Ep #16: Using Social Surveys to Boost Your Business

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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, your number one source for truth in mortgage marketing. Hey listeners, it's Jeff Zimfer. Once again, your humble host for this episode of Mortgage Marketing Radio. How's your summer going? Are you having a good one? Are you taking some time for yourself and your family? I hope so. But let's not forget we've got to stay current with what's working as I'm bringing you more truth in mortgage marketing and this episode is no different than any other. Today we are talking with Social Survey. We are chatting with the CEO and founder Scott Harris and the VP of Bizdev Craig Pollock and Social Survey is doing some amazing things to help mortgage professionals leverage online reviews, testimonials and build their social, their online reputation management to drive leads, referrals to build their presence online to establish a positive brand recognition and to really just have that professional image and destination that people can go to learn what it is about you as a company. Why should I work with you versus a competitor? Let me just give you a quick breakdown of what Social Survey is all about. You think about online testimonials and social surveys and of course a lot of you think about Yelp but we're going to unpack and dive into why Yelp is not enough in this conversation. We're talking about is how do you promote a favorable reputation for your brand, for you as a mortgage professional? How do you take that positive engagement, that positive experience that your clients have had with you and not only capture a glowing testimonial on that but how do you actually repurpose that content, that data across the web, across the internet, over Google and Facebook and other places online so that you come up first of all high in search ranking for specific keywords such as Orange County mortgage or New Jersey mortgage or whatever the case is. How do you come up high in search rankings and get leads but also how do you build that presence in that brand and rise above the noise across social media channels. So here's some really compelling stories about how mortgage companies and individuals are leveraging social survey to do just that and to improve performance, to drive engagement with your current and past clients and actually to use this as a tool for partnering with real estate agents for example. I think you'll enjoy today, we're talking with Scott Harris, the CEO and founder of Social Survey, Craig Pollock, the VP of Biz Dev and all I can tell you is that if you've ever been curious about social surveys and how do you put those to work in your business, to drive leads, drive engagement, referrals and you've got to set everything aside, block out the next 30 minutes and listen to the conversation we've got with social survey. So without further ado, let's transition into this week's show. So Scott and Craig, welcome to the show. Hey, thanks for having us, man. We really appreciate it. You bet. So this is the topic that I've been wanting to bring on and share with my listeners for quite a while and hopefully today we clear up a lot of the confusion around online reputation management, social media surveys and so forth and so obviously you guys are from what I can tell, you know, definitely a leader in the space when it comes to reputation management and building your online kind of social testimonials and following and knowing that nowadays people are checking you out online and what other people have to say about you that all this goes into influencing, are you going to win the business or not? But I figured let's start with unpacking this idea, this concept of online reputation management and how that plays into social media and then of course specifically to social survey. If I'm a loan officer, help me understand what the heck, you know, online reputation management is about and why is that important to me today? Hmm, great, great question. So I think there are a lot of answers to that question. You know, just to give you a couple of them, first I think that your competition is doing it because they understand what Google has said is really important, which is user-generated content. Right? And if we back up just a second, we know that what your customers have to say, what they have to say about their experience with your business is really important and most of our customers, most of the lenders out there, they already know that that's really important. And if it's something really good, why don't you want that everywhere, right? Why don't you want to get that content? Why don't you want to ask them how you did and get it everywhere because what does that do? That grows your business, right? And on the flip side, we want to think about those customers that had a really bad experience, right? So let's take Yelp, for instance. And let's talk about Yelp, you know, the place where if you have a really big, awesome burrito that you take a picture of and post it online, right? But they're not very good yet in the mortgage space because when people have a great experience with a loan officer, they don't run out to Yelp and say, hey, Joe loan officers, the greatest loan officer on the planet, they just don't do that, right? If you're not managing it, they're not going to do that. Who does? Well, the person that does is the person who is very upset, right? The person who had a bad experience and doesn't feel heard. What we know is this, is your customers, if they have a bad experience and they don't feel heard, they'll find a way to be heard, they'll tell their story, right? And so what you have out there is if you're not managing your online reputation, it'll manage you. Well, so what if you have no online reputation? Let's just say, right, people can't find surveys or comments about you, assuming it's all positive, nobody's never voiced something negatively online, they just find your generic website. How does that negatively or not impact me? Okay, so let's say this, and again, too many answers for a brief call. That's what we're here, man, don't get some answers. Okay, so the answer is this, if you, you can use user-generated content to update your website in real time every day and that drives traffic and trust to your website, right? What you're asking is, why do I need to do it at all? I think the answer is, because it'll make you more money, it'll grow your business, it'll give you more visibility into how your customers feel about what you're doing for them, and it'll help you improve your service levels. Why don't, who doesn't want that information, who doesn't want to increase their traffic on Google organically and make more money, right? Who doesn't want to improve their offering if they find consistent issues with it, you know, from customer feedback? Doing nothing is just literally, if you're not doing something, you're going backwards, whether it's zero data online, right, or just the people who find a way to tell their story, which is predominantly going to be negative if you're not managing it. Well, and I bring up that question because, I mean, I know the answer, so maybe it was a softball or a bad question, but it's obvious, and I think listeners know, it's like, somebody goes to your website, or your online presence, let's just call it, and you've got nothing of customer comments versus your competition. All things being equal, same rates, everything like that, right? Let's just face it, we know that psychologically, people are influenced by what others say, and if you read any of the research and reports, we know even more so today, when it comes to what influences somebody to buy, right? Buy in large, it's customer reviews, I'm just reading one right here, top 10 factors that influence a purchase decision, 33% is customer reviews, you know, even larger than that is what their friends and family have to say about it. So, and all that stuff, all that conversation is happening online today. Absolutely. Well, there's another concept called social proof. So consumers, they understand that making, doing a mortgage is a very risky proposition. If you do the wrong one, it could cost you thousands of dollars. And so they're going to look for some signals about who is out there that's reputable. Right. So if they're looking you up, if they're googling your name, they're going to want to see reviews, they're looking to see that you are popular, that people like you, that people have used you, it doesn't matter that they know those people are not, they just want to see data. So if you're not, if you're not getting any data, then you're really, you're keeping yourself invisible. I mean, who in the industry has been in it for 10 years, but wants to appear like they've just gotten into it last week. If you've been in it for 10 years, you want to look like you've been in it for 10 years. Yeah, I think that's in Google since 70% of its traffic, the companies with three and a half stars are greater on their, on, on, on local reviews, right? And the number one position gets a third of all relevant search traffic. So just the word mortgage, right? Google, in their algorithm, they say that if you have a lot of, a lot of reviews and their recent reviews and they're from local customers, right, they're going to give you, they're going to give you a much higher ranking. We've seen our customers that we're driving their advocates to write reviews on Google. You've seen them go to number one organically and number one on map integrated search. Okay. So we're on the fast track now. You've got loan officers, years perked up. I'm a loan officer. I'm in my car. I'm at the gym, whatever. You got my attention. I'm listening to this. So how do I then get my customers to, you know, leave comments, positive comments for me on, on Google so I can get up there in the search pages? Yeah. Yeah. Ask them. Right. They've been responding to your email for the last 30 days to close this process. They've been, they, they're used to seeing an email from you. So you, you ask them. You say, thank you so much for your business, but just as important as your opinion, would you mind clicking the link below and taking a, a brief survey, right? So you almost want to create some automation because, because loan officers, you don't want to go create a website and, and, and, and take reviews and then, then do other stuff with those reviews to, to, to sort of drive this engine. So you kind of need an automation engine like social survey. But, but yeah, you got to, you got to ask them and you got to ask them timely and you got to send it from your email address at, you know, right after the close. And you say timely. So when is the ideal time to ask for that feedback soon as you close, soon as the moment. That's the moment they're the happiest, right, because the, the goal is to get as much social proof as Craig calls it, right, as, as much great user generated content, right, to get your raving fans and put them on the roof and have them screaming out your name. And then for the people that are unhappy, we got it, we got to make it right. So we can turn them into raving fans. Can we just for a moment just give a real simple breakdown of what you mean by user generated content? Okay, so let's say you take that survey and you say, Hey, how would you rate my service? How would you rate my support? How would you rate my communication? Would you refer friends and family? Five stars, five stars, five stars. And that's a happy customer. We're glad you had a great experience. Would you tell us what made it great? Then they say they give, they give something, they give a comment like, you know, Joe is the greatest loan officer and communicates well, does what he says, educated us, you know, we get, that is user generated content, you know, 2.0, that is great stuff. Right. Okay, I just wanted to clarify for anybody who was unsure with that term, man, I think conceptually they get, there's various forms, right? I mean, obviously surveys are one you and I talked before about videos as a great source of user generated content. It's a matter of fact, why not share, to share that idea you talked about earlier with because a lot of people videos on their minds and I see some loan officers doing, you know, closing table customer testimonials with videos, but you had a great idea on how to really optimize that piece of UGC user generated content. Oh my goodness. So, so you understand video is number one, right? And so if you get a customer on a video, you know, singing your praises, remember Google's not reading the video, right? They're not listening and creating text, right? So go in there and take that, those words and write them down and put them as a quote from the customer, make sure you put, you know, the city and state and then put it above or below the video and then share that because guess what, now you have a video and content Google can read, which is going to give you way more reach, right? Then post that to Facebook and then go on and tag that customer back, hey, thank you so much for your great comments. I just posted to Facebook, that customer will get engaged in that conversation. Also, when you do this, tag the realtor they worked with if they had a realtor, couldn't have done it without the great support of, you know, Joe Realtor. Now you're just, now you're going to share it on Joe's and Joe's wall and get him re-sharing it and get him commenting, right, expanding your reach to two other walls. Is there ways for me to get my social survey reviews on an agent's website? Yeah, so if you're talking specifically about our product, social survey does some pretty cool automated things, right? We deal mostly with companies tough down. We do have some individuals that use it, but lots of organizations that use it. What we do is connect to your data, so you don't have to do any of this, right? As a company and as a regional manager or branch manager or even a loan officer, what we know is you're busy and you don't have a lot of time, so we try to make it fully automatic, right? We connect to your data, when you close it, we see that you close it. We automatically send your customer survey. If they're happy, we separate the happy and the unhappy customers. We automatically share the happy customers on Facebook, Twitter, LinkedIn. We give you your company and you a feed, so it goes on your websites. We can give you widgets, and then we ask that customer to go to your local Google's page and write a review, right? If they're unhappy, then we say, you know, we're sorry, you had a bad experience, tells us what would have made it better. We collect their comments. We give them a voice, and then we escalate that as well. So that they feel heard. So we've taken this, and we call this a campaign in our world, and we've taken everything that we think you should be doing, right? Like social sharing, we share our average review seven to nine times online. All right. So we take everything that we think you should be doing, and we just automated it. We just built a system that automates it. Do you have a process, for example, if somebody does leave a negative review on Google or whatever, because we're talking about reputation management, how would one minimize reduce or eliminate that? Well, that's a terrible outcome, right? Right. That's terrible, and that's what happens if you're not managing, right? The idea of a campaign is to get it, to know about it, and fix it before they do damage to your business online, because once it's out there, it's hard, but if you have a negative review on Google right now, don't worry about it, right? Don't go backwards. That's the mistake everyone makes. They're trying, now should you call that customer and try to make it, right? Of course you should, right? But don't go backwards and try to mute a bad review or two. Remember, bad reviews can sometimes validate good reviews, right? What you need to do is you need to move forward and you need to review all your customers. You need to build that group of advocates and get them screaming your name, right? And so that's what we say, why let one review, like we had an office the other day that about five weeks ago that we launched, and they had four mediocre reviews on Google. Okay, five weeks later, they have like 60 Google reviews, and they're number one position organic and number one position math integrated search, and for the word mortgage, right? Right. By the way, they have 60 reviews with a 4.8 average. I think it's 4.9 this morning, Craig. That's right. So even if they do get one bad review today, that's not going to affect their average. I mean, we're all, all of the people on this call on this podcast are in the mortgage business. We're pretty good with math. You realize that one review out of 61, that's a one star, is not going to tilt your, your score that much. So if you, if you, I just did a search, if you heard my fingers clicking there, 62 reviews, 4.9 average on organic search for the word mortgage, they own the one, the two, the five, the six, and the seven on the top 10 on the word mortgage. And when, and the map integrated list where it usually shows a bunch of offices in the area, they're the only one that comes up. All right. So, you know, oftentimes when I'm talking to a loan officer, there's a lot of them are asking about lead gen. So how can this positively impact my desire as a mortgage company to increase my kind of, you could, this is basically organic leads, right? I mean, we're into this isn't paid. Yeah. Now, so our, our initial ROI was one for every 12 reviews, one new closing. Well, so that's, that's, we're getting that's, that's powerful, right? That's three or four hundred dollar ROI per review, and that's not just because you're doing reviews. That's because you're putting that data in motion, right? Sharing it everywhere, sending it to Google, sending it, right? You know, we, we're even partners with Zillow. So when you get a Zillow review, we grab those and put those in motion as well. So I, I would say, you know, why, why would you do this? Because it is the most powerful data you can possibly have online, and if you're doing nothing, you're just throwing money away, right? It drives for your branch managers to drive recruiting costs down retention up, right? It'll, it'll drive marketing costs down, but still grow your business. Right? What the customer has to say is important because Google says so, right? Right. So we need to ask them, we need to collect those comments and share them everywhere so that other people can find it and read them and realize, I mean, if you're in, if you're sitting in Woodland Park, New Jersey today, and you search the word mortgage, you're going to use, you're, there's a high likelihood you're going to use absolute home mortgage. I don't care that there's 15 mortgage companies in that market. When you search the word mortgage and you're sitting in your, you know, at your kitchen table, you're going to use this company with 62 reviews of 4.9 and they're the only ones that come up on the first page. All right. So give us a visual of that. So in that situation, you're talking about because of a service like your social survey, I've got these positive reviews because of the Google algorithms and you're having people, these reviews completed online or you're syndicating it to Google. I'm now getting high rankings. If there's, you know, significant enough of those positive reviews, I'm getting high rankings for the local search app, absolutely. So we're not syndicating. You can't syndicate reviews to Google, but what we do is we separate happy and unhappy customers. And if you're happy customers, we say, wow, we're glad you had a great experience. Thank you so much for your great comments. If you have another minute, it would really help my business if you would write your comments on my Google's review page and then we just pop that review's panel right open to them so they can just leave their comments in there as well. So and we're getting between 25 and 30% of all happy customers to do that second workflow for us. Why? Why do you think, why do you think, I mean, is that a good compliance rate, by the way? Our completed survey rates 45 to 50% is that, that seems high than others higher, you know? Yeah, because we connect to the data and we send it from the loan officer at closing. So they open it every time we get inbox delivery every time they open it because it's from Joe and they've been working with Joe and they've been getting emails from Joe for the last 30 days. Why wouldn't they open it? So they open it and it's from Joe and it says, it says, hey, thank you for your business, you know? Your opinion is also very important to me and then we keep the survey very short because we want them to do that additional workflow and feel like they're just in the same survey. Right? So we asked three or four questions, Max, get their comments, permission to share and then we say, how about something, how about one more thing? Right? Right? The more we can get those advocates to tell the world how great you are, more free business you can create. Is there an incentive around that or is it just because they had a great experience, they're likely to do that? In our experience incentives don't matter. So if you say we'd love to give you $100 to write a good review on Yelp, A, that's against Yelp's policies and Yelp doesn't matter, Yelp, they want Yelpers to Yelp, they're not even going to promote those reviews. So you're just wasting your money and your time, right? If you say to the customer, you're important, thank you for your comments, I really appreciate it. Would you take 30 more seconds and do one more thing for me? They're way more likely than to do it if you say, do this and I'll give you this. Right? Customers are getting more familiar with this idea and we found that if you ask for review, if you ask for them by giving them something, you get less response. Interesting. Because they think it's less authentic, perhaps, they think it's less authentic. If I'm being paid, then everyone else is being paid and they don't want to participate in that because it's not authentic and that's the benefit of the intention, the spirit of an online review is, right, it's an authentic comment versus one that's kind of a paid endorsement. Yeah, and I think the other thing that you have to realize with, I mean, especially with social survey is we get so much content because of our method, right, that there's no reason ever to pay people. It just doesn't make any sense and they, and here's the thing, and I don't, I don't have a competitor that's even close. So you, I would love to hear from someone that's getting these kind of results. We survey 100% of their customers. So we have the true voice of the customer. And we're getting 45% average completed surveys. And then we're getting a fourth of those happy people to do another workflow. And what specifically is that another workflow, is that the Google, that's, we, our favorite is Google. Some people really want to focus on Yelp, but, but that takes a little more elf effort because you got to find out who's who are your Yelper's. Our favorite is Google because it has the biggest impact for your block. No question about it. And so that extra workflow is just like another 30 seconds or a minute. Yep. Not even. You got it. So what's, give us, give me the whole flow. I know this integrates into certain LOSs, you know, so once that survey is completed, what the L.O. gets a notification of it. Yeah, so the whole flow is pretty simple. We take in the company's hierarchy, right, top down, and then we connect to their encompasser or whatever data feed they have, we're getting FTP from them, and then we push go. And then automatically we're going to, we're going to ask their customers how they did. They're happy. We're going to share them on Facebook, Twitter, LinkedIn, for the loan officer. We're going to share them on the social survey pages. We're going to share them on their company web pages. And we're going to aggregate those up and share them on the branch pages and the regional pages. And if they're, and then we're going to ask that customer if they wouldn't mind doing one more thing, which is usually Google, we're going to send an alert to the loan officer where the customer's happy or are unhappy and the manager on every closed survey. We give every single person a dashboard so they can see how they're comparing to other folks and what they're click through percentages and completed and how much sharing they're doing. At every level we give them a dashboard. If their customers are unhappy, we apologize and tell them, we want to understand more so we can affect the, so we can positively impact future customers and maybe, maybe earn their business and trust again in the future. Every customer that's unhappy leaves a comment, we, you know, 97, 98% of them and then that's just more great data. We have companies that actually escalate those and, you know, in one instance, the CLO himself calls every upset customer, which makes those upset customers virtually go away. So the entire workflow is just what, you know, just what you'd think, right? If you could take a normal survey system and take all this data and say, what should we do with it, right? We've automated it, what you should do with it. And where does Facebook or Twitter come into this mix? So we leave, we leave, we'll, we create sort of a, a post in the wall because that's where you get the best impact and we'll post on the loan officers page and the branches page and the regions page and you know, if we do it with your company, they get so many reviews. You probably will have to create a reviews only website, but these things, these things are indexed, right? And then your friends are, your friends and your other people that are connected with, they get this reminder that you're a great loan officer, right? But it's not coming from you, it's coming from one of your customers from their pay. Let me just tell you, we had a conversation a couple weeks ago with a loan officer, one of our clients and we were like, you know, how is it going? How are things working? He goes, oh my God, this is the best thing we've ever done. And he showed us where a guy saw his post that went automatically. This is a friend of his brothers from high school. He's hasn't seen the guy in person face to face in 15 years, but they're Facebook friends. So he called it his third tier level of friends. The guy sees the post, which was a review of him as a loan officer and he instant messages him through Facebook. Hey man, I totally forgot you're in the mortgage business and I'm about to buy my second investment property and I could really use your help. So the first thing the guy said, the loan officer says is, man, I missed the opportunity. He obviously has a primary residence. He obviously has his first investment property and I wasn't even the running because he had forgotten about me. But now I'm in the running, I've got a chance to get a loan. So sure enough, they schedule an appointment, he takes the application, they talk and this is a guy who's planning on buying another investment property at the end of the year. So one post generates two loans out of the blue. And this is a guy who doesn't even originate a lot of loans. Maybe he originates two or three a month, he's not a superstar. And so we said, well, do you know of other people in your company that are experiencing the same thing? He says, I hear your stories all the time from my loan officers that they're seeing the exact same kind of thing happening. Yeah, Facebook has been the second most powerful post. So originally we thought it was going to be LinkedIn because we had the most views from LinkedIn, but if you look at your insights on Facebook and you reach, it's pretty powerful how those shares get reshared and how those turn into real business. Definitely. Well, that's cool. This just shows the power of social proof as we talked about earlier. So we've been kind of talking about best practices. Any other recommendations you would make for foreign professionals when it comes to implementing a reputation management or social testimonial strategy? I want to jump in here, Scott. Yeah. Look, whether you do social survey or you just take the ideas that we're giving you today and you try to do this on your set on your own, what I recommend is that you aggregate all your reviews together on one place. Make it easy for people to find that organically. Then don't just take it for granted that they will put a hyperlink in your email signature that says, check out what my customers are saying about me. Put it on every piece of print and electronic literature that you produce. Check out what my customers are saying about me and then drive them towards those review pages so that they can see it because, look, if you're talking to a prospective borrower, they expect you to say you're good at your job, right? So when you say it, it has very little value. If you weren't saying it, they probably would be worried. But when you say, look what my customers are saying and you're doing it in a somewhat subtle way, and then they open up that page and they see 40, 50, 100 reviews from customers. That is speaking volumes. They're reading that and they're saying, holy cow. Clearly, this person knows what they're doing. If all of these people not only were happy, but took the time to write a review and a testimonial and give them a score, that would be my thing, is whether you contact us or don't contact us, collect reviews and then put a link somewhere so people can find those easily. Good stuff. Hey, any recommendations with past database, let's say, every loan officer has a past database and most honestly admit that they could probably do better with contacting that. Would you guys, any suggestions on how to leverage loans I've closed in the past? Yeah, so you should definitely, at least your recent past, right? And some people have customers that they've done business once over and over again. You should, you should absolutely know their advocates for sure. You should, you should ask them to take reviews and put them through the same process, right? And just at Echo Craig's point, but from a company level, we started with American Financial Network in mid-August of last year and we, they had about 300 reviews online across the entire internet, right? Just to give you the impact, here we are 11 months later. They have 4,171 reviews as of this morning, 4,171 and we've shared those 22,000 times online, reaching over a million people. That's perfect. Right, so when Craig says, don't take my word for it, think about it. They have a 4.8 and they have a net promoter in the low 90s, right? So when Craig says, don't take my word for it, imagine this company how, when they recruit someone now, right, when they can say, well, don't take our word for it, that our processing team and we communicate well, our processing is great, our originators are the best in the business that are underwriters do a great job, here's 4,100 customers, take their word for it. And obviously that's driving leads for them as well, just because of the online presence. You got it. Very cool. Hey, in terms of just a quick recap here, I mean, obviously you guys are doing reputation management, helping law and officers and companies deploy social surveys, which seems to be a very easy, high conversion type of a process that makes it easy to share positive reviews. But one thing we glossed over is the personalized profile page that collates these reviews. Quick comments on that on how a loan officer would use that. Yeah, so that's what Craig was, Craig was talking about when he said, you got to find, you got to have a spot where you put all of them together in one spot, right in one place. And so for us, whether it's your zill overviews or your past company reviews or your new reviews that we help you create, we pull all those together along with your business social posts, along with your profile, along with links to your company and social pages, right? This is the social me, you know, for your business. Everything about your social life, we just, we just put it on steroids, if you will. And then we give you a page that we know will be highly indexed because the way that it's updating every day, every time you make a post, every time we get a review, constantly updating, constantly resharing. And so our profile pages are very powerful and they have one goal, right? Indexing power to where you want it to go. Usually your website or your phone number or your, right, or your Google search, whatever it is, that is what, that is, that's the ideal of those sites in the way we build them, right? Business to you. Right. Okay. Very cool. And so I know you not only offer this to mortgage companies, but you also work with real estate agents, right? Yeah. Yeah, we have actually more, I think real estate agents right now than we do, uh, and we do loan officers, but it's, it's almost 50, 50. And any, I mean, actually I'm thinking about, and Craig, I know you know this in terms of a lot of the stuff I do is, is helping loan officers teach classes to agents or, and bring them ideas and stuff that helps them in their business. So I'm thinking this would be a great kind of, uh, you know, um, topic or piece of content that they could feature at their lunch and learn to talk about the importance of online reputation management surveys and then of course, dive into some of the bullets of social survey. Um, have you guys done anything like that yet with, uh, you know, the L.O. agent kind of a relationship? No, but I think every customer that we have, uh, by now has asked us to. So I think every customer, or they've asked us, hey, is there any way that we can share this with, uh, with realtors or any way we can pay for it for realtors and, you know, that's such a slippery slope on the paying for it for realtors that we're staying out of that one. But, uh, but, yes, we, we really should put together some lunch and learn, just some training stuff, uh, because it comes up to, we do, we have had a few people, uh, Scott may not be aware, have asked, hey, can we talk about this? And of course, like, absolutely, if you want to sell our product to real estate agents for us, then go ahead, we'll back you up with slides and we'll back you up with some information. Once you understand, if you're a loan originator, and once you understand the power of social content, testimonials, user generated contact, whatever word you want to use, then, yeah, absolutely get in front of a group of five or 10 or 25 real estate agents and teach that to them to help them grow their business. And the beautiful thing is you can give them real examples of how it's impacting your business. Right. So in other words, yeah, I'm not teaching you something that I haven't tried first. Exactly. Um, and in terms of how somebody gets involved with you, and then we talked earlier, I think you're, you're really targeting at the company level versus at the loan officer level, and there's some very clear reasons why, but, um, anything you want to share in terms of if somebody's listening to this, how would they introduce it to their company? Great. You want to take that one? Sure. Well, the first thing is I would recommend getting in touch with us, email, get started at social survey dot com, uh, and we can have a conversation, get to know who you are and what you're looking to accomplish. But the ideal would be, let's figure out who the right person at your company is to introduce it to and let's make an introduction so that we can do a demo. Now, some of these companies, we know it's tough. There's a lot of initiatives going on, a lot of new technology coming out there. So it may take a while. But in the meantime, we can also sign you up, give you a 30 day free trial of the individual account, uh, work with you to grow your business. That way, when you do follow up with the corporate people, you can say, hey, I've been using it for the last 30, 40, 50 days and I've already gotten two phone calls or I picked up one deal because of it and I have to do it manually because that is the difference between our enterprise version and our, uh, individual version is no data connection on that individual version. So you are going to have to manually send out survey requests to your clients. Hmm. Well, that's a big value add to have it be automated. Exactly. Well, I'll tell you another value add to the loan officers that are listening is of all of our enterprise clients. None of them are charging their loan officers for the tool. Once they understand their ROI and the value from the top down, they realize this is something they should pay for, not the L.O. So while as an individual client, you might have to pay us if you can convince your company to do it. Chances are pretty good. You're not going to have to pay anything. That's, that's probably the biggest incentive of all. Yeah. Well, I think you guys are bringing a lot of the pieces together that have been problematic in the past, which is, you know, um, it's not necessarily getting the, the review, right? That's always, uh, that's, you know, sometimes challenging based on the situation. But it's really how do I leverage that data and to your point, Scott, right? Get it out there on the internet to make it work for me. That's been I think in the past. If I'm correct, kind of the manual labor part of it, which maybe is why companies haven't adopted this, you know, social testimonial process because it's one thing to collect a review. But if all does sit in, you know, your own bucket on your own website, nobody ever sees it. Which value does it really have, right? Yeah. You have to ask yourself, is my data at rest or is it motion, right? And there's so many systems out there where you get great data, you can take a survey, but then it just sits on somebody's desk. I mean, some of our customers literally are still using paper surveys paper. What? Yeah. And they're piling up on, well, some of our, not once there are customers, but no, you know, before they came to us, they were still using, they had, uh, some poor soul in their office had to, had to, uh, take a pile of paper and when they had time to turn it into the type each one of them up on the, on an Excel spreadsheet, um, I assume so it could sit there, you know, well, what have you seen, uh, in terms of the biggest reasons why you think, um, people haven't adopted this yet. And are you seeing this now accelerate because now you've got, right, all the hooks into the data to make this data purposeful and have it in motion, as you say. Yes. So we're not having the people have not a, we're not having the, once they hear about us, you know, we're getting nearly every person we talk to. So, um, they understand the value of it by the time we talk to them, many of them have a problem on Yelp or Google and, and they've seen this problem company wide and they're just, and they already know they need to fix it. And I think they're relieved to have a top down, uh, solution that gives the loan officer so much power, but also gives them some of those compliance and regulatory controls they have to have. Right. Right. So we're not really seeing the, uh, you know, this isn't for us response, um, our biggest issue is people just don't know about us yet, right? We, we, we have some of the big names and it's really starting to, it's really starting to, uh, to come together. But, the, our biggest fear is that when they're in the room making the decision on what to do that we're not in the conversation because we, we feel like we're the, we're the right solution and we don't think anyone, you know, sort of looks at this holistically, uh, and understands, you know, we've been in the mortgage space, uh, our entire careers at Craig and I. And so we understand not only the regulatory requirements, you know, in that environment, uh, but also, uh, how they look at ROI, I mean, we're looking at this for the long haul in this industry and we, we're looking to improve, we're not just trying to benchmark, uh, all the competitors against each other so that they can see where they, where they rank. We're, we're literally trying to, cause we don't like that because we don't want to leave them where they are, right? We're trying to create absolute change that improves customer satisfaction, improves retention and improves recruiting and grows their business. Right? So that's the, so we haven't seen the one, but we have, uh, but we do have the problem that we're not, we know, we are not, we're not, we're not everyone out there that maybe think about this. They don't, they're not thinking about our name just yet. Well, we hope to have an impact on that. So that's why we do the podcast today is, uh, you know, reach more people and, uh, for those that, that are listening, um, once again, uh, Craig, how would people get in touch with you ideally to learn more about social survey? Well, our website is social survey dot com. Uh, we have our own reviews page. So we take our own medicine. We tell people, we have our customers writing reviews for us all the time. Uh, that one's a little harder to find. Maybe we can put it. You have some show notes that you'll put together after. Yep. So I'll give you the link to that. Uh, and then if you want to just email me at get started at social survey dot com, uh, or our toll free number eight eight, I'm sorry, eight hundred. Wait, what is eight eight eight Scott? It's eight eight eight. I'm on your website. I'll give you the number. How's this? It's eight eight eight seven oh one four five one two. Thank you. I knew the, I knew the last seven digits. But I got, I got confused on those first three anyway. So yeah, just you can call us or you can email us, visit our website, uh, check out our reviews. Well, again, we're about creating a relationship with you and your company so that we can improve the way you do mortgages and get, you know, get more customers. Um, so this is not going to be some hard sell. If it's not a good fit, then we'll tell you it's not a good fit. And, and, you know, maybe there'll be a time when we can do business with you. Absolutely. And, uh, there's also a nice little promo video to watch on the homepage at social survey dot com. So, um, yeah, looking guy named Scott Harris on there. Well, listen, uh, gentlemen, I know you're both busy and you've got other clients and people to talk to. So I just want to say thank you for helping me bring, you know, my, my slogan is truth and mortgage marketing. So when I saw what you guys are doing here, you know, it really stood out for me as something that can make a difference for mortgage companies and, and loan officers. So thanks a lot for being here to share this today. Hey, thanks for having us on, man. Yeah, it's a pleasure. You bet. And so for listeners, thanks once again for tuning in. If you like today's episode, please give us a ranking on iTunes, subscribe so you don't miss another one. And, um, make sure you check out social survey dot com and we will see you on the next one. 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. 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