Ep. 127 - Featured PRO Member of the Month Closes $1M from Teaching Agent Classes

In today's highly competitive mortgage industry, building profitable relationships with real estate agents is essential for success. However, finding effective ways to secure agent relationships can be a challenge. With so many mortgage loan originators vying for the attention of real estate agents, it can be difficult to stand out and establish meaningful connections. Our new case study featuring loan officer Chris Coghill is a must-read. This has closed a remarkable 36 million in funded loans from agent referrals. And in this case study, he shares his proven strategies for building strong relationships with real estate agents and leveraging those relationships to drive more business. To get your hands on this resource, head over to LOKestudy.com and download your free copy of the case study today. You'll find actionable insights and practical tips that Chris used to close 36 million in funded loans from agent referrals and how you can, too. Don't miss out. Go check it out right now, visit LOKestudy.com and download your free copy today. Welcome to Mortgage Marketing Radio brought to you by the Mortgage Marketing Institute. More number one source for truth in Mortgage Marketing. Hey listeners, Jeff is in for welcome to this special episode of the Mortgage Marketing Radio podcast. I am so glad you've tuned in. We're doing something a little bit different on this episode and I wanted to share it with you guys because it's not too often that you get invited inside our private group of our Mortgage Marketing Pro members and I've started to do something where I wanted to highlight a member who's doing some great things every month. So what you're going to hear on this episode is an interview with my member of the month. So what I do in our membership over at the Mortgage Marketing.pro membership is we deliver a done for you turnkey agent classes that get butts and seats in the loans in your pipeline. We give you self-paced tutorials on social media, Facebook marketing, YouTube videos, content marketing, you name it, souped nuts, everything in there to help you become both a modern originator and to be able to accelerate your success with referrals from real estate agents. So I wanted to do something a little bit different in this episode. Very short kind of speed session featuring Shani Morris out of Lake City, Florida who is only about a year in the business but in the last 90 days because of Shani taking charge, taking action in her business and being a go-getter, she has closed about a million dollars. I think it's just a little bit over a million dollars in funded loans in her area over the last 90 days, 100% of that million plus dollars comes solely from her teaching agent classes. The reason why I wanted to bring this to your attention is because I know I talked to a lot of you who are unsure if agent classes will work for you. You've done them in the past, you didn't get great results and I'm a big believer that the success and anything comes from the system, right? That 94% of success is usually a system, about 6% is the person, right? Because you're not here in listening and a follower and subscriber to this podcast because you don't want to be successful, oftentimes it's just maybe you don't have the right system and plan to follow. So that's why I wanted to bring this episode of the podcast to you so you can hear directly from one of our private members in our coaching group at Mortgage Marketing.pro. The results they're getting in a very short period of time. You'll see more content coming from me on this topic, which is all about how, look, there's I know there's a bunch of different ways for you to build this business, right? There's Facebook ads, there's divorce attorneys, there's CPAs, there's like all these different things you could be doing, but here's what I'm a believer in and that is this, what works and what works now, what works quickly, what works consistently, right? Regardless of the market environment and rather than go off on a whole dissertation about what's right for you or this or which path is correct, look, here's the bottom line. You can't argue with me that if you want to generate purchase money, business quickly, right? Listen, last year according to the NAR, there was over 5 million homes sold, right? Existing homes, not even counting new construction, over 5 million homes sold in the country. 87% of that according to the NAR was handled by real estate agents. That's about 4.3 million homes sold through real estate agents. The question is, how many of those are you getting? Listen to Shani's story. She's only been in the business about a year and the last 90 days closed a million bucks exclusively by following a proven system and plan for teaching agent classes. If you want to learn more about that, obviously you can go check it out at mortgagemarketing.pro and see the brief video we put up there for you. So for now, hope you enjoyed this episode with my member of the month for mortgage marketing pro membership in this Shani Morris. Let's get into this week's show. Shani, what's up? Welcome to the member of the month's spotlight. Well, thank you, Jeff. It's great to be here. It's great to have you here and it's really an honor to have you here because you're somebody who works hard, follows through, doesn't just talk, but takes action. That's why I wanted to... That's first of all, I think the key reason why you get nominated as the first member of the month for our mortgage marketing pro community. Yeah, yeah. Yeah, yeah. Way to step up and earn it. That's an honor. How cool. Well, I just, you know, I really like to acknowledge people when they're actually doing the work, you know? It's like, it's like you go to the gym and the personal trainer, they make you do the setups or whatever. It's like, that's what gets the results done. And you could be doing a lot of different things and then you're busy, I know in your business and stuff like that, and you do do a lot of things. But what I want to do is just start with this, okay? Where were you at? Okay, so you've been a member now of mortgage marketing pro membership for how long? Since April, I joined in April and had my first agent class in May. So, a couple months now, a couple months, but I've been eyeballing it since you. I think you started it. What? It's the, the beginning of last year. Yeah. So I've listened to your podcast for years and I started hearing about it and I was like, man, oh, when am I going to do this? When am I going to do it? So, yeah, I finally pulled the trigger in April. So, when people look like your mortgage originators, right, they've got a lot of options at them. They've got a lot of people trying to quote, sell them stuff, different roads, different approaches they could, they could take to their business. Why? So, just to be clear, right? I mean, the crux of what we're doing is providing you a done for you agent class every single month, right? Right. Yeah. It's valuable to me to have that as an option where I don't have to really do anything except for study up on the material. I listened to your, the agent class, whatever it is that you do where you do the video tutorial of how you teach the class and listen to that. I kind of internalized it a couple of different times before I do a class and then I make it my own. I start practicing, but really I listened to those tutorials like I do your podcast because I'm learning stuff as you're bringing new agent classes to the table. I love to teach, I love to teach my clients, teach real estate agents, I like to add value to people and that's the goal for everything that I do in my business and so the agent classes really were alluring to me because of that reason. Why agents as a focus for you versus, you know, something else? Well, I don't know, agents, a lot of them have such bubbly personalities, they're easy to talk to, they also have such a need for really getting into the new market, the shift in the market, I guess. I mean, a lot of them in this area, especially, and I'm sure pretty much all over the nation have no clue how to kind of control their shift and make sure that they stay on top in their industry and their market and this really allows me to be able to help them with that and I have, I've actually had multiple agents tell me, you know, this is a really cool thing that you're doing to get more business for yourself and I was like, yeah, it has brought me more business, but I actually really enjoy it for the actual value added to other people's lives purpose. I actually sat down over the weekend and was like, okay, I'm going to do a 30-day challenge. My challenge is going to be that I'm going to start doing more outreach to brokerages and border realtors, offices and try to get into places that I've never been into before so that I can teach agent classes to people that I've never met before in markets that I want to hit in the state of Florida. So that is my new goal and I'm going to do it with these classes. And also you are relatively new in the business so I assume you look at this as a way to be able to get exposure, make an impact with agents. Yeah, yeah, I'm new. I really love meeting people and talking to people so that part is not really scary to me but it's always kind of been more like how do I make sure that I'm bringing value to these people rather than just, hey, I'd love some of your business, let's sit down for coffee. That's fun. I like to sit down for coffee but I like to also be able to say, hey, here's what I bring to the table. Maybe we can discuss how we can have a mutually beneficial business relationship. So you started in April. Here we are in July. So basically April, May, June, what, 30, 90 days, roughly? Yep. Let's bend the impact to your business, your impact to real estate agents and so forth, so forth, so far. Well, with two loans that are closing in the next week and a half, I will be at a million dollars so far, total loan volume closed because of the agent classes because I started doing this. Yeah. Wow. Congratulations. Really? I didn't know that specific figure. That's awesome. Yeah. Before the call, I really wanted to know exactly what it was because when I was figuring it out last week, I was like, man, this is way more than I actually expected and here I am like a million dollars later, it's totally paper itself and the coaching that we did also, whenever you offer that, that was a lot of extra value added. It helped me kind of push myself in directions that I'd never been before. So this really helps me. I love, I don't mind the public speaking side of it. I wasn't really thrilled with the idea of getting up in front of 45 agents for my first class ever creeped me out a lot, but once I got up there, I started off with a Facebook live and kind of ate my craft sandwich at the very beginning and then I started it off and it went really well. So ever since then, I kind of really enjoy teaching classes to big groups of people. It's a lot of fun. Yeah, it is a lot of fun. And so for those that are maybe unfamiliar, give us a little insight into, you know, you had like 40-some-odd agents at your first class, what do you do to ensure that these classes are successful for you? So I am sending out flyers, so I drop flyers off the offices the week of I send out video text to all of the big agents that I really want to be there. And let's see, for that particular class, it was the Board of Realtors, so they also sent out an email to their entire listserv and that got a lot of attention as well. They started getting a lot of RSVPs to that email. I'm just staying on top of the program. I mean, you've got a list in there in the mortgage marketing pro website, and I guess maybe it's actually a video tutorial of how to follow up and how to make sure that you get attendance and everything like that, and I washed all of that and I just kind of did all of the things that you said to do and it worked out. Yeah, you've fallen with that. It's a lot of people, so. Yeah, and you're doing how many classes a month on average? The last month, I think, let's see, I think I did four last month. Wow. And I've got one on Thursday this week that is the second one I've done at this particular brokerage. They asked to have me back whenever I before I was even finished with the last one, they like stopped me in the middle of it. And this is smaller group of agents, but they're like, we really want to also, we know you do the one on millennial marketing and we want to see that one. Awesome. Let's take a date so we take the date for that one. Have you found it relatively easy then to get FaceTime with agents following the class? Absolutely. It's super easy. Getting back in touch with people after the classes, there's no cold calling at all. Yeah, I love you, but you said that there's no cold calling at all and that's like one of the biggest challenges. It's funny. I took a poll of loan officers quite frequently and I asked them what's their biggest business challenge or the big focus for the new year and predominantly 80% or more say, you know, having more success with real estate agents. You know, and that's, I don't know if you've had that same thing, right? But that's kind of the passion behind this whole project is like, look, you don't have to call call real estate agents, you don't have to, you know, same is lame. You don't have to show up and look like everybody else. You can get noticed, get attention and you, that's why I want to acknowledge you because you are a proven testament to that, right, relatively new in the business. You don't have a ton of real estate relationships, didn't know a bunch of people. You just had, right, the friggin' worth work ethic, you know, to get after it and do it and you execute it and here you go, a million bucks later, right, just from battle. Oh, listen, all I can say is thank you, you know, I didn't want to take too much of your day because I know you're busy and I just want to acknowledge you, member of the month. Congratulations. I know you already have a podcast t-shirt, but I've got to find out some of their swag to create and send you trophy stuff like that. A sticker, just like make a sticker, I'll stick it on my laptop or something. I do have stickers, actually, but I think I sent you the shirt before I had the stickers, so we'll do something. Yeah, I wear the shirt religiously. I always, I'm rocking the shirt out at the brewery and stuff on the weekends and stuff. I don't have any other shirt that says anything about mortgages and I'm going to change that soon, but yeah, that's what I wear. Well, listen again, thank you so much and for all the listeners right now, you know, you've heard it here from from Shawnee Morris kicking it in Southern Florida, right? That's it. Thanks for being here. Awesome. Thanks, Jeff. I appreciate it. Okay, so there you have it. You heard Shawnee's story, how she's succeeding by teaching real estate agent classes. She's getting in front of a lot of agents, maximum agents, and minimum time she's able to follow a proven system and plan that gets her success and gets her success quickly. As you heard, she's closed over a million dollars and loans in just the last 90 days, solely from teaching agent classes. I encourage you to go learn more at mortgagemarketing.pro where you can watch a brief video overview of everything that's included in a mortgage-marketing pro membership. See if it's right for you. We'd love to have you. We're only looking for serious committed people who believe that the crux and focus of your business, purchase business should begin with working with productive high quality real estate agents, which we hope you do that. We hope you find them. We help you prospect them in a very efficient way, no cold-colding, no chasing, no begging, no pay to play. You heard Shawnee's story only a year in the business and a million loans in the last 90 days. If it's for you, go check it out mortgage-marketing.pro. Jeff Simp for your host. We'll see you on the next one. 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. Let's just face it, agents are still a solid pillar of business and sources of purchase business for you. Well good news. Our mortgage-marketing pro membership helps loan officers like you close more loans without the hassle of chasing agents or cold-colding. Done for you agent classes, expert training videos, a marketing automation platform that automates the entire process for you, everything you need to build your personal brand in your local market, attract and convert agents into referral partners. Plus, done for you proven marketing materials and plug-and-play content to make promoting your class, getting agents, butts, and seats, partnering with affiliates real easy. But that's not all. You'll also get access to our weekly mastermind calls with top L.O.'s authors, speakers, and coaches to learn the best strategies to grow your business right now in today's market. And as an extra bonus for limited time, for all new members, you'll get access to a database of 200 agents in your local market that have closed anywhere from 8 to 50 transactions in the last 12 months and we'll provide that list uploaded into our platform for you so you can get off to a fast start in reaching actually productive agents. So what are you waiting for? You can check out more at mortgagemarketing.pro, see more of the success stories there. And if you feel compelled to do so, book a call, we'll have a chat, we'll see if it's a fit. Don't miss out on this opportunity to take your mortgage business to the next level right now. Head over to mortgagemarketing.pro.