Ep #111: How Homebot drives Repeat and Referral Business by Helping Your Clients Build Wealth

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 Zimper, thanks for tuning in to this episode of the mortgage marketing radio podcast. So welcome. We're getting back at it by the time you're listening to this. It is probably if not already March entering in March, you know what that means? We're under in Q1, the first quarter of 2019 and the question always is, we need to do a look back. Where are you at? You're on track. Are you where you thought you'd be? And in terms of achieving your goals, have you implemented and stayed consistent? Have you stayed true to yourself with the habits and systems and daily and weekly actions required to be that person that you need to be to achieve the goals that you've set for yourself? I hope so. And as always, we're here to help you if at all you're interested in more help, meaning how do you succeed more efficiently, more effectively with real estate agents? How do you develop a personal brand? How do you engage with consumer direct online, Facebook, Instagram, YouTube, socials? How do you get started with video marketing? Run Facebook Gads. We've got a place for you. It's called the marketing program. You can check it out at mortgagemarketing.pro. We recently hosted one of our private coaching calls this past week in our private Facebook group. And I just got to give a shout out, I'm going to be trying to do this every single week, just to acknowledge people for taking consistent action because that's really what it's all about. So my shout out this week is to Ben Barrett, loan officer who is getting started in kicking off classes this year with Asian classes. He's already got his second one scheduled for March. He did his first one in February called Disruptor Die, 48 agents attended in a snow storm. And we talk about a lot of cool things that agents love in there. One of those is Alexa Flash Briefings. And you'll hear more about Alexa Flash Briefings coming from me shortly as I do have my own Flash Briefing, which if you have an Alexa device, you can simply say Alexa enable mortgage marketing radio. And that will turn my Flash Briefing on for you. But back to Ben Barrett, right? He took action, hosted a class, blew the socks off it, 48 agents in a full blown snow storm. One of the top 10 agents in his local city ordered Amazon Echo dots during his presentation. Two real estate offices called them afterwards and said, Hey, can you present that class to our entire office? And if that wasn't enough, Ben received a loan application from one of the attendants in attendance, whose bio rose already prequalified with a competing lender. I mean, folks, I've been preaching for a long time now about the acceleration and speed with which the no like and trust factor happens when you're in person, belly to belly, toe to toe, teaching classes, adding value, teaching agents to fish. That's why you'll catch me saying that the number one way to quickly and easily add more realtor relationships and referrals to your pipeline is by teaching agent classes, valuable agent classes like the one I just described to you. So kudos to you, Ben Barrett. We got a mortgage marketing radio t-shirt ordered up and in queue for you ready to send out to your way so you can display the swag properly. All right. I also have to let you guys know that starting in 2019, I have joined forces with drum roll, please. How's that for a drum roll? Not that good. I need a better drum roll. The industry syndicate. What is the industry syndicate? It is real estate's first media network. One stop shop. If you want to go one place to get access to whether it's real estate or mortgage, right? You need to go check out industry syndicate.com and I'm cool with that because you know what? That's say that the average podcast listener listens to on average six different podcasts per month and they rotate back and forth in between and I know that's for me too. So I don't know when I'm catching you. Maybe you're a long time veteran been with me now for three years. That's all I've been doing this or maybe you're brand new. And if you are, thank you for being here. Thank you for coming back and there's other good resources of information out there and you can find them all at the industry syndicate.com. So check that out. All right. So on to my special guest this week, we're doing something a little bit different in that. I hosted a Facebook live on my Facebook page at mortgage marketing institute and we brought in a few special guests. So our special guests for this episode of mortgage marketing radio are three people. Let me briefly tell you who they are. First of all, my good friend Todd Bookspan founder of win by noon. Hopefully you know him. If not, check out winbynoon.com all about how to win the day by noon. And of course, he's a key part of the mortgage community there as well. My other special guest is Ashley Miller, who is in biz dev with home bot. We're going to talk about home bot. But then we also have a special guest Jared Hamilton, who is a top producing mortgage loan originator that is talking about how he leverages home bot to drive more deals from his past client database as a way to stay engaged. They connected to be aware of when they are active or considering being active in the market. And this has given him great awareness and connection into his past clients as also using home bot as a tool to more effectively partner with real estate agents to generate new listings and repeat business. And it's just an incredible tool that I've looked at. I know a lot of other top producers are using because it's very hands off, if you will, non-threatening for clients and engaging. And so I'm just a big fan of home bot from what I've seen so far. And I encourage you guys to listen to the podcast. So check it out. As a matter of fact, one of our, another shout out, one of our mortgage marketing pro members. And that is Michelle Farman, auto who is once again president's club winner, top 1% of originators in the country uses home bot to, she said, gets an additional two to three deals a month that she wouldn't otherwise get because of home bot. So it'll be links to the show notes and all that stuff you want to go check out home bot. It is home bot. That's h o m e b o t dot a i home bot dot a i go to the website, check it out, watch some videos and you'll be likely to want to take the next step besides that it's so dog going affordable for you. If all you do is generate one to two loans a month, it is an absolute no brainer to add value to your clients and also to create a sticky relationship with your realtors to more effectively partner with them. So with that said, folks, let's get into this week's show. OK, so let's do around the horn here, quick introductions, I'll start from whatever it is. Top left of my viewing screen, Todd Bookspan, everybody should know who you are. But for those that may not, who are you, what do you do? Oh my gosh, I am Todd Bookspan and everyone shouldn't know who I am. My last title right now is the founder of Wind By New, which is sales and productivity platform. We've got about 2,500 subscribers between primarily loan officers and real estate agents as well as insurance and executives. And I spent 17 years in the loan officers doing what you guys are doing, running the $100 million team. My last year I produced was about 100 years ago, over 550 loans for about 114 million and change. And I'm excited to be here to talk about something that I think is a pretty cool, awesome product. Oh, and I just wanted to give a little plug. There it is. I got my Wind By New loan officer edition, my real estate edition. So if anybody's watching this live replay listening on the podcast, go check out, is it windbynewnd.com? Windbynewnd.com. There you go. Awesome, man. If you want. There we go. Ashley, what's up? Tell us all about you. All right. So I recently launched Homebot in Arizona in July. And Homebot is a computer software artificial intelligence program, which sounds really super fancy, but really it's a financial dashboard that we deliver to consumers through their real estate agent and or their lender. Awesome. Cool. And we are hopefully expecting a special guest, Gerald Hamilton, who's a loan officer who's going to come here and tell us a little bit about his experience. And obviously we're going to try and bridge Jared in here in just a moment. So all right. Once again, Jeff is in for Morgan's Marketing Radio podcast. Thanks for tuning in. We're doing something a little bit different on this episode. If you're listening to this on the podcast, it's coming from a Facebook live that we did. If you didn't, if you're listening and you want to see the video, go over our Facebook page or the podcast community group on Facebook, Morgan's Marketing Radio. Okay. So Ashley. Yes. You know, I told you the question I was going to ask you, let's start with the first part of it. What does Homebot do? So Homebot delivers a monthly financial digest to consumers and it ranges anywhere from the property value, the amount of equity they have in their property, what their options are with their equity positions. So if they're refinancing, paying off debt as student loans, as well as if they had the capability of using that equity to potentially purchase a rental property or an investment property. And it also allows them to see with their current property if they can Airbnb it and VRBO because you know everyone right now wants to somehow put their home or make money off their home. So it's an amazing tool that delivers this type of information that truly empowers your clients. So if a real estate agent or a lender delivers this to their clients, it's almost as if you guys are no longer lenders and real estate agents, you're almost like their wealth managers or their financial advisors for their property. So how does that work then? I get a sign up right, I do a purchase transaction for somebody, take me from the point of purchase transaction, how are loan officers integrating this into either pre or post sales process? Okay, so when they actually a loan officer decides to become part of home bar, they would put their clients information into the system, very simple, the owner's names, their property address and their email. We pull all of that data from public record and then we deliver it on behalf of the loan officer and real estate agent to the consumer. So kind of similar to, you know, a lot of people are out there, they're trying to find different ways to get in front of their clients and give them true value and keep top of mind. But with home bot, you just put your clients in there and we take care of everything else for you. Got it. Okay. And what's the communication? It's over email. It's a once a month. You control the cadence. Yeah. It's the email. It is once a month. And the really cool part is they can save it on their phone as if it's an application. Now it's not an app that they can download perhaps from the app store. But once they, once they open it in Safari on their phone, they can go to that little button that says, save to your screen and they can log into it as many times as they want just by clicking on their app. Okay. Awesome. Thank you for that setup. I can see we've got our other special guest, Gerald Hamilton. What's up, man? How are you doing? Sorry for the technical difficulties there. Hey, you weren't the only one having them. Trust me. All right. That's how it goes using these new platforms. All right. So we'd love to hear from you, Gerald, you know, brief bio intro, who you are, what do you do? And start there. Yeah. Well, my name is Gerald Hamilton. I'm with Cherry Creek Mortgage and I'm a loan officer here in Denver, Colorado. And so I just, you know, like probably most of the other people watching here just trying to help people get a great loan and get into new homes. And I've been on Homebot for about two years now. It started in the Denver market, I believe. And so we've been on this platform for a while. I love it. And I think my clients do too. Awesome. So thank you for being here. I know you're busy. Let's cut right to that of two years. So you sound like an early adopter with the technology. If you had to describe like the biggest impact Homebot has had for you either on the consumer or realtor side or both, why do you use it? You'll love so much about it. Well, you know, first of all, my clients seem to love it. So if they love it, I love it. It's been, you know, when I first saw the technology, I thought it was really cool in that, you know, everybody is going to Zillow to try to get an idea of values. Everybody's interested in property values. And so this was a way for me to be able to communicate value information to my client base on a regular basis. And in addition to that, there's, you know, some interactivity with the Homebot system that they could use and play around with. And it just seemed actually, you know, cool. So I figured that I would, you know, give it a try with my client base. And my clients, you know, seemed to love it. There's been a lot of enhancements that Homebot has done since I started in the system, which has made it better. And frankly, I don't, I don't really haven't gotten super familiar with all of the enhancements. But for me, it was just, you know, we could download our database. It was kind of a plug and play. And immediately after these went out, I was getting feedback from my clients. They were asking questions. They were able to get in there and kind of get an idea of how much equity that they actually had and what that could do for them. So just really created some stickiness and some back and forth. That worked out, you know, fantastic. When it came to the real estate agents, you know, then we were figuring out, okay, well, how do we, I thought real estate agents would also love this type of technology. Sorry about my phone there. So where they could do the same thing. Paul lead, Jared. What? It's probably a Homebot lead calling. There you go. Yeah. Right. Well, and honestly, most of the communication really is just via email. I mean, I'm getting a lot of these notifications from Homebot late at night, you know, when people are sitting there, probably in front of their computer and, you know, that's the report of the number one time that most people are searching for homes and looking for values at two o'clock in the morning. Yeah. It doesn't surprise me because I get these things kind of late, get them in the morning and then, you know, interact with the real estate agents. You know, we just also, it's a great tool that we can use to at least engage in conversations. Let them know that we have tools here to add value, try to let them know the importance of as opposed to their clients going to Zillow and then start poking around there and asking other real estate agents information about that that this gives them a platform to where they can kind of keep their clients in a little bit of a bubble and talk to them about that information. I've had some challenges with the real estate community that I could kind of at least relate to you in that regard, but it's still a great widget and a great tool. Wow. That's a lot in there. Thank you very much. And I'm actually looking at some screenshots right now and considering bringing that up as a screen share here in Homebot to give those that are watching kind of a visual representation of that. So how do you, how do you then enter the conversation of Homebot with your clients, Jared, at one point, are you, you know, offering that as part of right mortgages and their management and things like that? Well, the first really communication that I had with my client base, and I, we have about 2,000 people that I go households that I've done loans for over the years have been doing this for about 26 years. So we just loaded them in the database and we just, we, I've created, well now Homebot has a introduction email that wasn't available when I started doing it, but we just sent out an email, let them know that they'd be receiving this. This is a new platform. It's a free service that we're offering as part of our value that where you want to add to, you know, use as a customer. And we just plug and play and just, and just let it go. We started incorporating the Homebot discussion when we are doing annual mortgage reviews. So as part of our annual mortgage review, when we talk about value, you know, ask them, you know, how do you, you think values are doing in your area? We'll then talk to them about Homebot, ask them, you know, have you seen those emails? Not everybody, you know, sees them. It, email, we all get a lot of email in today's day and age. So I can't say that every one of my clients says, oh yeah, I, you know, I see that every month. There's some that don't, but then we, you know, let them know about it, talk to them about it, and those that do see it, you know, they, they really like it. But we'll, we'll incorporate that into our annual mortgage review. Interesting. So you're not in, you know, bringing it up, you know, because I know you, obviously, you referenced mortgage coach, right? So it sounds like you're a mortgage coach user. Is that right? Yes. Okay. Awesome. So I know there's a lot of, you know, training and dialogue around mortgages undermanagement and, you know, with differentiates you as a mortgage professional is, you know, you want to help them manage the biggest that they've probably ever taken on. So this is not the end. It's the beginning. Right. So I was curious that, you know, when you introduce that Homebot into that kind of overall mortgages undermanagement conversation, I heard you correctly. You say it usually happens at the end of the, is there like a handoff conversation with that or maybe I'm giving you an idea. I don't know. Yeah. Well, and Ashley, you know, Todd and I've talked about this a little bit, but and Todd's talking about how to really get right with, with Homebot. So I'd love to learn about this, but, you know, and how to incorporate it better. But really, we don't put them on home, I mean, we don't put them on Homebot until maybe six months after the sale is complete. I'm not really talking to them about, hey, guess what? You're going to get this, you know, again, how we've incorporated it was. We had this service, we dumped our database into it and we sent the initial email and then boom, we were off and running. There was a rocket science to it. All right. Does that tee up Mr. Todd Bookspan for any input? Best practices? All right. Well, I'll give you a couple of ways inside. So I have inside it to Jared's business because he and I have been good friends for over a decade and I actually served as one-on-one coach for the last two years. And what I saw over that time is actually a few producers in Colorado who were part of the early adopter crew. And so it was interesting for me to be able to observe how they were implementing it to their business. And so, you know, I have the observation into it a few ways, certainly through clients like Jared, who I, well, I'm not doing one-on-one coaching anymore, who I coached in the past as well as the fact that although I'm not involved in the day-to-day of our team, our team also has over 2,000 closed transactions inside of Homebot. And so when we implemented it based on what I saw, Jared and others doing, it's become the easiest way to create engagement with clients that I've ever seen. And anyone who's seen me speak about when, by noon, whether I'm talking to realtors or I'm talking to loan officers, I believe two foundational elements are to be what Jared has become, which is the trusted advisor by doing annual mortgage reviews using mortgage coach. And, you know, number one thing you need to know is what's an accurate value. Secondarily, I'm teaching realtors that when I'm talking to a room of realtors, I always ask the question, hey, why do your clients go online to look at real estate sites? And then nine out of 10 people shout out to look at home value. And I say, well, awesome. So if they're going online to get home value, then who do they see as the home value expert, that website or you, then they all go really quiet. And so I believe from a foundational perspective, I've been teaching now for 18 months for realtors to be doing real estate reviews. And what I found is is that if they use Homebot as a tool to support that, now you've got values getting emailed in this home digest to your clients every month and absolutely creates engagement. And what Jared alluded to is I created a tool on five ways to increase your client engagement and Homebot is one of those, is the added tool. So it's five ways to increase engagement than I threw in a tool to free-class thing that I threw together. But the key that I would tell you is, is that really from a statistical perspective. So I jumped into my team's homebot yesterday when I was prepping for the call. And last month, over 2,000 digests were sent out and it says 1,400 emails were open. But we all know email open numbers are focused, right? People just put them through their phones and sometimes their mail service opens it up. But what was the critical statistic was that over 1,000 people actually clicked on the email and went in the open to the website of the home digest as Ashley was talking about. And so over 50% of the people who received it actually engaged with the product. And the fact that it's creating that engagement, you can see who actually opened it up. So it gives you a reason to call. If it was you, Jeff, I could call you and say, gosh, Jeff, hey, just checking in to see how you're doing, knowing that you just looked at it. And then it also, as Jared said, it has these other engagement points and things. So they can run a little scale of how much extra principle they want to pay and how much faster they'll pay off their home. It does show them based on natural average rates, what they could say, but they were to do a refinance. It does show them how much buying power they had if they wanted to go buy a new house. It does show as Ashley said, how much they could rent their home for. And so it's creating all these different engagement points. And she mentioned the artificial intelligence. So if you have mortgage insurance that says, hey, do you want to know more about how to get rid of your mortgage insurance button, notifies a loan officer. Hey, I want to learn about getting rid of mortgage insurance. And the funniest thing that Jared told me yesterday was that sometimes people say I accidentally hit the button, right, Jared? And then yeah, he says it happens all the time. And they're still calling the client and creating engagement. So the bottom line is this is I find that loan officers and real estate agents are always looking for a reason to call people. And what Homebot does is it gets some people to raise their hand, which is super cool. And it also shows you who didn't raise their hand, but who's looking in the background so that you can be keeping in communication with those folks. And then also the flip side, I know that there's over a thousand people that my team should be reaching out to aren't opening it to find out, are you getting it? Is it going into your spam? Are you not reading it? Did you not find value? Again, it's creating a different engagement point. And so that's kind of not just super excited about something that makes it really easy for people in our industry to go out there and get more business. And then the last thing I'll say and then I'll shut up is the realtor piece is interesting because you have to take the time to ask them the right questions to see how they'll value Homebot. But the bottom line is is they need a reason to engage with their clients. They need a reason to be the home value expert. And every once in a while they say, but yeah, none of those online sites are accurate. And I say, well, that's the point. You know that they're not accurate, but your clients don't they keep going there. And so when you get a Homebot home digest, it actually says verify the value. So it asks for a CMA gives the loan officer a reason to reach out and reconnect them with their realtor. If they're working with the realtor gives them the reason to introduce them to one of their favorite realtor is if they don't know who their realtor was. And it helps the realtor and the client and you as their loan officer determine what is the accurate value today. And you created this new conversation on going just like the annual mortgage review to do this annual real estate review. And I really take Jared and Todd and put them in my pocket and take you guys everywhere with me. Just speaking the truth, super awesome. And I recently looked up Todd's your engagement rate and your engagement rate is almost at 70%. So that's not your open rate, but it was like 68.9% of the people that have opened it. They're actually continuously being engaged, which is pretty awesome. I don't know if there's any other system out there that has that high of an engagement rate. Well, a perfect example is because it spreads them out over, they don't all go out at one time. And so they spread out. And so my wife runs the team. There was three leagues that came in over the weekend. Somebody wanted a CMA compared to market analysis, loan officer sent that off to their realtor. There were two people who wanted to trade up, right, meaning that they wanted to look at buying a different house. And one of them was our longest loan officer on the team, our top loan officer. So that came in on Sunday. He got the lead from my wife, he reached out to him yesterday or Monday, had him pre-approved to go out reshopping by the afternoon. I mean, that created engagement that, who knows if that hadn't gone, if that client would have remembered that Mick was their favorite loan officer and called. And in this case, not only was Mick, now the favorite loan officer, he was also able to make sure they hadn't actually reached out to their realtor yet. So it's just one more tool in your belt. I just think 2019 is all about client engagement. And so, I don't know, I guess at some point, maybe Jeff, it'll be appropriate. I, the new client engagement teaching that I did with Homebot built into it isn't, it's like 90% done, it'll be ready to rock and roll. But I could give out the website, people could jump in there, at least see the videos on the creating client engagement part, and then they want to look at the Homebot stuff they can as well. Yeah, man, if you're all you want to give out? It's just winbynoone.info, forward slash five. And like you say, you'll see, when you get there, it's like 90% done. And I have no excuses. My goal was to get one by this morning, and you know, life just sometimes is busy. And I got most of it done, but I actually created additional content while I was working on it, because I wanted to give more, and when I wanted to give more, then that just didn't quite get that. Hey, just to clarify in the URL, it's winbynoone.info, forward slash five. Right. You know what? It's either the number five or it's written out by the FIVD. Okay. I'm going to put that in the comments right now. So, Jeff, I make sure that I covered it either way, just in case someone couldn't remember. You're good, man. I'm not info thing. And it's, it's free. It sends you a link. So you got to look in your spam, if you don't see it, and then you get in there and it's got the five ways to increase client engagement in 2019, plus a tool. And then that tool is, is homebot. Wow. Love it. Love it. Yeah. So a couple, I just want to give a shout out to some of the people watching live. Thank you for participating and commenting, Jimmy Joseph. What is up? Caitlin. Yeah. Caitlin, Caitlin Shives here. She says she loves using homebot, and I wish we were to know that because I had Caitlin and her, her loan officer, she's a business development person for WC Ford, who's a big producer at Guild. We had her on podcast episode number 102, going deep versus wide with real estate agents. So Caitlin, shame on me for not knowing that. Love to know more from you about how you guys are leveraging that. And of course, Kenny, I see you asking about the URL. It's in the chat notes here, Kenny. It's winbynoons.com. Sorry. Winbynoons.info, forward slash five. What else we got here? Back later, if you get it today, check back in 48 hours and it'll be complete. Awesome. Awesome. So Caitlin says she just started using it within the last 45 days. Caitlin, if you want to throw in any comments of a kind of like short term, I know it hasn't been that long yet, but any client responses or support from that. We'll get back to our panel in just a minute because somebody, Andrea, she has a question. I think I know the answer, but I let you guys, actually I'll let you take this. Do you have to have a realtor partner to use it? No, absolutely not. As a loan originator, you can join the subscription solely on your own. I highly suggest that you do partner with realtors. It helps you one, close the loop between the real estate agent, the lender and the consumer, as well as it gives you an opportunity to partner with a realtor and their clientele as well, because when you do partner, you have the ability to put your information in front of all of their database. So when the realtor's consumers have questions, they get to reach out to the loan officer, which is amazing to be able to partner with a real estate agent where you have the ability to provide really powerful intelligent information to their consumers that as a realtor, they may not be able to answer and vice versa. I'm going to say one cool thing is, is in most markets, a realtor can't sign up without a loan officer. So that's also a pretty cool thing that Homebot's done as they put you guys in the driver's seat. Absolutely. Oh, really? That's good to know. Hey, I'm curious to know when I heard that naturally, my brain goes to the pricing. We don't have to talk specifics, but how does that work if a loan officer's kind of the gatekeeper? How does that work for pricing in local markets and bringing realtors on and stuff like that? Well, pricing wouldn't change based upon the market and pricing, of course, has to be respite compliant between the real estate agent and the loan officer. So when the loan officer signs on, they have the option to co-brand with a realtor and when you co-brand, they do have to pay their dollar amount and the real estate agent has to pay their dollar amount. Okay. Awesome. Jared, I want to tee you up for a second. I think you might be the best person to answer this question. I don't know. We can have somebody else take it as well. This is awesome. This is kind of like Hollywood Square and whatever. You can defer. But I was going to ask you how, because you made a reference earlier to the realtor conversations, how do you engage with the realtor? How do you tee up that conversation and what are you generally finding the response to this? Well, in every relationship, it's a little bit different, but what I try to do, if I'm meeting with a new real estate agent, I'll just find out about their business and get an idea of where they are in terms of their overall career. Homebot actually, in the Denver market here, has become something that most people now know about. So if they're being introduced, your homebots being introduced into other states, being an early adopter, by the way, is probably a pretty good thing. What we did in our office is we had a number of loan officers that were interested in doing this. And we just did a focus group. And so we were inviting the real estate agents actually in to our office. So we could do a longer presentation, because it's a difficult thing to kind of try to sit down one on one with a realtor and explain it to them. When you get a lot of people in a room, it makes it a lot more impressive, and you can take a little bit longer. So we just say that, you know, listen, we've got this amazing tool that allows you to interact with your consumers, it gives them their own website. So where they can monitor their value, their mortgage, and how to really bring that all together into their overall financial life, it's something you really should see. It's cheap. It's very price-effective. You can load your whole database in, and you know, we're doing this seminar and give the date. So we were introducing it in like groups that meeting so that way, we could really get into the guts of it, show them it, have all the questions and answers going, and introduce it to them that way. And we provide the tools as well for the loan officers. So we have decks for them, like PowerPoint presentations, we have videos, maybe we did it two years ago. No, you didn't. No. Right. We have earnings. So we have short little videos, we have long videos, we spend a lot of time, or at least I spend a lot of time out here in Arizona, educating loan officers on how to prepare their real estate agents to become a part of it, but honestly, real estate agents love it. They absolutely love it. I mean, they are now defining their actual position. So when they're done with that transaction, and they sold that house, what's happening? Most real estate agents, maybe they had a CRM, maybe they were sending a pumpkin pie recipe, I don't know. But now we're putting them in a position where they can deliver this intelligent, powerful, financial information, and they can partner with their favorite L.O. Jarrett or Todd. Well, one cool thing, too, because I was asking in Facebook about whether it's only one L.O. Yeah, you're the person that they see on their home, I just every month, and then the cool thing is, is that if your realtor signs up their client, and their client sees them as it's their home digest, but when they get down and ask any questions on the financial part, because it has the same stuff in there about, are you interested in paying off refinancing or interested in paying more principal, then that goes to the lender, and it gives you a reason to pick up the phone, call your agent, say, hey, this client that I didn't work with, it could have been from another lender who worked with them, are you okay if I provide them the information that they asked me for, and again, you're creating that teamwork environment with your realtor. So it's just, again, one more opportunity, I'm all about avoiding shiny objects, right? If you, you know, my big belief is keeping it simple, but this is something that is an opportunity that you at least need to explore, assuming that you can build in the time to do the follow-up. If you don't have the time to do the follow-up, then you probably have some other things you should look at first. However, from a customer engagement perspective, adding value, this is huge. Yeah, that's a good summary, guys, and you know, this is making me think of I'm doing a lot of work right now, and looking at real estate disruptors out there, right? The Zillows, like, where 180 million people go on average a month to view real estate. And one of the things that I'm learning on my research is that you guys kind of alluded to this, and this is why I think agents love it, Ashley, and Jared, you've experienced this, Kenny, as well, is agents finally, I think, are waking up to the proposition that, you know, your value is not in, you know, the MLS or the homes. That's long gone, right? So you're not the gatekeeper anymore, but the real value of a real estate agent now is there's a lot of data when it comes to buying and selling a home on the lending side as well. And people, what they want to do is they don't want to have to digest and understand that data. They want a professional to help them understand digest that data. And so that's what I see just on a surface level. One of the things that Homebot does is provide some really engaging, interactive data right on your mobile phone in an awesome mobile first way, you know, that really helps people digest and assimilate data based on the current value of their home, right? Are they right for a possible refi and things like that? Caitlin, she came back to me and said she's only had it for like 45 days, but her and Debbie found it a great way for her as a loan officer to stay in touch, stay in front of their clients. And they've also received several leads from clients about potentially refinancing or is another play using the Homebot data to show you, right? The power you've got now of equity if possibly, you know, a move up if that's the right time for you. Absolutely. I mean, we live in the age of connectivity. I mean, you see people, we're now wearing, you know, our Apple Watches around our wrist. We're tracking our fitness, we can track our phone time on our phone, we can track our monthly expenses. I mean, literally, there's an app for everything and this is truly one of a kind and an application. Again, it's not an app that you can download from the app store and I'm going to reiterate that because I get that question all the time. But it's an application where consumers can track or can keep connected and track what their equity position. I shouldn't just say equity position because not everyone have a ton of equity, but they're a financial position with their property and if they own multiple properties and multiple properties as well. Yeah, absolutely. All right. So, Jared, back to you real quickly. I know we're kind of getting the end of our time here together. The $64,000 question, putting you on the spot, right here, right down here. So I have to have to drum. I'm nervous. I mean, that's what I'm thinking. Right. You're in your next book, Span, deals you can track from Homebot for your agents. You know, I mean, that's a wonderful question and frankly, I don't have a number that I can put on it because when we track all our leads and I know that over 50% of my business actually comes from my database, you know, either customers or repeat customer referrals. So when we get, you know, a client and do their loan again, I'm not saying, well, it's just a repeat customer. So I don't know if it was Homebot that was the impetus for that. But what I do know is that again, it's creating engagement. It's something that my consumers like and talk about when I'm talking to them on the phone. It's working. And I know that, again, I don't know how many deals that is, but I know that when it comes to the refinance stuff, you know, people have said, well, let me know that they want to refinance and we immediately call them on the phone and we get it going. I don't track that. Okay. That was Homebot. It's just a repeat customer, but it's definitely making an impact. And I could tell even over this last year, you know, the industry was down about 30%. I think overall, my business in 2018 was also down, unfortunately, was down only about 4%. But my purchase business was way up. Now, there's other things that we were doing in that. And again, it's about 20 to 30% in 2018 and my purchase business was up. But I think somewhat attributable to that is that, you know, we're actively engaged with our consumers using Homebot as one of those tools as well as our annual mortgage review to really make sure that we're in constant communication with them and letting them know that we're, we have their back and, you know, we're, we're the information source that they need to go to when they're thinking about selling or buying new real estate or refinancing. Yeah. That's a great point. I'm going to come to you in a second, Todd. But it kind of piggybacks on what I was saying just a moment ago about even though people are still going to go online, right, the various destinations and portals and all that kind of stuff. The whole point is they may go on there to consume data, but we still want to bring them back to us, right, being, being that personal brand that they know, like, and trust. So I think that's what you're experiencing as a result of your engagement you've got built around your past clients. Good, good stuff. Todd, did you have something you want to add, sir? You know, I would just throw in a couple of things, right, the cost is low, I mean, literally like for a realtor, I think that the Homebot statistic is if you can close one deal in the first 30 days it pays for a Homebot for 20 years. So when you're, when you're talking to a realtor, I think it's really easy because the cost is so low for them for 500 clients to get them in there that it's, again, it kind of makes it a no brain as long as they understand how to use it. And I think ultimately in the end, I mean, if you're doing the right things as a loan officer, right, use Jared as your example, you're keeping in touch with your database, you're doing mortgage reviews. All you do, and it's just one more tool in the tool belt that makes it so that you're adding more value and you're helping eliminate some of the noise, you want your clients to see you as the expert. And if you just send them a postcard every now and then or you just send them an email every month that they hit the lead on, that's not really going to get you there. Think about engagement in 2019 would be all I would encourage people to do and just be crystal clear with the system to follow up with people to reach out to the ones who don't engage. Awesome. Well said. Thank you. Ashley, you want to close that out for us here on any last comments? You're up. Yeah. Yeah, no, absolutely. And I love everything that Jared and Todd were saying about your current database, but I also want people to keep in mind. You couldn't use this as a tool to engage with your your renters, you know, people who are looking to buy as well, we have a buyer's platform, that's a part of it. So it's amazing that we launched at the end of 2018. We are really trying to become one of the largest innovators in this whole AI world. In fact, we just won the 2018 Realogy Innovator of the Year, which was really awesome. So Realogy has our back and I recently got to speak at Inman with Brad Inman and Beverly Hills at the conference. So we're out there and in Jeremy and early adopter two years ago and still having two years later, still loving it and liking it. That's awesome. I'm really proud that I'm able to be part of a company that not only, you know, I always say we want to inspire, educate and empower and I truly feel like through home bot I'm able to inspire real estate agents and lenders to become more connected to their clients, educate them on how to connect them and then educate their consumers as well. So I'm proud to be part of home bot. I'm proud to have people Jared and Todd that love it just as much and are out there preaching about it. And it's amazing. Thank you guys. I really, really am super grateful. No, yeah, I agree with you 100%. And that's part of why I wanted to have you guys on is like, I had think I told you actually I actually got exposed to home bot. I don't know, at least six months ago or more and it's been on my radar for some time. And so kudos to you guys for getting the Realogy, Realogy, sorry, Innovator of the Year award. That's awesome. And you hang with Mr. Inman, never hurts to do that. Jim Striker, what's up? So for those who want more information about home bot, Ashley, what do you recommend? Where should they go? The easiest place to go is homebot.ai. Homebot.ai. Could be more simple than that. You have a demo there, I believe, which is probably the best way to make an evaluation on home bot is to watch the demo. Yeah, obviously watch the demo. You can schedule one on one or you can reach out if you're in Arizona. You can reach out to me personally. Awesome. Great. Listen, guys, I know you're incredibly busy. Thanks for being here. Everybody watching live. Thanks for tuning in live. If you're watching the replay, thank you to check all the links we're going to put in here. If you're listening to this on the podcast, hey, we know you'll love you too. There'll be links in the show notes and feel free to come on over to our Facebook pages, whether it's the Facebook page on Instagram, you know what I'm saying, mortgage marketing radio, Facebook page, or the podcast community on Facebook, check that out on our Facebook group as well. So once again, guys, thanks. Have a great day for being here. I appreciate it. Hi, guys. Thanks, Jeff. Take care. Bye for now. Thanks for listening to Mortgage Marketing Radio. On more truth in mortgage marketing, get more free training and resources at mortgage marketing institute dot com. Hey, guys, what's up real quick? 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