Ep #58: The Most Amazing Way to Create Instant Value for REALTORS

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 episode of Mortgage Marketing Radio. So glad you're here, so glad you tuned in and this episode we're doing something a little unique that I've been adding lately and that is including both an audio and video portion of the episode. And that's because it's important that you see, visually, what we've got to share with you this week from our special guest. But before I get into that, a friendly reminder for you loyal listeners, are you looking to get yourself a free mortgage marketing radio teacher? You want some mortgage marketing radio swag? Hey, I would love to communicate with you. So if you are interested in a free, cool teacher that's got the mortgage marketing radio logo on it, it's soft, it's plush, it's really cool to wear, people are going to notice and go, hey, you're a mortgage marketing radio follower, me too. So when you're out and about, if you want to get one of those teachers, here's how you do it. Just leave us a review on iTunes, right? Go over on the iTunes, just leave us a rating, a review, a comment, that would be wonderful. What you're getting out of the episodes, how you're liking them, love to have that feedback from you. And once you do that, to qualify, be entered into a drawing every week for a free teacher, just send me an email. And the email is info at mortgagemarketinginstitute.com. Once again, send me an email, info at mortgagemarketinginstitute.com. Send me your name and your address, and you will be put into a drawing every week to give a free teacher away every single week. So how's that for cool, right? All right, so just do that, and that's just me giving back the love to you for giving us props on the podcast. Okay? All right, into this week's episode, man, I am thrilled to bring to you my very special guest, Wasal Cotter. Wasal, right? Wasal is the COO and co-owner at listreports.com. If you heard of list reports, if you have it, you're going to love this. And listen, how often do you, as a loan officer, are you looking for like magic bullets, you know? If there is such a thing, which we all know there isn't. You're looking for that unique value proposition, you're looking for a way to grab the attention of agents and possibly even amaze agents with value that you can bring them, that attracts them to work with you as it compared to, you know, another loan officer in town. So there's obviously different ways to do that. One of the core ways that we definitely believe you should be doing that is teaching agent classes. So if you haven't yet checked out, getpowerfulpresentations.com. Do that. That's one way. And my special guest list report, it's a perfect marriage of teaching agent classes because classes, of course, a live class in front of agents is a wonderful platform to introduce something like list reports. What is list reports? Man, oh man, I'm telling you. It's everything you need to be able to amaze agents in terms of helping them with their marketing and their lead capture and their brand representation in their local market. Let me give you an example of what's included in list reports. How about open house and promotional flyers, single property websites, customized property reports, just listed and recently sold text alerts that look beautiful. Neighborhood infographics that include things like, hey, they're a Starbucks. What's the school rating? The local parks and activities and gyms and things like that, right? What to do in that local community? How about this? This is cool signwriters, custom, cool looking professional signwriters with text and option on that. Oh, by the way, how about a open house sign-in cheat that doesn't require somebody to submit their info if you don't want, right? Simply offer them a text option. Want to get all the info on the property, just text to this number when it's keyword and both you and the agent get updated, get put into the system, get automatic follow-up, etc. This goes on and on here, Facebook fast blasts, something that they have where you can easily create a listing, take a listing, an open house, a just sold listing, anything you want, and easily create a cool looking, professional looking Facebook post that's ready to go and be promoted across social media. You want to help agents with pre-listing presentations, help them close and capture more listings, by the way, for those of you alone officers who struggle with how do I value those two listing agents when they say, I'm just a listing agent, well, hey, this is one way to do that. How about if I could share with you some quality info graphics that are going to add value to your pre-listing presentation? I mean, though this goes on and on here, but here's the thing that I love about list reports. Number one, it is dad-gum simple. I mean, you and I, we've all seen in her about software that's supposed to be the holy growl and it really lives up to that promise, right? And secondly, sometimes the quality of the output of that, whether it's the flyers or the single property websites have certain limitations, maybe the images aren't as professional don't look very modern. Well, list reports have solved both of those as far as I'm concerned when what's all showed me the demo of list reports and how easy it is with a few clicks to instantly create. Not just one thing, but everything pretty much I just named to you with a click of a button it's going to produce all these materials for the agents that you choose to, right? Talk about efficient, talk about wow factor, I was blown away when I saw it. So that's why I'm so thrilled to bring you guys list reports today because as a loan officer, I know it's about, you know, it's not or about rates and, you know, the fact that we can close in six minutes and things like that. That's all relative and important, but how do we really capture an agent's attention? Right, we need a strong value proposition. And I think list reports helps with that in a very, very, very effective way. So I encourage you to both listen to the podcast, right? And then when you get a moment, go on over and check out the visual demo of this at, here's the address, go check it out, mortgagemarketinginstitute.com forward slash 58, by the way, I'll put a link on the show notes and all that. So if you're listening on your phone, on a podcast app, you can simply click the link over there from your mobile phone and go west and video as well. So at the end of this, what do I want you to do? I want you to check out listreports.com and see if it doesn't excite you like it's excited me phenomenally. So without further ado, let's get into this week's show. Hey listeners, welcome to this episode of mortgage marketing radio. So glad you're here as I am every week. And this week we're doing something a little bit different in that we're doing both an audio version and a video version. So if you're listening to this, as you normally do on the podcast, iTunes, Stitcher, just know that we're going to be doing a demo here of this awesome tool called list reports. And if you want to actually visually see it, I'm going to put links in the show notes so you can go watch this video. It's going to be on the blog and it'll be on YouTube as well, but I just want to let you know that. So I'm so excited and thrilled to bring list reports to you here today. I'm not sure if you've heard of it or not, but you know, my goal is to bring you tools and resources that help you be more successful in your business. And I was recently attending the Todd Duncan Sales Mastery event and had the opportunity to have a wonderful conversation with my special guest. And I was literally blown away by the value and the pain of disconnect. When you're looking to partner with real estate agents, add value and really create something meaningful, move beyond the vendor relationship and move to a partner relationship. I saw list reports as a fantastic way to do that. So I wanted to bring my guest on, so she could walk us through what list reports is all about, show you what it looks like in the dashboard and then talk through, you know, how do we make this work, you know, in our local markets to really capture the attention of agents and convert those to profitable referral partners. So without further ado, with Saul Cotter, welcome to the show. Hello. Thank you for having me, Jeff. This is really exciting. I like how high tech you are doing this whole podcast thing and screen share. It's exemplary and probably should be, since you're the leading coach for movement, so fantastic, fantastic. I'm very excited to do this. No, my pleasure. I'm excited to bring you up on the radar for, you know, all the local officers who are listeners and followers. So let's do this. Let's start with, you know, I meet you at an event, I go, hey, what's list reports? What do you do? Well, you couldn't get away from us, I think, about a minute, was that true? No, that's true. You're kind of small army. We said, well, our whole team, you know, we're a technology company, right? And we're, we don't get out much for behind our screens. And so to be at an event like that and to meet hundreds of our clients in person for the first time was so thrilling. And then to get, you know, new engagements with people like you was just super valuable for us. So we loved being there and getting a chance to actually share what we do with everyone since they really need help today. And Todd's, you know, Paduncan's purpose of that event was to help everyone find their breakthrough. And if you are not finding one with regards to scaling yourself and your business or helping your agents scale their business, you are missing the mark. And it's about to be 2018. I can't believe it's already October, but the reality is here. So we're trying to help everyone really understand what they can do through the end of, you know, the fourth quarter leading into a strong launch into next year. And, you know, because everyone rides the roller coaster around this time of year, right? So it's perfect timing to infuse a technology like ours into the day to day between a loan officer and a realtor to secure the agent relationship. So this is, you know, a platform that is made for the retail, purchase, focus, loan officer who lives on agent referral business. That's what we do. We don't disrupt it. We don't come in and attack and, you know, put fear into hearts of loan officers and realtors that they're losing their jobs, but there should be some fear there, right? And we don't want to be a part of the attack. We want to be a part of the empowerment in keeping these loan officers and agents that have worked so hard to get where they are today through Prash and through, you know, crazy times to keep them ahead of the change as opposed to trailing behind it, trying to compete with the internet. Hmm. Well said. Well said. Okay. So what really jumped out for me is, you know, when you think about the concept of, like you and I've talked about, loan officers, you know, we're always preaching they, you know, pay ad value to your lender relationship or to your realtor relationships. As a matter of fact, that came up in a training I did the other day, which a common thing that I hear, I'm sure you come across as well. As loan officers, you know, they meet this new agent and they're looking for, hey, how do I position myself uniquely differently, how do I add value? And then oftentimes there's that struggle in and of itself, but then there's after that first initial meeting, you know, loan officers struggle to quote, activate those relationships and engage those agents and write and earn a larger share of that agent's business. And so that's one of the things, first things that stands out for me when I look at list reports. Okay. I'm a new loan officer. I come to you and I, you know, it's obvious that I need to be more effective and successful in capturing, converting realtors to referral partners. How would list reports help you do that? Well, you need something new to talk about, right? Like all we talk about in lending is, you know, my race and my product and my service and then you kind of are relying on the rest of the relationship to, you know, for the agent to really like you, right? So you don't want to have your business resting on those particular factors because a lot of those are not in your control. You also may not want to do business with people who don't really like you, ultimately, that's not usually the best long-term fit for a scalable business, right? So what's the strategy that a loan officer should take when they're talking to a real estate agent? And so my opinion and our company's opinion is the strategy that an originator should use when they're forming their business, when they're really thinking through the long-term aspects of the activities that they do day to day should be, how do I help my agent? How do I actually help an agent do better, get more business and be more empowered through all this change? And that's the question that I want loan officers to ask more frequently and that we believe list reports can help them you do and ask better and add value to that agent in a really impactful way, not the usual, right? So what does that mean? The first thing that we are seeing just in hordes all over the country because we've about 60,000 real estate agents using our platform right now, about 7,000 loan officers across the nationals of these states using this. And what we're seeing is some very dramatic statistics that are important, right? So meeting an age of a real estate agent is mid-50, as same age as a loan officer in America actually, middle-50s, but more than 65% of the people who are buying homes right now in America are under the age of 38. And if you understand that major delta in age range, it's not just age range, it's communication style, it's social interaction style, there's a completely different way that you have to talk to today's constituents. And unfortunately, the real estate agents that are out there today haven't necessarily adapted to the change that's actually here with regards to the fact that these younger than 38 folks would rather text than call. They don't want to hear a voice mill anymore. There's a lot of statistical change that needs to be acknowledged because right now, the way our business works is, you know, a loan officer kind of sits there and says, okay, I need a referral, I need a referral. So they build a relationship with an agent and it's usually based on a couple of those, you know, factors I mentioned earlier and it's not really a deep-seated relationship. So they kind of sit there and wait for the agent to come and say, hey, loan officer, can you get my couple here pre-approved before I take them out this weekend? And at that moment in time, you're so excited, you have a big win, you've got someone to get pre-approved. But prior to that moment, you have no idea what your agents are doing or how they're generating their business or how effective they are at keeping the people that they've been exposed to along their normal activities of being a real estate agent like open houses, for example. In order for them to give you that one person in your hand and do a good job with it, they had to have lost another 50 before that person came to you. They could have kept a whole lot more of the people that they encounter if it weren't for the fact that that disparity in communication styles and just understanding the changes of the people that are actually looking for their help today, if they knew how powerful they could be in those opportunities they had with their clients, they would be so happy and they would be so grateful. So if you can be a loan officer that goes in and actually assists an agent in modernizing their business and helping them scale themselves with not a lot of extra work and not having to learn a whole lot of intimidating technology because you know, that's very well Jeff, like agents have dozens of tools that are being thrown at them and lots of loan officers competing for their business trying to offer them the next best thing. A lot of the time they don't work, they're disconnected, if they've cost money for an agent and they don't actually help the agent scale because there's too many hurdles. Learning curves, training requirements and that type of thing. So if the loan officer can be the reason the agent succeeds, of course the loan officer is going to gain from that after the agent does. And if you really put people first in this business and you can really add value to a relationship and that is really adding value, really helping them keep their job long term, if you look at it that way, you are now imperative to their business and integral to their success. And that's the position we as lenders in the industry should have and not this misleveraged relationship where we're always begging for business and we have to empower ourselves a little better. And the first way to do that in my opinion is to help the agent. Does that make sense? 100% makes sense. You said a lot in there quite a lot and so I want to go to that, but do that as we navigate along. Kind of what you showed me when we sat down at the Todd Duncan Sales Mastery event because within like 10 minutes there, my hair was blown back, you know, where I'm like, oh my gosh, you're kidding me. It's this simple. So why don't you, if you could maybe kind of walk through a similar thing you did for me there just for those that are going to like the M.O. portion of this, that'd be cool. And then I'll probably bring some in or up to you, like crazy. So, you know, on the note of wanting to add value to real estate agents and then allowing the lender to be the hero that takes credit for a lot of that, right? We've automated property marketing for the real estate agent. So when you look at our system, although we have loan officers of customers and that's our clientele, we actually are here for agents. We make property marketing for their needs, whether it's on the buy side or the list side. And what we do is we automate it and we help the loan officer right along in that property marketing where they wouldn't have otherwise had exposure in a co-branded fashion that requires little to no effort on behalf of the loan officers. So for example, you know, our systems are easy as clicking the invite button and essentially asking anyone that you already know an agent that you already work with to pair with us in the system. You can give you an example. I could type in any agent in America here or user or not user. Let's just stick there in here and I could send him an invite. And when I send an invite, the agent simply accepts the invitation. These are of course agents you already know and work with. They accept it. When they do with the click of a button, they're automatically paired with real and officer using list reports. And that means that not only does the agent get their own login to list reports to go in and request marketing whenever they need it, but something has been triggered that is extremely impactful for both sides of the business called autopilot. And that invitation is paired and you have an agent paired in the system. The next time that agent has a listing, we find out about it because we're a very strong data aggregation service and we know about that listing first. We queue up an order for 25 pieces of marketing material that that agent's going to need to market that property. We co-brand the loan officer on it and we send it to the agent on behalf of the loan officer, but nobody has ordered it and nobody has requested it or done any work in order to get it. It's completely automated once that pairing is established. That is the first beautiful automation of the system that completely empowers a loan officer to work with a listing agent on their own listing. And you can believe when an agent's plug in and a listing and they're trying to put it into the MLS and they're starting to be going, the next thing on their mind is not, let me go order all of my marketing material. They struggle to get it done in time. It's very disconnected for them, but here you are and hour after their listing goes live and there's a delivery of all the marketing that the agent needs from the loan officer within moments of that listing happening. That's what this system does for the listing agent. Yeah, and that sounds very powerful. 25 pieces of marketing collateral. Can we take a look at some of that and what those look like? We will. And the idea here is, you're sending them 25 pieces of stuff, right? They better be good stuff or it really still isn't very valuable. Well, I have to say, by the way, like I said, I'll be interrupting you, but I have a very I'm persnickety as far as quality goes and particularly when you're talking about image-related stuff, flyers, graphics, websites, all that. And that's really one of the biggest things I noticed about the quality of the content of marketing collateral you guys produce. So that's why I wanted to visually maybe show some of that. So those that are watching are like, oh my god, that's professional. Absolutely. I'll show you what it looks like. So you can order a kit of marketing the same 25 pieces, whether it goes auto-piloted out to your listing agents on their listing, you can do the same thing for a buyer's agent on any address in America. So the key here is you can basically click new list reports, put any property address in America, and any agent's name in America, whether it's that agent's listing or it's just another agent representing someone, there are no holds barred here. Quick question. Can I do this without having invited the agent? That is absolutely correct. Okay. And this is a very strong prospecting tool for that reason. They don't know that you've gotten this prepared for them and proactively are helping them until you deliver it to them. But it's so simple. You plug in address in, you pick the address, you pick the agent out of the pool of agents that you can, and you can do some customizations here, maybe this agent, the Keller Williams agent, and they really appreciate black and reds on their color palette. We can just go ahead and select that here. You just click the submit button, okay? One hour later, one business hour later. That entire kit of 25 pieces is going to be done and ready to be delivered. This is the same process as the auto-pilot function, which automatically says that when we know a listing agent has a listing, but this is a processing button. It turns blue when it's time to view. Let me show you what comes back in the kit when we're blue here. And of course, notifications are flying out to you that things are done or things have been ordered. This kit is comprehensive. It's a digital marketing kit, so it's everything that we know an agent will need to market this property on any part of the life cycle of that transaction. So single property website, open house flyer, and open house sign-in sheets, the just listed just sold in escrow collateral. There's even a pre-listing presentation we generate in case a loan officer wants to assist an agent in earning a listing, and they want to plug in an address that someone's prospecting on. There's everything they could possibly need. A report for a buyer that shows an information about the home, sign writers with reusable short codes that are text-friendly, postcards of all sizes. Let me show you the collateral. This is a phenomenal amount of collateral, and it's so easy to share it with clicks of buttons to push it out to Facebook, Twitter, and like, let's show you an example. So the single property website is mobile-friendly, and it's mobile first, because, guys, 80 percent of home shopping is happening on a mobile device today, so unless you have an ability for a consumer to look at something in a friendly fashion like this resizable web-based mobile-based, then you're missing out because it needs to work on a phone. So this is a single property website that gets generated in every kit, and it's nice and touch-taps quite friendly, but this button here is really key, and I'm going to show you why. In our material, it's not just stuff that you get ready to print. The key piece of collateral you see here is laden with a text-to-lead capture code that is specific to this agent and this property, and in fact, the agents in our system can pick their own code. So it's Monica, one of her own codes. She could say, homes by Monica, or Monica cells, for example. And that would then be the code that lives on all of her marketing kits every time she orders one moving forward. So their own vanity code is really important for their branding, and when someone sees that code on any of our material, for example, here's an open-house flyer. This is the number one most utilized open-house flyer in America right now. We're making this thing on 20% of all active listings in the country each month, over around the country. So people are seeing this in a lot of open houses. And what's on the back of this open-fire here, the open-house flyer, is the infographics that we're very well known for, which is a data aggregation of bouts in neighborhood. So buyers care about the house. They want the home. They want to know the neighborhood, the area of the home, and they kind of have to get a realtor to get the house, and they kind of have to get a loan officer to give them a loan, right? But if you can be, in a loan officer's side of the business, closer to helping that buyer get the house, you're really valuable. So we put the text to lead capture code on all the material to encourage people to text, and we provide them these infographics to really make them want to. And this is where we're really striking the heart of the active shopping home buyer right now, and engaging in the way that they like to be communicated with. So when they text this code, what happens instantly is the single-prop-critic website arrives to their mobile device. So they text it, and a single return happens with this beautiful website. And of course, the loan officer is co-branded on all of this, and the agent is co-branded on all of this. And when that person text that code, and we get them back to single-prop-critic website, the loan officer and the agent have essentially captured a lead in live time as the result of that action being taken. And you're going to get a notification that's going to come into your dashboard. You can actually talk to this person who said, I'm interested in one, two, one, doon lane. And you can actually talk to them instantly when they tell you they're raising their hand that they're interested in this particular home. And so those codes live everywhere, right? The code lives on this thing, the signwriter that we give the agent, so that they put that up in their open house, it lives on every postcard that's created in the system. And all this material is cohesive for that reason is connected with that textually capture. Here's an example of the signwriter file. We give a couple different options, and they can take colors as they like to use with their own custom code if they want. There's postcards. Here's an example of what they look like. We give you all of them in one go because we don't know which ones they want to use. Open house just listed a blank one in escrow. These are all things that agents already use, but they have to go to a great length to get or have to pay for in other systems that they're working with. And usually they get their single property websites here, buyers there, signwriters there. By using this, they push a button and they get everything at once within an hour, and it's cohesive and actually captures leads for them. And of course, loan officer shares in that win. So there's some of the examples of the materials and the capture function here. And then those infot graphics are going to live on every single piece of this. And this is where buyers just love the product as well. And they demand it from the agents, and of course from the agent, ones that they come to the loan officer to work with them on it. This is a convenience report. It shows the nine most common services that matter to an actively shopping home buyer right now. Coffee, grocery, cleaners. Let's pause on that first one. Let's pause on those things. Because I don't want to overlook how that actually important and valuable that is, because as you well know, right, what's our differentiation in the market? It's our customer experience. And if you bring those visuals back up, the kind of the area, cool things, the Starbucks Visual, if you will, that's like you alluded to earlier, it's like, so the housing information is one thing. And particularly when you're talking about like the first time home buyers are younger crowd, they want to understand everybody wants to know what's it like to live in that neighborhood, that area. So that's one of the things I'd love to about your visuals. Number one, they're like instantly created. So we're making it so daggdom easy for these agents. But I mean, think about the value that that's offering because agents know that they need to sell the neighborhood. But to your point, they've struggled to do so because up till now, it's been so fragmented and disconnected, how they connect all those dots and represent one single solution, you know, one presentation, if you will, that has it all. And that's what's cool about your stuff is it's got like the school report. It's got the area report. So you guys are just dynamically populating in the closest Starbucks, the CVS store, the parks and the record. Oh my gosh. That's like amazing. This is a food report too. You know, people care about the livelihood of the neighborhood, right? If it's happening, if it's lively or if it's calm, if people have different preferences, they really can't tell that anywhere. So when they aggregate this data and they digest this, you can kind of get a feel for the neighborhood. You can see there's 337 restaurants with a four-star rating on Yelp or higher within miles by miles of this home. This is obviously a very happening area. They can kind of get a feel for that here. And they can also check out the school's ratings for this actual area. This is pulling in actual school data from this area, private school, charter schools, elementary, middle and high that are associated with particular districts and the real school rating there. So buyers that look at this are fascinated and they continue to ask for more information after they see this. And of course, the real estate agents in Linder are the heroes of the one delivering this to the client. And it's passive, right? People text, they want information. That means the leaders are geniuses. You can be generated or not looky-loo leads, which is to call through 100 to get one. These are just someone who says, I want this house. I'm interested in this home. And that's the first time really in industry that a loan officer has exposure to that type of lead, which is the moment that an agent has exposure to it for the first time as well. So that, moving that L.O. as early as possible in the sales funnel to actually provide support to the agent to keep more of those clients interested and therefore both of you will get more transactions is not a novel idea. But there's just not been a lot of technology that fits in that space, but this is what that does, helps the agent, helps the loan officer. And we could go through use case all day long, but there's just so many sales strategies that realtors are utilizing because of those infographics. And they pull up and people love posting in their open houses, for example. They put a board up front that shows the neighborhood infographics, and then what they're starting to do, Jeff, is not even put open house flyers in the house because they know people will text much more than they're willing to give you their personal information on the sign-in sheet. The agents use the go green fire. They pull it out, they say, hey, instead of forcing everyone to take a printed piece of paper and kill trees, they say, hey, we're going green, we post one of these flyers at the front of the house. We post one on the maybe the bathroom mirror in an open house. And then they put the sign-writer in the front yard. And when a buyer arrives at the open house, the agent is now learning to say, hey, you know, the homeowner asks what you sign in today. But in order to do that, all you have to do is text with code, and we're going to go ahead and give you back all that information on your phone, you need about the house, and I don't need any more information from you. And the buyers are like, well, sure, that's how I communicate, of course, that's fine. That's much easier for me than riding all this information that sometimes ends up being false anyway on the sign-in sheet. And essentially, every person that walks through the home that texts this code is also being shared with the loan officer, loan officers are not even present at an open house. You can see how that can add a tremendous amount of value to the loan officer and the agent. So that lead capture function is critical. And then, you know, the agent struggles just up to find the next thing to talk about with their client, which is why the follow-up after the open house or the first meeting with that person is very difficult to maintain. That's where we do whatever we leave. So they direct people to click a button here when they already have it on their phone, to go do their home search beyond this particular open house. It's now be by its house, they're open house, they buy, you know, they look at 10 to 12 and then they end up on one. If an agent can provide that search environment to a buyer in a non-offensive, non-annoying way where they're not getting 20 emails a day and they're not required to download an app and remember a password and all those different roadblocks to the active shopping home buyer experiencing something very delightful, then you're going to win. And that's also what lives behind the system. So floating in the background is an entire beautiful buyer search environment that allows people to really step preferences in the way they want to. And I've lived in Irvine, doing Irvine here. And I go through and step preferences as a consumer, you know, the boring, too bad, too bad, drop down process is not going to do it for me. I'd rather, because I'm doing it on my phone, right? School's are important to me. I want to touch and tap it in twice and this is so much more friendly. But the real point of the home search that lives behind all of these websites and digital laterals is the idea that when they're going through this process, we want them to get enrolled in a follow-up of some sort. So the agent and loan officer don't have to be 100% responsible for the manual outreach to clients, right? So when they go through this beautiful home search process, we match them against properties a little bit like a dating website with a match for against the listings and their preferences. We take a look at it and the great things with the agent and loan officer is that no one else is branded here. They cannot find a way to click off and end up on Regpin or Zillow or truly or realtor.com and get lost away and sell off as a lead elsewhere. There's nowhere else for them to go. We add an overwhelming amount of values here for buyers to see what's going on and the loan officer and agent get all of the credit. And they're sitting here for this entire ride and once people get captured in the system, they click on the fizzless thing and we get a mobile number over to the loan officer and agent. They're also enrolled to receive a daily text message from the loan officer and agent that they've not had to manually enroll them into. That is a new listing to learn. So every day when a buyer is shopping for a home, they're always obsessed with knowing what's next on the market. So we send them a beautiful image every day that's in the new homes that hit the market. The information about the home with that amazing infographic that everyone loves condensed with the dog parks and the schools in one place. And we give some marketing space here to the loan officer and the agent. They get to take credit for being the deliverer of this value to the customer at the same time. So this is very compelling. 95% open rate on a text message versus a 15% open rate on the email. This is going to get in front of quite a few people. That's phenomenal. What type of alerts or anything reporting in terms of tracking engagement on clients? Is there any of that? Well, there's so much. When people text these codes, you know, live activity, seed notifications happen. They come right into here and shows you agents you're paired with are making reports on it without you. It shows you in that list things. It shows you when a consumer accesses the search portal or when they favorite something or when they share something with the spouse. All the key critical points of information on the client's needs are shared with a loan officer and agent in live time. Then it comes to you in a daily email as well. So very notification-heavy. We even allow text notification if a loan officer wants to be alerted that frequently on their phone. And then managing your agent relationship is another thing that we really want a loan officer to focus on because of securing them being so important right now where there's a lot of competition. There are twice as many loan officers hunting after agent referrals as there were a few years ago and now that there are no more refinancing transactions that we can't be complacent any longer. So we allow loan officers to manage their agent relationships and make sure they remember who they're working with. They can follow agents without an agent's involvement and just kind of get notifications of that agent's activity anytime they want. And they can also prospect new agent relationships in the loan officer's portal which is key to growing to this. You want to get more out of your existing relationship by enrolling your agent into this. So we also want to help grow business when a loan officer wants to prospect and we allow them to do that using agent farms. This is an active listing database. So the loan officer can put in any zip code or city anywhere in the country. And they can get lifetime information on what's going on in Irvine for example. There's a 1960 total active listings right now. The median price on them is $850,000 and this is the median days on market in this area. I can sort this by us coming open houses and really see who needs help right now with marketing. I could see what looks like. These guys have a deal with this open house tomorrow it looks like. Yeah I want to step in and work with them but how do I decide where I want to spend my time and what I want to do. I actually have to really be discerning when I'm deciding how many new relationships I want to go after because we don't want a bunch of smaller relationships or not very lucrative relationships because you can't scale that. You can't scale. You have to really keep the highest and best partners for your business or scale in your mind. So how do we do that? We need to see their activity. Their activity is mirroring hours and it looks like Michael here has a phenomenal amount of activity. He's done 45 list side transactions in the last year. He has 12 active listings right now. When he has one it's almost $1 million so maybe I really want to work with Michael. I can take a look at this and I see he's got this open house right here. Maybe I want to go ahead and order a report for him. I can do that anytime I want to. I can go on any of these records and order a new list report to assist him and deliver to them without their involvement. Anytime I want I just list the listing records for this open house is upcoming. He's done 33 deals. This is great. I think he might be worth me reaching out to and seeing if I can support creating a list report. Pulls in all the data. Make sure it looks good. Oh, by the way, it's Realty One Group. You might like black and gold. So we can actually customize this to the Realty One Group color palette and we also know that he has an open house tomorrow so I can go ahead and put the open house times on his flyer forum. This is all before you've been delivered to him. This is extremely compelling to them. They get a kit of marketing from a loan officer that has actual stuff they can use instantly. They're going to use it because they do not have anything better than those infographics. They could not have gotten all that data together on their own. So a loan officer gets to come in and save the day here with a click button done in an hour. And when it's done, they click another button to deliver to the agent in a very delightful way for adoption. So they open a record. They can click the send offer button and it's delivering that entire kit to the agent with one button and I already sent this announcement to this gentleman. So this is the most savvy way to deliver marketing in a way to a customer. And just to remind everybody, if I'm correct on this is you can do everything you just showed without having first invited the agent to be part of the platform. Right. Right. This is a prospecting tool. Exactly. Exactly. This is the time deciding that you want to work with Albert, right? So. Well, Mark about a lot of accompanying conversation. Talk about setting up the warm call. You know, hey, Albert, I'm just calling to make sure you got your, you know, your listing kit from me that includes your open house flyer happening this Saturday from one to four. Your neighborhood reports, your school report, I just want to make sure you got all that. What? Well, you know what? I think it, we talk a lot of high trust that Todd Duncan, right, where you have to build a relationship in the way that works naturally for you, but that also is acceptable to the client you're working with, right? Everyone's different. And I'll tell you some of the most successful top producers that use our platform actually send Facebook messages first once they're prospecting an agent using what's reports. They've had phenomenal success because when you send something cold to anybody who doesn't know you, obviously, they're going to have skepticism, you know, skepticism. Maybe they think you're spam, maybe they're trying to, they think you're trying to charge in something or going 50, 50 on something, which because everyone's so scared of compliance now and they're really as anything else out there you can come with, it's actually free for an agent, which is one of our magic tricks here. But when he gets that, he needs to know who you are, right? And a phone call in this is maybe not always going to do that for you, but a Facebook profile is a pretty legitimate way to validate somebody in the industry. So we've seen a solid success with the Facebook message and says, hey, I sent you everything you're going to need this weekend, you know, use it. You don't have to use it. But I guarantee it. If you lay that open house, flyer out at that open house, it's going to get picked up five times as often as the one that they already had created on their own. And just, it challenged them to try that out. And that's how we've actually started growing the product. Give it to the agents and they would sit there and say, sure, I'll set yours out here on the table next to mine. And at the end of the day, the list of support staff was gone. The one that they had printed was still there and they wasted money on it and they started using this product. So there's a way to do that effectively. Okay. So you touched on something, which I know some people it caught their attention. It's hard to do something, you know, compliance wise that where you don't have to charge the agents. So what's your magic there? How does this not cost the agents anything? The magic there is we are a software service company, a SaaS technology company and there's a lot of models and technology that work very well for scale. And our model was why don't we make really compelling marketing that adds value to the industry that helps this industry, both industries, real estate and mortgage lending really stay modern with the times. And the way to do that and to get mass proliferation is to offer something for free. So the marketing materials in our systems are actually free. They are not considered a thing of value. The postcards, the flyers, the single property website. What loan officers pay list reports for is a series of data services and notifications and a platform that allows people to work with agents effectively, manage those relationships, scale those relationships and understand their partners and the market that they work in, right? That part of the service is not available to the agents and the agent portal. The agents get the benefit of all the marketing materials for free. And so the ability to not place a thing of value on the actual marketing materials themselves has allowed us to scale completely and a lot of our lending partners have gone through multiple audits and have passed with flying colors using our model. And so we're very confident in this idea that we continue to make really compelling items that a real estate agent can adopt with no charge. And we allow the loan officer to co-brand on those materials and gain access to an exposure to clients to help an agent using our platform. You can't lose. And so, you know, grown dramatically in our companies, not even three years old. We're celebrating our three-year anniversary at the end of this month. And that's phenomenal success with this particular compliance model, with this growing very quickly. Well, I can see why. It's just because number one, you've made it so simple and easy. Number two, it's just the quality and the breadth and depth of the, you know, the total package you're presenting is far and above pretty much anything else I've seen out there, which is why, like I said, my hair is still blown back from that original kind of overview. I mean, believe me, I live and breathe it every day. It's like helping out those, right, succeed with agents. And I just see this as a phenomenal tool to stand apart and just add more value. It was really what it comes down to because ultimately that's what's going to keep our relationship solid with the agents. That's what we're going to keep them loyal is, you know, if we're adding more value, if we're a key part of their business success and not just a vendor, if you're delivering an awesome, realtor experience, man, sky's the limit. So, great. You know, another note, Jeff, on that point, really quick, there's an issue that we have to say. You know, we have so many options and tools and things we can use in marketing this and marketing that. The issue is now, if you're using a technology that causes you to have to learn a whole lot and take extra time out of your day and change your behaviors and your common practices and the way that you already operate, it's not really the best technology. Technology is supposed to scale you. It is supposed to take those minutes that you spend in the day and reduce them. It is supposed to take the impact as a result of those activity and increase them, right? Like that is what true technology in a real solution should be doing for a loan officer in a real estate agent. Unfortunately, the tools that we've had for the industry to use for the last 10 years have not followed that philosophy. And I believe at the core of it, the reason why is we've just been so busy in the last 10 years, dealing with regulation after the crash and dealing with compliance and just trying to, you know, figure out the grid and figure out the closures. It's very hard to innovate when you're off against what we're up against. So, we're taking that responsibility and we're adding that type of value now, that's the industry, in order to help actually scale an individual loan officer's business and not add to their place. So, customer success is a focus for us. That means when you put the invite button for an agent or when the loan officer signs up, our team is just all over helping the agents get value of the system, training the agents, making sure they have their fill strategies in place. They're door knocking techniques and open house domination techniques. We do that training for the agents on behalf of the loan officers to really lift that burden off of them. You don't want an agent coming back to you and saying, hey, can you change my picture? Can you add free Starbucks gift card to my open house splire? We will do those things so the loan officer can do what they're best at, which is building relationships and growing their business. So, that is the real point behind technology. That's our philosophy there and that's how this works. I think that that's the big, the last key point I want to make is if you have to relearn or learn a new technology. If you have to really massively change habits or behavior, that's where you run into issues. And that's what I've seen with a lot of other platforms out there. And through just what you've shown here, it's push button simple, and I'm not overselling that. It really is. So, I'm a big fan and listeners, let's see, where should they go to learn more, listreports.com, right? They should just go to listreports.com and go visit our main website. There's a bunch of buttons there that get you to look at demo with one of our representatives like talk to us. We'll talk to you through your business, whether you're consumer direct or you've not been in retail for a long or you're new or you're a top-producing panel branch manager. There's a system that scales for any type of business for a loan officer if you want to work with real estate agents on purchase referrals. So, listreports.com, click any of the buttons, you'll end up with someone on our team. We all sit together here in a cute little investor office in the old town orange and orange county. So, we're all here together and can help anytime. That is awesome. So, definitely check out listreports.com, go to the page, do a demo, dig in, and add this to your repertoire of how you're going to capture and convert real estate agents. And so, if you're listening to this, you haven't watched the demo that we did real quickly, go to the website blog. There'll be links in the show now. It's for you to do that to the YouTube as well and just take a look at the quality of the content they're producing. So, hey, I know you got a jump. I got a jump and all I can say is thanks so much for making time today. We really appreciate it. Thank you so much for having us. We're a really, really big fan now and we're going to have to tune in a little bit more frequently. I think so. Absolutely. We have a new fan because I'm a fan of yours. So, listeners, hey, thanks so much for tuning in. Thank you. You're welcome. Thanks for tuning in, listeners. Hey, if you like today's episode, go check out listreports.com, but also remember, hey, subscribe, leave us a review, and I'm so glad you took on from your day to join us. And as always, I appreciate you. We will see you on the next episode. Bye for now. Thanks for listening to Mortgage Marketing Radio. One more truth in Mortgage Marketing, get more free training and resources at Mortgage MarketingInstitute.com. Hey guys, what's up real quick? You've heard about the Mortgage Marketing Pro membership before and I just want to quickly remind you of that you're in a place in your business where you simply need more purchase loans. You need to fill your pipeline with purchase business. 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. 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