Ep. 134 - Featured PRO Member of the Month Explodes Her Buyer Referrals by Teaching Agent Classes

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. Welcome to Mortgage Marketing Radio. Brought to you by the Mortgage Marketing Institute. For more number one source for truth in mortgage marketing. Hey, what is up, everybody? Jeff Zimper, your humble host for this episode of Mortgage Marketing Radio podcast. So thrilled once again that you're tuning in and listen, if you're a long time listener, I appreciate you very, very much. Connect with me online on Facebook. Did you know we've got our own private group, our Facebook group for just for podcast listeners, the Facebook Mortgage Marketing Radio podcast community? Yeah, you want to join there? We've got access to more content, ideas coming together and sharing what's working across the country. Go to Facebook, do a search for the Mortgage Marketing Radio podcast community. There's also a link here in the show notes, easy for you to click over and check that out. We'd love to see you in there. And as always, I want to give a shout out to some of my loyal listeners who are taking time to leave a review online and here's a shout out from Michelle and Minnesota. Michelle says great show and so helpful. She put that in all caps, by the way, kudos. Hey, so Michelle goes on to say, I just found out about this show. I listened episode number 102 today and I know that I can use many of the ideas that were discussed in the podcast to grow and improve my business, specifically my realtor and referral partner relationships. I am so pumped. I found this show. Michelle, I'm so pumped. You found the show and that you took time to leave us a review. And if you haven't done so yet, hit me up on the Facebook's PM me. Let me know your shirt size and mailing address and let me get you off some podcasts. Swag. Matter of fact, got a t-shirt right here. Look at this, holding it up. So for you that are listening and not watching, imagine what this awesome soft cottony, let's see, is this 100% cotton? I think it is. It's gorgeous. It's beautiful. It's soft. It fits well. It's not one of those cheap shirts. So if you want to get yourself one of those, right? What to do? Leave us a review. And then hit me up. Let me know you did. Some of your address or shirt size. Send you a little podcast. Swag. All right. So there you go. Okay. So speaking of helping your business improve, specifically your realtor and referral partner relationships, this episode, we are featuring our member of the month. And you may or may not know that we have a private membership just for our paid members or mortgage marketing pro members. That is a growing community for those loan officers who want to take their realtor relationships to the next level, get more referrals and less time. And we also want to become modern originators and learn best practices for digital social media marketing. I'm talking whether it's YouTube, video, Instagram, Facebook, we've got the classes. We help you get started on your journey to becoming a modern originator. We support you with weekly live coaching calls done for you agent classes every single month so you can show up in your local market, not be same as lame marketing and calls and all that, but actually show up ad value attract agents to you. One of the things we do every single month is we feature a member of the month, somebody who is a member and get an after it and getting massive results and doing some really cool, amazing things. And this month we are featuring fresh out of Escondito, Carl's bad California area, Liz Reyes LaFore, who's only a better member for less than two months as a marketing pro member, but has already completed four classes and what you're going to hear is her story, her story of how she, the most recent class she hosted, which is Facebook ads for real estate, she had 40 agents show up for her class, unbelievable. And she's going to tell you her story about how she's attracted agents, how she's filling her classes, but most importantly, how she's creating a brand and a name for herself and excitement in her local community for agents want to come out and see her here and see the content that she's presenting by way of teaching agent classes and you're going to hear the stories about how she's gotten business. If I recall correctly, I think she's got like five deals in a pipeline, four or five deals in a pipeline just in the last less than 60 days through teaching classes. So we're going to unpack Liz's process for inviting for post class follow up and how she's leveraging video, how she's using bomb bomb and just really killing it blowing up in her local market. And she's very savvy and very smart when it comes to personal branding as well. So I think this is a great lesson just in general about how to be a modern originator, right? And leverage the tools that are available at our disposal and yet still not overlook, not get too far down the rat hole in letting go of your agent referrals relationships. And this has figured out a better way, if you will, to quickly and easily attract real estate agents to become partners, to want to work with her, to send her referrals and deals. And much of her success, she will tell you as well has come from her being a member in the mortgage marketing dot pro membership through teaching agent classes. And so if you want to learn more about that, they'll be links in the show notes. You can always go to mortgage marketing dot pro to check it out. We put a short video up there so you can learn all more about that or always reach out to me directly on the Facebook's or wherever. If you got any questions about that. So I think you're going to like this episode. Like I said, and so without further ado, let's get into this week's show Liz. Welcome to the show. Hi. Good morning. How are you? Good morning. Good morning from sunny San Diego. Yeah. Yes. Sunny is hot today. For sure. How hot is hot? Come on. Let's have a hot off. I have 75 degrees. I need a sweater. And 80 and one dying. Yes. And I also coach softball. So you might bring your out on the field. And it's like four o'clock in the afternoon and it's 80 of my dying softball season. So it's going to get to like 90 and 95 on Sunday. So I'm brutal, brutal. Yeah. All right. So listen, for the listeners, as they know from hearing in the intro, this is once a month I feature one of our members of our private, you know, mortgage-market pro membership of which you have been a member now, roughly, how long? Two months. Two months. Yeah. Yeah, two months. But you've gotten after it very fast. And that's why for the month of August, you are our member of the month. So I wanted to have you on to talk about like not only what a fast start you've gotten off to, but some of your results. But before we do that, just give us kind of your personal version of your 10-year in the mortgage business. How long have you been in it and what do you enjoy about it? So I've been in the industry for about 15 years. I actually got him when I was 19 and I actually got in, I used to sell cars and I got recruited to sell cars. And then from there, I got bored. And so then I wanted to do something else and so then I got in the mortgage industry. There's a movie that I can't pinpoint, but there's a movie basically where you go in and it's like ruthless every single day, you got to be watching it. And so I would go to work every single day and I had to get a score of 100% on my test or you'd be fired. Really? It was on 30 days. Now this is selling cars. You got the test? This is how I got into the mortgage industry. Where was the test though? You had to take every day for 100 points. That's my job. Mortgage or cars? Yeah, no mortgage. Mortgage. Okay, got it. All right. So you started somewhere else and that was the lovely environment there. That's exactly how I got in. And so I had to take the test every single day if you didn't pass with their specific percentage, you were fired. Really? It's like 40 people ended up with two and I was one of those two after the 30 days. Wow. That's how I got in. What were some of the things you had to do to pass if you will on that test? I was like, you had to learn what an arm was. You had to know the actual definition of every single different thing. Back in that time, what was the 15 years ago from 2009 to 2004? Yeah. That's so guidelines and all that. Yeah. Guidelines. You need to know the programs. You started out as being the telemarketer, the phone call person, and then you grew up to be the mortgage consultant. Uh-huh. Yeah. So career path. Yes. You were having sex. So funny. So you were, you were basically smiling in dialing? Yep. Yeah. You and me both. I can relate to that because my very first job was a subprime lender working internet leads online. Yeah. That was brutal. It was hot. Yeah. It's a good way to learn. Now, it's funny. You came from the car industry because I mean, that's frigging hardcore sales right there. Oh, yeah. Yeah. I used to sell Saturns. Oh my god. Back in the day. Holy crap. Well, those are flying off the shelves back then, weren't I? Not how I met my husband, actually, you sold them a Saturn? Yes. Oh, wow. Seriously. So you sold them a Saturn twice, then you sold them on honey, marry me. There you go. You are quite the salesperson. I love it. All right. So let's, so, so we transitioned into in their mortgage business and, um, all right. So what about the mortgage business? I always like to kind of like highlight this because what I get from you is that you, you're one, you're a passionate person, for sure. You're a high energy person, but I sense that there's something you like or enjoy greatly about the mortgage business. So I, um, I love math. Okay. That's always been my big thing. And then when I tell, and talk to clients or talk to agents, it's, I'm going to break this down by the math, because when I was in school, when I was younger, that was like my favorite topic. My favorite subject in school was math. So when I'm doing like the total cost analysis or any of that stuff, it's all broken down by the math. Yeah. And so, and then I love teaching. So I couldn't be the teacher person. Right. And I love teaching people as to how to grow and be better financially savvy because we came from a totally different situation and trying to get more financially savvy and more financially fit. And so to me, I feel like it's, I've gone through those steps. And I feel like I should be able to teach somebody, hey, don't go down my route. And apparently my route is the route of the typical person, don't budget. You don't look at your finances. You kind of just run with the debit card. And, um, and in talking to people, that's kind of my way in because, you know, I'm trying to educate them on how to be better for the future and not just like right now, where is the best rate and that's it. Yeah. Okay. Um, so you've always liked math and you have what I'll call the heart of a teacher. Yes. Right. So you like teaching people these concepts for being financially literate, responsible, understanding what their choices are when it comes to a mortgage. Right. Right. Yeah. Those are like the hallmarks of any, I think, high achiever in this industry. Wow. I mean, seriously, right? You've listened to a bunch of, you know, it's, it's true, right? I mean, you've got to have a knack for being able to teach and educate people, uh, you know, otherwise, what are you quoting price? I mean, so what? Right. Exactly. How do you differentiate yourself today? It's got to be, can't be just price. Right. Because there's always somebody selling the lowest rate and you have to be able to come from another perspective. You have to be able to show them that there's other value that you bring besides the lowest rates, the lowest freeze and you're going to close on a time. That's like the bare minimum. That's what I tell agents today. I'm like, that's the bare minimum for me to even knock on your door is to have the best race, the lowest, you know, the lowest fees and the close on time. And I want your business. And I'm going to answer your phone call like that and why am I even knocking? Yeah. Exactly. All right. Cool. So thank you for that background. The other thing that kind of stands out. I noticed about you. Well, let me ask you this question first is, um, what's your number one source of business? Um, right now it's just for referrals from agents. All right. So really set agents. Yep. Has that been, uh, a pillar of yours for quite a long time, 15 years in the biz? No. It hasn't. I used to work a bank for a really, really long time and it wasn't that way until I would say about five or five years ago until I realized that I had to switch my whole game plan and I went from being more refinanced driven to being more purchased driven. Um, and not only until about two years ago, did it actually start all changing over to being more purchased by source of less refinance? Okay. So, so let me ask you this question because this kind of transitions into the kind of the, you know, headline of our conversation and how you being a pro member, you're leveraging teaching agent classes. How were you, you know, over the last two years prior to you kind of getting access to our membership with done for you classes and stuff? How were you attracting real estate agents? So I, um, I'm actually in charge of caravan. So here in Escanito, I'm in charge of caravan, I've been in charge of caravan for going on four years. So it'll be four years actually this month and not enough. How do you not get bounced out of that position after four years? I'm like, the staple, they call me the triple threat because I actually part of the back page, the agenda print, the buyers wants the needs. And so when I get introduced, I am literally, oh, this is Liz before the triple threat because I do all three. No, it's funny because, uh, you know, I would figure there would be other people vying for that position, you know, competitors of yours. There's a lot of work and I've been doing it for a while. Nobody wants it. Do they? Nobody wants it because I. Yeah. And I've stapled in it like all of the different stuff before they, they would transfer this position of the agenda thing, um, they would transfer every six months. Yeah. Last time that it got transferred back like two years ago, um, you know, nobody wanted to transfer and I kept adding more stuff because people stopped wanting to do more like extra work. Yeah. I ended up being one thing, the second thing and then now I became the triple threats on the chart to basically all of it. So there's, there's an obvious lesson in here because you brought up the six month thing. That's what I recall too in Orange County where I used to work. It used to be rotate every six months. But how much, uh, how much business do you get from that being, you know, in charge of caravan? So my, I speak every single Tuesday, every, every Tuesday, I have a two minute speech. And so my two minutes speech is always inclusive in what my job is for caravan. Okay. Kind of success story as to what happened. So it's not about my speech is never about, hey, I got these great, great, great service. I'm going to close on time because again, it's like the bare minimum. So I'm talking with some kind of topic of something that happened in the last week. And so with your stuff, it was now, it's okay, let me teach, you know, I'm teaching classes at this point. But before it was, hey, this just happened or when I was working at the bank, it was, hey, this happened. I, you probably didn't think we could do it, but we actually got it done or hey, we were actually closing on time, which you've probably never heard of us closing on time before because we were, you know, the company in the adult was not commonly known for that. Yeah. So those are like client success stories or something? Yeah. Yeah. Yeah. Okay. And then do you get people agents coming up to you wanting to talk to you further and business comes organically by that? No. Seriously, you're joking? I sort of got it now. What? No agent approaches you? It wants to do business? No. So my way in was I'm going to talk. And then every now and then you'd have the agent that comes up, every now and then. Yeah. But my way was actually going to the open houses and people would go, oh, it's such a waste of time. I, you know, you're going to go out there from 10, 30 to 130, you're spending like three hours of your time, you're going to see those open houses, why? And to me, I was like, that's like I, I was very, and it sounds really stupid, but like there's over a hundred people. And so to me, I'm like, it's so intimidating to like, who do you talk to? Where do you go? And so to me, it was easier, hey, if I go to an open house, it's just me and them or me and like two other people. And so I would hook up my title of the book, hey, I need you to like just be that other person to hook up with me and then to go. And so that's how I would end up going to go see all these open houses every single Tuesday. But when I started, I didn't start by, I'm going to go because people go in and carry them and go, I'm going to, I want to meet two people every single time from the minute I start. I want to meet two people and I want to get two business cards or three business cards or whatever. I went in there, seriously, with the intent of, I just want to show up every single Tuesday, I don't want to be late. I'm going to sit in the back corner. I don't need to talk to nobody, I'm just going to be here for like three months. And then I'm ready, like by, and I said to myself, because I started at the end of September. So I'm like, when I'm done for those three months that I've done this consecutively, in January, I will start speaking, but I don't want to be the else. So my friend that was my partner that was going to come with me and we were going to like be, you know, each other's accountability about two months in said, oh, we signed, I signed us up. I'm like, you signed us up. And so, apparently she had us up, our, our thing was up at the top. I was the one that was going to speak because I was like, okay, what are you going to talk? She goes, no, I can't talk, I can't do that. So then I'm there, like shaking, trying to talk in front of like over literally this place is over a hundred people every single Tuesday. Wow. And so, and that's how I got in, I was just like, okay, I'm going to, now I'm just going to keep going. And because once you talk, you have to keep going, or, you know, you're just a spaghetti that fell off the wall. That's so, so she signed you up for that six month run without you knowing about it? Oh, yes. Wow. Nice. We're a good friend. I know, right? And she never came back. But that obviously positively impacted your business and your life and all that stuff, yeah. And then after the caravan, you would go out to the open houses as well. Yeah. Yeah. I would go out to the open houses. One of the recent things that happened just when I actually left the bank, so at the end of last year, I actually started doing more social media and more video and stuff like that. One of the things that I actually recently started, which was, I would say about two or three months ago, I would go, you know, do the same thing, go see the houses, and then I would start making videos out of it. So I would do what I call exploring a Spanito. And so I would take little video clips, and then just do four little mini clips of the house, and then do my like front intro of that house, and then go to the next one and do the same thing and go to the next one and know how many houses I could go see. That's what I would put on this video. So I started this. I want to say it was almost two or three months ago, and I would then post it on Thursdays. And so from there is where I started getting more agents where they started seeing my video and they started now going, oh, this is so great with this video and this and that. And then it's, hey, Liz, are you going to come see my house today so you can put it on exploring a Spanito? And so now I was getting special requests to have me go to their house so I could put it on exploring a Spanito that I would post on Thursdays. Wow. That's really neat. I want to talk about that some more in a minute, but right now I'm curious about, okay, so agents are asking you, hey, you're going to come to future my house. Did that then lead to meetings and eventual business? Yeah. So that led into eventual business. And so one thing that any time that I would meet somebody, I would put them onto my drip that I reach out on Monday. I call them work for my agents. And that's an email. Yep, it's an email. It's a bomb on email. Bomb on video email, okay? So I send out my bomb on video email and it's a mortgage for agents and it's like one to two minutes of something that happened, whether it's success story or something that I learned or, you know, I was, did one about condos and then the, the occupancy. So every single topic, every single week was a different topic. So I would send those. So once I met them, I would follow up and thank them for their time, send them a little video, send them my text message, but then I would stick them on my drip. And so that's actually, I would say probably the one of the biggest things as to how I've gotten in front of them and where I've started getting their business is because literally every single Monday at 8.30 in the morning, they're getting my bomb, bomb mortgage chip with lives on for my agents. Right. That's awesome. Obviously you read your analytics on open rates and views and all that. Yep. Yep. You're happy with it. Is it decent? It's decent. And it's actually the funniest thing is that the people that don't send me business or the people that are watching like the whole video or the people that are opening my email are like ones that are not giving me like the best referrals, but they'll still give me every furl, which is kind of funny to me, you're not, you're still, but that'll come over time. It sure does. And so and it's all just consistency every single Monday and how do you schedule your content out for that? If one goes every Monday, are you batching or how do you do that? Well, I batch it. So what I end up doing is actually I have a specific day. So I have Mondays, Mondays is usually the one hour, Wednesdays, and then I have Fridays. So I do anywhere, depending on the day, it's 30 minutes to an hour of videos. And I literally will, I use every note. So that's kind of like my lower note taker, but I have different topics because every single day has a different topic of a day. So I have that for mortgage chip for agents. I'll just think of something, something will happen and I'll just start writing down that idea and then I'll write down the next one and I'll write down the next one. Like I just did like literally three of them, this and that went about IRS, the other one about the down payment assistant, went about residency, I mean, it's just stuff that comes up. There's, I want to highlight something. First of all, there's no shortage of content ideas because you've heard in the past I'm sure people say, well, I don't know what to say, right? And I'm calling BS on that right now. That's baloney. I'm like, I mean, like I just had three conversations just today and I already have another writing list. So I like have another sticky that I'm like writing down stuff and then I have to put it on to my Evernote. No, there's always something that happens and one of the ones like last week was residency. Somebody, you know, came over and started living here in 2017, they needed enough time to be on the job. So you just told a story about that. Interesting. And was that, did you wind up getting the loan or was it just kind of the story about residency? I don't know, it's I ended up getting the loan. All right. So that's cool. Yeah. So there's a win there, which is nice. But the same thing that even when I lose, I'll still talk about it because because I had one where I like the, it was a kind of occupancy. We couldn't do it. The occupancy was over, if I remember correctly, like 60%, or 65%, not occupancy. The person wanted to do three percent down, I'm like, I know, that's not going to work. Had tied another lender that didn't work, came back to me to see if I can do it. I'm like, no, this isn't going to work. You need more down. And so, nonetheless, they had to back out of the deal. But that was an easy, hey, I didn't get this done, but you need to know this when you are risking, and you have a condo, you need to check this, check your tracks. Yep. It's a great educational point and it demonstrates your knowledge, your knowledgeable mortgage professionals. So, again, planning those seeds. Yeah, exactly. That's really cool. All right. So we're doing the bomb on things, the video, you're adding people. How many, how many agents are in, you've that outbound email database right now? I think I'm almost at 300. 300. And as most of that bend from like your stuff you're doing at the board, care of it, no? Yeah, anybody had meet, whether it was maybe like they got an offer, they were going to get an offer accepted, and then it turned out that they didn't accept or offer, if I spoke to them, I'd add them on my email. If I was just adding another person, another person, if I saw you at Caravan and we spoke, I'd add you on my email. If I went to your house, I'd add you on my email, it was just, and then if you unsubscribe, but I mean like, why unsubscribe for a set age, it's like really, really low. Right. Good. Well, because you're delivering value. And it's not the templated corporate newsletter and muffin recipes and stuff. Exactly. All right. That's awesome. By the way, and before we leave this point, I want to give you a huge kudos and shout-out because you did mention a moment ago about your exploring Escondito videos, and you've got a YouTube channel that I know you're working hard on because it's not easy to do this. I just really, I just want to, like, I do this applause when I saw this earlier kind of in prepping for this call. I didn't have any, I didn't know that you were actually doing this YouTube stuff. And that's really cool. I mean, I'm looking at, like, it's like you're a realtor almost, right? Doing the content, you're like exploring Escondito, how to get the swipe up feature without 10,000 followers, which by the way, I don't know that. And you've got the series exploring Escondito as well. So I think that what I love about this is, like, people look at the YouTube channels, oh, like, what's my views, and all, and you're getting a different benefit out of that in that you're creating awareness locally with agents. Yes. Yes. And then when I do the exploring Escondito, I not only do I post it onto my personal, so I post it on my business page, and then people don't know this, but you can tag yourself. So you can tag yourself on the business page, and you can tag people that you're not friends with yet. So that's easy. I mean, easy way of adding somebody like, okay, hey, I'm going to, I do my exploring Escondito. This is how I do it for a lot, but the only way you can be on here is if you set my friend request. So let's open up your phone and let's do the friend request right now. And so before I leave their house, we're already friends. And so I will add them onto this video, and then it'll automatically go to their feed on Thursday. I have an email that says, hey, by the way, just got released and the day before it reminds them, hey, if we're not friends yet, you need to make sure there were friends. And then I do like a brand awareness about this, about this exploring Escondito for 14 days. And so to them, they're like, well, that's like a no brainer, like why wouldn't you? And to me, my brand awareness, it's you're getting to know me, and that's all it is. I mean, yeah, that's brilliant. That's brilliant. And I'm watching one of your videos right now with the sound off, but you're really natural on camera. Was that always the way? Yeah. Yeah. You're joking. I'm not curious. Yeah. I'm serious. You were natural on camera all the time. Yeah. It was, it was, it was actually really easy, like, all right. So now people, no, no, you just alienated half the listeners. I was like, the, the, the, what came really hard was I didn't like the text on the bottom or I didn't like my, like, my logo wasn't like perfect or I like, I had this set, like, so I would like spit out videos, like really easily. So I would do like seven to 10 videos, like within an hour. And then like on the weekend, I was just like editing one after the other after the other. What are you filming with? My phone. Your phone. Your iPhone. I don't know. Okay. I don't think I'm using a selfie stick or just handheld. So I have my, I put all it going up and I think I left my selfie stick in another room. That's okay. But I mean, it's, it's just, it literally I just, yeah, but it's not a, it's not a, it's not a gimbal though. It's just a selfie stick. My gimbal, I, my, um, that, uh, is a DJ Osmo. Yeah. DJ Osmo is the, what I use it would I do, my exploring Escondito. Okay. I do my Facebook live that I do every single Tuesday, I pick a house on Tuesday and I do a Facebook live out of the whole house. Like go check it out first, be where I'm going. Seriously. So that's just another friggin nugget, right? More nuggets per minute. I mean, seriously, people, listen to that. You call up a realtor. Hey, do you mind if I, she got this listing, you mind if I do an, you know, a Facebook live on you, you know, Jeff, I, like, I, I was trying to get to this one house. I, I think it was like three weeks ago. And I told him, I was like, I'm going to do my Facebook live at your house. It was okay. Well, he had some stupid road. You could, like, I got a GMC UConn for having to say, it's like, I was not able to get up this dumb road, sent him a message, I'm like, Hey, I can't get up there. And so because there's like this big huge other truck, he goes, well, I'm having you know, but how can you come down on Saturday and you can be your Facebook live on Saturday? He's like, I think I can make it. So yeah, so it, and it's all stuff like, I mean, the stuff that I learned off of YouTube, I had to, like, put my little thing on the bottom. I mean, like, yeah, that looks really good. Yeah. Yeah. Yeah, really good. Recently, like, about the how to use your existing posts, like that was one of my most recent ones, how to use an existing post as a Facebook ad. Mm-hmm. Yeah. I saw that. Yeah. Yeah, that was good. And by the way, we're going to put links in the show notes for people to go check out your videos. So they can learn by watching you. That's sweet. Absolutely. Absolutely. Subscribe. It's WL is watch, like, and subscribe. Is that the acronym? I don't know. Comment. Comment? What would this WLC? Watch, like, and comment. Yeah. Like, comment, share, and don't forget to subscribe. Exactly. That's awesome stuff, really? I mean, seriously, okay. Talk about brilliant strategies that are, okay, do you have to learn some basic skills? Do you have to get over some fear of being on camera and stuff, perhaps, like some Of course, right, but look at I would say you you're now getting agents that are eager to talk to you In some ways. Yeah, I mean, I got an email this morning from an agent that didn't even talk to me at my class And he go hey like your class was great Can you sign me up for the next one my guess? Sure. I mean, I know who he was because he didn't talk to me Like I figured out who he was because where he was sitting and he was only person that he didn't talk to me. Yeah I figured that out, but yeah, no, it's it's teaching Teaching them all this extra stuff and helping them grow past, you know, great-rate and great service There's so much other stuff that you can teach people So let's do this just for a sake of time. Let's get into some specific sense of for those that are curious about you know What you've been doing with agent class so far Like we said you you've been a member now for like I think about about two months or so, right? Actually, I remember it was actually a month Actually, yeah, because I do my last my first class Wow, okay, and now how many classes have you done so far? Three four four okay four classes and your most recent one I know you just had which was Facebook ads for real estate agents and that one that one blew up you had like 40 people or something Yeah, 40 people And where did you do it at? At the NSCCR so the border realtors Does it cost you to host a class at the border realtors? No, okay good All right, so you had about 40 agents in there what's been just you know I don't want to sound self-serving, but there's a lot of people it's funny people reach out to me after the podcast and they're like Yeah, I've been hearing you talk about agent classes and I just you know haven't done it yet So what's the the biggest benefit one or two of them? For you what doing the classes now? So my biggest benefit I am in front of more eyeballs at one time I was doing social media one-on-ones So I Kind of goes back to that. Hey, I wanted to learn more and teach you more of icebergs and that great great service thing And so to me I invested a lot of time in learning on YouTube and Understanding Facebook understanding like really what comes along with algorithm and all that stuff and so to me I was like okay, I need to learn how to do it for myself and how to create the YouTube channel and how to do all that and how to do my movie But also now I can actually help an agent so I started doing social media one-on-one so I would do a 30 minute Like on a zoom call. Let me dissect your situation your You know, whatever it is whether you have social media Yeah, start there because most of them down there Um, and then go from there and I then I would just it was kind of like a coaching call of per se that I Every couple of weeks with that who do those different people and so then I got to the point where I didn't have enough time to do more of them And then I ended up having my one agent that it was I was just happy to do my one my one What on one with her but she goes oh, yeah, no, I'm an invite, you know This this person and that person and this person and that one person turn into three turn into five turn into seven turn into ten And that's actually how I hooked up with you was because that literally happened in like three days And so to me it was like my biggest benefit out of just the agent classes is the eyeballs I have When I'm talking up in my two minutes that I have a caravan I mean, I had seven people get added to my class on Tuesday Yeah, in two minutes Yeah within my two-minute speech, you know, and I I literally blurbed out something that came from the Facebook insights That got released out a couple months a couple days before About how you know real estate agents are never going to you know go away But it's important that they learn all of the new steps and all of them And so um, yeah, it's it's truly just So um What happens or what generally happens for you after you host a class? I assume you're following the feedback form right fill that out all that can they turn that in It's got some quite are you able to set meetings out of that and referrals have come Yeah, so I um so I give out the feedback form right and right as I'm doing the wrap-up part Um, so I'll actually do my my own wrap-up and as I'm doing my wrap-up I'm literally walking around giving them out And I purposely don't give them out before because I don't want them looking at it filling it out I want them looking at my screen And have like my own projector my own screen that they're looking at the whole entire time So I actually don't even give out like you know the PowerPoint so they can take notes They have like just a regular no-cut other taking notes on And so the um that feedback form everybody filled out And when they fill it out good or bad whether they like it or not and I actually only had one I had two people one person told me that they didn't want me calling them But they wanted me to follow up with their leads because they had two newly turned And I was like okay, all right, that's fine And then Um, it's funny that he was he had checked up. No, he didn't want a copy appointment But he's also the same person that sent me an email this morning that said he wants to come back to my Instagram class so Well, and so that's I actually that's just sometimes an indicator of They're not open a meeting with you yet But the fact that they said they want to come to your next class, right? Everyone isn't jumping to bed on the first day, right? I mean, so you got to do a little dating ahead of time so it could be a process Yeah, exactly and so my My steps to the end so it's basically you have my wrap of my feedback form You know I'm having the end of conversations. I don't pick up business cards I had one of my title reps and oh, you know, do you want me to grab cards for this event that I had on Tuesday? I've everybody said you know who everybody's in here. I'm like no, I don't want to she goes really She goes you don't want their cards. You're not going to do a raffle thing. I'm like no, not I'm like, I don't want to do a raffle and I don't want their business card because if they fill out my feedback form And they don't want me calling them. I don't want their information So why am I going to talk to them if they you know, obviously they saw no benefit no value For me So so that was always my you know my seat of mine on that and then nonetheless on the feedback form It's got their info anyways the name of one email. So I don't need any of the other stuff. I could pull it all up So I didn't need to do that But then after that so then I send out a couple different things So I do a bomb bomb. Thank you. I was doing it individual like With doing it through a text message and that but then this last class realized that I couldn't do that anymore Because my classes got larger and then yeah, I like I can't do 40 videos and No So now I do an evergreen bomb bomb video that's just says thank you for coming to my class Please book a bowl of law and that goes out on day one and then I have a follow-up that actually comes along with the Whatever the like the extra that you're getting. So it's like the ultimate marketing that you're getting So I have that and then I follow up with them on a text message Later on that same day, so that's like day day one day two day three I follow up with a text message and the text message all it is just you know Thank you so much as respond just send you a quick text. Here's my contact card. Here's my share contact Just you can save it on your phone if you have any questions and then And then that's like that's pretty much it like then from there I actually just say them on to my phone I and then from day five to day seven I'm just calling to thank them to see if they have any questions from the stuff that they've already received And then um during that time though. I've already added them onto my list of my Bama real estate agents I've had my CRM So they're automatically going to be getting the stuff every single Monday. So I'm not I'm not following up with them with the intention of Hey, we should we just met so let's set up an up a copy of like right now It's more like I'm showing you the value little by little and then like a week later After you see like all my value Why it makes sense to do it and I actually I don't like doing copy of payments Personally, I like doing calls because The way that I bring it to the agent. I'm like you don't want to get out of your office I got stuff to do you know you're gonna have to save you 20 minutes from driving there or you've been 15 minutes driving there 15 minutes driving back. Let's do a quick 15 minute zoom call and we'll just go from there Yeah, I don't know if we're not no big deal. Well, you know, just just keep receiving my info I like that. The zoom zoom angle is brilliant. I wish I had thought of that, but you did so You get the credit Then then tell us a little bit about the Business that's been generated by your process So um and I've only been doing this for about a month Mm-hmm. Yeah, about a month So I have um two pre-approvals that um that I'm going on right now. I have another referral that I got from another from my previous class that I'm finishing their pre-approval today um my the agent where I first started doing this class I actually have a new us go with her right now that actually is going to close in a week um Yeah, so and then the then there was an agent that came to my class the first actual class Yeah, he came like 30 minutes late and then she just sent me another a semi-referral. So um and that just started I mean like I I'm only I'm not even like a month in like the This is truly on this 27th of July So uh this is interesting when I hear this that's incredibly exciting right because it's it's it's Whenever I hear that right I try and not get um Used to hearing success stories right and keep it fresh and I'm just so thrilled when I hear the results You're getting so fast and I try and remain curious as to Why do you think that happens? Why do you think it's like you do two or three classes you meet some agents and all of a sudden They're like sending your referrals and deals and it's not like you've been working them for a year or anything So why do you think of that happen so fast? To me, I think it's I'm very upfront. So if you haven't gotten that yet, I'm very But I'm very kind of chase and so you know, I'll tell you the good bad evil whether you like it or not And so when I tell people I'm like you're going to get these the same Five things every single language is going to tell you and I'm like and that's great But that's like my bare minimum to knock on that door to be able to even have you send me anything I don't fall up on your referral. I shouldn't I shouldn't have gotten the first place I don't have great waste-grade service and I don't know how I got first got to the furl But it's I think it's truly that you know, you have to be a little bit different and It's like when I left where I used to work The one thing I wasn't allowed to do was social media and that is truly the one thing that has tripled my business Since like last year, it's just showing people that there's more to me than just the phone Call and the voice that's going to give you this great rate and so So I've actually found that it just being and then really knowing your stuff when you're talking Um, and then I read I had a like class on Tuesday There was a circumstance where they're like, well, what if they steal your information And what if they do that and then I had other agents are like you responded to that like really well Like you like weren't throwing off or anything. I was like really? I thought I was Really well, yeah, yeah, I think it's all in the valley like you have to keep going Yeah, and the other thing too. I want to acknowledge you for is that you've already scheduled out your classes agent classes for the rest of the year Yes, right? So it's just pretty amazing. So what's your what's your cadence once a month? Uh, once a month is on the third Wednesday of every month Uh, it's from 1130 to one It's in the same spot at our um association of realtors here in Escavito Um, and then um, I actually did Greek food so that's gonna be my Food that I just bring at every single time that's just easy And it's actually everybody loved it. So it worked out really well Um, so it's like my big fat Greek agent class It was like I ended up with so much pita bread. I'm like get this Well, and you've got agents now like you we've referenced that a couple of times But I'm sure as this continues to grow Um, and I don't know if you're doing anything at the class to register people for the next one Yeah, so yeah, so I actually had my new my flyer already so all my flyers are done for them in the year And so they're already on my computer and everything and all of my flyers were already set on their table with my card with my My mortgage list pen At like on every single spot And so that way they knew about my next class And so then it was important that you know if you want to Beyond this next class we want to come. Let me know. I will add you that and I'm big on adding people Myself Difficult it is for me to actually do my own thing like my own Click on the event, right? Yeah, so to me, I'm like, yeah, it's like don't even worry about it. I'll register you and then I have a list of it And so I'll register everybody for that class and then so like the next one's coming up with Instagram And then I'm doing video marketing and then I'm doing What is it the Facebook the business page and I got Facebook live All set up for the end of the year. Yep good good and LinkedIn and YouTube coming next That was actually going to be next The next one I was going to do after Instagram, but then I was like okay, but let's take a video marketing and then if not Take out video marketing and I'll stick to YouTube and then I'll do video marketing later or something Yeah, it was been a really big ticker as also That's what you're best in your really good class Well, especially with you you've got experience with YouTube as well. That's that's helpful um And at the same time I don't know I feel compelled to say this because you've really taken on learning some of this digital social marketing Not every loan officer has and sometimes I hear L.O.'s kind of One of their reservations in doing these agent classes on these topics is that they feel like they need to be the expert in presenting them And I don't know how you feel. I mean everybody knows my answer is you just need to be the messenger I mean doing this in 10 years. No one has ever asked to see my flip in YouTube channel like ever You know What you got to need any feedback on that? Um, I would say yes and no like you know I think you like need to know what you're talking about. Yeah You need to have done some research. You can't just be reading from the teleprompter Reading from your keynote on your of your PowerPoint I think you got it because you got to be writing for those questions like there You know there was so many questions in my class that we ran over by like six minutes Eating up at the end to make sure that we tried to run and not run as as late I think you have to know some of that stuff like when the you know the ages changed Why does that affect and how does that affect and you know We had the the mileage demographic and well it does affect but you know How could you help yourself did you know like one of the things that people were saying oh well the mileage It's like so horrible now it's 15 miles well. Did you know 80% of people move within a 12 to 15 mile radius I was technically Facebook helped you out and it was like eyeballs So like oh really like yeah like and then it was you know 1.5 billion people are on Facebook every single day if you're not on Facebook you are missing eyeballs on your stuff Mm-hmm It's like stuff like that you like really you know you don't have to know it perfectly But one of the things that I like I truly believe is it you know you can't I would say bake it till you make it But you've got to be learning it while you're baking it Well, and that's the other advantage I think you would find as well is that you're also learning this stuff while you're teaching it yeah Yeah, cuz I mean if you're gonna be a modern originator you better understand how to be relevant today Exactly exactly you have to understand how to do you know your own video marketing how to you know somebody was asking about like I movie how do you do I movie it looks so complex I'm like it's actually not I can you know show you this this That and it's like how did you make your you know your social media follow me on social media or how did you make that little Thing that goes on the bottom when you do a Facebook live where did you come up with that and I'm like I have you know I'm like I'm happy to show it to you and so that was like a new way a new reason It's like oh, I'll just make another video of it Somebody that was talking about it I'm like so now I'll just make the video of how to do it and I will post it on my channel Well, it's funny it goes back to the whole thing of like you know all things being equal same rates service and all that kind of jazz products You know what's gonna cause an agent to choose be loyal go with you Like you said earlier you've got to be different It's gonna be what's that unique and different thing that's gonna get you to stand out rise above the noise that we all face in our local markets And it's gonna be this it's gonna be pouring into them and helping them teach them how to fish right to use that old cliche But it does work It works better than better than co-paying for zilla leads as far as I'm concerned I was asked to do that recently. I was like no, I'm good. Yeah You know, that's not my value problem Yeah, my answer to that is what why don't you just come to my class. I'll show you how to generate your own leads. You don't need zilla I need to try to do a facebook thing. I'm like I'm gonna show you with a lot less expensive. Yeah, that's awesome Okay, cool. So we are gonna have to wrap it up for second time because you got to do a pre-qual You said right and finish out finish out your step for the day I just want to again say thank you so much for first of all being a member right because it really means a lot I really see myself I was thinking about this the other day. I was sitting on a training the other day and watching some people You don't get up and speak and do this training in front of this room of loan officers And I don't know if you've ever felt this if you attend a corporate training where you're watching somebody and you're like And they are completely disconnected for what we face as a loan officer every day. Right. Never have that feeling Right Oh my god, I was I was in care of it and like this last Tuesday, okay And this girl comes up and she says I can do anything in every single program and I have this amazing program that has 3% down I'm like It sounds yeah, no one else has it Three years ago So my thing was like I was a it was a room of like company leaders right the suits and ties and and you know I'm just watching this just going man. Have you ever actually done a loan? You know, have you ever been in the streets? So my whole point in saying that is how and trying to acknowledge you is that I see myself as a loan officer still right even though I don't originate I'm still obviously very closely tied in this business every day with full-time gig and stuff um So I have a passion for that still and it really excites me to know that um You are benefiting from this information from this membership and for being willing to talk about and share your story So thank you Yeah, no, I I do I greatly appreciate this even existing. I I listened to you for like a long time Before I like before I actually signed up and it wasn't and it wasn't so much that I Was hesitant about doing it. It was I was transferring from so many different things that I like I had to like Focus on one thing In the day where I was like oh Jesus. I'm going to teach this to like more than one I Literally bought it like I literally was all in like that night. I think I was working out I think I was listening to this and I like stop working out and I got it. I know they're okay I got to look at all this stuff and I did it like that night because I had to prepare for the class I was like two days later. Oh, yeah Well, I thank you and so again, right? You're member of the month because I mean gosh less than two months in You're getting after you're very active in our private Facebook group sharing in there sharing your ideas and you know Information and how you're like improving this and so I'm really grateful for you for helping make this Community this membership better Thank you. I appreciate you bet. So and by the way if anybody wants to reach out to you What would be the best way to contact you? Do you want to do website email? What do you want to do? Um All right, what is it? Don't really Well, I can just put your website up or your Facebook you want us to link to your Facebook page or what Let's just look into my Facebook and back whenever's on there anyways All right, all right, so I'm gonna put it in the show now It's for people who want to kind of follow you see what you're doing because you're gonna now you've got some fans and some followers So they're gonna want to and I'll put a link to your YouTube channel as well in the show notes like I said Yeah, I'm gonna search Google literally if you search Google and go mortgage Liz and like I'm literally on the top It's that pretty awesome. I'm not gonna lie. There's great branding there as well mortgage layers. Love that pretty sharp stuff All right, Liz So thanks again for your time and listeners as always we appreciate you tuning in and hey you know what to do if you like this episode Leave us a little review and 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 mortgage marketing institute dot com You 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 purchased loans you need to fill your pipeline with purchase business Let's just face it agents are still a solid pillar of business and sources of purchase business for you Well, good news our mortgage marketing pro membership helps loan officers like you close more loans without the hassle of chasing agents or cold calling 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 buts and seeds 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 to 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 will 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 mortgage marketing.pro