Ep #107: How to Get Alerted the Moment Your Leads are Ready for a Home Loan

In today's highly competitive mortgage industry, building profitable relationships with the 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 Cogill is a must-read. Chris 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. Hey listeners, Jeff Stimper, welcome to this episode of the mortgage marketing radio podcast. So glad and excited that you tuned in. I'm going to go all in on skills development, your talk tracks, your ability to schedule and set appointments to increase your conversions with rate shoppers, meet more realtors, become a modern originator. If that is on your to-do list, have you checked out the mortgage marketing program membership yet because it is your one stop shop, your single place where you can do all that and more. If you want to learn how to get better engagement, more response from realtors, drive more realtors, referral relationships, we help you do that every single month. We deliver a turnkey done for you agent class, right, soup the nuts, the PowerPoint, the speaker notes, the handout, the video tutorial of me teaching you how to give the class, right, everything you need, the customized flyer for you, branded for you. All you need to do is follow the process and system. We've got a whole series of modules in there to help you fill the room, get butts in the seats and then how to present with confidence. That in addition to a growing library of self-paced modules on social media and video marketing and Instagram and YouTube and downloadable checklists, shareable resources with your agents. What else have we got in there, scripts and talk tracks and Facebook ad templates? That's right. For those of you that want to get started with Facebook ads, templates, how do I navigate Facebook? Where do I start? We can help you with that as well. So for more, go check out mortgagemarketing.pro. All right. So let's get into my special guest this week. Got a question for you. What if you could discover that you've overlooked millions of dollars in missed loan volume for yourself, happened right under your nose and you didn't even know it, right? What am I talking about here? I'm talking about my special guest, Alex Consition and his company sales boomerang. What do they do? Well, let's see. To date, in just 13 months, they've helped clients discover over 5.8 billion in missed loan volume for their clients in just 13 months. So that's what they do. Why do they do it? So they can help more borrowers get better loans and build a lifetime relationship with you, the lender. And why does it work? Because they've got the most comprehensive borrower intelligence system in the country. You want to talk about data, right? You want to talk about machine learning and automation to help you be aware of when your clients are ready for a home loan, potentially ready for a home loan. That's exactly what they do. They've got almost three decades of mortgage and finance experience, technology marketing experience. And they've combined all these people and processes and technology to deliver what I think is one of the most amazing platforms I've heard about in a long time that help you capture more share of customer, help you build a fence around your clients, help you deliver more value, extend the relationship and engagement with your clients, but also the referral partners as well. And one of the things I'd love about this talk with Alex is you can tell he is dialed in in the mortgage space. He understands the role of you and me, the loan officer in the trenches in the field every single day. And you'll hear just listening to him as a lesson in scripting and talk tracks and how to engage with clients and referral partners. Even equally important is understanding how to leverage data to give you more at bats, right? Because if you're not in the batter's box, well, you can't swing and you can't hit and have a base hit or a home run. Sales boomerang helps you get in the batter's box, helps you identify when those customers using intelligence, when those customers are doing things that are indicative of them being right and the right time and opportunity for them to be possibly open to talking with you about mortgage financing. And there's a lot of things to go into that. So I'm going to let Alex explain it himself. He does a great job of that. We're going to put links to everything he talked about in the show notes. I would recommend you go to sales boomerang.com, check out a demo. They've got some new options on their service platform that may be appropriate for you listening. Even if you're just an individual lender, loan officer, you got a small team, not necessarily for enterprise only. So check out that in the show notes and enjoy this episode. If you like it, hey, leave us a little love, a little review wherever you're listening to this. All right. So let's get into this week's special guest, sales boomerang with Alex Kutzishin. Hey, Alex, welcome to the show. Thanks for having me. You bet, man. So I really enjoyed the conversation we had before in prepping for this call. And as you know, I do kind of a formal introduction separate from this. But I always like to allow the guest to give your personal version of, tell me what you're about, why sales boomerang, what do you guys do, why are you passionate about it? Man, you might need a whole hour for me to tell you why. I can't. You're ready? You're ready? Just sit back and enjoy yourself. Yeah. So look, sales boomerang is the first and only automated borrower intelligence system in a lending space. And look, I'd like to say that we're the ones that came up with this wonderful concept. But we really just stole it from some small companies around the world, like the Googles of the world and the Amazon of the world and the Googles of the world, that's the world. That basically said, look, there's nothing more important to us than overserving our clients, right? And to do that, we need to understand them. We need to collect data, and to collect data, we need to make sure that it's good data. It's not just random data, it's not just bad data. So we took the start of customer intelligence, right, and business intelligence, which has been used now going on. It's 12th year. I think the customer intelligence strategy needs big businesses. And so we took that concept and we said, what if we brought it to the lending industry from one purpose to one purpose only, to simply align the interests between borrowers and lenders, right? If we could eliminate all the friction of having to guess, and the way I like to talk about it, Jeff, is look, years ago, 20 years ago, maybe every fisherman would go out on a boat and throw hope in the water and hope that there's fish there, right? They've been there before. So usually there's fish there. That's what they would use. This worked before in this area, so I'm going to do the same thing. And then somebody came up with the fish radar. And today, 100% of every single fisherman, anytime you go deep sea fishing, every single captain is using the radar. Why? Because he doesn't want to waste time. He doesn't want to waste his time. He doesn't want to waste the people's time that paid to be on this boat. People who do this for businesses to hold, they don't want to waste the time. So they don't want to go fishing in places where they're in a fish. And if they have the radar, they know exactly what the fish it is. Guess what? They know what type of bait you're throwing the bird, right? That is sort of a very, a simplification of what we do here. We make sure to give lenders their ability to see everything that's happening inside their database. That's relevant. So they no longer have to spam their borrowers, their customers with random information, but rather pinpoint the needs of each customer and be able to over serve them, right? Hey, Mr. Mrs. Barrow, I know this is happening in your life. Let me give you the options of working with me on this issue or this opportunity. And if you want to move forward, let's go. And if you don't want to move forward, that's okay. At least you know that I know. All right. I love that. So in essence, what you're saying is you're providing loan officers, mortgage professionals, the ability to, I was, you know, a simplified version of this is to become better, you know, fish or men and women. But it's, I know a little bit about your tech is what you're doing is you have the ability to help us identify when somebody might be ready for mortgage financing need. That's it. Right? Okay. Yeah. So tell us when anybody in their database is ready for a loan or a loan, anybody in their database. Correct. All right. So, so how the hell does that work? Wow. So look, it's, it really is, it's interesting because so when we started getting into this, into this industry, Jeff, the first few people we spoke to said, this is revolutionary. Mm-hmm. Well, it sounds like, yeah. But I would correct them all the time. I would say, no, this is not revolutionary. This is evolutionary, like this was bound to happen. I see. We're just the ones that are making it happen, right? Like the electric car. Are you surprised that we have an electric car? No. No. You're like, hey, it was going to get there, right? Sooner or later, at some point, over the last 15 years, you were like, you know what would make it better as electric, some kind of electric driven vehicles rather than gas powered bombs, right? Which is what we're writing on. You know what I mean? That's a step from Elon Musk. You know what I mean? If you watch this, that was interesting. That was interesting. If you watch this interview last night on 60 minutes. Yeah. So, yeah. So he's, he's brilliant. He's just a whole different type of brilliant. So this is evolution, right? If you look at one of my business partners here, Ken Bartz, who owns Monster League, which is an amazing mortgage marketing company, he owned his own mortgage companies from 1997 on to 2003 where they were acquired by a wholesaler. And one of the things Ken said when we started building this company, he's like, Alex, I would manually do this, right? Somebody couldn't qualify because of a rate, I'd put them in a box and I'd say, hey, I'm going to check on this box when the rates go down, see if anyone can benefit. Oh, somebody's credit's not good. I'm going to come back to this box and take a look in here and call them up and say, hey, it's your situation change, right? Somebody didn't have enough equity. I'm going to look at that. Somebody said they're planning on getting married and having a baby over the next years. I'm going to document that and look in this box and see if that's really happened. Hey, Alex, you slept a year ago and we spoke, you said you're going to have a baby and you'd be ready to move out of that one-bedroom apartment and into a home or you didn't happen. No, it didn't happen. Fantastic. So all of these things that happened manually then started happening in silos. This company has this data, this company has this data, this company has this data, and so people went and bought data and they bought it and they bought it, but it was digital paper. Here's a box of data, look through it, figure out what you need from it. And so we decided that that's not the best use of data, right? We thought, what if we could marry the things together? What if we could marry the needs and where the data is and give it some rules and teach a system to do what a loan officer, a branch manager, a business owner was doing manually, but do it more efficiently because if you teach it, it's going to do it consistently automatically. So we decided to go and find all the best data providers of all the data that all of these lenders, brokers, all of these companies were asking for, we wanted to find the best quality data out there, and then we built a system that would automatically move the information from data warehouses and repositories of data to the lender, to the loan officer of that loan specifically, about a very specific bar, right? So listing alerts, equity alerts, credit improvement alerts, you know, life events, somebody getting married, having babies, debt information, all of these things, we collected from our data partners, and then we funneled, Jeff, you needed something, we funneled it to you when it's relevant to you and to the borrow, I mean, that's, that's, how do you, how do you get it to me? How do you funnel it to me? So we either through APIs, connecting right into your CRM, sorry, the department with all of you getting alert or something that says, Sam Jones, Jess, check your credit or something. Exactly right. Yeah, he just had his credit pulled for a mortgage product, and by the way, the reason we're telling you this, Jeff, is not only because this person is shopping, but this person meets your minimum qualifying criteria, right? You know, but parameters are about around it, so you don't even get that notification unless it fits your criteria. That's it. That's the point, right? That's the minimizes the noise, yeah. It eliminates the noise, it eliminates spam, and let's go back to the fishing scenario. Why would you put a worm on a hook when shark stony worms, right, they want something else, right? Or whatever fish and lights, whatever it is, yeah, where's, hey, where's my, where's my first mate? So exactly right, if you know the bait, and by bait, that sounds a little bit like we're trying to force somebody into something. So if you know the purpose of the borrow, right, intent, if they're listing their home for sale, you know what they're planning to do, that equity in their home, you know what you can do for them. If their credit has improved, you know what you can do for them. And so if you know the intent, and you're only positioning yourself for the value of that borrow, think about that for a second, the problem with this industry, and I'm going to butcher this a little bit because I don't have it in front of me, but there was a crazy statistic of something like a hundred and thirteen million leads were purchased last year for the mortgage industry. Did you heard the statistics? Yes, yes. And only what, five million loans funded? Right, right. So let's think about the waste, look at 113, it's enormous, the waste is enormous. I was at a conference, I was at a total expert conference in North Carolina last week. And somebody on stage said, hey, we sometimes have our clients opting out of our communication. That's a problem. Yeah. Why is your customer opting out of your messaging? Because they don't want to hear about it, because it's not relevant to them, right? So how do we make everything just relevant? I was at a different event with Anthony Costa and his whole group in Las Vegas, I won't tell the name of the person that said this, but I'll share the story. Somebody was telling me that their loan officer told them not to long ago, hey, I'll just use Bob as the name, hey Bob, I send you a lot of mail, sometimes it's important, so I need you to check it. Sometimes it's important, how do I know when it's important? Exactly. Why do we agree to only get important messages to me and everything else don't send to me? Just important letters. So if I get one letter a year, I know I have to open it. Otherwise, you wouldn't send it to me. That's the same concept here, look, Mr. and Mrs. Barley, we invest heavily into technologies and resources to over serve you as a customer, over serve you. That means we need to be able to tell what's happening in your life without you having to tell us. So we invest heavily, steal all this technology here, we invest into knowing when your credit goes up, when you have equity, when you live, all of these things, why? So we can be there for you and give you some options so that you know you don't have to start the process over with the whole new company. If you forgot about us, you can come right back to us, right? If just whatever happened, somebody should do so to another lender and you're like, oh my goodness, I forgot about Alex. Now we can call you and say, hey, congratulations, looks like you're back in the market. We'd love to give you a second opinion or show you different options of coming back and working with us. So all of these things we're investing into, Mr. and Mrs. Barley, it's for you, not for me, cost me money, like I can't, I don't win if you, you know, if you have to refine, it's not for me, it's for you. But I want you to know that we're investing into all this stuff behind us, all of this technology is for you. And that's the transparency that's missing from this industry, right? And what is transparency? So I'm going to stick on this subject for just a second. Transparency people feel is about honesty, right? I'm transparent on being honest with you, but just know what it really is. Control. If I'm transparent, you're in control, right? Because if I say, wait, wait, wait, wait, wait, if you're transparent, who's in control? The customer? The customer, right? I'm sitting here and I got this bottle of water and you're like, hey, Alex, I'm really thirsty. Do you have any water? And I'm like, nope. I see you drinking. And now I don't trust you, so I'm out. You're going to show. Right? But if I had a wall up, when we were just standing between a wall, you're like, Alex, I'm really thirsty. And I'm over there drinking. I can't help you. I have nothing. You have no clue. You don't know. It's right. So you're going to go check other places out. So transparency is not just honesty. It's about control. Hey, Mr. and Mrs. Barber. We're doing all of these things behind us for you and just know that I'm going to contact you about each of these things when they come up for you. Not for me. Yeah. I like that because that goes into the script, if you will, of like at the end of the transaction, I know some of the best practices for top LOs is when they close that loan, they start talking about, all right, let's talk about what's next. Yes. Right? And then that like interrupts the people's pattern. They're like, what do you mean? What's next? We just closed. We're done. And you're like, no, we're not. It's only the beginning. Yeah, exactly. So your technology helps do that. I want to let me get this. Yeah. It fits perfectly well. You're not saying that. I just want to make this clear for listeners. You're not saying, you know, I think everybody agrees like, you know, be there when it's important, when it's relevant and and and and reduce and minimize or eliminate the noise and all the BS and the recipes that everybody sends. But you're not you're not saying to never send them that branding touch point communication, right? Oh, no. Not saying that. No. Don't stop. Don't stop doing the good things. Right. Yeah. Red of the waste. Red of the waste. Okay. So here's, you know, okay, if we really talk about what are the real unfair advantages of anyone that's using a service like sales boomerang versus somebody that's not, right? No, number one, in 16 months now, we're going into 16 months of being like, we have discovered, I mean, this is not hypothetical numbers, 6.5 billion dollars. From our clients database is not the industry that they missed out on 6.5 billion dollars a month. I don't think about it. So how do you know you're, they missed out. Okay. So luckily we have really good data sources, right? We analyze the data from all of our data resources from the credit side, from public record side. And we can take a look at your database and say, hey, how many loans did you do? This is the loans you did this year. Let's take them out. Check this out. All the other loans that happened inside your database, you didn't do it. I see. You're in tune of 6.5 billion dollars. Anyway, I want to highlight that for a second. So you're saying you can look at an L.O.'s database, look at the loans they closed, look at the customers that are in there, that did a mortgage transaction that they didn't capture. Correct. Absolutely. Yes. Wow. That's pretty cool. I mean, and you're, we're seeing numbers anywhere. Every, first of all, everyone misses out on hundreds of millions of dollars. Sure. That's a thousand. But are you saying you can, we can bet a thousand or, or let's say up our average, that's what we're getting at. You can definitely up your average. You cannot bet a thousand, but you can step up to the plate 100% of the time. There you go. Step up. And the rest is on you, loan officer, you better have your game on. You got to swing for the business. The only problem is if you're sitting on the bench and the picture is pitching, you're striking out every time. You at least got to step up. If you're not even getting invited to the plate. That's right. If you're not in the batter's box, forget about it. Right. You're losing. There's no chance of winning. So, so number one, we help salvage all of those missed opportunities, or at least bring them to people's attention. Right. So you can have the ability to salvage. Yes. On the radar. Yeah. Yeah. The radar. Exactly right. Number two. This product gives loan officers confidence. And the company is behind them. The company is to. Right. Because if you can tell, so let's talk about that, any conversation, this or Mrs. Barrow, congratulations, which is your loan. Let's talk about what's next. We just did this. Nothing's next. Right. Well, that's not true. If somebody tells you nothing is next, that's the person you never want to work. I'm telling you, there's something next. You're going to have equity in your loan. You should know your options. You're credit. We gave you a loan here at 631 FICO score. Did you know when you get the 700? You get all new products. The world opens up to you again. Let's talk about how to get your score up. So we can get you into bigger, better products, and lower your payments. Right. One day, you're going to want to send your kids to college. One day, you're going to have this. One day, you're going to have this. You need to have someone on your team that's tracking these things and scheduling those opportunities up front. So let's schedule this right now. This is how we make what's next conversation even more important. I want to schedule a loan. I don't know a second. But Alex, just say that. You can schedule a loan with someone. Yeah, you can. Think about this. When you go to a mechanic and you get your old change, does the mechanic go, hey Jeff, please come back next time. Or does he stick a sticker in your window and says, I'll see you in 5,000 miles. No questions. Right. Same thing. I want to put a sticker on these borrowers to say, I'll see you at 80% LTV when you're rid of that MI. I'll see you at 700% FICO so we can get lower your interest rate. I'll see you at this time. I'll see you at this time. I'm scheduling that right now with you. Why am I doing this? The beneficiary? Who's the beneficiary? Just a borrower. Right. Overserving clients. That's the concept. Not possible without intelligence. That's pretty sweet, man. I mean, I didn't know this was going to evolve into an awesome scripting conversation. But it is. It is because so you know as well as I do, most LLs are not even having that conversation. Yeah. Oh, no, no. This is this. This is a all great interview should evolve to be more than what you expect them to be, right? Well, you're going to delete them and never show them to the world. That's right. That's right. Okay. So you have that conversation. Is there anything the borrower needs to do on their end? No. So the borrower doesn't have to opt in. Yeah. They just live their life. They just live their life. But that goes into your scripting. Like if you have sales boomerang, what you know, that goes into your scripting about, you know, part of my job is prune to help you manage your get the life changes, etc. And I mean, do you suggest people say, you know, one of the things that makes me different as an LL is, you know, I have a platform that helps me recognize when certain life situations happen. 100%. 100%. Yeah. I mean, look, we even tell our clients and LLs and training. We own the trademark. No borrower. Let me. That's awesome. By the way. So we own that trademark. It's beautiful. And we tell our clients to use it. We say, hey, Mr. and Mrs. borrower, we're no borrower left behind mortgage company. What does that mean? Yes. I look at what does that mean? So what it means is that we make sure that we track all the significant events in your life that could have an effect on your finances, specifically on your mortgage. Right. So you may fall into lots of credit card debt and not know that you can fix it with your equity. We're going to be there to help you. Your score may go up to a whole new level and you can reduce your rates. We're going to be there to help you. You have equity in your home. We're going to be there to tell you what you can do with it. It could be nothing. The best option maybe do nothing. But without knowing your left and the dark and the worst thing that happens is you bump into someone and they say, hey, Jeff. You know, you could do this because the industry has changed and you go, well, I wish Alex would have told me that. He's been my lender for six years. I can't live it in time. Right. We never want that conversation to come out of our clients and their borrowers experience. We always want the borrowers to know that they're in a no borrow left behind lender. And so the big, the big audacious goals if you reach him Collins, right. Is can there be a situation where your borrowers are your borrowers? Period. Think about it. Okay. Let me give you an example. You don't change dentists every time you need something done with your teeth. God no. You don't change mechanics. You don't change grocery stores, right. You may go to different grocery stores for certain things, but there's, you're going to go to the same one and pick up a gallon of milk every time. Sure. And so we believe there has to be a situation where the borrowers that are in your database are your borrowers and they come to you first. And if you can't help them, it is your job to point them in a direction of someone that can do a better job than you can. That's the point, right. And so the only way to do that is to add value outside of the transaction. Because a borrower sees the value of a loan officer as a transaction. I can't do this without you so you're unnecessary evil. And we're trying to say wait a second. There's so much more we can do for you. Because this is our specialty. We specialize in home financing. How many people don't know what they can do with their equity? I'd have to say more than 80, 90%. They don't know that they can pay off their cars or pay for college or pay off credit cards with their equity. People don't know that stuff. We have the curse of knowledge because we are in this industry. But the industries of the population as a whole, I think, misses so much about their home. Okay, race statistic black night. I don't know if you saw the statistics a few months ago. I posted on the fifth. 6.5 million Americans missed their opportunity to refinance this year. Which means there's an aggregate overpayment of $1.5 billion a month right now. Can you identify those people? Black night is identify those people. Yeah, okay. Yeah, they've identified those people. And so had sales boomerang been running in the background for every lender. It would have had an opportunity to contact this borrower with something that's better serving to them. And the problem is borrowers stop listening to lenders because they feel like they're going to be sold. Right? Like you're constantly sending me emails and sending me pieces of mail. It's not only that, it's also the fact that that lenders just loan officers, let's say, just stop contacting clients in most cases, right? You and I both know they and again, I'm not trying to, you know, just generally speaking. I know that's from every day. No, most people don't have their CRM setup to remain top of mind, which is one of the reasons why they're missing out. But secondly, if you had data that was working on your behalf that alerted you, right? That somebody is in that bucket where, hey, man, rates are four. This person's in a five in a quarter ding, ding, ding, right? Yes. Yeah. Does the heavy lifting for you? Absolutely. And being integrated with the CRM is very important part of our business model. Right? That we, you know, we talked about Gary Vanderchock and dropping the F bomb. Here's my favorite effort. Frictionless. Frictionless. Yes. Favorite F word. That's my buzzword for 2019. There you go. Frictionless. Yeah. So, so we were born with the idea of being frictionless. One of the things we said when we were building out this product, if a loan officer has to input data and export data from our system, we're not going on. It needs to be autumn, a completely automated frictionless. How do we make it frictionless? Well, we have to go to where their data is. So they don't have to tell us where it is. We go, let's say they're on, I'm just going to use since I used total expert already. Total expert. They're inside, there's data inside total management, right? Instead of a company sending us data, uploading it into our system that come into our system and exporting it out to see all the alerts, we connect right into their CRM. And a brand new lead, right? Enteres their system, instantly comes to see us who we're in for tracking. Nobody has to tell it. We told the system what to pull out, right? We taught it. And then when there's an alert in that person, it goes right back into their CRM and distributes it to the right loan officer at the right time in a right branch. About the right borrower. What does that get to the yellows in an email or what are the options there? Well, right through the CRM and by email. Okay, so an alert pops up in the CRM. Yes. And then we also handle all of their, so there's some direct mail requirements. When it comes to credit, not all the notifications, but when it comes to credit notifications, the FCRA has guidelines that say, hey, look, Jeff, if you're going to be tracking this borrower for this certain credit activity, you must deliver a firm offer for credit to them. Well, that was another part of our business models to say, look, if this has to happen and we're going to rely on lenders and brokers and loan officers to have to deliver this letter, they could find themselves in a lot of trouble because you get find her borrower that doesn't receive the letter if anyone reports it, right? So we facilitate the entire process for them. We send all the letters on their behalf for them. Same thing we tell lenders to tell their borrowers. This is all for them. This process, this direct mail with delivering of the FC is for the lenders, so they don't have to try to figure it out. Is that going to the conversation you have with the borrower, too? Just as a heads up, you know, that that might be coming in the future. I would recommend it. I would. If I'm sitting in their shoes, yes, by the way, when these things happen around credit, you're going to get a letter from me anyway, but I'm also going to call it texting. All right, let's play the flip side of this because you know, there's always the other side of the coin. Any examples of borrowers, like, you know, feeling like, whoa, whoa, that's a little kind of your big brother, right? Yeah, yeah, yeah, exactly. All right, so I always make a joke about this that yeah, we're the big brother you want. The only beneficiary is the borrower. That's the thing in this in this scenario. So we teach all of our clients that to meet those those objections handle. I know your credit score. Now, why do you know this information? Well, we invest heavily into resources. This specific resource comes from the bureaus directly. So, and we only do it for our clients. It's not like I'm looking at 120 million people. I have 8,000 people on my database. I only care about those 8,000 people. When a new person comes in, will be 8,001. That's what I care about. That's what I'm going to invest money in track. So yes, Mr. and Mrs. Barrow, we do know this information. We invest heavily in knowing this information for you. If you don't want to be involved in getting this information, track it off the out. You can opt out. Yeah, yeah. But this is for you. It doesn't cost you a penny. Where are the ones invested? I got to imagine when you present this, like, you know, people listening right now. I mean, you know, in some cases, the hair has to go stand up on the back here. Now, you're just like, holy shnankies, bad man. Yeah, exactly. That's exactly. They use exactly those tours, by the way. And then there's something down in the background. Right, exactly. So they know it's incredible. And I'd love to bring in some of our people in customer service or our success managers, or salespeople, the new people to the industry that have never been in this industry. Yeah. They didn't own a demo to hear 100% of the time. People go, wow. Oh, yeah, I'm looking at your, like, the screenshot of your dashboard here. It's nice. It's clean. It's great UI, you know? Oh, and we're getting ready to throw out a brand new dashboard. We have a brand new UI in January. Oh, we're glad. Brand new UI, brand new everything. We have brand new products we're rolling out. We built a relational database where everything communicates to each other. There's no more siloed. The listing alert is no longer a listing alert. It's part of somebody that had equity, had credit change, had a baby, lives in this house. It is giving you an entire profile of an alert based on a human being. So we're bringing it all together. Yeah, I wanted to, I was going to ask you about that anyways. Listing alerts. That's one of the features or elements of your platform. So explain that a little bit. What is listing alert? So listing alert tracks every single listing in the country. It doesn't matter if it's a for sale by owner or you listen to the realtor, we track, we have relationships with over 50 more hundred. Web properties online that collect listings from around the country. And we collect that data and we match it to your database. So if I'm in your database, Jeff, and I list my home for sale, you're going to know within 24 to 40 hours. You're going to know. Hmm. Well, we need a for sale by owners, right? That's which was the key thing when we went away from using MLS. We weren't getting any of the for sale by owners. We went to building this new process and all of a sudden the number of alerts went on. We're like, why are we getting more alerts? I mean, MLS is golden data. That means perfect. Yes, they have some dead zones around the country where they don't have information. But the real bump in the amount of notifications we got is because of the for sale by owners. It's not really kind of the market. Yeah. So we got 15% more alerts and we're like, where are these coming from? We don't get it and found out that it's coming from all the visitors. And so I'm listening to that from a sales marketing perspective. Right. There's a lot of opportunity to leverage that data right there. Well, there's the opportunity to leverage all the data that we're providing on. And it's by design. So, for instance, one of the things that that's happened is when I got into this industry, we started developing this product in 2016. One of the things that I bumped into a lot was people saying how important realtors are. And I'm like, why? They have their referrals. They have the leads. Yes. And that's like for the funnel. Top of the funnel. Well, and this goes to, you know, some conversations that Joe and Jeff from total expert. They're talking about in their conference. But is there really a funnel, right? So let's think about this for a second. The realtor has the top of the funnel, right? But they can't do this without lenders, right? There's no, a realtor can't fund alone. They can only show a property and hopefully that person qualifies where we can get it. So when we started developing this product, I saw this as a turn table scenario. I see realtors buying coffee for loan officers and taking them to lunch and doing presentations for them. Here's why. Because there's no such thing as a dead deal when you're using this kind of intelligence and this kind of tracking. If somebody doesn't qualify for a loan today, think about it. I'm going to give you a few scenarios where realtors sends you an opportunity. The person simply does not qualify because of credit. Our realtor is in the same position as loan officer. They have to eat what they kill and guess what they have to hunt every month because every month they start with zero. Every single year they start with zero. So if a loan officer can save one or two homes for a realtor every single year. And I'm talking about real homes, right? Our realtor sends a referral. A loan officer sends a deal because they're qualified, right? A loan officer will have qualified this person before he sends into a realtor. So there's a dynamic change there. You're hoping somebody qualifies versus they're qualified. They just need a hold now, right? So to be clear, be clear what you're saying is you said a save a deal. I think is what you said of a loan officer can save a deal. Explain a little bit further. Are you saying that if we, it's about qualifying or not. So you're saying if the buyer can't qualify what using your platform. Obviously we can bring that deal back later when they're ready. Is that what you're saying? Yeah, exactly right. When they're ready now, here's what happens. When somebody doesn't qualify and they are upset. They're not going back to that same realtor and loan officer. In most cases, when they're ready to go again six months from now, they're starting brand new to new realtor, need a new loan officer. It all happens again. We're trying to say that is not the best interest of the bottle. Why start again? Like, we know you're. But we know that's the fault of the individual. Unfortunately, right? Not staying. It's the conditioning of the individual, right? It's the conditioning of the individual. And then the individual. These people said no to me. They're trying to stop saying no. Not yet. I agree that you're saying for the good LOs out there that are listening. I know they're saying to themselves right now. Not me, man. I stay in touch and like help them do credit repair and all that stuff. But, but. No, no, that's perfect. So here's the thing for the good loan officers. They're, well, that's what they're doing this manual. Right. You guys are adding an automation to it. Amateur, this is borrow. We're going to help fix your credit with you. By the way, I have a system that will tell me when you're exactly qualified. We don't have to guess. Right. We don't have to pull credit randomly and see if you're qualified. Nope. I'm going to have 100% certainty in the fact when you're qualified. So let's just go ahead and fix your credit. Right. Let's work together. This just automates the process. Ads value. And as a loan officer to be able to tell a realtor, look. Every time you send them your referral, if they don't qualify, I'm going to spend a ton of money and resources. And when they are qualified, I'm going to bring them back to you so you can do the home for them. Now, let's know that scenario out the window. Right. That's a scenario when somebody doesn't qualify. How about when somebody qualifies it doesn't move forward with the home? How about somebody that's just shopping around? They started in January, talking to realtor is getting pre-approved, looking at homes. In their mind, they're really not going to move until October. Right. But they started the process early. And what happens? People are terrible at following up. People are terrible at knowing what's going on. Now, if I have sales boomerang, I can track all activity. That person just listed their home for sale. Holy crap, that we miss an opportunity. That person is inquiring, just literally inquired with somebody else yesterday. Hey, Alex, I see you're shopping for more. If we talked earlier this year and you were just waiting to pull the trigger, is this the right time? Let me remind you of why you talked to us in the first place and why John, their realtor, referred to me in the first place. Right. And by the way, John is, you know, we should probably bring John back into this as well. So, hey, realtor, trust me to look after everyone you refer to us. Every single person, we're going to know their life scenarios and guess what? By the way, the realtor is not allowed to know a lot of this though. All grand data? They can't know. Not allowed. So they can't even run this program if they want to. Interesting. So they must partner with companies like this. Right. Or with people who have this program. So not only is this giving you a chance to look at your existing databases, but all of your referral partners in relationships are strengthened. Right. There's a real, there's a real bond now. It's like, yeah. Realtor feels like if he sends you a referral and that person doesn't qualify, like you did something wrong. You know, particularly doing anything wrong, you're just looking at the situation. Right. So I love it, man. It's a great value proposition that, you know, that I've been preaching for a long time, but this actually gives you some teeth into that, you know. Yes. And a partner instead of a vendor. That's right. You know, a partner, not a vendor. Why do you send me referrals? Because I'm going to spend all this money on keeping track of them. And then as soon as I see an event, hey, hey, realtor, you sold this home five years from now. They're getting ready to move. I know about it. Not guessing. I know. I'm going to bring it back to you to see if you can help them. They were staying in the area of their moving out, whatever the scenario is. But I'm going to give you a chance on every person you sent to me to get in touch with. Right. And we're working on automation there. On sending things to their, to the realtor partner instantly. When you get a notification, something that says, hey, realtor partner, give me a call. One of our clients has some activities going on. I want to talk to you about it instantly. Without you having to go, who's the realtor? No, it's already in the data. So send them a message. So you input that data from the beginning. You're teamed up with, you know, Sally, you know, realtor and then wow. That's really cool, man. Very cool. Very cool. I love it. Well, that's all the things that we're trying to build in 2019 is relational communication. Right now, we brought everything together. You don't have to go to 20 different vendors to get all the things we get. You're all in one with a lot of the psychology behind scripting. Right. We have the scripts for every single word. We have templates, email and text message templates that you can input into your CRM to automate communication to your borrowers. Right. So where you go to a data company, like, you know, an experience and you'll say, hey, experience, give me this credit data. They give it to you. Then you have to figure out everything else. Right. And we say, forget about that. Not only will we get the best data, not only will we deliver to you without you asking for it, but it'll be automatically delivered to you. But we'll also tell you the best way to approach the borrowers with this. Here's language. Right. So now the next stage is bringing it all together. What does this alert have to do with this alert? What does this piece of data have to do with that piece of data? How do we marry it all together? How do we create a story around that person's profile? And who should know about these situations? Is it the realtor? Is it an attorney? Is it a range manager loan officer and processor? Who needs to be notified that these things are happening? Is it just a loan officer or should other people in the company be notified so they can begin? Remember the word friction. We're trying to eliminate friction. How can we speed things up and eliminate steps that have to manually be done? Oh, I just got this notification tap, tap, tap on my keyboard. I got to send this to someone. Well, why should you tap on a keyboard to send it to someone? When that someone should get an automatic, right? That's step away. So those are the things we're trying to bring together now. Is this completely automated intelligences? So to go back to that fishing metaphor, if you will, instead of like teaching all those to fish, you're like putting fish in the net, man. Yeah, we are, we are, we instead of teaching them to fish, we're giving them aquariums where the fish exist. You're giving them fish farms, baby, and tell them. That's fine. Yes, you can see them from all angles. From the bottom up, you can see what they're doing, what they're doing, how they're doing, and which fish are swimming towards food, right? Oh, shoot, that one is hungry. That's awesome. All right, let's do this just for a second time. We've got a transition. How would somebody, I mean, we know I'll put the link to your website in the show notes, salesbimmering.com. But what are the options for L.O.'s who want to learn more in an individual L.O. use this as a company only, tell us briefly about that. So, thank you. Yeah, great question. We started off as, so very interesting transition. In, in beta, we were working with directly with loan officers, right? Just trying to figure out if this was right. Sure. Once we've launched and formalized our products and all the things we're going to be offering in July 2017, we said, let's launch the food product, boom. And then the goal became enterprise. Because we realized, one, first of all, the product is expensive. You know, at that time, we didn't have anything less than $3,000 a month available, so that's an enterprise starting enterprise solution price. But recently, because of our relationship with Anthony, an aim and the whole idea to arrive in all those names that are coming, we said we have to find a way to create smaller package options. Still keep all the integrity of the process, of the automation, of the intelligence, but lower the price. So, yes, we can work with smaller groups or loan officers. Our ideal audience is still enterprise, because we believe that if the entire company is using it, it helps everyone in the company. Right. Right. Just one branch is using it. It's not like a CRM or some kind of marketing automation. This is one of those things where all of this intelligence helps everyone. It helps elevate the entire company, because of the confidence in all those things we talked about. So, yes, we can work with loan officers, yes, we can work with branches, yes, we can work with enterprise wholesale, we have wholesale, we have credit unions, we work with lenders, brokers, or depository banks. When you're talking about being an intelligence engine, it serves everyone. And I hate to say that because serving everyone, serving no one, but it serves everyone in their own needs, because they control the doubts. I want to get listing notes. I want to get equity. I want to get, they control the doubts. So, for them, it's going to make sense for them. For lenders sitting next to them, they wouldn't set the dials that way. They'd send them a little different. So, does that help kind of, was that? Yeah, no, definitely helps. I would say for those listening you want to learn more, obviously go to salesboomerang.com and request a demo, right? I mean, just start to investigate. Yeah, request a demo. You know, ideal, ideal customers are those that spend money in marketing and advertising that. Those that invest heavily in technology that have a strategy that aren't just going to try to use this to save their business, but to grow their business. This isn't a life vest, right? This isn't one of those products. This is a strategy. This is, hey, we're doing this. We're going to know everything there is to know about our customer base, which by the way, we try to change the word database, because data is cold to customer base. Customers are warm, right? Now you have a customer base because you're tracking all that information. So, yeah, go to the website salesboomerang.com, and then you can go to the website salesboomerang.com. You can go to the website salesboomerang.com. You can go to the website salesboomerang.com. It's a quick demo. We don't get into lots of heavy tech stuff. This is more about the fun things about what's happening in your database. Get a loan loss report from us. You can see all the loans you lost. I recommend having some kind of brown liquor available when you're listening. It is painful, man. Yeah. And it is. And we always laughed at, you better be sitting down for this. We were a very small group. And then they missed out on like $34 or $44 million in loan volume. Cheers. And they were a group that only did like $20 million a year. Right. They're a small group. And when they saw more than double of what they normally do actually came out of their database. Yeah. That was an eye opening moment for us. You know, I just thought about this also with the growth of the Helox now, with the equity and people playing at their local banks, right? That's a missed opportunity there. Absolutely. Yeah. Yeah. Yeah. Yeah. Yeah. And let me take this time on your show. I'm going to announce this on your show. All right. Let's go, baby. I was going to use LinkedIn. But I'm going to do it right here. Yeah. So. Yeah. You're reaching over $10,000. So let's do it. Here we go. So I am happy to announce that NNP has chosen me as one of the 40 under 40. Oh, really? This year. Yeah. Congratulations, man. Thank you. Thank you, guys. We need some brown liquor liquor to cheer that. So we're in the desk. We celebrate here all the time. We celebrate small and big ones. Wow. So, yeah. So we're excited about that. And excited to be in this industry since it's fun. Yeah. And that's why I wanted to have you guys on because this goes, look, 2019 is going to be a year of, I think, additional pivot and change and, and forcing Elos to become a modern originator, right? And part of that is intelligently leveraging data and to use your word, which is funny because I've been using that as well. Remove the friction. Last time you and I talked, it's just the bottom line is this is, is the companies that are setting the consumer expectation are people like Amazon and Uber and Lyft and Nest and all that kind of jazz and borrowers are starting to expect that as well. So your platform helps us get into that same game level, you know what I mean? Yes. Yeah. I mean, listen, it is truly leveling the thing. I feel where those companies are spending tens of millions and hundreds of millions of dollars to develop those things for themselves. We've created a standard process that doesn't cost millions and millions for somebody to use. Right. Right on. Alright, so people go check out salesboomerang.com. Let them know that you heard about it through the show mortgage marketing radio. Alex, man, I can't thank you enough for being here. Appreciate it. With a man, I appreciate it. Thank you so much for having me on. I had a blast. Yeah, man, anytime. And listeners, as always, thank you for tuning in. Appreciate you if you liked this episode. You know what to do. Share some love. See you on the next one, guys. Bye for now. Thanks for listening to mortgage marketing radio. One more truth in mortgage marketing. Get more free training and resources at mortgagemarketinginstitute.com. 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 if that you're in a place in your business where you simply need more purchase loans. You need to fill your pipeline with purchase business. 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