Ep #38: How Jeff Kadlec Gets Buyer Referrals Teaching Classes for Real Estate Agents

In today's highly competitive mortgage industry, building profitable relationships with the real estate agents is essential for success. However, finding effective ways to secure agent relationships can be a challenge. With so many mortgage loan originators vying for the attention of real estate agents, it can be difficult to stand out and establish meaningful connections. Our new case study featuring loan officer Chris Cogill is a must-read. Chris has closed a remarkable 36 million in funded loans from agent referrals. And in this case study, he shares his proven strategies for building strong relationships with real estate agents and leveraging those relationships to drive more business. To get your hands on this resource, head over to LOKestudy.com and download your free copy of the case study today. You'll find actionable insights and practical tips that Chris used to close 36 million in funded loans from agent referrals and how you can too. Don't miss out. Go check it out right now, visit LOKestudy.com and download your free copy today. Hey listeners, welcome to this week's episode of Mortgage Marketing Radio. I am so glad you're here. So today as I'm recording this, it is Thursday March 9th. So by the time you're hearing this, we are almost at the end of Q1 2017. So I have a question for you. As I coach loan officers around the country, there's a consistent theme I've been hearing. And that is this, that most loan officers don't have enough agents on their bus. What do I mean by their bus? I mean their referral bus, not the party bus, but their referral bus. Most loan officers woefully underestimate the amount of agents they need on their roster. Because on any roster, you're going to have your A, B and C players. There's a moving parade, there's always in motion, people coming and going, some staying. And so because of that, you need a system to continually add more people to the bus because the referral rate, the productivity level of your players on your bus will vary. It will go up and down. So if you want to smooth out the rollercoaster ride of referrals, you need the law of large numbers in your favor. And in order to put the law of large numbers in your favor, you need to get in front of large numbers of real estate agents. And the traditional methods of co-calling and onesie-tuzzy coffee meetings where people don't even show and trying to break into closed offices and chasing agents and shouting from the rooftops that used me. And I'm the best lender in town because I have great rates in service. That falls on deaf ears. So you need to have a way to position yourself and rise above the noise is something unique and different with more value to offer than just the place to get alone and to close on time. That's what we call table stakes, right? So my special guest today, Jeff Cadlich, a man after my own heart except that he's from New York and I'm from Boston. So I like the red socks and he doesn't, but we'll set that aside for now. Jeff is a member of the powerful presentations master class. What is that you ask? It is a turnkey system of done for you agent classes that Jeff has taken hold of and excelled with in his market of Arizona. So Jeff now doesn't question where his next referral is coming from from a realtor. Jeff knows with predictability and certainty that every time he does a class, it's like turning the heat up or turning the heat down. He can turn it up and add more referral partners to his bus or he can turn the heat down. It's up to him. But now he's got a proven repeatable system so that he can build as big a business as he wants. So my question is, what's your system for getting in front of maximum agents in minimum time? If you're curious to know more about get powerful presentations, we're going to put a link to it in the show notes. You should know that as you're listening to this right now, we have limited enrollment open again. I say limited enrollment because I work with every member individually one on one. And imagine if you could have a turnkey system of downloading done for you PowerPoints, speaker notes, handouts, follow up templates, scripts, video tutorials of me teaching you how to give this class, how to present with confidence, how to get over any concerns or limitations you might have about you're not being an expert in the topic you're presenting. Jeff has been teaching these classes, such as getting started with video marketing, millennial marketing for real estate or the new rules of content marketing for real estate. And they're going like gangbusters for him in his market of Phoenix, Arizona. They could be for you too. You just need to grab the keys, put it in the ignition and turn it over. Start the engine up and you and I will hit the accelerator together and you'll be off to the races. So today's interview with Jeff, he's going to be sharing his personal experience, his story and how he is able to get in front of maximum agents and minimum time and add loans to his pipeline, how by teaching agent classes, why? Because he's positioning himself uniquely and differently in his market, he's adding value, he's earning reciprocation, right? You give value in exchange, somebody wants to return that. It's simple human relationship, human psychology 101. So if you want to check out and learn more about getpowerfulpresentations.com, go there, look at the success stories, take a look at what's included and then decide if you want to join. We've got enrollment open for just a short amount of time as you're listening to this until we fill up with this spring class. It's a perfect time for you to get in and get positioned for the influx of summer business that's sure to be coming. So once again, getpowerfulpresentations.com, check the show notes and listen to my special guest on today's episode, Jeff Cadling. So without further ado, let's get in to this week's show. Hey Jeff, welcome to the show. Hey, good to be here. What's going on Jeff? Well, you know, I wanted to get you on the podcast because you and I have known each other for, I don't know what, at least a year now, I'm trying to remember. Now it's fine been about, it's kind of been good too because I know I've found you when I started getting back into the retail side, which was about 2014. Did you come by way of the book, I think? I did. Yeah. Found the book online. I think I was on Amazon looking for some new ways to chase biz and, you know, I love being in front of people. So I figured, hey, that, that's my, it's my personality. Yes, you do. And you do a good job of it. We'll talk about that. All right. So I wanted to have you on because you're obviously doing a lot with agent classes and, you know, in full disclosure, you at some point, I don't know, last year sometime, I think became a member of Powerful Presentations Masterclass, which is all that done for you, agent, lunch, and learn content and all that. Right. But I've been watching what you're doing and tracking you. And you and I just obviously keep communicating. So I just think it's useful because other people listen into this loan officers and as you know, right, teaching the engine classes isn't necessarily a new concept. It's all about how you do it. So tell us if you could why you decided, because I think I remember your story, you're like doing stuff the traditional way when you got being back into a origination. You might have been like chasing agents, Cole, Colin, Dornock, and whatever. Right. If that's true. But yeah, tell me tell us why you got back into teaching classes. Well, kind of right there. When I first got back into the business, just was looking for different ways to attract good top producing agents to agents in that. I don't know if I could say chasing the top producers because we know they get a billion hits a week from loan officers. But I did get sick and tired of showing up to these one-on-one lunches and get that tentative phone call just before the lunch starts that, oh, I can't make it. I've got to do a showing. You know, you're not that important for really slowing you off, it's really what they were saying. And I just realized chasing agents was really waste of my time. I didn't give you much, I guess even as you say, it doesn't give you much power. I mean, when you're in the front of a group of people, they look at you, they respect you, they look at you as a person that must have some kind of value to their business. I started this business back in 1991, 1992 for world savings and loaner back in the days. We were taught to carry around a nice little flip chart with us and a little, not little, actually a big, big kind of way they haven't posted notes today. They put these big flip charts to kind of show about the no-income, no-doc programs that we had and we've tried to break into real estate offices. So, I realized that had a little bit of a power, but most of the time talking to real estate agents about loan programs is a huge waste of time. Glossy eyes. Yeah, that, I think it would have been even harder today or that back then if everybody had cell phones in their hands because they probably would have been on it the whole time while I was talking to them. Just bring your fast forward, I just realized that it was always nice when I was able to break into an office and have 5, 6, 10, 15, 20 agents in a room that I could talk to. The ones that really interesting come up and talk to you, and that's kind of where I went with this saying, hey, I'm not going to call it, I literally walked in my office one day, said to my assistant, I said, I'm done, she's like, what do you mean? I said, I'm done doing these lunch and learns, I'm not lunch and learn, these lunches, I got to do something different, which is where I got into the lunch and learns. I just got sick and tired of traveling 50, 60 miles to go visit an agent that doesn't show up. That was more common than not as anyone's been doing this business long enough. There's a real, nothing bad against real estate, there's a lot of good, good, strong, powerful real estate agents out there, but there's a handful out there that are just doing this as a part-time job. They're really nice. They're serious, it's kind of an in-between deal, and you waste your time, they do, they waste a lot of your time. And so I bought on the lunch and learns that you guys, that you taught. Yeah, awesome, thank you for that, by the way, the backgrounder, and I think it sums up in what I call the law of large numbers, and I think this is kind of what you felt is in order to get to our core base of agent referral partners we need. Most of the LOs don't realize they need, first of all, most of them need way more than they got. Number one, number two, going at it the way you described the lunch, the hey, let's meet for coffee, whatever, onesy, toosy, that's a long, drawn-out process. And it could take you a year, right, to get to the number. So I think what you saw was like, hey, man, I need to get in front of the maximum amount of agents I can in minimum time, and all the stuff you talked about when you're teaching a topic, it's positioning, your lectet is more than just a loan officer, you're not, you know, it's the old thing, it sounds like a duck walks like a duck, it's got to be a duck, right? So if we're just doing the same thing, other LOs are doing in town, then guess what, we're going to look like every other LO, and I think you didn't want to be in that bucket, right? Absolutely not. No, and that's kind of where this whole is all lined up, just made more sense to me. And the thing I use, I use certain reports, I should say stalking data. So anyone that's at my lunch and learns or that show up and or I go to an office and I can kind of go deeper into why I will go to an office first, as I'm coming into my office these days, or go into, I have a nice training center in my new office, is that they are, I lost my track here, stalking realtors, the smart ones, stalking these guys. So I know how to, how to really, you know, zero win on the top guy in the, in that room before I even get there because they've, they've registered on Eventbrite, I got my title companies and asking for MTA reports, and they provide me, you know, these are the two people that you really want to focus on. So I'll probably give them a little more extra attention when I'm in that presentation. So that helps a lot too. All right, so let's, by the way, for those listening MTA reports, that is basically a production report that in lots of cities and counties across the country, your title rep can pull if they can't, you can probably get that from another resource, but that's what you're referring to there. Correct. So what's your process then for, you know, starting an event, like take me through real quickly, high level, all right, you're going to host a class and I know you hosted a video class the other day, but you've done a number of classes now, but what's the process you go through? While I work with title reps, that's one of the things that I picked up in your book that I have a lot of connections with title reps. I work with title reps. I work with insurance agents and I try to just kind of say, hey, guys, let's kind of do this as a group together. We're all chasing the same, you know, the same bird. Let's try to get them all in a room. We, we've loved the area with, there's a company out here called Flyers by Gary, which is one of the ones that I've used in the past. And, you know, I dump, I dump a bunch of flyers in offices, but the one thing that I'm going to start using a little more, I think we got a little more response out of, is using Facebook and video marketing just to announce these. But, you know, we, we, we kind of announced it, we blasted out to a, a database of the title rep and all the insurance agents, um, that's email, that's email, correct. We're just doing an email blast, um, have them sign up on event bright, when they sign up on event bright, we kind of have a head count and then, uh, we kind of bring it back in, uh, into, in these days, I'm, I'm going to bring it back into my office where we are. Like, so, I mean, a little training facility, you know, do you do follow up calls, reminder calls? Oh, yeah. Um, the, the phone calls, I, I do now have an assistant that doesn't follow up phone call or just kind of calls everybody to let them know what's going on. A lot of times what I'll do, I'm liking it in the last office I just did last, uh, Wednesday or Thursday. Um, they do have an in-house rep, uh, or an in-house gal that was handling all the marketing. So she did a lot of that follow up and reminder calls and emails as well as the broker did a video that blasted out as well. Wait a minute. Wait a minute. The broker did a video on behalf of your class on the classes. Yeah. And my class is in the past. She's done videos. Yeah. So you did this one this time. You have a list. I know. But I'm just like, wait a minute. Wait a minute. You got a real estate broker who's sending out a promotion of video about your class about the class. Yeah. Yeah. Well, she uses it as a, uh, she's using as a recruiting tool, which we agreed to, you know, we talked about that. Um, I said, hey, you know, she, she has, she has another beautiful facility up there in Scottsdale and a nice training facility. And I was just very impressed when I went in there and I just said, hey, you know, this is phenomenal. You know, the big screen, the project is the, the refrigerators, the couches. This is awesome. And she goes, well, I'm using as a recruiting tool because I like to, you know, bring in all sorts of, um, people like yourself to do lunch and learns. And this way I have an opportunity to show off and showcase my office. Yeah. So that's why she's, you know, she's very, uh, very, very fast to help me out, get more help people in there and help me. However I can. I want to highlight something, though, because I think that's a great point, um, because a lot of loan officers don't realize, I oftentimes I talk to L.O.'s one on one, they're checking out the agent classes thing. And they don't realize the, I call it like when you throw that pebble or that stone into the water, the lake, all those ripple effects take place. I can't tell you. I mean, you're one example of this of how many L.O.'s wind up talking to me after they do this class and they're like, oh my gosh, you don't believe what happened. I got invited to talk to this brokerage and this person over here and so it's like, and you've had that stuff happen, right? Oh, yeah. Yeah. I mean, just the, the, give me an example of what happened last week. I did that. I did that Facebook. I did a Facebook post. Uh-huh. Uh-huh. Oh, why are you giving away the thing? I did the challenge. Yeah. The, uh, the video challenge, right, just said, hey, you know, off, you know, here's a free, free ticket to AMC. If you can tell me where I'm standing, what's behind me, yeah, yeah, it was a challenge to the real city. I was in the valley and I posted it to my Facebook account as well as to my, my real tour of Facebook account all by realtor groups. Right. Um, you know, there was a date before the event, but what I did was, I guess I did throw a pebble in the water there and I had a, had a gentleman walk into my office into this, uh, training on Thursday, which brought, he, he's a broker. He used to be a broker to build a, I used to work with. Um, and he came in and I was like, hey, what are you doing here? I didn't know you worked in this office. He goes, I didn't. Jeff, I saw your video yesterday on Facebook and I said, oh, awesome. Well, have a seat. Sit down. I walked him right over to the broker and I said, hey, you know, this is, this is Greg. This is, you know, Patricia. Would you, you guys need to talk because this is a great place to work, Greg. And he started talking with her and, you know, bingo, you know, she was kind of happy to, to have that happen. Um, but at the end of the, I hand out a, you know, in the, I have a little folder now that I hand out that actually has a, um, you know, the, the feedback form, you know, as well as one of the scripts that I provide at this video training inside. And but in there, long be holding the right hand side of the folder, I have, you know, a list of my programs, lending programs, which I don't even talk about. I kind of say, yeah, you know, everybody has the same loans, but we have a few niches. You might want to look at the doctor dentist program we have. That's one of the niche programs. And then I go into my video or into my video training or the, or the lunch and learn. He comes up after the training and says, you know, well, blah, we start catching up. Here's a guy I haven't seen about a decade and, um, just reconnected, you know, I didn't know you were in the retail side of the business, blah, blah, they said, no, then you know, long story even longer, Jeff, he, he hands me these two leads. He goes, he's, these are two doctors that I'm working with. Can you please get them approved for a mortgage on this? So yeah, so, you know, got on the phone with them on Thursday and now I'm starting to work with them. Hopefully we'll get that documentation and get them pre-approved. Oh, wait a minute, wait a minute, wait a minute, didn't you have to interview and find out why you're a better loan officer and why he should send you business? Not at all, not at all. You jumped right over that. That jumped right over that. Number one, him and his wife were both there. So I actually bought two people to this event and they, he was so impressed with this video stuff. Um, that, you know, one of the things I told them, I said, hey, let's sit down. Let's have coffee on a show you some more stuff. They haven't even asked them for any business. And that, that's just again, that was a law reciprocity, right? But he, he saw that I was up there, you know, giving him information, sharing stuff that he can, he can increase his business with, I gave him the 15, you know, I went over to the 15 essential videos individually with each one, you know, each one I went to specifically what they should be doing, what they could be doing, anyhow. He was like, yeah, I've never, you know, I know that stuff's so basic, but I never did it. Yeah, I'll help you implement it. You know, if you want an LL to sit there with you, I'm very comfortable in front of the camera. Let's do it together. That's kind of what we're going to be doing, I should have meeting with him on Wednesday to discuss that. That's awesome. Why do you think that happens? Because again, I've heard this from another number of LOs who have the same situation you had. Travis Newton is an example. He was chasing top realtors for a couple of years, couldn't get anything from him. They wind up going into his class. All of a sudden, they wind up, you know, sending him deals like immediately without even, so why do you think that takes place and you don't go through the usual rigmarole? Well, one of the things, one of the absolute things I know, and I also got a second appointment which I'll, I'll, I'll, I'll, don't tell right back into why. The broker there who has a lender who they've worked with right after this meeting also walked out to me and said, when can we sit down and get together and talk about doing lunch? And I said, what do you want to go? And so again, I'll be meeting her as well. You're like, I'm hungry now. Absolutely. It was, it was, it was kind of late in the day, but she couldn't, she had, yeah, but she said, I said, let's, why don't we meet Wednesday because I, I try to stack my appointments. So anyway, so I'll be there. I'm meeting with her on Wednesday. But the reason she said this to me, she goes, Jeff, she goes, you know what? You just come in here with an approach of non-salesing. You don't, you're not pushy. You just don't pull this great information on us and then walk out without asking for anything. And I love that about you. And I was kind of where I've always had that philosophy. It's like, hey, you know, if they're going to get me doing a hard sell on anyone, it's not going to make them. Give me a business, more business. But if I can sit there and just share my value of things that can help their business get them, and I don't sit there in front of a room saying, hey, guys, I'm going to show you how you're going to become a top producer in just 12 months. My goal is, hey, guys, if I can get one or two extra deals for you this year, that's my goal today. Hopefully, maybe turn one or two extra deals. And kind of, you know, with the video training, Jeff, what I'm trying to really push to them is that your database, your sphere of influence, your CRM is Facebook. It's got to be done because people forget what you do. And so, you know, when I can share these little tidbits with them, that's when I think they just turn around and go, hey, no, this guy, I'd love this guy to be my customer's customer's, because he's probably not going to be a hard sell in front of my customers either. You know, that's such a great point. And I was just in a meeting the other day. We did one of these classes. And the loan officer I did the class with was talking to a realtor broker in there. And as soon as he walked out of the room, he didn't know I was a near shop, but he was on the phone with his wife saying, basically, there's an in-house lender there, he's basically saying to his wife, hey, you know, I just met with so-and-so from XYZ Company. And I just think, you know, based on personality, they're probably a better fit for us than this other loan officer. And you know, I know, it's like real time, they're like, you know, this is happening because you just, I mean, what you said there is a couple of things, reciprocity, law of reciprocity. You're coming in there, you're not coming in there, salesy, hey, I got these great loan programs. And even if you do, and there's a right place in time to talk about, you know, you in unique position as a company, that's cool. But I think what I'm here and you say is the overriding value and the approach you have is so fresh and different that it's so refreshing for them, they're like, my gosh, isn't this a great approach? Now, they're naturally attracted to work with you instead of like, hey, give me a loan, hey, you know, here's the rates today and all that. Is that right? Right. Right. I mean, it's, like I said, nobody wants to hear about loans, be honest with you, because remember one, the tech, you know, the techy side or the guideline side of a business is so overwhelming to most people. You can sit there and go through guidelines all you want, they're going to fall asleep. But yeah, I think that's, that's, that's absolutely right on, you know, hitting the nail right on the head. It's, it's basically, hey, you know what? This guy's coming in here with, and you, you teach that in the, in the, you know, one of the things that you do when I watch your presentations. That's the first thing I sit, sit, sit, sit in front of them. I'm not here to, to talk about loans. I'm not here to become your loan officer. I'm just here to share something. If by chance you happen to want to work with me, cool, we have a good match. And I also try to do the takeaway where it's like, I don't need to work with everybody. I don't want to work with everybody. That also gives you more value too. What they can't have, they want, so I believe, you know, the tech, you know, I'm only here to select a couple of few good, good real estate agents that actually, and I, I make it very clear to them. Listen, if you don't have a marketing budget, you're really not in business, and I probably don't even want to work with you. Yeah. Yeah. And that just kind of separates the, the men from the boys. Right. You're saying that in an elegant way, you know, I get it. Yeah. Yeah. I mean, the basic script there is, you know, I mean, we are looking for a few, you know, select partners. And this is just an example of some of the value ad that we give to our realtor partners. And so we are looking for a couple of people to add to our team. And not sure if you're interested or not, but then you pass out the form and blah, blah, blah, blah, blah. Right. And it goes from there. Right. And you're scheduling your one on one. So probably most people make those, huh? Yeah. And the thing is they do that. They sit there. They stack sometimes, which is really cool. So they're like waiting and sometimes you feel bad because even that broker, like I was telling you about, I kind of had a blow horror off and because I wanted to talk with the other guy. And then these other people waiting and they want to talk with you and they want to sit with you. And that's the perfect opportunity to say, can I have your call out? I'll call you a set of a time we can sit down and talk. Yeah. You're not being a pushy salesman anymore because I don't have time for you right now. And I'm blowing them away, but they can see you're busy with three or four of the people trying to grab your, you know, your, your, your ear. Okay. That's awesome, man. This is, this is really good. So I don't have to ask you, are you going to continue to do classes? No, not at all. We'll never do this again. Who wants it? Yeah. No, of course. Yeah. Actually, that's the, that's the thing that I'm really excited about is that, you know, the millennium one is, is a great one, the, all of it's good stuff. They're all kind of ties into each other. This one place was a remax office. They've asked me to come back. They've always, you know, they've always want more material, more material. So I'm always going to be looking for more stuff, more stuff, more stuff to, to, to provide to them. Okay. So before we wrap up, then he's done this a number of times. You're what I call experienced. Any advice or best practices or things you've learned that you would want to share with other listeners? Just do it. As Nike says, just do it. Don't be afraid of the, the, the amount of people that show up. What meaning if it's smaller, big, if it's smaller, big, you know, when I first started doing this, I thought, oh crap, you know, only six guys showed up, but, you know, if I get too good real, realtor is out of that. It would be six lunches that I'd have to go to to find out two of them that I want to work with and one I want to throw away anyway. Right. Yeah. To me, just do it. Don't be afraid about the size and definitely bring partners on board because, you know, your partners have a database and use Facebook. Facebook is a powerful tool to boost and that's something I am absolutely focusing on this this year to be more out there on Facebook and kind of, you know, just, just, just make it more, more, more, more visible to everybody out there and then don't kill my friends and family with it. I'm in real estate agent groups that kind of, by blasted too, which makes it easier. Hey, so can you, I know this is a hard question to answer, but naturally loan officers are thinking, gee, I wonder how much business he's generated from these classes because obviously you're getting faced in any comments there. Yeah. I mean, out of the class itself, I can tell you right now I have about, I've done, let's see, last year, I think I did about six, I wish I did more classes, but the reason I didn't do more is the reason I've moved companies was, I could never find the space, meaning I was always trying to battle and to find the locations where I could do it, conference rooms, where I could do it. But yeah, I mean, out of the, the volume, I would say there's about six realtors that I am presently working with that probably average at least one deal a month to me, minimum, maybe two, you know, some of them, they're not all top producers, one of them, one of them is a mega producer, actually doing an $850,000 jumbo deal with her. I mean, what's that one deal worth, you know, you don't have to tell me, but we do the average compensation, we know it's worth about 15 grand, yeah, maybe, yeah, 13 to 15 grand, depending on where the pricing lands, the end of the day. Right, right. So, okay. So, on, let's just say ballpark, four to six deals a month, you're being sent now from the classes. I, yeah, about that, yeah, on average, I'd say four to six deals a month coming at me, yeah. Wow. And that's just from doing six classes last year. And yeah, it's from, and it's from agents, I could say out of the six agents, fired them, I did not know one of them, I pretty knew a while back and then again, this just last week, I got two more reagents out of that, so out of that six, make it eight, and I've been in the valley a long time, so people do know me, but again, I was always in corporate America, I wasn't sitting on the retail side and very few agents really knew who I was. So do you think, and that's a good point, do you think then the classes for those that are relatively new, or they, you know, were behind the desk during the refi boom, that this is a great way to get your name, your brand known in your local community? Oh, absolutely. Absolutely. And the thing that happened, just again, kind of piggyback on doing that Facebook advertising, I bought in another broker per say from another real estate company. And of course, after I was, you know, after you gave me the two doctors, I said, hey, would you be up, be coming into your office and doing this as well? And he's like, no, I'd love it, come on in. So, you know, that's the ripple effect. Chase the brokers, chase the brokers, because they'll always, you know, they're always looking for something. They're always trying to find something unique and different. And if the topic's hot, then they'll, they'll let you in the office and they'll give you 10, 15 minutes, a lot of times, what I'll, what I'll try and do this year, a little bit different than I did last year is I'm going to just ask that I get five minutes in their office to kind of do a dog and pony show to bring them into the, the, the, you know, the, the, the, the, the, the, the, the, the, the, the, the, the, the, a bunch of learn that I'll be doing in about 30 days, hand out a fly or something. Absolutely. Yeah. Yeah. So, that's a brilliant strategy. And a lot of LOs are listening. They think, well, you know, they have an in-house lender. And I think to your point, and I'm surprised at this as well, you, like you said, the brokers are looking for stuff to bring their agents, because if they want retention, they want to keep agents so they got to add value. So you call in and say, look, you know, hey, can I have five 10 minutes that you're coming meeting? I want to talk about a video marketing class we're going to be doing, you know, a couple of three weeks out from now, you know, I'm not there to promote loans and I've seen that happen countless times. And it sounds like it's working for you. Yeah. If you go with a title company, it's even more powerful because the title company actually has their accounts as well, they'll run, they'll, they'll be able to get you into some of those meetings. Oh, there you go. That's why I talk about working with title. So you pretty much follow the system. Don't you, Jeff? I do. I do. I work with title people, they just, they're already in there. They already know the biz and like you said, they're chasing the same, they're chasing the same fish. They're just going after the same bird or fish in the air and the, in the water. All right. So let me ask you this. This is going to seem like a self-serving commercial, but I don't really talk about and promote my own stuff that often. But before you came in and started doing the classes, I don't know how you would rank your finley airity with that or expertise level, then after you went through, you know, the video modules that we provide, how big of a difference did that make for you? Well, I tell you, the video modules that you have always give me a comfort level of, you know, electricity when I, when I'm, I will listen to them in the car. I'll be, I'll listen to them while I'm, you know, sitting in my office. But what it's doing for me, and this is just how I learn, it might be just how I, I, I assimilate stuff, is it, it gives me the ability to, when I get in front of a group of people and I pop that slide up, I've probably heard it six or seven times. So explaining it in my own words is easy as opposed to, if I tried to follow a script, and not listen to you, it would be a little hotter, you know, and there's some points that you're going through that you do a very good job, but you could definitely tell that you have a lot more experience doing public speaking. And then when I listen to it, I'm going, okay, that's a good point. I'll make it my own by the time I, after I've done it, you know, even I'll say on, I think it was, I'm trying to remember that it was either Wednesday or Thursday, it was Thursday that was the one over here in the Remax office. Yeah, I probably listened to the video training probably about six times before I actually got in front of a group of people, and you know, rehearsed it once, once or twice myself, but when I'm able to listen to it, then rehearse it, it makes it so much easier and, and so yeah, it absolutely is worth it's worth every penny. It will coos to you for rehearsing because I love this old saying I heard from, I forget who said it originally, but you'll be rewarded, what you, what you practice in private, you'll be rewarded in public. And the fact that you actually practiced your presentation, I mean, very few L.O.s actually even do that. So, oh yeah. Yeah. Well, you got to, if you don't, if you don't do that, what happens is I've been guilty of going into presentations without practice, and then you get to that slide and you go on like the heck was I going to talk about on this one. All right. Next slide. Right. Well, listen, man, I so much appreciate you making time. I know you're busy and you're busy, you know, working with all these realtors you got and brokers and doing deals and so, man, you're just, I am so thrilled to be able to work with you because I love, you know, hopefully you can tell I got a passion for doing this and I love when people write take ownership of it because I can't do it all for you. So, I'm just so grateful for you and sharing the time today. So, thanks for being here, man. No problem, Jeff. Appreciate it. It bring me on board. Yeah, and for those listening, by the way, I am going to put links to the show notes and to like Jeff's pages and stuff, but also if you're interested in finding out more about powerful presentations, masterclass, there will be a link in the show notes as well. You can go learn more about it there if you're interested in becoming a member and starting doing your own agent classes, much like Jeff has done. So, thanks for listening to this week's Mortgage Marketing Radio episode. If you like it, leave a comment. Make sure you're subscribed so you don't miss a single episode and once again, I appreciate you. Thanks for listening. We'll see you on the next one. Bye for now. 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 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, butts and seeds, partnering with affiliates, real easy. But that's not all. 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