during COVID at the peak was 22 million
51:06
and that was almost all refi in this month we're just under 20 um and that comes from diversity
51:12
on book of business but also less people out there to think phone calls get it all done so
51:16
I don't think it's necessarily a bad thing for the industry to kind of flush itself out from it
51:21
um we will see all the people that are left uh to probably help the consumer and the partner
51:27
at a higher level you just kind of kind of knock a little bit of the low level down
51:32
yeah exactly and like you said at the beginning uh you've got to make a decision to commit
51:37
to this business who are you going to be well what's your identity as a mortgage advisor
51:44
professional and you've got to be something more than just a loan officer
51:48
yeah and do I mean which business model do you want you want to be transaction-based or
51:52
relationship-based figure out what path one is lower my bills.com internet leads whatever you
51:57
know the one is people one of these is harder to do than the other one but it's a much longer
52:01
better cycle when I'm easier but it's short-term and so this is where you have to find your people
52:06
find your path so that way you know it's direction you want to go that's the same thing I did I
52:11
had to make that decision many years ago 2003 where I was working in a subprime shop and uh
52:17
I don't know if you remember mortgage originator magazine of course yeah so I used to read that
52:21
and all the people Tom Bass and like all these people were in there right and I remember bringing
52:26
that to my friend who got me the job at that subprime shop and I'm like dude look at these people
52:30
they're making like 50 million a year do and he's like no those are branches those aren't individuals
52:36
I'm like right I don't think so and they're all real relationship-based not leads online right all
52:42
that stuff that's correct and they had longevity too because as you said a moment ago yes one's
52:47
harder but you get to a point where hopefully that's becomes a little bit it's like the oil well
52:51
concept right once you tap that oil well it continues to produce oil over time I agree all right man
52:57
before we wrap up any last uh projects or things coming up on your radar you are excited about
53:02
you want to share with the listeners yeah you know obviously just uh the journey of 24 helping a
53:06
lot of people uh get out of the event race and we have a start teams here to have conversations
53:10
and planning sessions all the time working on an event in April April 5th of rick it's about
53:15
referrals for realtors and lenders just had to generate warm leads and kind of push things up
53:19
when the more markets down and then uh put together a big event back half a year in October so
53:24
I will announce that here in the next month or two and I encourage everybody to follow for that
53:29
yeah congrats on uh getting rick there that's a feather in your cap I assume but I when I see
53:34
that that tells me that you're probably or have been a member of the Corps for some time
53:38
I am I love the Corps it's I couldn't be where I'm at with Adam and I'm glad to be on stage with him
53:42
opening and uh what he does and special he is uh he belongs on the Mount
53:47
rush more of all time so thankful to be a part of it they think we put on the event with the
53:51
Corps fantastic bye man well listen uh I appreciate your time because I know your time is
53:55
extremely valuable we're gonna link up everything you have in the show notes for people who can
53:58
follow you which I'm sure some people will reach out you'll get a bunch of new followers which is
54:01
cool um Brian man thank you so much appreciate you man thank you for having me you bet listeners you
54:07
know what to do if like this episode leave us a review share it with somebody care about see
54:10
on the next one bye for now all right well thanks for tuning into today's episode hey you got a
54:14
question for you are you struggling to get engagement and referrals from real estate agents and
54:18
feeling like you're constantly fighting for business in a crowded market what if I told you there's
54:23
a way to attract agents to a provide unique value that helps them grow their business and generate
54:28
referrals on demand helping you become the dominant loan officer in your local market look I've
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was an originator for over 10 years I understand the frustration of feeling like you're just another
54:38
player and a sea of competitors and you're struggling to stand out and get noticed by the agents
54:43
that you want to attract and engage with what if I told you this way to flip the script and position
54:48
yourself as the go-to lender in your market attracting agents not chasing not paying for leads not
54:53
co-calling but actually generating referrals on demand and the best part you don't have to ever make
54:59
a co-calling chase leads again you don't have to work with weenie head agents if you don't want to
55:04
this is what we help the originators do at the my agent classes membership what do you get you get
55:10
exclusive access to our private community of like-minded loan officers where you can network
55:14
share best practices get ongoing support to grow your business and you get a turnkey platform
55:20
that helps you build your personal brand that moves you from solicitor and vendor to partner
55:25
in peer you attract agents you increase conversations and you increase your referrals all without chasing
55:33
without begging playing the game paying for leads you just by doing what you love to do which is
55:39
help other people solve problems so how do you learn more go to mortgage marketing.pro
55:45
what could call with me and i'll take you through the library have done for you agent classes that
55:49
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55:54
to be the subject matter expert think of yourself like that nightly news reporters just sharing the
55:59
you also get access to our marketing automation platform that will attract engage and convert agents
56:05
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uh done for you landing pages and more you also get our market maker content which is the social
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mastermind call you get access to top L.O. speakers coaches connect and collaborate with what's
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56:31
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56:42
with me now mortgage marketing duck bro see you on the other side