Latest / Mortgage Marketing Radio / Closing Five Loans from Teaching Classes

Transcript

Closing Five Loans from Teaching Classes · Mortgage Marketing Radio

• 0:00
  And this is what's up, Jeff Zimper, host of the Morgan Spark Radio podcast.
• 0:09
  Thanks for tuning in today.
• 0:10
  I've got a great episode coming up in just a moment.
• 0:12
  But before I get there, I wanted to share with you recently.
• 0:14
  I asked some of our Morgan's marketing pro members, you know,
• 0:17
  the folks that you hear about from me every single week.
• 0:19
  I share success stories about how loan officers are,
• 0:22
  you know, attracting agents at scale, getting referrals on demand.
• 0:26
  Well, recently I discovered that my Google business profile needed to get more reviews.
• 0:30
  And so I put a request out to my members by Morgan's marketing pro members and they delivered.
• 0:35
  And so if you're listening and you are one of those people, thank you.
• 0:39
  By the way, if you're listening in your pro member or your podcast listener and you haven't yet left us a review.
• 0:45
  Feel free to do that.
• 0:46
  I'm going to put a link in the show notes over to my Google business profile.
• 0:49
  And if you're just curious to see what other people are saying about being a pro member of the results they're getting.
• 0:55
  Well, hey, follow that link in the show notes to go read those.
• 0:57
  I wanted to highlight just one.
• 0:59
  And that's from Greg Fisher, Greg's a 19 year mortgage industry veteran who over those 19 years,
• 1:04
  like many of us has played with a lot of shiny marketing objects.
• 1:08
  And he says that very few of them were renewed for the following year.
• 1:13
  It goes on to say that the tools and system provided as a mortgage marketing pro member are going to stick.
• 1:20
  The weekly coaching sessions are worth the monthly cost on their own.
• 1:24
  And the system that we provide is an obvious keeper.
• 1:29
  The people support community technology and content within the pro membership is an absolute home run.
• 1:36
  Greg, I want to thank you for sharing that testimonial.
• 1:38
  Appreciate you for doing that.
• 1:40
  And as I said, if you're curious to learn more about giving up chasing agents,
• 1:44
  cool calling, paying for leads, and you want to be able to generate referrals on demand.
• 1:48
  Essentially, like you're going to hear in a moment from my special guest on this week's episode.
• 1:52
  Hey, follow the links in the show notes.
• 1:54
  Go check it out.
• 1:55
  Read the reviews.
• 1:56
  Book a call with me.
• 1:57
  Let's see if this is a fit for you.
• 2:00
  Okay, so this week my special guest, Louis Wicked.
• 2:04
  Louis is an awesome dude.
• 2:05
  He's out of Iowa.
• 2:06
  Louis has been a mortgage marketing pro member now for I think approaching two years.
• 2:11
  And this little story from Louis is a little bit overdue bringing it to you.
• 2:15
  But I wanted to share it with you because look at this is a market where like, you know,
• 2:19
  now's the time to go out there and do a land grab of market share.
• 2:22
  What are you doing?
• 2:23
  How are you grabbing attention?
• 2:24
  How are you inserting yourself in the local community and getting in front of the business that's there now and a business that's going to come?
• 2:31
  What you can hear from Louis is that what he did was he taught two classes of the classes we provide for him and our platform and close five loans.
• 2:40
  So what should you do the math for you when you close five loans?
• 2:44
  What's that worth to you?
• 2:45
  Dollar wise.
• 2:46
  If the average loan amount in this country is roughly what 350,000.
• 2:53
  Okay, let's do some quick math on that 350.
• 2:57
  You guys are sharp.
• 2:58
  You know what it is.
• 2:59
  It's 1.7 million, right?
• 3:01
  Times 1.25%.
• 3:03
  That's $21,000.
• 3:06
  If that has got your attention, I'm glad because I don't know where else you could show up and follow a proven system or plan and just repeat it right twice a month on average and add that level of results to your business.
• 3:19
  Does that happen for everybody?
• 3:20
  No.
• 3:21
  Could that happen for you?
• 3:22
  Sure.
• 3:24
  Question is, will you decide that this is for you or not?
• 3:30
  Maybe this episode today helps out.
• 3:32
  Give it a listen.
• 3:34
  Hear Louis story and ask yourself, could you do that?
• 3:37
  Could you do it even better?
• 3:38
  If you want to learn more, you know what to do.
• 3:40
  Go to mortgagemarketing.pro.
• 3:41
  Check the links in the show notes.
• 3:43
  Let's have a conversation.
• 3:45
  Hope you enjoy this candid discussion with Louis.
• 3:48
  We want to have our mortgagemarketing pro members.
• 3:50
  I'll see you on the other side.
• 3:51
  Make it a great day.
• 3:52
  Talk soon.
• 3:53
  Let's get into this week's show.
• 3:55
  All right.
• 3:56
  So what I want to start with is like, you know, what's the challenge or problem you face that led you to seek what we do?
• 4:03
  So I feel like has a lot of officers were natural sales people.
• 4:08
  We do very good on one-on-one situations.
• 4:11
  I do think the one to many is so important.
• 4:15
  And I was looking for something.
• 4:17
  Obviously, I listen to your podcast.
• 4:19
  That's what it comes down to as I've been listening to that for years now.
• 4:24
  And the classes, it's so easy to use.
• 4:30
  And with you recording it and giving tips and all that, it just makes it so easy.
• 4:36
  And saves me time as a loan officer.
• 4:38
  So I wanted to find something that wasn't going to take time away from what I need to do in prospecting and all that.
• 4:44
  But also, I knew I needed to get in front of a lot of people.
• 4:48
  And that was the solution.
• 4:50
  So.
• 4:51
  Were you doing classes before?
• 4:53
  I was not.
• 4:54
  Okay.
• 4:55
  We would do.
• 4:56
  Yeah, go ahead.
• 4:57
  Yeah, it's so John from our, you know, from the last, from the podcast.
• 5:01
  So we.
• 5:02
  We do little like breakfast pop eyes and lunch and learns, but they were quick, you know, like 10 minutes.
• 5:09
  We would talk about whatever's hot at that moment, you know, and it wasn't a true class.
• 5:15
  Where people went out of their way to show up for it for a period of time, take notes.
• 5:20
  And go a little bit deeper with those people.
• 5:22
  So we, forms of classes, yes, but true like classes know.
• 5:30
  Okay.
• 5:31
  Um, so why, well, again, back to the challenge, right?
• 5:35
  I mean, I know this, but I just, you articulated, you know, the challenge of like we need to get in front of realtors with a different conversation.
• 5:41
  Did you see agent classes as a way to address that challenge?
• 5:45
  Absolutely.
• 5:46
  Absolutely.
• 5:47
  It's just, you know, good agents are always looking for ways to make them more money or save them time.
• 5:55
  And if you can bring something to them of value, that's going to do one of those two things.
• 6:02
  It's going to put you ahead of the rest.
• 6:04
  So I saw classes as a way of providing education and value in return to be respected in the, in the real state community.
• 6:13
  Okay.
• 6:14
  And, um, did you have any reservations or concerns about, you know, adding teaching classes to your portfolio?
• 6:24
  I mean, definitely concerns of like a people not showing up, but I think that's a concern of everybody and.
• 6:32
  I've had classes before and I apologize, I have done like first time home by our classes, but they were kind of like.
• 6:38
  Made up my own content and I've had somewhere we've had one or no people show up.
• 6:46
  Right.
• 6:47
  And it's just the guy that keeps showing up, you know, that classes, they are important and you're not going to get home runs every class.
• 6:56
  But that was definitely a concern of mine of putting in the effort to learn the material, being ready to teach it and then nobody show up.
• 7:04
  Right.
• 7:05
  We've all had that happen.
• 7:07
  Yeah.
• 7:08
  But it doesn't bother me anymore.
• 7:10
  You know, I mean, you get a little bummed, you're like, what the hell?
• 7:13
  I put that out there, but there's always something to learn from it too.
• 7:16
  You know, I could have marketed it better or.
• 7:19
  Mm-hmm.
• 7:20
  Taking a different angle on it and that's kind of my mindset.
• 7:23
  I try to just learn something from each one.
• 7:27
  So what do you think adding classes to your strategy for getting in front of agents has done for you?
• 7:34
  Um, so anytime I've done a class, it's been a huge benefit to me.
• 7:38
  I get a lot of good feedback.
• 7:40
  Um, it's actually open the door with a broker.
• 7:44
  I knew her before this, obviously, but.
• 7:47
  She wants me to get my classes certified for CE.
• 7:52
  Obviously to get a bigger turnout because she's seen a benefit of the classes that she's attended.
• 7:59
  She reached out to John and I both and wants us to get licensed with the state of Iowa to teach ease.
• 8:05
  Okay.
• 8:06
  Um, we know getting in front of agents, you know, it's kind of like a numbers game.
• 8:11
  And by the way, I'm not even, I don't even, because you and I don't talk that much.
• 8:15
  I don't see any calls, but I'm not familiar with it.
• 8:19
  It's like Fred and I feel like I'm always like playing in a launcher.
• 8:23
  I hear you.
• 8:24
  So I need to better understand like how many classes you've done.
• 8:28
  What's it resulted in in terms of conversations, referral partners, all that.
• 8:32
  If you can kind of just bolt off like that.
• 8:34
  So I've done four, four classes.
• 8:37
  Um, two of them being agent classes, two of them being first time home buyer classes.
• 8:42
  One first time home buyer class was a home run.
• 8:45
  Um, is at the height of COVID.
• 8:47
  I don't think people wanted to get out.
• 8:49
  So I did it over zoom.
• 8:50
  I had 25 people come and I converted five of those.
• 8:54
  Uh, the second one was a bust.
• 8:57
  And I think the, you know, this is nothing against the agent that I partnered with.
• 9:02
  But I usually don't partner with an agent on a class because.
• 9:06
  And you know, you get it.
• 9:09
  It kind of puts you back in a corner.
• 9:12
  And the first one I was able to market to all my past clients, all my past agents.
• 9:17
  So really get the word out for the first time home buyer class in this one.
• 9:21
  I'm not going to send it to all the agents and all my past clients that work with other agents to send to their people.
• 9:27
  Right.
• 9:29
  But.
• 9:30
  And then I did the chat GPT class.
• 9:33
  I've done two of those.
• 9:35
  How does go?
• 9:36
  Good. Good.
• 9:38
  I thought I got great feedback.
• 9:39
  Honestly, some of the agents were like blown away.
• 9:42
  With what it can do.
• 9:44
  And I got on really January this Friday when you got on when it came out.
• 9:48
  And it's just been trial and error.
• 9:51
  But after seeing your class and all the things that it can really do.
• 9:57
  It made it super easy to teach that to them.
• 10:00
  So I got really good feedback on it.
• 10:02
  That's how I got in the door with that broker to each more.
• 10:06
  Right.
• 10:07
  Are those classes the GPT ones in person?
• 10:11
  Yeah.
• 10:12
  That's not zoom.
• 10:13
  Okay.
• 10:14
  Got it.
• 10:15
  The reason the reason I like zoom to is I work.
• 10:19
  Two main markets are Des Moines and Quad Cities.
• 10:22
  They're about three hours apart.
• 10:24
  But I live in the Quad Cities for five and a half years.
• 10:28
  From Des Moines area.
• 10:29
  So.
• 10:30
  It just makes it so much easier to get.
• 10:33
  A bunch of people on there and a couple of aims agents on there too.
• 10:36
  So.
• 10:37
  It seems easier.
• 10:38
  But I know in person probably is better.
• 10:42
  We'll get you there.
• 10:43
  Hey, I'm curious.
• 10:44
  Back to the first time home buyer said you converted five of those.
• 10:48
  Any sense of what that was worth to you in terms of loan volume?
• 10:53
  About three hundred grand each or something.
• 10:56
  Yeah.
• 10:57
  My average on about 240.
• 10:58
  240.
• 10:59
  Yeah.
• 11:00
  I was in 2021 when I did it.
• 11:03
  And so.
• 11:04
  Right.
• 11:05
  Right.
• 11:06
  So about a million bucks then in loan volume.
• 11:09
  Yeah.
• 11:10
  Okay.
• 11:11
  Maybe a little more even.
• 11:14
  Sure.
• 11:15
  All right.
• 11:16
  So you've done four classes.
• 11:18
  This is again, just me curious asking.
• 11:20
  Do you have a kind of a set cadence?
• 11:22
  I know you have a baby coming up.
• 11:23
  By the way, congrats.
• 11:24
  Yeah.
• 11:25
  Thank you.
• 11:26
  Is that number one, two or one?
• 11:27
  Two.
• 11:28
  Number two.
• 11:29
  Yeah.
• 11:30
  That's awesome.
• 11:31
  I'm sure you do.
• 11:32
  The answer to your question is going to be, you know, changing.
• 11:34
  I'm sure.
• 11:35
  But I'm curious like what cadence do you have a cadence of frequency of classes or will you?
• 11:40
  So one of my loan officers here in the office.
• 11:43
  So I run a branch here in Des Moines.
• 11:45
  All right.
• 11:46
  We're actually going to.
• 11:48
  Em up on these classes.
• 11:50
  Mm hmm.
• 11:51
  Just for accountability purposes.
• 11:52
  And.
• 11:55
  It's just when you have someone else with you and you're kind of feeding off each other.
• 11:59
  I think it could be.
• 12:01
  Big for our brand here as well.
• 12:03
  So.
• 12:04
  Our goal is to do at least one a month.
• 12:08
  So we talked about results or outcomes.
• 12:10
  Anything else you want to add?
• 12:11
  Like in terms of, yeah.
• 12:13
  How you feel being a member?
• 12:15
  I mean, look at.
• 12:17
  Look at what I made from that one first time home address that pays for it for years to come.
• 12:22
  So.
• 12:23
  I think the value is there.
• 12:26
  And.
• 12:28
  Honestly, I've told you this before, but the only one that's stopping me is me.
• 12:33
  And I need to just do it and schedule it.
• 12:36
  And I found that.
• 12:38
  When I put it on the schedule.
• 12:40
  And like, market it.
• 12:42
  I have to do it.
• 12:43
  So.
• 12:44
  That's anyone that's looking to do it.
• 12:46
  That's the best advice.
• 12:48
  That I got from you in that, you know, it because it's true that chat GPT.
• 12:54
  I really want to do that.
• 12:57
  I mean, I like it.
• 12:58
  I like talking to agents and having that interaction, but.
• 13:02
  After the class, I was so happy that I did it before the class.
• 13:05
  You're like, shit, I gotta do this.
• 13:07
  Right.
• 13:08
  So putting it on my calendar and marketing it.
• 13:11
  It forces you to prepare and get ready for it.
• 13:14
  Well, it's like going to the gym, man, you know.
• 13:16
  Like they say, it's like if you're if you go to the office and you know,
• 13:20
  you go home before going to the gym.
• 13:23
  Perhaps you want to pack your bag and go to the gym first before you go home.
• 13:27
  No, no.
• 13:28
  By the time you go home.
• 13:30
  No, no.
• 13:31
  So the point being is our quote unquote best, you know, most successful meeting.
• 13:35
  They're getting the most results.
• 13:37
  It's like Liz Lafore, for example, in San Diego.
• 13:40
  She has her class to schedule out a quarter at a time.
• 13:43
  So she then she puts it out there.
• 13:45
  The entire thing for the quarter so they can register all the way up, you know,
• 13:49
  a quarter and so to your point earlier.
• 13:52
  It's there.
• 13:53
  She's got to do it.
• 13:54
  Yeah.
• 13:55
  No, it's true.
• 13:56
  I do need to be a little more methodical in planning and scheduling.
• 14:02
  You know, I need to just get it on the calendar.
• 14:04
  Yeah.
• 14:05
  So.
• 14:06
  No, it is.
• 14:07
  All right.
• 14:08
  Cool.
• 14:09
  All right, boss.
• 14:10
  Let's you go.
• 14:11
  All right, man.
• 14:12
  We'll see each other again.
• 14:13
  Hope everything's going good.
• 14:14
  Thanks, bye.