Ep #51: Secrets of Generating Consumer Direct Online Leads

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. This is a good one this week. You should be glad you tuned in because this one is a home run we're hitting that out of the park. Thanks special guest this week is the CEO and founder of leadpops.com. And let me ask you a question. As a mortgage loan originator, do you do any of the following? Do you have a website? Do you use email, social media? Do you blog? Are you into content marketing? Do you want to learn more about how to generate your own leads through organic search engine optimization, paper, click, retargeting, video webinars? What about direct mail, flyers, events, magazines, newspapers, radio seminars? How about referral marketing, right? Then it be an eye, affinity groups, realtor co-marketing, builder co-marketing and so on. That pretty much describes everyone who's listening. So if that describes you and you for some time now have scratched your head about how to effectively generate and convert and optimize your lead flow process, consumer direct, realtor co-branding and co-partnering, if you're looking for ways to convert more leads, then perhaps generate your own consumer direct leads, yes, the holy grail. My special guest here today, Andrew Leapops.com, is going to blow your socks off. This guy is literally the wizard, the guru. I thought I knew a lot about digital marketing. This guy knows a lot. And so today we unpack all those types of content and topics and really to help you. This is literally a course in how to get more results from the current marketing that you're doing. And if you're doing anything or much in the way of digital marketing right now, which includes things like Facebook and optimizing your social media presence and doing it in a compliant way, tune in, right, tune in, set aside time to listen to this in a dedicated way because I guarantee you, you're going to find this to be one of the best episodes you've heard when it comes to marketing. So if you like this week's show, make sure you leave a rating, leave a comment, email me anytime, info at mortgagemarketinginstitute.com, subscribe if you haven't and check the show notes for all the links to today's resources, including the free Facebook we've got if you're interested in getting more info of the kind we have today. Just let us know. So let's get into this week's show. Internet leads, here we come, tell you yeah, let's do it. And poaching realtors, here we come and finding good realtors that are just ready for a smart loan officer to approach them with some good marketing ideas that can really help them grow their business and, you know, doing some recon work and that's kind of the fun part too. You know, if you're a loan officer, they're always like kind of struggling like with, okay, well, you know, how am I going to talk to this agent or what is my approach or what's like my foot in the door or, you know, which agents should I be talking to in the first place is kind of knocks all those things out in one fell swoop. You're able to find realtors, one that are proactive, they're doing marketing. They've got their own website. So that's already a class of their own, these aren't necessarily going to be realtors that only have like a page within the broker's website. So you're talking about agents that are like more serious, right? They've got their own marketing going. They're trying to generate leads. If they're already coming up in Google and you found them by doing some Google searches, well, there's a next kind of echelon, you got a realtor that's not only got a website, but they've actually got some Google placement, even if it's not like the first page for, let's just say city real estate because that's tough, you know, for these kinds of real, like short tail key phrases that are in like big cities and stuff like that. I mean, for the most part, see Zillow and realtor and the big boys, the big portal sites coming up for those, but you'll still find a couple of the smaller guys coming up for maybe page two or the paper click ads because they can compete there and real estate key phrases are definitely affordable. And then you just, you click into a site, you just look at what's the setup, what kind of mortgage information are they offering if any? If you find the mortgage section, you click into it, well, what's what's going on there? And oftentimes you just start to see that's where like the wheels fall off. You click into like their mortgage content, they got some big old button. It says like get rates and you click that and next thing, you know, you get hijacked. Their website's gone and now you're on some third party website that sells mortgage leads. Somehow the realtor at some point either got duped, they got some widget that was, you know, they found online that was, hey, put this free mortgage widget on your site and they think it's kind of cool. So without even really thinking about it or testing it or looking into it much, they throw it on their site. And next thing you know, this widget, the whole purpose of it, the reason this mortgage entity or mortgage lead generation entities given it away for free is because they want agents to one, give up their traffic for free because you click on the little widget and you get hijacked and you get driven to that mortgage website. So there's one reason it's duplicitous because it also becomes a backlink for them for a mortgage key phrase. So now you've on your website put a link that is driving people away for a lot of times they'll embed keywords into the little widget. So they'll say like your area mortgage rates or your area even real estate or homes for sale. So they're trying to overtake you in Google by getting that important backlink from your website and it's a one way link. So that's now driving traffic. So you know, a couple of these kinds of things and a lot of times you'll find like the Zillow widget on there or just it's like a pre-approval form that's just like totally like not conducive to lead gen like we're talking it's got you know a whole bunch of questions they're asking right up front they go right for the jugular you know asking for stuff that people don't feel comfortable providing so quickly like name email phone number you know where do you live you got like 20 fill in the blank questions you know and then at the bottom they'll ask you to like fill out a little riddle like you got to solve a riddle now and you can't even read the thing right so now are you a robot yeah right or there's some weird like blurry message like you're supposed to try to read the cryptic little code that they've put in there that's the one that's the picture of the house and it says tell us the address or the zip code or the street address you see on the house you ever see that one yeah that's great one man it's like this fuzzy image it's like it's kind of like the Bigfoot image right you're supposed to like make out what you're seeing of it but hey man Bigfoot's real don't don't bag on Bigfoot hey you can help us get some some mortgage leads out of these realtors I'm all about Bigfoot so yeah so all right so take us there man show I don't know if you've got a realtor site example pulled up or you just want to show us the recon thing yeah let's do that let's take a couple because there's some steps involved and you know and and it's just it's experimenting and and just playing around with different keyword searches and things like that and just saying what comes up and yeah just to set this up I mean just to reiterate I think you mentioned this at the beginning so but you as a little officer you would have your target list of agents let's say you've identified you know kind of your top producers you want to target and go after and you want to do something different so you've got you know your realtor is you're going to go check out their website or do a Google search like you're showing right here and see who comes up under this either one of the two absolutely and well and that's and that's a great I'm glad you brought that up because I just jumped kind of right into here's how you find your realtor but you know I would recommend first start with your existing agents because these are one relationships this isn't a cold call or some you know kind of new approach it's somebody you've already worked with and it's great because you can compile a list of all the agents that you've got some sort of a relationship with from there you kind of classify them by by checking out of those maybe 20 30 50 realtors that you know which are the ones that are doing business that are producers that you know are active they're not like the part-time realtor and of those which of them actually have their own websites you know and if you don't have a list of that it's as simple as googling their name and the words real estate and seeing if their own site comes up in the first few results or if it's nothing but like a realtor.com profile page and maybe a page inside of their broker site which that's you know that's going to indicate for the most part that unless their website's really really tough to find it's it should be one of the first options if not the first thing that'll come up when you actually google that agent by their name their brokerage name and the word real estate so that's just that's that's kind of how you're going to run that kind of search and real quick I notice in the search terms there you put a plus sign and mortgage real quick why do you do that so this is just I'm I'm experiencing I'm playing around with a couple things but what you do is okay so I want an exact match on the phrase orange county real estate so by putting it in quotes first off that's going to give me exactly that that phrase as I have it there it's it's not going to just kind of pick and choose the random keywords and find any website that's got a reference to something you know orange county real estate it's going to give me only sites that have that exact reference I'm also looking for sites that have a reference to mortgage because we're looking for sites ideally that'll have it'll be a real estate site but it's going to have like a mortgage section or mortgage content you know a lot of these sites will even have something like let's just say mortgage center on there no call that's what they'll call their mortgage area in some of these like a template website providers there's a ton of these real estate template website companies out there and they have a very structured way of doing it where all of their websites will have the exact same labeling of certain sections and then you can once you identify a site like that or a company like that you can literally it's kind of crazy but you can like kind of hack their clear I'm sorry say you can hack their client list in a way you can find literally every single client for that company that has a real estate website in a specific area because you do like with the name of that company a lot of times these these companies will brand the website in the footer you'll see the reference to their company name you put that in quotes plus your geographic area in quotes plus what they call their mortgage section maybe it's like their mortgage center or they every one of their website says online pre-approval or something like that and then you'll just combine those things with a plus sign meaning it has to have these specific things in place it's got to say mortgage center and it's got to say orange county real estate and it's got to have a reference to let's just say xyz real estate marketing on it and that's that's the company that does these sites for example okay so that's just there's a couple things so let's just look and I'm just scrolling on the list and just looking at random stuff you know again this is some recon work this is like your laptop on a weekend night or a weeknight or whatever and just putting together like an Excel spreadsheet or an ever-note document and just going down the list and experimenting with all kinds of different keyword searches that are real estate focused with different like variable terms that you can try I see a couple jumping out one I see uh carry where'd she go yeah carry Harvey carry Harvey Realtor Telegra real estate I see where she's about to do totally got it so absolutely so the first ones out totally skip osy register not you know uh the newsmaker yeah we Walter California mortgage blog spot now looks like a mortgage company but this one mortgage center carry Harvey Realtor totally looks legit let's see what we got here just drum roll please good good eye that was fun all right nice oh my gosh what is it 1980 uh and this is like the videos are already playing like make it stop but like this is what you find like all the time and she's got a site that appears to be play I mean it's coming up right it was just gonna say yeah she's coming up in search like number five six seven something like that yeah we did a specific search but I mean it's still showing that her site is indexing in google right and we could if we want to get a crazier on maybe another podcast make sure you had like dissect a specific website and see like what key phrase I mean that's just that that gets fun because you can take sites and then you can start putting them into like semrush.com or spy food.com and then you can actually see like how many keywords the site's coming up for their google placement for those keywords how much traffic it's getting and then you could get really crazy with it and like make a real awesome list but let's just start with what she's got here a whole bunch of mortgage calculators yeah this is on her mortgage center page over her website so that's why we're right here yeah mortgage calculator all right so it's I mean that's a calculator standard calculator so no one hijacking her traffic from what I can see here but no way to generate a lead from that calculator either so this is gonna make this stop so someone just comes on here playing around with their calculators she gets you know maybe some traffic to this page and they play around and they leave and she she gets nothing out of it right and then we're gonna jump over real quick let me show you how our friends at Zillow take calculators because calculators are actually some of the most sought after phrases in the mortgage world super popular people love to play with them but they are notoriously known for getting a bunch of traffic and not ever converting in the leads so companies are trying to figure out how do you okay so how do you take someone playing around with a calculator and like converted into a mortgage lead and Zillow is what they're gonna do with it because this is smart you just couple the two things together so let's just go for like let me pick a random house on here let's just pick uh one of these nice ones right here and just jump right into like I'll take that yeah I'll just or why not right just take a take a couple of these let's tell me your neck of the woods yeah so San Diego 22 and square feet new construction all right so they've got get prequalified here which takes you to their long form right and that's one thing but let's go let's go to the calculator thing because this is like this is where we get specific to like a mortgage calculator right so mortgages calculator you can play around with the numbers let's just say I can put 30% down and have fun with my calculator it gives me my payment but what they do is they add a call to action button and that's all it is simple call to action button on the page of the calculator you click get prequalified and off they take you right into their Zillow long form and they convert your calculator tinker into a mortgage lead it's kind of like you and I in the podcast we did a week or two ago which is available by the way at mortgage marketing suit.com forward slash 36 but it's like the the journey that you take people on instead of just hitting them up front slapping them across the face with a big long form take them on a questionnaire process yeah this is all it is make it easy just kind of guide them step-by-step just keep kind of ushering them along you know you don't throw a loan application at them don't ask for their contact information right up front like you got to have a little tact right just like in real life someone walks into your office you don't just like shove a 1003 in there it's a dance we're yeah we're not going straight home it's a dance you know building a relationship yep yep and here's a cool little tool that I want to share also just for L.O.s that sometimes might wonder well okay well what if I want to get a specific like button made here's a cool little site it's called button optimizer.com totally free I can come on here and just like we saw that Zillow site it said get prequalified let's just say I wanted a button that says get prequalified there's my button right I can make it bigger I can do all kinds of stuff with it like literally perfect and then I can download that image and I can put give that to a realtor and say stick that on your website let's link it to a customized funnel or a lead generation form that works just like what Zillow is doing and let's take that traffic you're getting and let's create leads from it right right so that's quick example how that works and honestly you've nailed the first one that we saw as a good opportunity and I just want to point this out because a little bit more investigating sometimes we can see other stuff so I saw this was for mortgage center but then she's got today's rates uh-oh I know I'm very very curious about what this is gonna be sometimes you get into some fun stuff I mean from a L.O. standpoint it can be fun yeah you see something okay so interesting I don't know what the heck is feeding this thing the rates but it's getting rates fed into it and you know in in this case at least for her sake there's no uh link that's hijacking her track because you see that all the time and those are really the fun ones because that's like such a selling point to talk to a realtor and show them how without even knowing it they're getting hijacked oftentimes they've got a link with these rates and then you click the link and then all of a sudden the realtor sites gone and now you're on this this lead generation website so you know another opportunity here though today's rates ideally what you want to do with the today's rates button I'll show you what we do with our mortgage sites same kind of thing so let me just pull that up real quick so we do mortgage sites and we do consulting for clients that have mortgage websites and how to how to make them work better but just real quick example of our take on today's rates because people want rates it's on a mortgage site it's one of the most popular things on a mortgage site so we want to have something that calls to that or speaks to that but I want to really get into rates and rate tables and things like that there's a lot of different widgets out there and pricing engines that have rate tables for the most part I encourage clients to kind of be careful with quoting rates on a site without getting yourself involved in the process because you can kind of paint yourself into a corner finds you rates they don't understand them they judge everything based on that but anyway so what we've got here a quick example of a mortgage site it's also got today's rates on it but what do we do we just basically we turn today's rates into a lead generation opportunity we just explain today's rates mortgage rates change daily and vary depending on your unique situation get your free customized quote here and we just turn that into while you're doing that what do you see in terms of like average conversion rates on this and what's your general response to people are like really you don't need my zip code to give me the right and I don't know if consumers think like that is it is it me because I'm in the industry that's you because you're in the industry and absolutely it's these are great lead conversion tools I mean it always depends on where's the traffic coming from no that's by the way the way that maps out there I like that yeah it's kind of like a you know it's kind of fun to play with it's a little gamification going on yes exactly it's like the Tetris of mortgage lead capture right Tetris so there you go starting answering questions kind of feel like you're getting somewhere having a good time so it's just like I guess this is as fun as filling out a lead generation form on a mortgage site is gonna be it is yeah I gotta say and working with a real estate agent yes or no we see that 50% of the time we're and we're generating over 30,000 leads per month for our clients and 50% of the purchase leads we get tell us right on the form that they're not working with a realtor yet really that's a great opportunity to kind of double whammy that lead as a loan office you get a lead for yourself score obviously but then you have an opportunity to turn around and take that lead to one of your real estate agents and kind of build that relationship and then that makes the conversation about how to get them more of these kinds of leads and how you can plug some of the holes on their website and how you can give them some of the same lead capture that you're using that's producing there these leads to use in their marketing right the conversations that kind of goes hand in hand and you know that's that's our goal is is build real measurable value for your realtor is create a separation between you and these other L.O.s that are running around talking about rates and you know hand it out business cards with very little actual value other than I'll do a good job on the loan for you I love that I can see that conversation happening with the realtor let me show you how we can convert more leads that's are coming to your website and or your obviously you got your own way but the great value ad for the realtor's love it yeah absolutely and let me show you how hey and if I did you did some recon work before the meeting with the agent and you see some of these things some of these problems that are on their site kind of walk them through and show them hey let me show you how what I've kind of uncovered I'd like to do some research I you know I'd like to partner with my agents and here's some of the things I found that I've helped other realtors with that a lot of times you might not even know or kind of plaguing your your existing site and believe it or not these things are easy to fix and we use these tools in our own marketing with a lot of success and what we do is we partner with our agents and provide a lot of these same kinds of tools all right real quick just for a second time let's scroll down to I'm jumping out yeah Bonnie I think that let's let's roll the dice on Bonnie see if she's got a little more modern on all these all these realtor's I don't know Bonnie but she's trying to capture a lead yeah it's a little intrusive maybe right off the bat what do you think well yeah but and it's also just like welcome give me your contact it's what I mean yeah it's like can I take your wallet come on in yeah like Bonnie take it easy I just I just met you yeah come home and like Bonnie sitting on your couch like ready to sell yeah anyway so so all right so she's trying but you know so lead so lead Jen is important to her she's trying she's got a little pop up widget trying to get information she's she's doing it wrong and it's not her fault she's she's using the tools that we're giving that's what we're gonna do absolutely and that's okay so what do we got on the navigation center oh oh we got us a mortgage center what do we have here is this like the drum roll is exciting is there a thud or a tada I don't need oh there we go goodbye links mortgage 101 jammed in here what is this banner for who is this is this gonna be lending tree let's say oh I can't wait I'm gonna roll dice say yes lending tree winner winner didn't even need to see the the the the logo just knew it just could recognize it goodbye loan officer partner that I say I send you all my referrals yeah and getting right into a fun little questionnaire that's collecting a bunch of information right yeah so they got they got and they got mortgage 101 so mortgage 101 selling ad space to lending tree up here then they're trying to generate their own leads down here then they got another lending tree banner and the worst part is like for Bonnie first off this isn't a good service to your clients I know you want to offer mortgage information and that's like this that's the talking point for an L.O. is hey you gotta have mortgage info otherwise they're gonna leave your site and they're gonna go try to find it somewhere else like Zillow so you gotta keep them on your site but we gotta have information that you maintain control and we're not driving people to a site that's gonna abuse your clients information because last thing they remember is they're on Bonnie's website they filled out some little form and now they've got 55 lenders calling them yeah thanks Bonnie that's funny um question for you are realtor sold a site with this integration on the premise that oh it's good for SEO it'll it'll drive up your rankings you know what they I think I'd have to hear what the salesperson's pitches I hear all kinds of stuff that if you have links living inside your site you're gonna keep people on your site for longer periods of time so there's some truth to that um well we just moved them wrong go because won't one click and you went over to the lending tree yeah yeah yeah absolutely so I mean there's the the fact that you've got popups living inside of this site or gonna high frame man I mean look at the way this thing is laid out it's like come on 1970 called today with our website back hey hey hey you gotta love the scroll left to right that's a beauty yeah that's mobile friendly right there let's scroll left to right all day long this beautiful so and this is just we just did a ran of one search completely off the cuff no no real preparation for this mind you I mean we did a one Google search and we're just clicking on the first options and we've already got let's see number three um this one looks legit too come on come on Christine I'm pulling for you please be the one about a bomb so we landed okay so let's be real we landed in her link section so her site map so let's just go to her homepage but I already see her mortgage center peeking out at me so this is fun uh you know what I want to scroll down and see the bottom who sold these websites because usually the provider this is what I know by recognition just looking at it it's a z57 website z50 1957 ah there you go so right here down here you have you got z57 real estate marketing and here's the beauty of it you want to know something crazy you just put z57 ink in quotes plus whatever area you want to go for let's just say let's just jump in and do a random one I got to do two quick things we have this because it's fun fun and it's educational and uh why not so let's look at z57 ink they put that on their website so that's such a specific thing I don't really need to even get into adding real estate key phrases to it so let's just add z57 ink plus let's just do an area that we want to go after so let's just do Dallas not cool with you yeah sure let's just see who they've got in Dallas because they probably got to I don't think maybe a handful of clients if not more in Dallas okay so I don't know the count of it but I like them if Tim Davis listening good oh Tim yeah I'm not going to speak about the Cowboys no no no no there all right keep going all right so z57 ink Dallas cool so there's any site that's going to have that label z57 ink that also has a reference to Dallas is only going to be the z57 sites in Dallas so let's start looking okay right away we got their site of course places here uh but uh white pages we skipped but let's look at Knox real estate that already looks like a real estate site and it says already in the in the description tag uh text of the of the SEO that's set up for the site they've got their own uh own reference to the site on there okay cool so we got another one of these guys yeah I mean oh god right I mean let me ask you this because you're experienced obviously you're in touch with the course consumer expectations when a when a potential client comes to this site like this I mean even when there are we know they're going to be on mobile and we're not even doing a mobile I mean does that just kill it right there it's going to kill it for 50% of your traffic at least right I mean let's see what it does maybe does it respond on its own to some sort of a mobile version of itself like some site jump into mobile mode when you do this with the browser and this one totally does not yeah so and oh well you're beautiful I love that jumbled mess so I mean but here's the thing they're an agent and you can look at their listings you can sometimes look at they've got like a reference to like our marketing and you can look at their marketing plan and just because their website's busted and not doing that great in terms of how it looks doesn't mean it's not necessarily getting traffic or it doesn't mean they're not doing marketing so you can do some more research you can say okay like let's check out if they've got a section on on their listings like if it's got our featured listings and you can check it out and see if they've got some inventory and then maybe you look at their marketing section and it lists that they do like a drop of 5,000 direct mailers a week and they do you know x radio ads and it's just like I'd love to be featured as a mortgage partner on that ugly website that's cool I'll take it free traffic and help them generate more leads and uncover some pain points so we clicked into this site and let's just see their pre-qualified button this is oh yeah oh baby pop the champagne who's that colonial national mortgage okay and another one and we don't have the guy's name so I mean who are these dudes so I mean where does that form go this will go to the realtor okay and this and this is the form I mean this is the this is what I'm talking about when we're talking like anti-lead capture like it's like go away I don't want you it's like you're hissing at your you're hissing your your at your leads when I hit you like we're the lead prevention department here at this uh wait yes this is like exactly so this is one so we jump from one but let's go back to our originator of that thought process that got us into that site so let's go back to Christine because Christine's got mortgage center on here and you know by the way Sandra Mitri I know who she is as an agent in my backyard she's been around a long time successful agent you know generally speaking okay so again the site that's like don't judge a book by its cover right it's like this it's that kind of thing you see the most hideous websites ever like even the realtors that have it together with some of the better systems like there's good ones like agents that are using boomtown agents that are using conversion agents that are using real geeks these are kind of upper end better lead gen systems but you when you start to click into their mortgage sections and their finance tabs and these different things they've got again the wheels start to fall off and there's tremendous opportunity there so even the better looking sites and systems that are out there so but look at this what do we got calculate payment I see a bluesy zillow zillow home loan calculator with uh oh taking me right to zillow's right table why does this work how does this work well zillow sells ad space to these advertisers in their right table what does it do for zillow when they've got like 10,000 20,000 50,000 realtors out there with a stinkin zillow widget driving people to zillow's right table for free for zillow building zillow's search engine rankings that's a fallout of my chair talking about this it's too much it's like it's too much man I can't even do it it's too much so there you go oh it's highway robbery yeah click on pre-qualified I want to see with oh that's just another one okay for the same beast no no information no article no downloads ebooks videos nothing nothing man nothing but just like but I want to I want to have that a key thing you made because I would probably fall into the trap of you know I'd be prejudging and being like I'll look at this agent man the website sucks they're probably not doing any business but I you've made the good point I'm glad you did don't judge a book by its cover because as I pointed out you know that could be a producing agent yeah she's got so she's got a home search tab but then she's got her featured listing so these are in most cases the actual listings of that realtor or the listings in their office and that in most so you can start to see that okay well she's got some inventory here I mean and they're not bad I mean some of these what like six eighty nine three fifty nine there are bad six nine six nine one point two million so she got some listings on here it's definitely a realtor I would love to reach out to if it's an agent I really have a relationship with mark that on your list this is one you're gonna reach out to and want to talk to and if it's a new realtor you've never spoken with and you kind of gone beyond your existing list of realtor and you want to expand and grow your relationships well this is a great opportunity to start reaching out and you know I'm almost a still a big believer in the phone man a lot of people think oh inbound marketing social media that stuff's cool man but there's nothing like picking up the phone making a direct connection having a point to your call that's you know gonna gonna separate you from the others so yeah something to think about hey I'm curious is there a way for you to search agents that work for a particular franchise like a KW for example yeah totally yeah what do you want to do I mean to do the same thing we're researching find a website that needs help but you know search for KW Keller Williams let's say you know Michelle or something yeah man watch this so here's what you do comes back to keywords in in quotes you find exactly what you want so I put in Keller Williams plus let's do plus mission VAO and you got to put it in quotes because we'll find all types of references to the word mission and different words are uses for VAO so I just want to look Keller Williams mission VAO plus sign means the site has to have both of these things to be a match for my my search request here okay all right so we got of course we're gonna get through the the first first things first you know we got the KW site realtor.com mission VAO your KW office so let's start to look at maybe we can get some actual agent sites here and we'll scroll down past Yelp we got Andy Gillespie that might be worth looking at if he's got through Yelp a link to his own website so that's one thing he doesn't have the best Yelp reviews Andy I don't know if I want to do anything with you yet but you know you might skip both of that if you're a consumer and be like uh 2.3 and he's got a link to his KW dot KW for example let's check out let's go there and some of these agents sites they do have access to be able to actually customize their own pages but what makes me nervous is that unless this does it. Gosh it's Andy he's been around forever too. Andy well look at least he's got a link to his own website so get off the corporate template and get your own website right. It said visit website though so Andy didn't set up his Yelp profile right well Andy well Andy's got it all wrong right well poor guy he doesn't know any better he's just got broken websites and links and all kinds of things going on here so anyway so so that was our yeah maybe he did you're right you're right you know maybe Andy got this this uh this heartened by his Yelp reviews and just decided to jump out of the business but uh anyways he said you said that broken clunky buyer journey for someone looking for Andy to let's be that okay oh Yelp reviews well mate there's only three of them so maybe that's not really anything to say about Andy so they click into his KW page and then they've got all this other crap around and they click visit Andy's website and then it's a broken it's a dead end you know who knows where they end up next but there goes a deal potentially there was a referral of someone that actually liked working with you that and mentioned your name so that consumer went onto Google and they typed in Andy Gillespie real estate mission Viejo and then they that's how they found you and then slowly but surely with every click of the journey it's just things started to unravel and now they're back on the zillow or realtor.com and they're calling up another realtor and poof there goes twelve thousand dollar commission or whatever the heck it might have been there goes money out the window and the client isn't going to track you down to report that to you and say Andy by the way I just wanted to let you know I was looking for you but then I clicked on the help and then it took me to us they just disappear and they're gone forever and then you get out of the real estate business because people can't find you. So oh here let's just go back to Andy though because this might be an interesting exercise I don't know why that happened but go to Andy Gillespie.com I just did it on mobile so that's a bad link there obviously but if you just go to Andy Gillespie.com. Okay so let me see because he's got .net in here so I'm just going to replace the .net with the .com as you're that could be an error so so I'm glad I check this out because this is a good lesson to kind of close this out with when this is there you go there is yeah so he is in the business yeah thank you Andy and he's oh my gosh what a look at that what a nice site like this is awesome this is how it should look like right yes see there is hope after all yeah I'm say I feel bad almost in a way but here's the thing like you so it's a sensey it's that extra little bit of research and like looking into stuff and like hey it's just kind of fun to do this you can come up with a hit list of like 15 20 realtors in a couple hours playing on your laptop watching whatever binge show you like to watch a Netflix and by the way coming up with a list and here's here's what I would do if I'm calling Andy going through this exercise and let's just say I want to call him and try and talk to him about how to help his marketing whatever I would say hey Andy by the way I just want to let you know I have researched a bunch of different realtor websites out there and I have to tell you your website compared to the ones I've seen head and shoulders above the rest you've done a great job in putting together professional sites and boom talk about rapport builder absolutely totally great point compliment him it looks good now you know what I like to do with my agents is then take this this good looking site and actually turn it into like a lead generation system that'll help you get more of the people that are finding it and turning them into elites and that's what I was hoping to talk to you about and the cool thing is as you start to compile a list of agents that might be good to fit for you you a lot of times can get their email address right off their website you can build a list and then you can also think about uploading that list as like a custom audience on Facebook and then retargeting or targeting agents in your area with offers or ads that target realtors specifically that talk about this awesome marketing system where you help your realtors generate leads and business and it's just like of another way that kind of use social media with if you're not open to picking or if you're reluctant maybe to pick up the phone and call or something like that so anyways so buyers he's got a mortgage calculator section he's got a big old mortgage calculator with let me see he's got a click here to get prequalified so if he's got ability to customize this he might I'm not quite sure it's a KW looking site but in many of these cases though they still have some access to get in they've got thrown admin login and they can customize pages ad content ad buttons links that these kinds of things are typically pretty standard and that's that's it one more I clicked on from that original Google search we did was one one of that first page I just clicked on her site she's got a finance tab so honestly it's on the finance page and then she's got a calculator so here we go perfect opportunity I'd stick a nice big old call to action button right here and right underneath that main page as well potentially let's go back there this has been highly educational yeah it makes me want to pick up the phone start calling agents being like hey I took a look at your website it's it is it gives you to Sammy Nishan and it gives you this like the purpose and a strategy and you can help them you've got stuff to talk about it's exciting man versus oh calling my realtor list just checking in with them how's it been how's the weather hey by the way do you got a loan for me right oh man that's just makes my stomach turn so back to this site and then just nice call to action button right here it's sticking under here get pre approved and there you go and you can do this all day long come up with a list of 50 agents when and literally a couple hours of work or like if you if you're busy higher virtual assistant tell them what to look for tell them to come up with a list of agents in your area paying 20 bucks and you get a list of like a hundred realtors that you can have classified by do they have a website a column A do they have a mortgage section you know column B you know all types of fun ways to do it yeah criteria that's awesome cool and then of course I mean when you're talking to agents about this right they're gonna be wanting to know well great how do I get how do you help me with this so I think this is where the opportunity comes in for you to recommend you know third party solution like lead pops if they're looking for a place to improve optimize their lead capture conversion yep absolutely lead pops that's what we're here for and we do partner with our with our loan officers and we do offer some special pricing for agents if they come to us through a loan officer relationship so there's a little bit of a benefit that we have created for our loan officers to to partner with realtors with some special pricing that we offer for agents that there's a loan officer involved so awesome well hey man thank you so much for making time today I know this is just like you know awesome stuff that now loan officers like you said can call with a unique and different angle instead of you know hey I got great rates and service and I work weekends yeah you you intend other people my friend yeah I don't forget the donuts right I mean that's yeah crispy cream there we go all right well Andrew thanks so much and once again lead pops dot com is where you want to send your agents when you find that they need this kind of help so Andrew take care man I look forward to doing another one of these with you say yeah awesome thanks Jeff for having me talk to you guys bye bye for now thanks for listening to mortgage marketing radio one more truth in mortgage marketing get more free training and resources at mortgage marketing institute dot com hey guys what's up real quick you've heard about the mortgage marketing pro membership before and I just want to quickly remind you if that you're in a place in your business where you simply need more purchased loans you need to fill your pipeline with purchase business let's just face it agents are still a solid pillar of business and sources of purchase business for you well good news our mortgage marketing pro membership helps loan officers like you close more loans without the hassle of chasing agents or cold calling done for you agent classes expert training videos a marketing automation platform that automates the entire process for you everything you need to build your personal brand in your local market attracting convert agents into referral partners plus done for you proven marketing materials and plug and play content to make promoting your class getting agents butts and seats partnering with affiliates real easy but that's not all you'll also get access to weekly mastermind calls with top elbows authors speakers and coaches to learn the best strategies to grow your business right now in today's market and as an extra bonus for limited time for all new members you'll get access to a database of 200 agents in your local market that have closed anywhere to from eight to 50 transactions in the last 12 months and we'll provide that list uploaded to our platform for you so you can get off to a fast start in reaching actually productive agents so what are you waiting for you can check out more at mortgage marketing.pro see more of the success stories there and if you feel compelled to do so book a call we'll have a chat we'll see if it's a fit don't miss out on this opportunity to take your mortgage business to the next level right now head over to mortgage marketing.pro