Ep #19: How to Automate Your Marketing with Unify CRM

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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. I'm managing your database of customers and automating some of the marketing activities that are related to a CRM. So I wanted to feature our special guest today, Scott Benson. He's the National Sales Manager for Unified CRM. And Scott's been in the Mortgage Industry for many, many years, over 22 years of experience actually in lending and technology marketing. And I came across Unified CRM because it really comes down to, as I said, there's a lot of choices when it comes to CRM, a lot of bells and whistles and bright shiny objects. And nobody wants to have to switch their CRM a year or two after being into it, right? So I wanted to bring Scott here because literally he's not only worked at, you know, more than one CRM company. He's, you know, taking a look at the industry from a really kind of a broad wide angle lens and look at all the different CRM options that are out there. Somebody chose to go work for Unified because of what Unified is offering and bringing to the market. So in today's episode, we're going to really dive into, you know, how does a CRM actually help you and save you more money and save you more time? If you don't have a CRM yet, you're definitely up against the struggle of how do I get more done in the last time? How do I automate some of the activities? How do I stay top of mind? How do I really nurture and build those relationships? How do I proactively engage nurture and convert leads? What's my sales and lead follow-up process? These are just some of the things that a CRM can do for you. So Scott and I are going to dive into, you know, what's the number one thing that top producers, as a matter of fact, he shares a story from the Mastermind Summit, which you'll hear about one of the first things that all top producers do every single day and how a CRM is related to that. So that in and of itself is worth you tuning into. But then we're going to dive into what do you really need from your CRM? What should you be looking for? How does Unify differ from other CRMs and other really best practices when it comes to integrating a technology like a CRM to make sure you get maximum adoption and ROI out of the CRM? So I'm thrilled to bring Scott as a special guest to you once again bringing you truth in mortgage marketing. Let's get into the show. Scott Benson, welcome to the show. Well, thank you for having me. Hey, it's my pleasure. So I asked you here today because as I'm sure you're well aware, there's a lot of choices in the mortgage industry when it comes to CRM and managing my customer relationships and all that stuff. So one of the things I want to get out of today's conversation about Unify CRM, of course, is what makes you guys different, what separates you. So before we get into that though, if you wouldn't mind, just tell us a little bit about how you came to Unify because I know you're pretty passionate about what you're doing over there. Yeah, absolutely. So a couple of years ago, I started working for mortgage returns, was a regional manager over there, had 12 states, and my clients were kept on asking me for certain features and certain things, and the system, you know, just couldn't do it. And one of the things that I started looking for was a platform that actually could handle everything. So in my experience, I actually went to another CRM, and I just didn't work out. But what happened is around January, I found Unify and the owner, Scott Lidberg, and I had a conversation. And the first time he showed me the platform halfway through it, I was sold. And I asked him, I said, do you realize what you have here? And he was like, what do you mean by that? I said, well, I know what you have here, because I've seen, I mean, I've seen them all, actually. And there was the one system that could take three or four different vendors and actually, you know, it had it all in it. And so you could actually help a company reduce vendors, which is a big, you know, big thing with the vendor management, but also lower cost and help bottom line for the four organizations. Cool. Very cool. So what you saw over there at Unify compared to other options in the market for you was just like, you know, wow, impressive. These guys have it all in one stop shop, and you want to do a line yourself with them. Yeah, absolutely. And, you know, we're starting to say full sweet CRM solution, because we really do have a full suite of products all wrapped up inside Unify. All right. Yeah. We'll unpack all that kind of stuff as we get into this. And before we do, I want to, you know, this question is on my mind. And I don't know if you, you know, come across this or feel it's relevant. But obviously not every loan officer out there has a CRM yet, right? Yep. And so what is the battle that you're, you know, I'm a big believer in CRMs and leveraging technology to manage, right, those customer interactions and engagements? Because if we leave it to manual labor or, you know, we got to remember to do something, it's probably not going to happen. So, you know, what are the, how do we help mortgage originators listening to this, decide, you know, that a CRM is right for them, right? What's the usual kind of questions you try and answer about saving money or time or whatever, can you speak to that? Well, I'll just put it this way. So, I've been a mastermind two years in a row. Every top producer gets on the stage and they say they do two things. They open up their outlook and they open up their CRM. Okay. Why are the top producers in the industry opening up their CRM right when they walk in the door and they don't close out of it until they leave? Good question. Why are they? Because it's got their database. They're living out of it. It's a breathing living organism and also, I mean, it's where you're going to make your money from, you know, there's so many stats out there that talk about, you know, working and bringing back your past clients and that's the biggest revenue generator. But you have all these loan officers chasing different avenues instead of just spending the time and effort in the database that they currently have. So what do you see? Or don't have, and they need, they need to have it. Well, I believe in it. I still hear people say that they're on Excel spreadsheets. Is that true? Yes. Yes. Come on. This is, when we're recording this, this is 2016. Yes. It's amazing. It's amazing that people that they don't want to believe or change habits or they say hey, I'm doing fine and I don't need it. But again, you know, it's a tool to make your life simple, right? So if you get down to why are you doing what you're doing? You know, the reason why I'm doing what I'm doing is so I can actually go spend three weeks in Italy with my partner and play with the kids and my nieces and nephews and hang out with my friends and family, right? It's not about the money. It's also about helping the organizations, but when you get down to the why, why wouldn't you want to make your life simpler, one, to free up more time for yourself? And then two, it works. Again, going back to the top producers, they're all using them, so why aren't you? Right. Yeah. And I always talk about it. It makes sense to model top producers. But obviously, you know, I'm packing that even further. So on a daily basis, like you mentioned past database, so what does the CRM allow me to do? How specifically, give me a couple examples of where having a CRM versus not, let's say, or having a better CRM, right, would make me more efficient and productive in, well, what do I got to do, right? I got to find more people who need financing. So how does that CRM help me do that? Well, a couple of ways unified is that so we have a lead management system. So if you're purchasing leads, or if you're getting leads from your websites, they can actually filter right into your lead management. You can actually then set appointments to your Outlook calendar, and it syncs up to your phone, it syncs up to your desktop. You can actually log quick responses. You can actually call the client right from the system. And I actually just did this the other day, which was really cool. Inside our calendar, you can actually set the reminder, the remind you to call it. Then you can actually have the system call you, and then call the lead, and you've done nothing. All you've done is set it up inside the CRM. So again, going back to workflow, ease of use, bringing those leads in from all the different sources, which nowadays, if you're getting leads from really anywhere they can filter into the system, that's one way. The other way is mining your past data. You can automatically set up different campaigns inside our concierge. You can have different campaigns to be going out to different subgroups. So again, it may take some time to set it up. But once it's set it up, it's running. I look at it like you have an ad agency behind you, and all you've done is go into the system and set it up the way you want it to market. Sorry. Yeah, sorry, go ahead. No, just market to each subgroup, and what do you want to say to them? Yeah, so subgroups is interesting. You can categorize that any way you want, whether it's loan type, borrower type, how long a spend since we did, is there any limit to that? Can you pull a search or query by re-interest rate and that kind of stuff? You can do all that, but let's just use this example. I'm big about sphere of influence. So you could have a realtor that goes to your church that's in your B&I. So each, that's three different subgroups that one person is in. But then you could have actually have three different messages going out to that one person at different times. So again, you're talking to them about the audience or, you know, you know, B&I, we'll just use this example. I don't know how many people do B&I, but I used to do it. And you could be speaking to, hey, by the way, what's me, you know, a reminder, hey, do you have any leads for me? Hey, by the way, the church picnic, let's go to the church member, the church picnics coming up, send a message out, or hey, by the way, let's get together, you know, there's all different ways you could actually market to those subgroups if you have them broken out that way. And there's a some automation available as well as far as marketing to your database? Yeah, absolutely. So you can actually set up, you know, the monthly newsletters, you're weekly, you know, we have a weekly focus email, but you can also do birthday emails before the July, but we also have some unique triggers that it could be also set up. So rate triggers, MI expiration, loan anniversary, birthdays, MLS listings, move update, credit alerts. All of those campaigns, when that trigger happens inside their system, you, you could actually have a automated marketing campaign going out to them. And do I get any analytics on, you know, people who are viewing, opening, reading or anything like that? Yeah, actually, we have analytics and then we have what's called a my inbox. And that will actually show you who's opened it up if they've replied to you, who's I'm subscribed, and it's all by a couple of clicks and you actually can see all that data. So are you guys actually sending the emails? Yes. We actually, we actually send out. So for example, I won't give you the customer's name, but we've already sent out just an emails to them at the time it was, I got the, here's a record. So 4.9 million emails, 405 in process communications, 180,000 direct mail pieces, and they've created 26,584 flyers, and they have a marketing library of 1700 pieces. And that's a company? Yeah, that's a company using our system. But again, 99.9% of that stuff is our system doing it for them. Really? All in one system doing all that stuff. Correct. Wow, sounds too good to be true, Scott. Do you ever hear that? Well, you know, the one thing I can say is again, going back to what I said, you can look at your vendors that you're currently using, and we may be able to, I hate to say, displace them. Yeah. You can displace them, and then we can save you money to your bottom line because of our costs per user. Wow. I'm looking at your website here, and by the way, it's unify CRM, that's uniflycrm.com, and under the features section, under consumer marketing. Yeah, I mean, just like you said, you've got a marketing library with emails, flyers, co-branded marketing materials, post-close retention marketing, I'm running a commercial for you here. Unloadable flyers. Go ahead, sir. There's a lot. There's a lot there. Oh, wait a minute. I see video marketing. Tell us about that. So, I just hired a director marketing, so we can do video marketing. We have a clients right now that they're doing in process communications, or a milestone marketing with videos inside of them. We just hired the director marketing to actually create more videos. It's an area that we know we need to expand on, and there'll be educational videos. There'll be videos that will be reaching out to our clients and saying, hey, what do you want us to create? What would you like to create for your borrowers, or for your realtors, or your referral partners, or for your leads? Because again, a lead comes in. We can actually have something going out, communicating with them, so it's an area we need to grow on, but it's an area that we will definitely, in 2017, be enhanced and caught up, I think, with everybody else or whoever else has videos out there. Okay. I know we're spending some time on features here, and I definitely want to do that, and we'll switch off of this in a second in terms of how best practice is with the CRM. But before we do that, seeing as we're talking about features, I want to make sure we mention what you and I talked about before hitting the record, and that is something brand new. You're launching, which is the quarterly mortgage report? Yeah. So we're coming to the market with a quarterly mortgage report, and it really comes from me receiving a financial statement of my money and how it's doing in each quarter. So taking that same philosophy that the financial planner or the financial world's doing to a lot of people out there, we want to take that same approach for the mortgage companies and the loan officers, because the key and also be co-branded, and really speak to the borrowers about what's possible each quarter. Where exactly where their loan is? For example, we just had one of the biggest, probably, refi-booms because of what happened in the UK, right? Well, every one of those individuals would have known exactly where they were at because of the peace and what's possible. And the loan officers would actually have known each customer's information and who it went out to for that month. So they can actually then get on the phone call, start calling people. But again, it's really being educational and informative and being that expert, being that financial expert for that customer and for the company. Yeah, so I just had a thought. Now, here's something interesting. That's a great opportunity for making a phone call, right? We opened up with talking about marketing your past database and sometimes people are like, you know, I need a reason to why. Just to call and say hello or whatever. But, you know, a quarterly mortgage statement, right, which no lender really sends anymore. Everybody's going paperless, right? And we can even argue about the benefits of direct mail, but you want to be where there's less noise. And of course, direct mail, right? It still works. It still gets attention. But what I'm getting too long-winded is, it's like, what a great opportunity, right? Just as an excuse to call and say, hey, just want to make sure you get your quarterly report in the mail. Did you have any questions about it? And a great chance to now ask for referrals, right? Absolutely. Absolutely. So I think the stat I saw for 2015 or 14 was the mortgage industry spent $2.14 billion in direct mail. So it works or they wouldn't be spending that much money. Or they're spending that much money on loss leads, right? But I don't think so, right? And that amount is increased each year. So one thing that I, in my past life, I used to sell direct mail to the automotive industry. And I've taken the same approach to the mortgage industry. I don't want to add additional cost to your marketing budgets. What I want to do is actually take a look at what you're currently spending. So kind of like an upside down period. Where are you spending your money at? What's your budget for it, news, paper, radio, TV? What other avenues of marketing are you spending your money on? Let's take a portion of each of those avenues and take it and direct it to the most important avenue, your past clients. And when you do that, you will see a better return of your investment than anything else. Yeah, absolutely. As long as it's done right and done consistently and professionally, which clearly you guys are looking at your website and the stuff you offer, you're checking all those boxes. Absolutely, absolutely. It's going to be, it's a trifold, it's a great looking piece. It really is. Yeah, and you also mentioned before that it's customizable. So I, as an LO, can have my branding on there. Can I also co-brand with the Realtor who closed that transaction? Correct. Correct. And the company can actually change the colors, brand it to their colors, their logos. On the front of it, this will be up to the company. Since they are marketing it to the enterprise wide, they can actually offer a discount or do some type of, not a referral card, but we're just saying a blank statement on the front. For example, $200 off your appraisal, if you call today, per resp, per the knowledge that I had, per resp, if you're offering that to every one of your clients, you can actually do that. Now, I might be wrong. That's the part of CYA. Yeah. So, but again, but that's us talking to the companies building out the piece with the verbites that they would like to have on it and then really bringing in the loan officers information and also the referral partner or Realtor. Very cool. All right. So, one last feature. Let's jump into this because this is exciting and this is brand new for you guys as well. But tell us listeners about the integration you've got with the core training and how that fits into the CRM. Well, if you are a core, I guess, if you are a core inside the core coaching and training program, you definitely would want to reach out to Unify and take a look at what we've created. We've actually the greatness tracker or the lead tracker and greatness tracker. We have actually automated and put inside our system. And I would even say for companies that are not even on the core program, they should look at it because it will actually enhance their lead conversion, their call conversion to their status, you know, the loans that are in status, their prequals, their top 50 Realtors, their VIP customers, and they can actually build a different list. So it is really based on what you were just saying before about picking up the phone, reaching out to the individuals that make sense and they are going to drive your business, but on top of that, automating that process, I do believe and you can't, don't quote me on this again, but I've heard that it takes a core member anywhere from three to four hours to complete their homework because again, guess what it's on, Excel, and now you could automate this, it's going to actually tabulate your weekly reports within a couple minutes or seconds actually, and you'll be able to pass that and have those coaching calls with your coach and give you back, I guess, maybe anywhere from six to 12 hours of your life. Okay, so if you're a core member, core training, then you get access to that module. If you're not a core member, it's not relevant to you, right? No, no, so again, you get it either way. So it is an upcharge insider system, so let's just say that, so it is based on per user. But again, if I'm a loan officer and I want to actually take my game, again, what we were just talking about to the next level, it is actually going to make you accountable for the actions that you should be taking already. Okay, so it's like an integrated kind of action plan for me to follow to be more productive and efficient using some of the core training principles. Correct. So let's just take this, for example, I get a lead from a realtor. I can put it in a LOS, I hit import, when that imports into the lead tracker, then it will actually, I can actually set appointments, I can make phone calls, it will track the last phone call you made, what was set on it, who's the realtor, the source. If that file goes into underwriting or into the milestones, marketing, that will then flow right over into the statuses. And then right from there, you have the customer's name, you have the realtor's that you need to be reaching out to, the title company you need to be reaching out to, all parties that are involved in the transaction, all their phone numbers, all their contact information. And if you have a great call, all you have to do is click a button and then that's registered on your greatness tracker. So it's again, it's something that you really need to see to get the full value of it. But again, it can be for a core member or for a loan officer, again, that wants to take their game from here, you know, up to the top, because again, it's going to make them look at, are they making the phone calls, are they reaching out to their people, are they calling the top 50 VIP people, are they calling their builders on a, on a weekly basis? And I, and I don't know the core program and I apologize for not knowing it in and out, but I think you have a quota of calls to each group. So again, it's going to track if you're making those phone calls and if you're not, guess what? You know, and again, here, here's the funny thing. How many top producers in companies are on the core program and how many of the loan officers are not on it? You know, so again, top producers are using it, top producers are, are closing more business. They're following up with their customers, they're doing the things, they're open to CRM. Right. So. Well, yeah, you're talking about, you know, I mean, you know, you using what, what's, you know, is proven to be effective and inefficient. And so obviously a lot of people use the core, right? And if that's, you know, up your alley, check them out, right, at the core training. So that's cool. You've got that add-on module. Let's, let's spin back into Unified CRM. And so we've talked a lot about the features. What do you, so you've obviously worked around CRM and you've seen some of the roadblocks to people when they're trying to start working with a CRM. Any suggestions or best practices to, to really ensure I'm going to, you know, optimize my investment? Yeah. I mean, really it goes back to, you know, your workflow. What do you got? What, you know, what's your needs, you know, what's your agenda for the next couple of years? Where do you want to go, you know, for some of these companies, you know, right now it's all about realtors, right? And some companies are not purchasing leads. But they may want to think about purchasing leads. Well, does that system have that capabilities or are you going to have to go out and buy another system or look at another system? Well, with Unify, it's just, the lead management is just sitting in there for, I'll use another example, sales presentations. So, you know, providing your refi customers and your pre-applicants with a presentation that gives them three options, shows them the closing costs. You know, do you have that inside your system currently or is it an add-on or is it one on, one loan officer using it or two in your, in the company? Well, it's just part of Unify, again, not to be going on the features, but again, showing you examples of what I see in, in working with the prospects and the companies that we currently working for. Right. So, the other aspect is, can a loan officer actually, click on a, click on a borrower, a realtor, anyone in their database and send one piece of direct mail out, or do they have to call a company to actually do that, or can they even do it at all? Well, Unify, you could do that. You can actually send one piece of direct mail out, or you could send 50, or you could send out a thousand. It's up to you. So I can choose from the library of the direct mail pieces you've got, and let's say I've got, you know, 30 people that fit a particular criteria, I could just do that small of a mailer. Correct. Well, that's pretty cool. It's all done for me and automated. Well, it's a couple, yeah, after you push the button and pay for it, it's automated. Yeah, of course. Sure. Yeah, there's no free lunch, man. But, but imagine this, you put a prospect into the LOS. We have one of the, I think, one of the best syncs in the mortgage industry. We're actually looking at last date modified, and then we're actually pulling that information over. So in my scenario that I just started, you put someone in the LOS, you hit save, we're going to get that information immediately. A borrower could call you right back up and say, hey, I found a house instead of 150, it's 159. Go to the LOS, put 159, hit save, we're going to get that immediately. You don't have to update, go into the CRM to update it, it's going to happen for you. If that loan, by the way, then you could actually set appointments to the system, use the calendar. But if that loan turns into an application, you don't have to do anything else because the milestone marketing is set up, are they in process communications? We also pull over the underwriting conditions, the loan contacts. We also show you when the communication is going out, who they're going out to, if it's co-branded, but that file then goes to closing and it gets funded. If you have a post-closing campaign set up with us, that post-closing campaign, email and direct mail automatically goes out. The only thing you've done is put a person inside your LOS and our system is done, everything else for you. That is, like I said earlier, too good to be true, but I know you guys have built like this just unbelievable CRM. Who are you typically targeting then for customers? Are you bringing on companies? It sounds like... We have a minimum right now, 25. We would like to move that up to 50 loan officers, only because organizations that are bigger size, they get the workflow, they get what we're trying to create and how we can create it for them, and really then it's hands-off. We also do a lot of customization for organizations, so for example, one of the customers wanted to create a task manager we created it for them, and it's their product and only their product inside their system. For one example, the core module we were lucky enough to work with the company and they were allowing us to go out there and then resell it to other individuals. One of the things I say is we have a unified CRM, but then it's really your CRM because you can actually create and work with us to build out exactly what you want inside our system. The more I dig into your website, I just stumbled across this listing alerts. Yes. How the heck does that work? So if you have anyone, not a closed loan, you can be a prospect, real estate agent, referral partner, church member, anyone inside your database that lists their home on the MLS, we actually get that information and populate it onto our dashboard for you within 24 hours. And again, remember, when that happens, you could actually have a campaign automatically going out to that individual. Well, I'm just thinking about different ways to use that. You mentioned anybody in your database who it's an MLS kind of trigger if they list their home tied to that address, is how you're going to get that alert, right? Correct. Correct. So you see people get creative with databases? Well, I don't know, I have been here since February, so ask me that in a year. Okay. But again, one of the things that we just turned on, and this will be going to where we enhance, we just were adding credit or rate, credit rate alerts. So anyone in your database, again, that goes out and pulls credit from any other mortgage company, you will get alerted for it. Now there is some additional cost to that because it's a pass through cost because we're getting charged for it. But again, if you're prospect, you're working with a prospect and they go pull credit at your competitor, you're going to know about it. If you're borrow work, if you're real estate agent goes, that you're working with, goes pulls credit, you're going to know about it. So again, those are the types of things that we're trying to, you know, create inside the system to make sure that we're giving you the best opportunities possible to close more loans. Yeah. I built it up to you. Right. Right. The question that I kind of opened all this up with is, how does the CRM help me make more money and save time? I think, right, we've just established a number of ways that your system can do that. Right. Another one other way is our open house fires. Oh, yes. Tell me more. So you can create open house fire within two minutes inside our system. And the reason is we have a relationship with a data aggregate and we actually pull information right from the MLS. So you can actually type in the MLS number, hit that number, and it's actually going to populate the pictures and the data that the real estate agents put in. Now if you already have your real estate agents approved inside our partners area, you could cover in that piece and create that piece, download it in a couple of minutes. So you can actually go ahead. Those are, you have, you have open house templates in there then, right? I don't have to design and just like upload the stuff. Correct. And that comes back to, you know, working with the marketing departments or working with the company to create the different designs, you know, for one example, one company has 18 different designs, nine with loan scenarios, nine without another company has I think 27. So and the system, if you don't like one, all you got to do is say, change template and you can look at the new template. And then one of the best things about it, anything that we communicate or a company actually downloads creates, sends out from our system direct mail piece compliance departments absolutely love our audit area because we actually keep everything and how's it for them to actually look at download with all the metadata, the actual piece that actually went out. And when they do the download, it's actually in color and it's in a zip file. So they could look at one loan officer, a whole branch, a date range and all that information is right inside our system as well. Wow. It just never ends, Scott, I mean, holy cow, this thing goes on and on and on, right? You mentioned earlier, professional presentations allows you to create powerful presentations specifically to the needs like a like borrower, you know, scenarios, loan option scenarios. Correct. And when they create those, the system actually locks it down so they can't go back in and actually edit the one they created, they could copy it. But again, we're doing that to make sure that we're compliant. And then the company can actually see what's being presented to the borrowers. And then if you get audited, you know, you're supposed to have the options, what are you showing your borrowers? You can actually pull up every single sales presentation and give it to the auditors. Oh my gosh. Why wouldn't somebody incorporate a CRM like this into their business? What are the, what are the, do you hear objections out there? Because I'd be curious to know. Right now, I would say we're the hidden gem in the mortgage industry. You know, Scott, the owner made a conscious choice about 18 months ago to go dark. He even left the NBA. He did certain things because we were working with a certain client to really enhance the system and actually put things in it that they would like. And the, the best thing is that we're able to offer those systems to anyone now. And so I would say perfect timing. God's great. I'm here, but, but again, going back to when I first saw what, what he was about to put out, I was, I was blown away. I was like, I'm done. And then just from the last, you know, six, seven weeks, I mean, I can't go into what we've been creating, but I can tell you that it, that again, I keep on saying that we're, it's not game changer. It's a game. Because we're doing things that it's going to enhance the loan officer's life and also bring them back loans from their databases. Yeah. Well, I think it's, you know, I mean, gosh, everybody knows that the amount of workload and the minutia of paperwork and deed and all that kind of stuff since, right, this mortgage meltdown that has happened, there's just been more stuff put into the sales process, right, things with the checks and balance, like you said, compliance and all this other stuff. And so if you don't have some kind of a CRM platform, just to be able to manage that portion of it, right? I mean, your life's got to be pretty hectic, forget it, not even considering the benefits of automating, streamlining and having more professional marketing, partner engagement, you know, sales, presentation tools, where it seems like you guys have addressed, right, the whole spectrum of that. Yeah. I mean, and just going by the certain rules that the CFPB has put in place and how you have to house and keep track of and, you know, all the communications you're putting out and everything else, I mean, that's why I mentioned that compliance departments absolutely love us. And I've actually been telling the prospects or the people that we're doing demos. I want the compliance people on on and they're like, what, yeah, we don't want them yet, right? But I do, because when they see it and what we're doing, they're going to sell the system to the company because they don't have anything else like that or they've been through an audit. And they actually've had a call companies and the companies had to go through their process and it's a painstaking process when they could actually do a couple clicks and have all the information for the audit. Yeah. We need compliance blessing anyways, right? Absolutely. Absolutely. Yeah. And we work with, we have even what's called a marketing service agreement. So we actually work with a marketing department or we become an extension of their department. So for example, every one of our clients is signed up with this program. But say if they have a project that they're following behind on, they actually can call us up and we will take on the project in completed form or they can actually say, hey, by the way, we need this project done. We actually will do it for them. And then they also get fresh content on a monthly basis when they're inside that program. So again, it's something unique that Unified does, but every one of our clients has taken advantage of it and it's working very well for them. Very cool. So the last thing I guess to touch on then, which is an important part of adopting a new CRM technology platform, is what's the onboarding process look like? How do we ensure adoption? Yeah. Well, one of the things because of the feature sets and because of how we do it, we have, I do believe, around 82% adoption rate for all our clients. Again, going back to, we're giving the loan officers reason to log in, utilize the system. We didn't touch base on the dashboard that we've created, but a loan officer can actually open their phone up, look at their current pipeline, what's happening with it, where their locks are expiring, what appraisals have been received, and actually do a snapshot in a couple of seconds right from their phone. Okay. So your mobile friend lays what I'm hearing? Yeah. Absolutely. We're web based. So you can pull on your tablet. You can pull it on your mobile phone. You know, one of the features also that I showed you was inside a mortgage transaction, we are looking for real estate agents that are not in the loan officers' database. So imagine this, I'm doing a transaction. I have the buying agent, but I might not have the listing agents inside my database. Well, we're going to add them if you have marketing campaigns set up for listing agents or realtors, they fall in that bucket, and then they'll be automatically going out. Or if you have a relationship with one of them and they actually want to do co-branding, we have a real simple button that you click on and it gets added to your marketing partners area. So I mean, again, giving the loan officers reasons to look at their database or their dashboard, showing the loan officers who we were adding to their database, showing their pipeline in a quick snapshot. But again, I mean, you know, it takes, by the way, the question, what's your question was? I'm warning. I'm warning. So I got away a little bit. That's good stuff. I'm glad you brought it up. It usually takes 68 weeks. The building out the site, the connecting to the LOS is the quickest. What takes the longest is branding. We just don't pull in a logo and have the same template that everybody else has down the street. We actually want to work with your marketing department or your company and actually create the brand, the templates, the coloring, the wording, the message on every single template if you want. And we have over 800 templates, 30 different email campaigns. If you have in-process communications going out or a milestone marketing and you want six pieces to go out, you know, six different touches or if you want 12 different touches to go out, it's really up to you and we want to make sure we brand your message to each individual audience. So for example, a lot of companies will send out appraisal received and that goes out to everybody. Well, we want to talk to each individual party, the borrower, the loan officer, the listing agent, the agent, the attorney, I mean, whomever is inside the transaction, it's an individual message because we take the time when we onboard to create those with you. So that's the longest and what's takes the most time and that's why it's 68 weeks. Right, but the net result of that is a truly customized CRM across the organization. Exactly, exactly. And the messages that are going out are your messages, not the companies or not the CRM's companies messages. Very cool. So it's really personalized. Yep. Nice. All right. So obviously in terms of pricing and packaging, that varies based on company size and engagement and a variety of different things as you, as you had mentioned, but how does somebody learn more, you know, get connected to you if they're interested in learning more about Unify? Yeah, thank you. Next we go to the website and make a demo request or find my information, but it's Scott Benson, 651-288-7510. My email is Scott, oh no, it's not, it's S Benson at crossmedia-lc.com. And then just reach out to me and I'll send you an email with a scheduler and you can actually pick the time and date that works best for you and we can get together and have a conversation. That's great. The website, once again, Unify CRM-UN-UNIFY-CRM.com. And there is a brief little video on there, about a two-minute kind of explainer video, which is really cool. And then there's a forum like you said to contact and schedule a demo and dive deeper on this. By the way, if you're an individual loan officer hearing this and you like what you hear, you know, this has happened a number of times for listeners of this podcast as they hear about a tool or a software such as this. And in the case of Unify, right, typically it's, right, some type of a minimal engagement with a company. You can be that champion on behalf of, you know, your interests and introduce Unify and Scott to the appropriate person at your organization. So if you can help with that, you're going to benefit from it as well once they get a look at what Unify can do. Yes. Yes, go ahead. Can I mention something at least? Let's do. Yeah. Hopefully by the fourth quarter, we will have a multi-tenant system come out. So a individual loan officer will be able to log in, swipe their credit card, do their setup fee, pay a monthly fee. We will need to be connected to your LOS. That is going to be one of the requirements because of what we do and how we do it. But that when that multi-tenant system will come out, a single loan officer, a branch or a couple loan officers will actually be able to sign up with Unify. Oh, okay. So you will be able to take on individual LOS and Q4. Yeah. Well, hopefully in Q4, you know, technology. Sure. Targeting it. Always move that data out a little. Exactly. Exactly. Well, that's exciting news too. And thank you for sharing that. And for anybody listening, you obviously work for a company in most of the cases. So, you know, feel free to champion this internally because if you want to simplify, you're all the moving parts you've got into running a business. And as you know, Scott, and I keep beating this drum is you, it is a business. You're not an employee. You're not a sales person. Really what you are is a business owner, right? And so you're running a business and to run a business, you need certain tools to help you. And I think Unify CRM is a great one to help you out. Absolutely. Yeah. So, thank you very much for being here, Scott. I think the listeners learned a lot. And hopefully they check out Unify CRM and any upcoming events or conferences that you're going to that you're aware of, perhaps? Absolutely. So, I think we're going to come back to the MBA. So we will be at the National MBA in Boston, I think I don't want to misquote, but I think our brief number 706 send me an email and I will actually confirm that with you. But we'll be announcing and bringing, you know, we're excited to be back with the MBA. We're excited to actually get ourselves out there in a public. I thought it would be a good venue to actually highlight and show off our product and for everything that we do. Definitely. Right. So the MBA, thank you. So check that out and check them out if you're attending the MBA in Boston, which is my hometown. So it's a great city. There you go. Thank you, Jeff. I appreciate it very much. Yeah. Thank you. And listeners, once again, thanks for tuning in. Hope that you enjoyed this week's session of Truth in Mortgage Marketing. And if you like this episode or others, make sure you subscribe. Leave us a review on iTunes so you don't miss any future episodes. And I just appreciate you being here. This is your host, Jeff. It's him for Mortgage Marketing Radio. Take care and we'll see you on the next one. Bye. Thanks for listening to Mortgage Marketing Radio. One more Truth in Mortgage Marketing. Get more free training and resources at MortgageMarketingInstitute.com. Hey, guys, what's up real quick? You've heard about the Mortgage Marketing Pro membership before and I just want to quickly remind you of that you're at 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. 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