Closing Five Loans from Teaching Classes

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