Latest / Mortgage Marketing Radio / Ep #51: Secrets of Generating Consumer Direct Online Leads

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Ep #51: Secrets of Generating Consumer Direct Online Leads · Mortgage Marketing Radio

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In today's highly competitive mortgage industry, building profitable relationships with
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the real estate agents is essential for success.
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However, finding effective ways to secure agent relationships can be a challenge.
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With so many mortgage loan originators vying for the attention of real estate agents, it
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can be difficult to stand out and establish meaningful connections.
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Our new case study featuring loan officer Chris Cogill is a must-read.
0:25
Chris has closed a remarkable 36 million in funded loans from agent referrals.
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And in this case study, he shares his proven strategies for building strong relationships
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with real estate agents and leveraging those relationships to drive more business.
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To get your hands on this resource, head over to LOKestudy.com and download your free copy
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of the case study today.
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You'll find actionable insights and practical tips that Chris used to close 36 million
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in funded loans from agent referrals and how you can too.
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Don't miss out.
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Go check it out right now, visit LOKestudy.com and download your free copy today.
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Hey listeners, welcome to this week's episode of Mortgage Marketing Radio.
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This is a good one this week.
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You should be glad you tuned in because this one is a home run we're hitting that out
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of the park.
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Thanks special guest this week is the CEO and founder of leadpops.com.
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And let me ask you a question.
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As a mortgage loan originator, do you do any of the following?
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Do you have a website?
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Do you use email, social media?
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Do you blog?
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Are you into content marketing?
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Do you want to learn more about how to generate your own leads through organic search engine
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optimization, paper, click, retargeting, video webinars?
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What about direct mail, flyers, events, magazines, newspapers, radio seminars?
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How about referral marketing, right?
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Then it be an eye, affinity groups, realtor co-marketing, builder co-marketing and so on.
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That pretty much describes everyone who's listening.
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So if that describes you and you for some time now have scratched your head about how
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to effectively generate and convert and optimize your lead flow process, consumer direct,
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realtor co-branding and co-partnering, if you're looking for ways to convert more leads,
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then perhaps generate your own consumer direct leads, yes, the holy grail.
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My special guest here today, Andrew Leapops.com, is going to blow your socks off.
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This guy is literally the wizard, the guru.
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I thought I knew a lot about digital marketing.
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This guy knows a lot.
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And so today we unpack all those types of content and topics and really to help you.
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This is literally a course in how to get more results from the current marketing that
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you're doing.
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And if you're doing anything or much in the way of digital marketing right now, which includes
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things like Facebook and optimizing your social media presence and doing it in a compliant
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way, tune in, right, tune in, set aside time to listen to this in a dedicated way because
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I guarantee you, you're going to find this to be one of the best episodes you've heard
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when it comes to marketing.
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So if you like this week's show, make sure you leave a rating, leave a comment, email me
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anytime, info at mortgagemarketinginstitute.com, subscribe if you haven't and check the show
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notes for all the links to today's resources, including the free Facebook we've got if you're
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interested in getting more info of the kind we have today.
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Just let us know.
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So let's get into this week's show.
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Internet leads, here we come, tell you yeah, let's do it.
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And poaching realtors, here we come and finding good realtors that are just ready for a smart
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loan officer to approach them with some good marketing ideas that can really help them grow
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their business and, you know, doing some recon work and that's kind of the fun part too.
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You know, if you're a loan officer, they're always like kind of struggling like with, okay,
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well, you know, how am I going to talk to this agent or what is my approach or what's like
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my foot in the door or, you know, which agents should I be talking to in the first place is
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kind of knocks all those things out in one fell swoop.
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You're able to find realtors, one that are proactive, they're doing marketing.
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They've got their own website.
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So that's already a class of their own, these aren't necessarily going to be realtors
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that only have like a page within the broker's website.
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So you're talking about agents that are like more serious, right?
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They've got their own marketing going.
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They're trying to generate leads.
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If they're already coming up in Google and you found them by doing some Google searches,
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well, there's a next kind of echelon, you got a realtor that's not only got a website,
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but they've actually got some Google placement, even if it's not like the first page for,
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let's just say city real estate because that's tough, you know, for these kinds of real,
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like short tail key phrases that are in like big cities and stuff like that.
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I mean, for the most part, see Zillow and realtor and the big boys,
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the big portal sites coming up for those, but you'll still find a couple of the smaller
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guys coming up for maybe page two or the paper click ads because they can compete there
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and real estate key phrases are definitely affordable.
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And then you just, you click into a site, you just look at what's the setup,
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what kind of mortgage information are they offering if any?
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If you find the mortgage section, you click into it, well, what's what's going on there?
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And oftentimes you just start to see that's where like the wheels fall off.
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You click into like their mortgage content, they got some big old button.
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It says like get rates and you click that and next thing, you know, you get hijacked.
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Their website's gone and now you're on some third party website that sells mortgage leads.
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Somehow the realtor at some point either got duped, they got some widget that was,
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you know, they found online that was, hey, put this free mortgage widget on your site
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and they think it's kind of cool.
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So without even really thinking about it or testing it or looking into it much,
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they throw it on their site.
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And next thing you know, this widget, the whole purpose of it, the reason this mortgage entity
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or mortgage lead generation entities given it away for free is because they want agents to
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one, give up their traffic for free because you click on the little widget and you get hijacked
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and you get driven to that mortgage website.
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So there's one reason it's duplicitous because it also becomes a backlink for them
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for a mortgage key phrase.
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So now you've on your website put a link that is driving people away for a lot of times
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they'll embed keywords into the little widget.
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So they'll say like your area mortgage rates or your area even real estate or homes for sale.
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So they're trying to overtake you in Google by getting that important backlink from your
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website and it's a one way link.
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So that's now driving traffic.
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So you know, a couple of these kinds of things and a lot of times you'll find like the
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Zillow widget on there or just it's like a pre-approval form that's just like totally like
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not conducive to lead gen like we're talking it's got you know a whole bunch of questions
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they're asking right up front they go right for the jugular you know asking for stuff that people
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don't feel comfortable providing so quickly like name email phone number you know where do you live
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you got like 20 fill in the blank questions you know and then at the bottom they'll ask you to
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like fill out a little riddle like you got to solve a riddle now and you can't even read the
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thing right so now are you a robot yeah right or there's some weird like blurry message like
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you're supposed to try to read the cryptic little code that they've put in there that's the one
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that's the picture of the house and it says tell us the address or the zip code or the street
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address you see on the house you ever see that one yeah that's great one man it's like this
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fuzzy image it's like it's kind of like the Bigfoot image right you're supposed to like make out
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what you're seeing of it but hey man Bigfoot's real don't don't bag on Bigfoot hey you can help
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us get some some mortgage leads out of these realtors I'm all about Bigfoot so yeah so all right so
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take us there man show I don't know if you've got a realtor site example pulled up or you just
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want to show us the recon thing yeah let's do that let's take a couple because there's some steps
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involved and you know and and it's just it's experimenting and and just playing around with
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different keyword searches and things like that and just saying what comes up and yeah just to set
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this up I mean just to reiterate I think you mentioned this at the beginning so but you as a
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little officer you would have your target list of agents let's say you've identified you know kind
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of your top producers you want to target and go after and you want to do something different so you've
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got you know your realtor is you're going to go check out their website or do a Google search
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like you're showing right here and see who comes up under this either one of the two absolutely
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and well and that's and that's a great I'm glad you brought that up because I just jumped kind of
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right into here's how you find your realtor but you know I would recommend first start with your
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existing agents because these are one relationships this isn't a cold call or some you know kind of
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new approach it's somebody you've already worked with and it's great because you can compile a
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list of all the agents that you've got some sort of a relationship with from there you kind of classify
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them by by checking out of those maybe 20 30 50 realtors that you know which are the ones that
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are doing business that are producers that you know are active they're not like the part-time
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realtor and of those which of them actually have their own websites you know and if you don't
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have a list of that it's as simple as googling their name and the words real estate and seeing if
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their own site comes up in the first few results or if it's nothing but like a realtor.com
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profile page and maybe a page inside of their broker site which that's you know that's going to
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indicate for the most part that unless their website's really really tough to find it's it should be
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one of the first options if not the first thing that'll come up when you actually google that
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agent by their name their brokerage name and the word real estate so that's just that's that's
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kind of how you're going to run that kind of search and real quick I notice in the search terms
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there you put a plus sign and mortgage real quick why do you do that so this is just I'm I'm
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experiencing I'm playing around with a couple things but what you do is okay so I want an exact
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match on the phrase orange county real estate so by putting it in quotes first off that's going to
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give me exactly that that phrase as I have it there it's it's not going to just kind of pick and
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choose the random keywords and find any website that's got a reference to something you know orange
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county real estate it's going to give me only sites that have that exact reference I'm also looking
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for sites that have a reference to mortgage because we're looking for sites ideally that'll have
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it'll be a real estate site but it's going to have like a mortgage section or mortgage content
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you know a lot of these sites will even have something like let's just say mortgage center
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on there no call that's what they'll call their mortgage area in some of these like a template
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website providers there's a ton of these real estate template website companies out there and
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they have a very structured way of doing it where all of their websites will have the exact same
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labeling of certain sections and then you can once you identify a site like that or a company
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like that you can literally it's kind of crazy but you can like kind of hack their clear I'm sorry
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say you can hack their client list in a way you can find literally every single client for that
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company that has a real estate website in a specific area because you do like with the name of
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that company a lot of times these these companies will brand the website in the footer you'll see the
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reference to their company name you put that in quotes plus your geographic area in quotes plus
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what they call their mortgage section maybe it's like their mortgage center or they every one of
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their website says online pre-approval or something like that and then you'll just combine those
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things with a plus sign meaning it has to have these specific things in place it's got to say
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mortgage center and it's got to say orange county real estate and it's got to have a reference to
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let's just say xyz real estate marketing on it and that's that's the company that does these sites for
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example okay so that's just there's a couple things so let's just look and I'm just
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scrolling on the list and just looking at random stuff you know again this is some recon work
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this is like your laptop on a weekend night or a weeknight or whatever and just putting together
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like an Excel spreadsheet or an ever-note document and just going down the list and experimenting with
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all kinds of different keyword searches that are real estate focused with different like variable
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terms that you can try I see a couple jumping out one I see uh carry where'd she go yeah carry Harvey
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carry Harvey Realtor Telegra real estate I see where she's about to do totally got it so absolutely
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so the first ones out totally skip osy register not you know uh the newsmaker yeah we
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Walter California mortgage blog spot now looks like a mortgage company but this one mortgage
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center carry Harvey Realtor totally looks legit let's see what we got here just drum roll please
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good good eye that was fun all right nice oh my gosh what is it 1980 uh and this is like
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the videos are already playing like make it stop but like this is what you find like all the time
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and she's got a site that appears to be play I mean it's coming up right it was just gonna say
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yeah she's coming up in search like number five six seven something like that yeah we did a
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specific search but I mean it's still showing that her site is indexing in google right and we could
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if we want to get a crazier on maybe another podcast make sure you had like dissect a specific website
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and see like what key phrase I mean that's just that that gets fun because you can take sites and then
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you can start putting them into like semrush.com or spy food.com and then you can actually see like
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how many keywords the site's coming up for their google placement for those keywords how much
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traffic it's getting and then you could get really crazy with it and like make a real
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awesome list but let's just start with what she's got here a whole bunch of mortgage calculators
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yeah this is on her mortgage center page over her website so that's why we're right here
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yeah mortgage calculator all right so it's I mean that's a calculator standard calculator
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so no one hijacking her traffic from what I can see here but no way to generate a lead from that
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calculator either so this is gonna make this stop so someone just comes on here playing around with
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their calculators she gets you know maybe some traffic to this page and they play around and they
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leave and she she gets nothing out of it right and then we're gonna jump over real quick let me
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show you how our friends at Zillow take calculators because calculators are actually some of the most
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sought after phrases in the mortgage world super popular people love to play with them but they
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are notoriously known for getting a bunch of traffic and not ever converting in the leads so
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companies are trying to figure out how do you okay so how do you take someone playing around with
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a calculator and like converted into a mortgage lead and Zillow is what they're gonna do with it
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because this is smart you just couple the two things together so let's just go for like
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let me pick a random house on here let's just pick uh one of these nice ones right here and
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just jump right into like I'll take that yeah I'll just or why not right just take a take a couple
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of these let's tell me your neck of the woods yeah so San Diego 22 and square feet new construction
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all right so they've got get prequalified here which takes you to their long form right and that's
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one thing but let's go let's go to the calculator thing because this is like this is where we get
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specific to like a mortgage calculator right so mortgages calculator you can play around with
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the numbers let's just say I can put 30% down and have fun with my calculator it gives me my payment
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but what they do is they add a call to action button and that's all it is simple call to action
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button on the page of the calculator you click get prequalified and off they take you right into
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their Zillow long form and they convert your calculator tinker into a mortgage lead it's kind of
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like you and I in the podcast we did a week or two ago which is available by the way at mortgage
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marketing suit.com forward slash 36 but it's like the the journey that you take people on instead of
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just hitting them up front slapping them across the face with a big long form take them on a questionnaire
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process yeah this is all it is make it easy just kind of guide them step-by-step just keep kind of
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ushering them along you know you don't throw a loan application at them don't ask for their
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contact information right up front like you got to have a little tact right just like in real life
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someone walks into your office you don't just like shove a 1003 in there it's a dance we're
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yeah we're not going straight home it's a dance you know building a relationship yep yep and here's
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a cool little tool that I want to share also just for L.O.s that sometimes might wonder well okay well
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what if I want to get a specific like button made here's a cool little site it's called button
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optimizer.com totally free I can come on here and just like we saw that Zillow site it said get
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prequalified let's just say I wanted a button that says get prequalified there's my button right I
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can make it bigger I can do all kinds of stuff with it like literally perfect and then I can
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download that image and I can put give that to a realtor and say stick that on your website let's
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link it to a customized funnel or a lead generation form that works just like what Zillow is doing
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and let's take that traffic you're getting and let's create leads from it right right so that's
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quick example how that works and honestly you've nailed the first one that we saw as a good
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opportunity and I just want to point this out because a little bit more investigating sometimes
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we can see other stuff so I saw this was for mortgage center but then she's got today's rates uh-oh
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I know I'm very very curious about what this is gonna be sometimes you get into some fun stuff I
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mean from a L.O. standpoint it can be fun yeah you see something okay so interesting I don't know
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what the heck is feeding this thing the rates but it's getting rates fed into it and you know in
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in this case at least for her sake there's no uh link that's hijacking her track because you see
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that all the time and those are really the fun ones because that's like such a selling point to
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talk to a realtor and show them how without even knowing it they're getting hijacked oftentimes they've
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got a link with these rates and then you click the link and then all of a sudden the realtor sites
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gone and now you're on this this lead generation website so you know another opportunity here though
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today's rates ideally what you want to do with the today's rates button I'll show you what we do
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with our mortgage sites same kind of thing so let me just pull that up real quick so we do mortgage
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sites and we do consulting for clients that have mortgage websites and how to how to make them work
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better but just real quick example of our take on today's rates because people want rates it's on a
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mortgage site it's one of the most popular things on a mortgage site so we want to have something
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that calls to that or speaks to that but I want to really get into rates and rate tables and things
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like that there's a lot of different widgets out there and pricing engines that have rate tables
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for the most part I encourage clients to kind of be careful with quoting rates on a site without
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getting yourself involved in the process because you can kind of paint yourself into a corner
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finds you rates they don't understand them they judge everything based on that but anyway so what
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we've got here a quick example of a mortgage site it's also got today's rates on it but what do we
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do we just basically we turn today's rates into a lead generation opportunity we just explain
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today's rates mortgage rates change daily and vary depending on your unique situation get your
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free customized quote here and we just turn that into while you're doing that what do you see in
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terms of like average conversion rates on this and what's your general response to people are like
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really you don't need my zip code to give me the right and I don't know if consumers think like
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that is it is it me because I'm in the industry that's you because you're in the industry
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and absolutely it's these are great lead conversion tools I mean it always depends on where's
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the traffic coming from no that's by the way the way that maps out there I like that yeah it's
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kind of like a you know it's kind of fun to play with it's a little gamification going on yes exactly
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it's like the Tetris of mortgage lead capture right Tetris so there you go starting answering
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questions kind of feel like you're getting somewhere having a good time so it's just like I guess
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this is as fun as filling out a lead generation form on a mortgage site is gonna be it is yeah
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I gotta say and working with a real estate agent yes or no we see that 50% of the time we're
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and we're generating over 30,000 leads per month for our clients and 50% of the purchase leads we
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get tell us right on the form that they're not working with a realtor yet really that's a great
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opportunity to kind of double whammy that lead as a loan office you get a lead for yourself score
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obviously but then you have an opportunity to turn around and take that lead to one of your real estate
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agents and kind of build that relationship and then that makes the conversation about how to get
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them more of these kinds of leads and how you can plug some of the holes on their website and how
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you can give them some of the same lead capture that you're using that's producing there these
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leads to use in their marketing right the conversations that kind of goes hand in hand and you know
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that's that's our goal is is build real measurable value for your realtor is create a separation
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between you and these other L.O.s that are running around talking about rates and you know
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hand it out business cards with very little actual value other than I'll do a good job on the
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loan for you I love that I can see that conversation happening with the realtor let me show you how
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we can convert more leads that's are coming to your website and or your obviously you got your
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own way but the great value ad for the realtor's love it yeah absolutely and let me show you how hey
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and if I did you did some recon work before the meeting with the agent and you see some of these
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things some of these problems that are on their site kind of walk them through and show them hey
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let me show you how what I've kind of uncovered I'd like to do some research I you know I'd like
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to partner with my agents and here's some of the things I found that I've helped other realtors
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with that a lot of times you might not even know or kind of plaguing your your existing site and
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believe it or not these things are easy to fix and we use these tools in our own marketing with
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a lot of success and what we do is we partner with our agents and provide a lot of these same kinds
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of tools all right real quick just for a second time let's scroll down to I'm jumping out yeah
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Bonnie I think that let's let's roll the dice on Bonnie see if she's got a little more modern
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on all these all these realtor's I don't know Bonnie but she's trying to capture a lead
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yeah it's a little intrusive maybe right off the bat what do you think well yeah but and it's
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also just like welcome give me your contact it's what I mean yeah it's like can I take your wallet
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come on in yeah like Bonnie take it easy I just I just met you yeah come home and like Bonnie
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sitting on your couch like ready to sell yeah anyway so so all right so she's trying but you know
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so lead so lead Jen is important to her she's trying she's got a little pop up widget trying to
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get information she's she's doing it wrong and it's not her fault she's she's using the tools
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that we're giving that's what we're gonna do absolutely and that's okay so what do we got
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on the navigation center oh oh we got us a mortgage center what do we have here is this like
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the drum roll is exciting is there a thud or a tada I don't need oh there we go goodbye links
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mortgage 101 jammed in here what is this banner for who is this is this gonna be lending
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tree let's say oh I can't wait I'm gonna roll dice say yes lending tree winner winner didn't even
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need to see the the the the logo just knew it just could recognize it goodbye loan officer partner
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that I say I send you all my referrals yeah and getting right into a fun little questionnaire
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that's collecting a bunch of information right yeah so they got they got and they got mortgage 101
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so mortgage 101 selling ad space to lending tree up here then they're trying to generate their
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own leads down here then they got another lending tree banner and the worst part is like for Bonnie
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first off this isn't a good service to your clients I know you want to offer mortgage information
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and that's like this that's the talking point for an L.O. is hey you gotta have mortgage info otherwise
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they're gonna leave your site and they're gonna go try to find it somewhere else like Zillow so you
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gotta keep them on your site but we gotta have information that you maintain control and we're not
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driving people to a site that's gonna abuse your clients information because last thing they
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remember is they're on Bonnie's website they filled out some little form and now they've got 55
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lenders calling them yeah thanks Bonnie that's funny um question for you are realtor sold a site
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with this integration on the premise that oh it's good for SEO it'll it'll drive up your rankings
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you know what they I think I'd have to hear what the salesperson's pitches I hear all kinds of
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stuff that if you have links living inside your site you're gonna keep people on your site for
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longer periods of time so there's some truth to that um well we just moved them wrong go because
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won't one click and you went over to the lending tree yeah yeah yeah absolutely so I mean there's
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the the fact that you've got popups living inside of this site or gonna high frame man I mean
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look at the way this thing is laid out it's like come on 1970 called today with our website back
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hey hey hey you gotta love the scroll left to right that's a beauty yeah that's mobile friendly
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right there let's scroll left to right all day long this beautiful so and this is just we just
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did a ran of one search completely off the cuff no no real preparation for this mind you I mean we
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did a one Google search and we're just clicking on the first options and we've already got let's
24:02
see number three um this one looks legit too come on come on Christine I'm pulling for you please be
24:08
the one about a bomb so we landed okay so let's be real we landed in her link section so her
24:13
site map so let's just go to her homepage but I already see her mortgage center peeking out at
24:17
me so this is fun uh you know what I want to scroll down and see the bottom who sold these websites
24:22
because usually the provider this is what I know by recognition just looking at it it's a z57
24:27
website z50 1957 ah there you go so right here down here you have you got z57 real estate marketing
24:36
and here's the beauty of it you want to know something crazy you just put z57 ink in quotes plus
24:41
whatever area you want to go for let's just say let's just jump in and do a random one I got to do
24:46
two quick things we have this because it's fun fun and it's educational and uh why not so let's look
24:52
at z57 ink they put that on their website so that's such a specific thing I don't really need to even
24:58
get into adding real estate key phrases to it so let's just add z57 ink plus let's just do an area
25:04
that we want to go after so let's just do Dallas not cool with you yeah sure let's just see who
25:10
they've got in Dallas because they probably got to I don't think maybe a handful of clients if not
25:14
more in Dallas okay so I don't know the count of it but I like them if Tim Davis listening good
25:21
oh Tim yeah I'm not going to speak about the Cowboys no no no no there all right keep going all right
25:27
so z57 ink Dallas cool so there's any site that's going to have that label z57 ink that also has
25:32
a reference to Dallas is only going to be the z57 sites in Dallas so let's start looking okay right
25:38
away we got their site of course places here uh but uh white pages we skipped but let's look at
25:43
Knox real estate that already looks like a real estate site and it says already in the in the
25:48
description tag uh text of the of the SEO that's set up for the site they've got their own uh
25:54
own reference to the site on there okay cool so we got another one of these guys yeah I mean
25:59
oh god right I mean let me ask you this because you're experienced obviously you're in touch with
26:03
the course consumer expectations when a when a potential client comes to this site like this
26:10
I mean even when there are we know they're going to be on mobile and we're not even doing a mobile
26:14
I mean does that just kill it right there it's going to kill it for 50% of your traffic at least right
26:19
I mean let's see what it does maybe does it respond on its own to some sort of a mobile version
26:23
of itself like some site jump into mobile mode when you do this with the browser and this one
26:28
totally does not yeah so and oh well you're beautiful I love that jumbled mess so I mean but here's
26:35
the thing they're an agent and you can look at their listings you can sometimes look at they've
26:39
got like a reference to like our marketing and you can look at their marketing plan and just because
26:44
their website's busted and not doing that great in terms of how it looks doesn't mean it's not
26:48
necessarily getting traffic or it doesn't mean they're not doing marketing so you can do some more
26:52
research you can say okay like let's check out if they've got a section on on their listings like
26:56
if it's got our featured listings and you can check it out and see if they've got some inventory and
27:00
then maybe you look at their marketing section and it lists that they do like a drop of 5,000
27:04
direct mailers a week and they do you know x radio ads and it's just like I'd love to be featured
27:09
as a mortgage partner on that ugly website that's cool I'll take it free traffic and help them generate
27:15
more leads and uncover some pain points so we clicked into this site and let's just see
27:19
their pre-qualified button this is oh yeah oh baby pop the champagne who's that colonial
27:24
national mortgage okay and another one and we don't have the guy's name so I mean who are these
27:29
dudes so I mean where does that form go this will go to the realtor okay and this and this is the
27:34
form I mean this is the this is what I'm talking about when we're talking like anti-lead capture
27:41
like it's like go away I don't want you it's like you're hissing at your you're hissing your
27:46
your at your leads when I hit you like we're the lead prevention department here at this uh
27:51
wait yes this is like exactly so this is one so we jump from one but let's go back to our
27:57
originator of that thought process that got us into that site so let's go back to Christine because
28:03
Christine's got mortgage center on here and you know by the way Sandra Mitri I know who she is
28:07
as an agent in my backyard she's been around a long time successful agent you know generally speaking
28:12
okay so again the site that's like don't judge a book by its cover right it's like this
28:17
it's that kind of thing you see the most hideous websites ever like even the realtors that have it
28:22
together with some of the better systems like there's good ones like agents that are using boomtown
28:26
agents that are using conversion agents that are using real geeks these are kind of upper end
28:31
better lead gen systems but you when you start to click into their mortgage sections and their
28:35
finance tabs and these different things they've got again the wheels start to fall off and there's
28:40
tremendous opportunity there so even the better looking sites and systems that are out there so
28:45
but look at this what do we got calculate payment I see a bluesy
28:50
zillow zillow home loan calculator with uh oh taking me right to zillow's right table why does this work
28:58
how does this work well zillow sells ad space to these advertisers in their right table what does it
29:03
do for zillow when they've got like 10,000 20,000 50,000 realtors out there with a stinkin zillow
29:10
widget driving people to zillow's right table for free for zillow building zillow's search engine rankings
29:17
that's a fallout of my chair talking about this it's too much it's like it's too much man I can't
29:23
even do it it's too much so there you go oh it's highway robbery yeah click on pre-qualified I
29:30
want to see with oh that's just another one okay for the same beast no no information no
29:35
article no downloads ebooks videos nothing nothing man nothing but just like but I want to I want to
29:42
have that a key thing you made because I would probably fall into the trap of you know I'd be
29:46
prejudging and being like I'll look at this agent man the website sucks they're probably not doing
29:50
any business but I you've made the good point I'm glad you did don't judge a book by its cover
29:54
because as I pointed out you know that could be a producing agent yeah she's got so she's got a
29:58
home search tab but then she's got her featured listing so these are in most cases the actual
30:03
listings of that realtor or the listings in their office and that in most so you can start to see
30:09
that okay well she's got some inventory here I mean and they're not bad I mean some of these
30:13
what like six eighty nine three fifty nine there are bad six nine six nine one point two million
30:19
so she got some listings on here it's definitely a realtor I would love to reach out to if it's an
30:23
agent I really have a relationship with mark that on your list this is one you're gonna reach out
30:27
to and want to talk to and if it's a new realtor you've never spoken with and you kind of
30:31
gone beyond your existing list of realtor and you want to expand and grow your relationships well
30:35
this is a great opportunity to start reaching out and you know I'm almost a still a big believer
30:40
in the phone man a lot of people think oh inbound marketing social media that stuff's cool man but
30:45
there's nothing like picking up the phone making a direct connection having a point to your call
30:49
that's you know gonna gonna separate you from the others so yeah something to think about hey I'm
30:55
curious is there a way for you to search agents that work for a particular franchise like a KW for
31:00
example yeah totally yeah what do you want to do I mean to do the same thing we're researching find
31:06
a website that needs help but you know search for KW Keller Williams let's say you know
31:10
Michelle or something yeah man watch this so here's what you do comes back to keywords in
31:16
in quotes you find exactly what you want so I put in Keller Williams plus let's do plus mission
31:22
VAO and you got to put it in quotes because we'll find all types of references to the word mission
31:26
and different words are uses for VAO so I just want to look Keller Williams mission VAO plus sign
31:32
means the site has to have both of these things to be a match for my my search request here okay
31:39
all right so we got of course we're gonna get through the the first first things first you know
31:44
we got the KW site realtor.com mission VAO your KW office so let's start to look at maybe we
31:50
can get some actual agent sites here and we'll scroll down past Yelp we got Andy Gillespie that
31:55
might be worth looking at if he's got through Yelp a link to his own website so that's one thing he
31:59
doesn't have the best Yelp reviews Andy I don't know if I want to do anything with you yet but you know
32:06
you might skip both of that if you're a consumer and be like uh 2.3 and he's got a link to his
32:10
KW dot KW for example let's check out let's go there and some of these agents sites they do have
32:16
access to be able to actually customize their own pages but what makes me nervous is that unless
32:22
this does it. Gosh it's Andy he's been around forever too. Andy well look at least he's got a link
32:27
to his own website so get off the corporate template and get your own website right. It said visit
32:32
website though so Andy didn't set up his Yelp profile right well Andy well Andy's got it all wrong
32:39
right well poor guy he doesn't know any better he's just got broken websites and links and all kinds
32:42
of things going on here so anyway so so that was our yeah maybe he did you're right you're right
32:47
you know maybe Andy got this this uh this heartened by his Yelp reviews and just decided to jump
32:52
out of the business but uh anyways he said you said that broken clunky buyer journey for someone
32:58
looking for Andy to let's be that okay oh Yelp reviews well mate there's only three of them so
33:02
maybe that's not really anything to say about Andy so they click into his KW page and then
33:05
they've got all this other crap around and they click visit Andy's website and then it's a broken
33:09
it's a dead end you know who knows where they end up next but there goes a deal potentially there
33:15
was a referral of someone that actually liked working with you that and mentioned your name so
33:18
that consumer went onto Google and they typed in Andy Gillespie real estate mission Viejo and then
33:23
they that's how they found you and then slowly but surely with every click of the journey it's just
33:28
things started to unravel and now they're back on the zillow or realtor.com and they're calling up
33:32
another realtor and poof there goes twelve thousand dollar commission or whatever the heck it might
33:36
have been there goes money out the window and the client isn't going to track you down to report
33:41
that to you and say Andy by the way I just wanted to let you know I was looking for you but then I
33:45
clicked on the help and then it took me to us they just disappear and they're gone forever and then
33:50
you get out of the real estate business because people can't find you. So oh here let's just go back
33:54
to Andy though because this might be an interesting exercise I don't know why that happened but go
33:57
to Andy Gillespie.com I just did it on mobile so that's a bad link there obviously but if you just
34:03
go to Andy Gillespie.com. Okay so let me see because he's got .net in here so I'm just going to
34:07
replace the .net with the .com as you're that could be an error so so I'm glad I check this out
34:13
because this is a good lesson to kind of close this out with when this is there you go there is
34:17
yeah so he is in the business yeah thank you Andy and he's oh my gosh what a look at that what a
34:23
nice site like this is awesome this is how it should look like right yes see there is hope after
34:30
all yeah I'm say I feel bad almost in a way but here's the thing like you so it's a sensey it's
34:34
that extra little bit of research and like looking into stuff and like hey it's just kind of fun to do
34:39
this you can come up with a hit list of like 15 20 realtors in a couple hours playing on your laptop
34:44
watching whatever binge show you like to watch a Netflix and by the way coming up with a list and
34:48
here's here's what I would do if I'm calling Andy going through this exercise and let's just say I
34:52
want to call him and try and talk to him about how to help his marketing whatever I would say hey
34:55
Andy by the way I just want to let you know I have researched a bunch of different realtor websites
35:00
out there and I have to tell you your website compared to the ones I've seen head and shoulders
35:05
above the rest you've done a great job in putting together professional sites and boom talk about
35:10
rapport builder absolutely totally great point compliment him it looks good now you know what I like
35:15
to do with my agents is then take this this good looking site and actually turn it into like a
35:19
lead generation system that'll help you get more of the people that are finding it and turning them
35:23
into elites and that's what I was hoping to talk to you about and the cool thing is as you start
35:27
to compile a list of agents that might be good to fit for you you a lot of times can get their email
35:31
address right off their website you can build a list and then you can also think about uploading
35:35
that list as like a custom audience on Facebook and then retargeting or targeting agents in your
35:40
area with offers or ads that target realtors specifically that talk about this awesome marketing
35:45
system where you help your realtors generate leads and business and it's just like of another way
35:49
that kind of use social media with if you're not open to picking or if you're reluctant maybe to
35:54
pick up the phone and call or something like that so anyways so buyers he's got a mortgage calculator
35:59
section he's got a big old mortgage calculator with let me see he's got a click here to get
36:04
prequalified so if he's got ability to customize this he might I'm not quite sure it's a KW looking
36:09
site but in many of these cases though they still have some access to get in they've got thrown
36:14
admin login and they can customize pages ad content ad buttons links that these kinds of things are
36:19
typically pretty standard and that's that's it one more I clicked on from that original Google
36:25
search we did was one one of that first page I just clicked on her site she's got a finance tab
36:30
so honestly it's on the finance page and then she's got a calculator so here we go perfect opportunity
36:36
I'd stick a nice big old call to action button right here and right underneath that main page as
36:42
well potentially let's go back there this has been highly educational yeah it makes me want to
36:47
pick up the phone start calling agents being like hey I took a look at your website it's it is
36:52
it gives you to Sammy Nishan and it gives you this like the purpose and a strategy and you can help
36:57
them you've got stuff to talk about it's exciting man versus oh calling my realtor list just checking
37:03
in with them how's it been how's the weather hey by the way do you got a loan for me right oh man
37:08
that's just makes my stomach turn so back to this site and then just nice call to action button
37:12
right here it's sticking under here get pre approved and there you go and you can do this all day
37:16
long come up with a list of 50 agents when and literally a couple hours of work or like if you
37:21
if you're busy higher virtual assistant tell them what to look for tell them to come up with a
37:24
list of agents in your area paying 20 bucks and you get a list of like a hundred realtors that you
37:29
can have classified by do they have a website a column A do they have a mortgage section you know
37:35
column B you know all types of fun ways to do it yeah criteria that's awesome cool and then of course
37:41
I mean when you're talking to agents about this right they're gonna be wanting to know well great
37:44
how do I get how do you help me with this so I think this is where the opportunity comes in for you
37:48
to recommend you know third party solution like lead pops if they're looking for a place to
37:54
improve optimize their lead capture conversion yep absolutely lead pops that's what we're here for
38:00
and we do partner with our with our loan officers and we do offer some special pricing for agents
38:04
if they come to us through a loan officer relationship so there's a little bit of a benefit that
38:09
we have created for our loan officers to to partner with realtors with some special pricing that we
38:14
offer for agents that there's a loan officer involved so awesome well hey man thank you so much for
38:18
making time today I know this is just like you know awesome stuff that now loan officers like you
38:23
said can call with a unique and different angle instead of you know hey I got great rates and
38:26
service and I work weekends yeah you you intend other people my friend yeah I don't forget the
38:32
donuts right I mean that's yeah crispy cream there we go all right well Andrew thanks so much and
38:38
once again lead pops dot com is where you want to send your agents when you find that they need
38:42
this kind of help so Andrew take care man I look forward to doing another one of these with you say
38:47
yeah awesome thanks Jeff for having me talk to you guys bye bye for now thanks for listening
38:51
to mortgage marketing radio one more truth in mortgage marketing get more free training and
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resources at mortgage marketing institute dot com
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