Ep# 57: How this Loan Officer Made $6K Teaching His First Class

In today's highly competitive mortgage industry, building profitable relationships with the real estate agents is essential for success. However, finding effective ways to secure agent relationships can be a challenge. With so many mortgage loan originators vying for the attention of real estate agents, it can be difficult to stand out and establish meaningful connections. Our new case study featuring loan officer Chris Cogill is a must-read. Chris has closed a remarkable 36 million in funded loans from agent referrals. And in this case study, he shares his proven strategies for building strong relationships with real estate agents and leveraging those relationships to drive more business. To get your hands on this resource, head over to LOKestudy.com and download your free copy of the case study today. You'll find actionable insights and practical tips that Chris used to close 36 million in funded loans from agent referrals and how you can too. Don't miss out. Go check it out right now, visit LOKestudy.com and download your free copy today. Welcome to Mortgage Marketing Radio. Brought to you by the Mortgage Marketing Institute. It's your number one source for truth in mortgage marketing. Hey listeners, welcome to this week's episode of Mortgage Marketing Radio. So this week is your chance. This week is your opportunity. We are at just about the middle point of October and my question for you is, what are you going to do to set the pace for how you close out 2017 and set momentum for how you enter 2018? Many of you are probably in on the same boat and that is you need either more agents on your bus for four partners or you need deeper relationships with those agents you have. You need a larger share of customer, a larger capture of those real estate agent relationships you have and the ones that you want to add to the bus. Look, I often say that success with realtors many times comes down to a lot of large numbers. Most clone officers simply aren't getting in front of enough realtors and if and when they do they are looking and sounding like a rather lot of officer in town. So they're scripting isn't great, their value proposition isn't great, they're immediately disadvantaged because they're put into the same bucket and perception isn't every other lot of officer in town. So I want to talk to you about we're coming back now to talk about teaching agent classes and why I believe it is the number one way for you to capture and convert real estate agents and build profitable referral partner relationships by teaching agent classes. It does so many things simultaneously from simply getting you in front of maximum numbers and minimum time for positioning you at the front of the room as a thought later. You're being a go-giver instead of a go-taker. You're not just shown up and thrown up and teaching your mortgage company, your mortgage product and how you can close it eight seconds and you've got the best rates in town. The way to succeed is to first give. You've heard of this little thing called reciprocation, be a giver of value, be a go-giver. Establish yourself as a thought leader, as somebody who's willing to pour into others and help somebody else help your agents solve problems. What problems are those business marketing sales related problems and this is where teaching agent classes comes in. You position yourself to do just this. You teach classes at that ad value that make a difference that get you in front of more agents and less time and therefore you reach your goals in terms of how many agents you need to meet with that you're going to convert that are going to become profitable referral partners. It's a system that's a plan. That's why my special guest today I'm so excited to bring you just a short power session, Brandt Store, who's up in Washington state, did his very first agent class. He's a client of powerful presentations, which you'll hear about in a moment, but Brandt Store did his very first class ever, ever, had ever talked classes before at a very small attendance from that class. Yet got two loans and made $6,000 in commissions from his very first class and he's on his way to doing a second one when he had 20 out of 27 reservations to show up for this class and he's often running his off to the races. So my question is to you, what other system of prospecting meeting agents do you have where you can meet less than 10 agents and get two loans referred to you from that one class and make $6,000 in commissions in about 30 days? Where else can you do that? I don't know. If you've got the system, tell me about it because if you don't, you want to learn more about our system, my system, it's called getpowerfulpresentations.com. If you've ever wanted to get in front of agents, teach classes. If you've already done that and you're looking to take it at the next level and you want to present topics that aren't the usual mortgage 101, 203K and all that stuff and you want to present classes that are relevant to agents like Facebook marketing and video marketing and digital marketing and things like that, then take advantage of getpowerfulpresentations.com. I've opened it up once again. We're opening up just for a short time here as we roll into November. So over the next two weeks, basically, I'm going to be taking on new clients. So if you go to getpowerfulpresentations.com, you read the page, you look at the testimonials and you like what you see and the incredible offer that we've got for you, three done for you, powerpoint presentations in there, a whole suit to nuts system, five modules and how to attract agents, fill the room, what days of the week to do it, co-sponsors to partner with, how to present with power, follow up strategies that get business. You just heard Brand's story, you're going to hear his story on this episode. So listen to Brand's story and then if it sounds right for you, just go over to getpowerfulpresentations.com and join us. Right? I'm going to be working personally with you, one on one to ensure your success. And now is the time to execute, now is the time to do this. You've got a window of opportunity between now and Thanksgiving to get your next or your first class on the calendar, you've even got the opportunity to do it during the first half of December as well and then set the pace for coming into 2018, get your class scheduled for January 2018 and hit the ground running, get some some relationships going now, get that momentum building so you enter 2018 with the win that you're back, pushing you into 2018 instead of you having to drive yourself across the finish line, be pulled into 2018, some personal momentum, okay? So listen to this episode, if you like it, as I said, check out GetPowerfulPresentations.com and if you have any questions, you can always connect with me on Facebook, email me info at mortgagemarketinginstitute.com but I'd love to have you as a member, again, we're only opening up for the next two weeks, taking on just a few members. I can work closely with you one-on-one to ensure your success as we go into 2018. So remember, get PowerfulPresentations.com, listen to Brad's story and love to have you join the family. And with that said, let's get into this week's show. Hey, Brent, welcome to the show. Hey, Jeff, thanks. Appreciate you being here. I know you're extremely busy and just to kind of get right into it for those listening, watching. So there's two ways that people are probably listening to this right now. One is either on the podcast, the audio portion, or they're watching the video piece which those are listening right now that we'll link in the show notes so you can just click that link to go to the YouTube page or the blog and watch it. All right, so Brent, I don't even know how you came to me. How did you find me? We're going to talk about the classes you're doing and all that, but how did you find me? Boy, you know, I think it was, I think I did a website search or something. I don't exactly recall. But I came across your site and I got some information on your powerful presentations program and I thought, yeah, that's, you know, that sounds good because I had just gotten back into origination. I needed a way to, you know, bring in a connect with some referral partners and agents and so I tried it out. And here you are. Yeah. So you were telling me right before we hit record that you had recently got back into originating, right? Mm-hmm. Correct. Yes. I'm sure what I, I want to have you here to talk about the experience you've had recently in doing powerful presentations and conducting classes. Had you done classes before in your business as a phone officer? I never had. No. Never had. So pretty brave, man. All of a sudden you want to get out there and start doing classes? Yeah. Yeah. Yeah, it was that. Well, actually, I did to a long time ago, first time I'm home by our classes, but honestly, that wasn't that productive. And when I saw your program, I thought, well, this makes a lot of sense, you know, because now you're presenting to people who can continue to refer you in business. So, yeah. So what about it? When you saw the concept of, I mean, you know, first of all teaching classes isn't necessarily in there, right? But, but why, why classes for you? What made sense when you, because you're kind of, you know, re-entering, originating. You didn't have a lot of realtor relationships. So, that makes sense for you instead of like doing co-calls, you know. Well, because co-calls are tests, you know, actually, you went over the statistics in the program and, you know, you just, I guess, if you're glutton for punishment, that's great. But, and, you know, this way you're giving people something of value up front and your health thing and your, it's just a whole different angle to come at it from, where you're providing something. Yeah. Yeah. You're truly earning the business. So, because you're really helping them to build their business that are referring to you. So, you, you were in a situation where I was many years ago when I started originating, when I got out of subprime and then realized I was going to need purchase business back in 2003. And, you know, like no realtor relationships. And I did the traditional stuff everybody else does, co-calling them or not. But it sounds like you probably realized the same thing I did, which is like, man, I need a lot of realtor's fast. Right. I didn't want to co-call because that wasn't that effective and I didn't want to look like every other L.O. in town. Exactly. Yeah. So, how's it gone for you? You've done two classes so far. Right. I've done two classes. The first one we had 22 people register and we had only six showed up. It was still good, it was still great. Yeah. But I learned from that, like, okay, you know what, we need to actually call the day before, you know, like, this can't all be emailed, you know, we've got that phone dial. But what was interesting to you is I reached out to you shortly after that and said, well, Jeff, what do we do with the people that didn't show? You know, you said, well, email them or call them and I sent the email basically verbatim of the, of the way you'd suggested and I've got two, two transactions closing this month from an agent that I met with that didn't come to register, show up. Yeah. Yeah. Exactly. What is that worth? What are those two transactions worth to you? Roughly. Back members, but, you know, yeah. I mean, we're, you know, probably $6,000 this month, what did it cost you to put the class on? Well, let's see, I think I spent about $200, well, I spent $300 on food and I split that with a sponsor. And so, $150, basically, for your first class, for my first class, which had, which had only six people. Six people, correct. Yes. Did I hear you correctly? Two transactions this month? Yes. And then, and then I'm still working with some of the other people, but just, but that, I wanted to bring that up because that was someone we didn't even make it to the class. That's crazy. That's crazy. Yeah. So, how did that go? Did you know her before? No. Not at all. So, wait a minute, wait a minute. So, if you invite an agent to a class, they don't show you call and follow up and say, hey, sorry, you missed the class. And they're like, what happened? Yeah. Yeah. And I just said, you know, I understand things come up, hey, would you like to, you know, go grab a cup of coffee, sit down, we'll do it one on one. And that was the millennials class, the first one that I did. And I brought all the materials with me, you know, get her on the book and there you go. What? When did she give you the referral? How soon after that movie? Gosh. Week. Maybe a week. Wow. Wow. Okay. That's an incredible story, man. I know. So, it's totally worth, it was my sponsor who got the word out to her. But my sponsor didn't, the title of sponsor did actually know her or she just needed a broker. The broker told her, so yeah. That's crazy. Pretty neat. Okay. So that's that. I mean, right there in and of itself, right? Six grand in commissions from a six class. Right. And that's only one class. Does it, like you said, does it include all the other relationships you're going to be cultivating? Exactly. Okay. So let's go to class number two. Tell me about class number two. So class number two, I just did on Tuesday, so that was the 10th of October. And let's see, we had 27 people registered, I think 20 shared. But this one we did the phone call before. And if it was one of my, one of my people that I invited, I called. And if it was one that my sponsor invited, then she called. And that, you know, the percentage of people that showed went through the roof on that. That's awesome. And that's like what, I don't know the math, 80% or so more that showed. That's pretty solid. Right. Right. And a lot of them, we called, weren't even from us. They were from email, promotion, they were from Facebook, you know, boosted advertising promotions. So neither one of us knew them. So we got a lot of new businesses in there. Mm-hmm. Well, that's very cool. It happened so far. That was just last week. So it's kind of fresh. But what's going on with that one? That was just Tuesday. Yeah. So it was only a few days ago. Yeah. Yeah. So you've made your follow up. Right. I've been making my follow up calls. I've been, I found it's a lot easier to reach because what I do is, you know, become friends on Facebook, of course. Right. And I've found Facebook Messenger is the greatest tool because, you know, people that won't pick up their phones and won't return your calls. You send them a, you know, Facebook message and they're like, hey, how's it going? No, I've been meaning to call you. It's like, oh, okay. Right. So yeah. It's, it's, um, it's very, yeah. Mm-hmm. Yeah. Yeah, it was great for follow up. So have you scheduled any, uh, any meetings with agents since, since Tuesday? Um, I've scheduled one so far and have like three that are wanting to schedule. And we have to figure out the, you know, the time. So, um, but yeah. So. Well, what did, what did you learn? Um, now that you've done a second class, it sounds like one thing you learned is you definitely need a call to, to confirm attendance. Correct. Correct. Yeah, what is it? The other thing I would say is definitely like, as they come in as, you know, as people register, um, I think reaching out to them right then and it'd be great. Uh, you know, and just because, you know, it's set up so they get the confirmation email and everything. Um, I actually calling them and say, hey, thanks. You know, that kind of thing. I did put some questions on my event, right? You know, like, what are you interested, you know, what's your main thing you're interested in learning from this? Right. That kind of thing. But just calling them and really, you know, getting a better feel and, and, you know, making it real. You know, make it real like, oh, there is a person. Yeah. That's awesome. Yeah. And so that is important. And I think what I will do in my future ones is when they register also, I'll go on and do a Facebook friend. If they're not my friend already. Maybe I can hack with them and say, hey, I'm looking forward to seeing you at the class. Exactly. Yeah. Exactly. And then the nice thing to is, um, when you complete the class, you can put up a post and of course you can tag everyone that was there. Yeah. Exactly. It's a way to stay engaged and connected. Right? Yeah. It's your network of agents. And, and now you can follow them. You can like their posts and stuff like that. Right. Right. Yeah. And that way you can put up one post. Thank everyone that was there. And, you know, it's, it's great. And, and you get further, further feedback. Besides, you know, we were talking about all of these. Yeah. Hold those up because we're doing video. Yeah. So those are the back forms that you hand out at the end of your class. Yeah. How are you using those? How have those been helpful? Like the questions or whatever? Um, it's nice because it asks them about the areas of business that they're needing help in. So you know right away. Is there, you know, is there an issue? Is there something that you can help with? And it's a great way to kind of focus in on, because there's so much information. But this way you can really dial it in as to, you know, what is it you're really looking for? You, you want to focus on getting more listings, let's say, or you want to focus on lead generation. So it breaks it down. And so it's nice because you know exactly what they're looking for. And then the other section, it also has their problems and their frustrations to lady call returns. No status updates. Send it closing. Those kind of things. Is that helpful? Is it an interesting to see what people put down? Like what are your challenges with your current winter? Right. They're always communication. Almost always. Yeah. So that's, you already get this. So that's our opportunity then to demonstrate that we're an also communicator by what you're saying is like you're following up with a phone call. Thanks for coming. You're doing the Facebook thing. Thanks for coming. Right. All of a sudden you're building this presence of like, hey man, this guy follows up. Right. Right. Exactly. Yeah. Well, and then we, like we have a mobile app that gives them real time updates on, on everything. You know, all the milestones. And so in the class, I do like at the very end, I do kind of like the little 60 second, you know, should be a lot of some of the highlights. We do go branding back to our clients for seven years that they're all co branded on. We have a mobile app that, you know, and they can refer friends prospects to that mobile app. So they get a version of it and has a private search on it for them. And then those prospects can actually share that with other people and they're still, it still goes right into them. So I give like kind of a really brief spill on some of our benefits. And that's it. And then, you know, follow up. Oh, but then those people, have you found those to be helpful for making the calls, the follow up calls and scheduling? Yes. Yes. Definitely. Definitely. Yeah. And a lot of them, a lot of the communication and following up isn't even calls anymore. It's just messenger, messenger. Well, yeah, the new, the new phone call. Yeah. Yeah, it's interesting. What do you expect to get out of? I may be hard for you to say because I know it was just done three days ago. But any expectation you have for that most recent class, where you had 20. Well, I mean, right now, I'm already meeting with one agent on Tuesday. And they'll be more than that. But I mean, sure, if you do one, one of these a month and get one good new person to work with is so worth it. You know, at the end of a year, you've got 12, I mean, there's only so much that you can handle, too, right? So, you know, if you can establish a really good new relationship, you know, every month, just from doing one of these a month, but it will be much more than that. But still, you know, well, I mean, just from the, your point alone, from your very first class, I mean, you got to, you know, 1000. So the odds are that's going to replicate itself. Right. Right. That's cool. Anything you're doing differently or looking forward to moving forward. Because so you've done the millennial class and what the video class in the video class. Yes, just in the 15 essential videos class. Yeah. What's the response from agents? And what I mean by that is, would you consider this your typical lunch and learn? No. No. I went, I am certified to teach the continuing ed classes. But here, but I have never actually done it. I did the certification and did all that. So I can teach them a finance, but here in Washington, there are three hour minimum classes. And, you know, it's, yeah, I mean, and you know, they, you know, they have to get the certification or they're, you know, the continuing ed. But it's really not what they want to hear. It's not interesting. And what I like about these is they're short, you know, you have the food, you keep it light. It's fun. It's an hour. You know, we did these that total wide and more. So, you know, they do a free wine tasting afterwards as well. That's right. Yeah. So, and everyone coming there is coming there because they're not coming there. Not because, oh my gosh, my birthday is coming up. And I need six more. Right. You know, so it's really nice to not respect that I like this a lot better than. Yeah. Are you, are you, are you doing the next class in the series? You're going to redo one of the others. I have another ones scheduled. Oh, this is actually really interesting. Now, they think about it. So, I have another one scheduled at an office. The, the first time I did more at total wine and more. But I am doing one at an office in yellow. And it was interesting because on the feedback form. Or actually, they're one of the questions that I did on Eventbride. It's how did you hear about us? And so the H and said my brother. And so I went and met with him. I was like, oh, that was really cool that your brother. You know, we're sure us. And to refer you to the class. And so anyway, he gave me the broker's name and everything. And I reached out and called her and said, hey, thanks so much for. You know, referring him to, to the class and everything. And scheduled an appointment with her. And now so I'm doing a, doing one at her office. So the person invited you into their office. Yep. Yep. Is there an in-house lender there? Nope. No, okay. So maybe that'll be you. Yeah, there you go. There you go. So yeah. So I mean, it's. That's powerful, man. Yeah. You know, if you start looking for those, those things. And, you know, people really are hungry for this kind of material, because this is what they really need to build their business. And so. Now what's interesting about that is, I think from a perception issue is like, you know, we don't want to look and sound in like every other lender in town. And I got to imagine that you probably wouldn't have had that opportunity to meet with that broker. Had you, like, maybe done a traditional class. Maybe what I don't know. I don't know. But I'm just saying, I see that happened quite a lot where you do a class like you did. And all of a sudden that happens. Somebody gets word and you're like, hey, would you come to our office and teach that? Right. I don't think there's eager and excited. Correct. If I'm wrong to come teach that two or three K class. I don't know. Right. Yeah. Well, it's interesting today, even because I put that post up last night. I showed you. And I got three friend requests and I was like, what are these? And, you know, I, you know, look at the profiles and they're all agents. I was like, that's interesting. You know, I got to talk to them before. So that's cool. That was cool. Yeah. You're expanding your share of influence. Yeah. That's awesome. And it's nice because it's, you know, it's really helpful. And like for the video marketing, it's so nice because it's such a better way for them to be able to gain clients. And that kind of thing, rather than like we were talking about, you know, we're knocking coal calling all that stuff. They can like start really focusing on getting some, you know, video marketing out there to bring in clients and help out with like the mundane tasks of, you know, answering the same questions over and over. Right? Yes. Yes. You create a video and it's an ongoing asset, you know? Hey, I'm curious. So it's funny. You're teaching these classes. I'm wondering now if you are also inspired to implement some of the ideas from the class. Oh, I am. I am. Yeah. And, you know, I'm big fan of mortgage care. I actually use mortgage care. It's a lot. Yeah. Nice. Yeah. And that, and that really helps you because again, you've got the video. And, you know, you know, back in the days to speak, we used to go out and meet with the clients, you know, after work at their home and explain things. And nobody has time to do that now anymore. So you can do a lot for video. So yeah, video, it just helps so much. And because without it, since we're not seeing people as much as we used to, everything just becomes kind of impersonal. Well, let me ask you this. Sometimes I get some L.O.'s they say, well, you know, I'm a little bit reluctant to keep the class out because you're marketing. I'm not really. Yeah. And I always try to tell them that, you know, you're the messenger. And I've never had an agent say, hey, show me your videos. Right. What would you say to an L.O. who's a little bit reluctant because they're not a like expert in the class topic? You know, what I would say is that might even be to your advantage, actually. And, you know, if they see you and you've got, you know, thousands of videos out there, they're going to think like, geez, you know, I, you know, I can't keep up with that. So if you're just getting into it and then you have the summer, you're fresh on that learning curve. And you can say, oh, this, you know, this is what I use. And this is how I got started. You can relate to it. It's very related. Exactly. Exactly. Very cool. So, yeah, but, you know, I never had anyone ask me about about my videos. I mean, I have, you know, I have a YouTube channel and that's kind of thing. But I have a lot more videos have to upload and make and everything. So I'm still just getting, you know, rolling as well. Well, I appreciate you being here. If anybody wants to ask you more questions, are you open to maybe, you know, a couple of LLs reaching out to you? Absolutely. What's the best way to do that? Is it Facebook or Facebook Messenger? Yeah. You can do Facebook, you know, Brant Store, the R&D, the STO chart, or my email is Brant at BrantStoreLones.com, LonesFlora. And, yeah, and then my phone number is 206-941-743. So, awesome. Appreciate that. Awesome. And for anybody who's listening, obviously, who wants to take, you know, kind of that next step in, in roll and powerful presentations. Of course, you know, that's powerful presentations.com. But anything you want to advise if somebody's like on the fence, considering adding this, whether or mix? Oh, man. Yeah. Yeah. The best way I've ever spent in any program to build my mortgage business. And by the way, this is not set up. You and I just, you just boom, got on video and said, let's talk about your results, man. Yeah. It's not, this is not induced. Yeah. Yeah. Yeah. No, really. I mean, it is. It's just so much value. And the videos or the programs that you put together, there's so much information in each one. And you could, from that, you know, after doing those, you could create, like I'm thinking about doing a lunch and learn on past clients, marketing past clients. And of course, it would a lot of the tools that you have in the three courses, you know. But just kind of direct towards how to, how to use these all towards, you know, marketing effectively your past clients. Because, you know, if you use the standard tools and the little email drip campaigns and stuff, I mean, it's better than nothing. But, you know, what if you're sending them video updates and market, you know, outlooks and that kind of thing. And you're using some of the tools where you know who's opening it and when they're opening it. Yeah. We have more classes coming down the pipe as well. So, but that's a great idea for you to, and that's what you don't wait for, right? You already got the skills to do it now. So, yeah. Yeah. Awesome. You know, you're busy. I'm going to jump in another call, but I do appreciate it. And we'll probably get a connect when I've been Washington next week. So, you know, or do that. And I just appreciate you making time at, you know, last minute here. And I want to also just for everybody watching and listening, a lot of people see this kind of stuff. They think about doing stuff, but you did it. You took action. And that's all the rewards and kudos go to you because you took action. Oh, thank you. Thank you. You bet. And so for those listeners listening to the podcast, thank you for listening. As always, if you want to learn more about Get Power for presentations, go to GetPowerForPresentations.com. It is open right now for a little bit. And this is your chance to get in one class before end of the year. And set yourself up for right and great clothes of 2017 and momentum in 2018. So in between now and like the middle of November, even after Thanksgiving and middle December, that's two cool opportunities to do classes because things are a little bit more quiet. Yeah, you can probably capture a little more agent's attention. And but it's a great way to just kind of set yourself up for success. So with that said, anything else you wanted at? Look, you're good. I definitely recommend. Awesome, man. Well, over and out. Hey, man. I'll be in touch with you. And thanks a lot for making time today. Sounds good, Jeff. Take care. All right. Take care. 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 seats, partnering with affiliates, real easy, but that's not all. You'll also get access to our weekly mastermind calls with top L.O.'s, authors, speakers, and coaches to learn the best strategies to grow your business right now in today's market. And as an extra bonus for limited time for all new members, you'll get access to a database of 200 agents in your local market that have closed anywhere to from 8 to 50 transactions in the last 12 months. And we'll provide that list uploaded into our platform for you so you can get off to a fast start in reaching actually productive agents. So what are you waiting for? You can check out more at mortgagemarketing.pro, see more of the success stories there. And if you feel compelled to do so, book a call, we'll have a chat. We'll see if it's a fit. Don't miss out on this opportunity to take a look at this. We'll see you in the next video. If you want 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 mortgagemarketing.pro.