Closing $36 Million in Agent Referrals

In today's highly competitive mortgage industry, building profitable relationships with Real Estate Agents is essential for success. However, finding effective ways to secure agent relationships can be a challenge. With so many mortgage loan originators vying for the attention of Real Estate Agents, it can be difficult to stand out and establish meaningful connections. Our new case study featuring loan officer Chris Coghill is a must-read. This has closed a remarkable 36 million in funded loans from agent referrals. And in this case study, he shares his proven strategies for building strong relationships with Real Estate Agents and leveraging those relationships to drive more business. To get your hands on this resource, head over to LOKestudy.com and download your free copy of the case study today. You'll find actionable insights and practical tips that Chris used to close 36 million in funded loans from agent referrals and how you can, too. Don't miss out. Go check it out right now, visit LOKestudy.com and download your free copy today. In loans exclusively from agent referrals by teaching agent classes. And this conversation is with Chris, he and I, one-on-one, where he's unpacking more specifics related to the case study, which is available for you to download at LOKestudy.com. If you haven't done that yet, please go check that out. More details about how Chris closed 36 million from agent referrals. And this will give you additional pocket points, insight, and Chris's own input that you don't get from the case study. This will help to provide some additional context for you. And if you think this is something of relevance for you that you'd want to then pursue and check out leveraging yourself like Chris has done in his area, right? The tip of the spear being education, teaching classes to get in front of agents, get connections, build relationships and referrals, which is exclusively what Chris has done. If you want more information about that and possibly it being a fit for you, you know, you can always go over to mortgagemarketing.pro, detect that out. And so without further ado, I hope you like this conversation, a summarized version of the case study featuring Chris Coggel and how he closed 36 million in agent referrals. So without further ado, let's get into this week's show. The biggest impact is the last word in the question, which is the community. What I signed up for were the classes and the video ideas and anything else that I could get my hands on just to continue to generate ideas. But joining the Friday meetings that you host, that's really what's become the most in fact impactful part of my business because it allows me to ground myself and understand that the things that I think and feel and go through regardless of where my production is compared to somebody else, you're put in a virtual room with people all over the production map, but the conversations don't change. And everybody's there to lift each other up and also provide tangible, actionable content and ideas that you can go out and deliver immediately, so much so that I've called my wife to tell her about things that I've heard on that Friday call to say, oh my God, this is genius, this is incredible. So I mean, that's what's been the best part of it. And I thought that's the part honestly that I would like the least, but it's been the thing I look forward to in my week. It's awesome, thank you. Let's get a little more specific or tactical if you don't mind in regards to how has getting access to the content or classes impacted your ability to attract, capture, convert real estate agents. And I know I have a specific numbers from you of a previous, you know, from last year's impact your overall business. But what's generally the overall impact production wide and how has, how have we added value to what you already did, right, in terms of getting agent relationships? Yeah, I think the biggest thing is really redefining and allowing me to look at what's the follow-up process from a class because I've gone in and I've taught tons of classes. I now teach 50 to 60 classes a year. That's the only way I get business now is by teaching classes. I, so when I talk about impact to my business, I don't do anything else. I don't have to do anything else because I've become known as the glasses wearing guru and teaching all of these content, but teaching all of this content because I'm constantly doing it rather consistently teaching these and allowing agents to go and do it. So last year, I'll say classes brought me 36,554,196 dollars and helped me serve 133 families. Awesome. And that came by classes. So that, you know, I can go and help realtors and there is built-in trust because I'm leading from a place that isn't just being a commodity. I'm going out and saying, hey, let me help you grow your business. The way I put it is this, Jeff, is you got a lender that you use, great, keep them. If it's not broke, don't fix it. Where I want to come in is help you grow your business. Give me an opportunity with the business we grow together. That way you can keep your loan officers that you're already loving, happy, done upset me one bit, but you're getting something that's going to take your business to the next level. I'm going to help guide you through it and the idea is to treat the classes as a foot in the door strategy. So my follow-up calls are just about, hey, you either came or you registered, but you didn't come or you didn't register. With the hack, you know, and now it's taking these classes and turning them into, you know, my version of them that allows me to insert my own personal brand into it. And that's what your classes do such a great job at, is it allows me to say, I wear a bunch of glasses, right? I've got 28 pairs. And to the point yesterday where I did, you know, strangely enough, didn't have the pair that I needed, I wanted to, you know, that I had a black shirt with a little bit of teal. So I actually popped the frames off, or popped the arms off of one pair and trade an amount between glasses so I could coordinate, but it allows me to take the presentation because they're built in such a simple way, they're not overproduced, they're not complicated, that you can go in and place a picture of yourself on the graphic, on the presentation and really look like you are connected to the material that you're presenting. It's not, it's not okay, here's this color scheme is you can go in and change all of that. Everything is editable, which is great. How do you feel about, that's a good point, which makes me think of the, the ability for the, I'll use what Jenelle said, one of our members a few weeks back that she relies on the crutch of the content in that you don't have to be an expert with the material you're presenting. Do you, do you feel to your point about how it's designed, it's simple that the way it's designed in terms of, from a delivery standpoint, that the pressure is kind of off about, you don't need to know everything about reels, for example. So you don't, but if you don't, you need to spend more time with the video walk through. You need to spend more time with the Friday meetings and ask questions to the audience that have come before you and I look at it this way, there's one way to teach the class. There's a different way to present the class. And you, you have to look at it as you are your own case study. You, you're using this class as an audition for people to know, like, and trust you as an expert in your local market. And so when you use that as a digital audit for yourself, for your own business to gauge, where am I? Yeah. I, I, I say this, okay, we, and I'll give you some specific examples here. We teach all these things to realtors, but what is to stop a loan officer from digging in and doing it themselves? We can tell a realtor, hey, go look at the red X and pay 140 bucks and get 7,500 names a month scrubbed against the do not call us. But for the loan officer that also says, you know, I don't really want my business to rely on realtors solely. What's to stop you from signing up for the red X and then using Christina Griffin's model of slide broadcast and then plugging 7,500 names into slide broadcast and doing the exact same thing with people that are in orphaned neighborhoods. Hey, that's good. As a loan officer, hey, yeah. You know, and you change the scripting around, but we are a local staple in the community too. So these classes transcend, in my opinion, just a realtor. The value is there, but we need to open our mindset to understand that we're teaching you as a loan officer and a realtor how to do these things. Yeah. Some of the members have said that's sometimes how they're learning to apply, right? These strategies themselves as they go through the class and they watch the tutorial video and they're learning how to do Instagram Reels or whatever the thing is. Yeah. I mean, if do you know where to find the green screen mode yourself? Because what's going to happen when somebody says, hey, where is it? Yeah, right. The other thing that I really encourage people to do when going through these classes is you do an awesome job at putting them together, but you could release it on a Monday and the platform could change on Wednesday. They could add new content. They could change where the buttons located. And it doesn't necessarily mean that you need to put a new screenshot in there, but it does mean that you at least should open up the app. Go through the presentation and just say, can I find it? And if I can't find it, then I need to be able to communicate it when I'm in the room. Yeah. But the more we become familiar with opening up the map of this where we're going, you can truly direct people where to go. It's the same thing if you're guiding somebody through an online application. If you're not looking at it and you're trying to use memory of, okay, you're going to fill out this section in this section in this section. That comes across a little bit differently than if I say, do you see this part? You're going to fill that out. Let me know when you've completed that and we're going to jump to the next step. We're able to workshop it because you can go into it at the same time. It's good to know the territory. Sure. All right, maybe two more quick questions. If you got a couple more minutes. Yeah, man. This is a good one from ChatGPT. I'll just read it the way they wrote it, which is what would you say sets R to the stem apart from other marketing solutions you've tried in the past? One thing's most different. Is built for a loan officer, specifically to grow their business. I don't know of other, you know, you can go and get a CRM and it doesn't necessarily mean that that CRM is built for a loan officer. You have to tweak things around. Where this comes in and plays a different part is it gives you content. It gives you ready to deliver. You could download the PowerPoint and go and teach it. The speaker notes are there. Everything is there. It builds in jokes, it builds in questions, it builds in everything for somebody to go in and connect with people. I don't know of another platform that gives the CRM, the classes, the community, all in one box and updates them and most importantly through the community takes direct feedback and updates the classes based on the user's preferences almost immediately. And then there's an open dialogue that says, hey, I would like this. And if enough people on the call say yes, that sounds awesome. You're getting real time engagement and real change happening in real time and you don't get that without that connection. It's awesome. I appreciate you saying that, man. A class on buy downs and going over that and I had an agent call me or I had a loan officer call me and say, Chris, I just earned 34 unit builder because I wasn't prepared for my call and that wasn't awesome to hear. But the thing that was cool was he said, so I was saying, oh, what do I do? And I pulled up the presentation and I was able to just plug in certain things on my call that led to the value because it was presented in a way that said, oh, this makes sense. Interesting. That's cool. So to me, I think your class is, Jeff, or amazing, they do the job and more. And I think that the loan officer that goes out and sells rate and cost and the same things that everybody else sells will get replaced by the loan officer that learns to lead from a place of value first by offering these classes and saying, let me help you. Let me help you get one more deal, two more deals, three more deals. And depending on how many more deals that is, let's partner together. The other benefit is time that these classes save time. And the reason they save time is you don't have to create the content. But number two is, if I go and have one coffee with one agent who happens to be a high eye personality that spends an hour talking, it's not that that wasn't beneficial. But if I can put 50 people in a room for one hour, I've influenced the mind share of 50 people in that same one hour timeframe. But my follow-up call has become more intentional. It was what you filled out the feedback form. You said you got this, walk me through that, tell me. How can we, was this the, looking back from what you put on the feedback form to now? Was that still the most important thing? Was that still something that, hey, if we work on that together, would that earn the ability for me to get your business? I like that. In fact, tell your loan officers, this is what I do now. When I send out the invite, hey, if you have a loan estimate that you're trying to compete with or compare, customer doesn't even have to apply. But if you want to bring the loan estimate and have me take a look at it, let me know. And you said you've had some realtors bring in those? The last class I taught, I had two realtors bring it, I beat both deals and got two contracts on the spot from my classes and four pre-approvals in that class, the same day, not, not a week after, the same day, the teaching the class led to two contracts and four pre-approvals in the same day. I think two of the contracts came to me in my email while I was standing up teaching the class. That's fantastic. That's what you call instant results, baby. That's instant results. It's more than paid for the lunch. Yes. All right, man, listen, I really, really appreciate it. I know we've gone kind of over the expectation, but we obviously enjoy connecting. So thanks, man, so I can say. Hey, guys, what's up real quick? You've heard about the mortgage marketing pro membership before and I just want to quickly remind you of that you're in a place in your business where you simply need more purchased loans. You need to fill your pipeline with purchase business. Let's just face it, agents are still a solid pillar of business and sources of purchase business for you. Well, good news. Our mortgage marketing pro membership helps loan officers like you close more loans without the hassle of chasing agents or cold calling. One for you agent classes, expert training videos, a marketing automation platform that automates the entire process for you, everything you need to build your personal brand in your local market, attracting convert agents into referral partners. Plus, done for you proven marketing materials and plug and play content to make promoting your class, getting agents, butts and seeds, partnering with affiliates real easy, but that's not all. You'll also get access to our weekly mastermind calls with top LOs, authors, speakers and coaches to learn the best strategies to grow your business right now in today's market. And as an extra bonus for limited time, for all new members, you'll get access to a database of 200 agents in your local market that have closed anywhere to from eight to 50 transactions in the last 12 months and we'll provide that list uploaded into our platform for you. So you can get off to a fast start in reaching actually productive agents. So what are you waiting for? You can check out more at mortgagemarketing.pro, see more of the success stories there. And if you feel compelled to do so, book a call, we'll have a chat, we'll see if it's a fit. Don't miss out on this opportunity to take your mortgage business to the next level right now. Head over to mortgagemarketing.pro.