Ep #64: Three Ways a Good CRM Can Make You More Money

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. Mortgage Marketing Radio Brought to you by the Mortgage Marketing Institute, your number one source for truth in mortgage marketing. Hey listeners, Jeff Smith, and for welcoming another episode of Mortgage Marketing Radio. So glad you are here. And so we are doing another quick session on CRM. What does CRM you ask, customer relationship management? So listen, there's three key areas that if you're going to be a highly effective and productive loan officer, you've got to master these three areas. Number one is your tasks. We all have daily and weekly tasks and sales activities and priorities that we need to manage and remember to get done. The next thing we've got to do is make sure that we are communicating effectively. And who do we have to communicate with? Well, obviously buyers, right? Clients, past clients, leads, prospects, referral partners. The challenge with that is sometimes the sheer volume of that combined with everything else we've got to manage in our business. If we're expecting to trust what's the last conversation we had with the referral partner about XYZ buyer, and to try and remember that, you use a scratch pad, a notepad, an Excel sheet. You're crazy. We've got to be good at not only task management and getting stuff done, we've got to be great at communication and tracking our communication so that we're informed, right? So that we're making sure the conversation is moving forward in a very intentional way. So task management, communication tracking. And then the other key piece to a pillar of your business as marketing, right? And marketing both for consumer-based marketing, past client, database marketing, staying in top of mind, staying in touch, being aware, being ready, and able to know where people are in their journey of you managing their mortgage. I mean, God forbid, how many stories could we tell about loan officers missing out on a refi or a new purchase opportunities just because they didn't talk to their past client database? Well, a CRM can help you take care of that. A CRM can help you more effectively capture and nurture and convert and build trust with your leads. A CRM can help you co-market with your referral partners to add value, right? To not just be a vendor, but to be a true partner and to provide solutions and services for them to help your realtor partners be able to effectively capture, incubate and convert more of their leads, right? So the list goes on and on and on about how many different things, you know, a CRM does for you to make you really that much more productive and efficient. In addition to some other cool things that some CRMs can do, which in particular, my special guests today, Chase Diamond and Eric Gem from Be In Touch Mortgage, it's a CRM built from the ground up for mortgage specifically and only. So it's not a snap on and add on, it's not an afterthought. It is built and designed as a mortgage business growth platform for you, whether you're an individual loan officer, you're a growing team or you're a company, an enterprise listening to this, right? Be In Touch CRM. It's the most feature rich mortgage CRM designed to help serious mortgage professionals conquer the market. These guys got a lot of really cool tools in there. If you'll hear about a borrower and a partner management portal where both of those people can get access to resources and stay in touch and, you know, stay on the same page as loans go through various milestones of the pipeline, email, marketing, SMS text marketing, automation, even websites and landing pages. They actually have websites that you can create with a few clicks. They have landing pages that you can create with a few clicks. So if you're doing anything online in terms of running ads, whether it's on Facebook or somewhere else, you want to be able to capture and convert leads, they can do that within here as well in addition to a whole host of other things. Over 25 powerful tools, they've worked with over 2,000 companies, right? So listen, take a break, take a listen to Be In Touch CRM and I know you'll be glad you did. Lastly, hey, those of you that are requesting the free t-shirts, we've got a new fresh stock in. Thank you very much. If you're leaving a review on iTunes, on the podcast, let me know. Get yourself a free mortgage marketing radio t-shirt. Just email me info at mortgagemarketinginstitute.com, put the subject line t-shirt, include your name and address and your shirt size, large or XL. And let me know that you did indeed leave the review and we'll get you out of t-shirt. Now that we've got some brand new, I'm spending on right here, can you hear this? This is the package they came in, they're right here in the box and I'm smelling that fresh t-shirt smell. So I'd love to have you sportin' wearin' the swag of mortgage marketing radio t-shirts. So without further ado, let's get into this week's show. Chase and Eric, welcome to the show. Hey, thanks, John. Good morning. Good morning. All right, so for those that are listening and want to know who's who, seeing as this is audio only, want you guys do the quick intro, who you are, what you do for Be In Touch, Chase, we'll start with you. My name is Chase Diamond and I work in the sales team here at Be In Touch and help people get set up on a CRM every day. Cool. Awesome. And I'm Eric Jim and sales manager here to make sure everything is flowing nicely on the back end. Awesome. Well, thanks, guys. Really appreciate you being here and as you know, right one of my goals here on this podcast is to bring truth in marketing to the mortgage space. And CRM is one of those areas that I know a lot of a lot of officers look at and evaluate and decide, you know, one, do I need it, two, okay, I need it, now which one. So I want to talk about both of those concepts from a 30,000 foot view. Hopefully those listening, I don't need to convince anybody that they actually need a CRM. Do you find that out there that you still need to convince people they need a CRM? Well, I'd say it's very common that people are still using pen and paper because that's what they're used to. That's what they started doing from the beginning and they're comfortable with that. But that doesn't mean that there aren't more efficient ways of handling your contacts. So I'd say if there's any room for improvement, a CRM is definitely going to help just keep you organized and make sure you're aware of your opportunities. Hmm. And just to clarify, you know, I sound kind of silly doing this, but I will just because I had somebody ask me a few weeks ago, you know, I used the term CRM, they're like, well, what does that stand for? So clearly for those listening, if you want to know, stands for customer relationship management and a piece of software or a platform that allows you to more effectively to your point Eric, do that. So, you know, I'm a loan officer, I'm at a certain level of production. I've got, let's say, you know, X amount of clients where I'm realizing, okay, this isn't going to work to off of an Excel spreadsheet anymore. I realize, hopefully by now, one of those LOs who understands the value and importance of, you know, keeping in touch with my past database. When you're helping somebody make an evaluation or a decision about, including adding a CRM to their business, what are some of the reasons, you know, that they would want to add that CRM and use that in their business? So I think it comes down to a few different things. First one is going to be task management. We're going to make sure you know who to call and when based on, I guess, how long they've been in a certain stage of the pipeline, the last time they talked to them, maybe they want to follow up. So you're going to be on top of that kind of thing. Next one is communication tracking. You want to be able to build off of the last conversation and obviously build that relationship up to move them forward. And then it also comes down to the marketing. You want to make sure that there's communication going back and forth, really throughout the entire pipeline. So there's no opportunity for them to fall through the cracks. You're giving them more opportunities to respond, even if you give them some kind of tip or trick to see what they're going to be on the lookout for, that's going to be beneficial and you can kind of take it from there. Those are so critical though, right? I don't want to like overlook those. I mean, task managing, for sure, we've got a lot of tasks to do as a loan officer, communication tracking. We're so busy that we can't rely on memory or scratch pads of when the last conversation and then marketing, right, something we need to be doing all the time to keep the pipeline full. That's awesome, man. Those are like three pillars to any successful L.O.'s business. Oh, yeah. For sure. Then how does the CRM, I mean, give me some like use case examples of how a CRM allows you to do all three of those more effectively. Well, I mean, say you get a referral. First of all, your partner can shoot that lead over to you. It goes right into your database. You can have the CRM reach out to them without you needing to be by a computer. We can have these automated rules so that lead comes in. You'll have a certain criteria for that type of lead to receive some kind of communication. Then we'll also, from that point, keep you on task with your call follow-ups. We'll have communication going out and at the same time, they'll be in a very specific bucket within the system so you can easily reference them. Next time you need to pull up Tom's record, maybe in a couple of weeks, all you got to search is their name, they're right there, and you can kind of start the communication there. So go back to what you opened up with. You said, okay, let's say I get a referral from a partner, and that can get put into my CRM automatically and automate some initial touch points there. What you said. So we're going to accept leads from really any source and a lot of people are using things like Zillow, Lending Tree, there's a million paid lead sources, but then there's also leads from your websites and just referral leads from your, say, Realtor Partners or people like that. We have a portal system for those guys to shoot those leads over easily, obviously not everybody's going to use it, but in the end, there's always the way to get those leads in the system and have the communication just set from the get-go. So how does that get there though? I mean, let's say I, what you're talking about is that you said a partner portal, I've got 5 or 10 Realtors I work with, how do they get those leads to me? So if they have the portal, they can have, well, if they're in your system, they automatically have the portal, it's just a matter of them either going to the website version or they can download the mobile app on their phone. All right. So let me say if they're in my system, does that mean I get them to opt in as a co-marketing partner, let's say? Technically, they don't even have to opt in, you just have to have them in there as a record or somebody in your client. So I can add them as a contact. Exactly. Got it. Okay. So I've got 10 Realtors in my partner portal and they've got a mobile app. Cool. Got my attention. Tell me about that. Yeah. So just really, it's all about, I guess, ease of use. We want to make sure that they're actually using it. So if they have it on their app, they're going to be able to track everybody with where they are on the process, any milestone that the borrower hits, that'll also notify the partner. And then they can also just hit submit new lead and that goes right into the L.O.'s database that they're part of. It's just really nice to have them check on the status, they can run reports, but also just make it easier to shoot them over leads. So you said run reports. That's near and dear to my heart. Recently, gave a class to loan officers and talked about conducting, you know, monthly or quarterly and annual reviews with your referral partners to look at the activity and the referral volume. Is that what you're referring to there and running reports? Definitely. How many leads they've submitted to you where they are in the pipeline and also the conversion for each of them? Can the partner pull that on their own as well or is that a report that the L.O. has to generate? Definitely. Yeah, it's all in the mobile app. So if they want to even download the app just to check it out, we can give them a login, but it's called mortgage circles, all one word, and it's in the app store as well as Google Play for Android. Okay. I'm going to make a note of that, you can put that in the show notes. Cool. I love that, man. You're making that kind of communication and that tracking, you know, there's a lot of loan officers I know that are tracking their partner productivity, partner activity on Excel. Right? It's crucial. I mean, you want to know who your best partners are because they're going to give you the best quality leads, the business that's going to convert and so on. Yeah. It's really important. Well, I just think that's so awesome too, like for a loan officer listening right now, you want to talk about how do I identify my top producing realtors? How do I perhaps get a better capture rate out of their flow? For instance, if you know a realtor who's done, let's say 10 buy sides in the last year and you've gotten four of those, you know, you can run these reports and identify, right? Would you have the lower and higher capture rate with so you can perhaps, you know, have those conversations with the realtor and just kind of be like, hey, you know, so look, based on the last year, we worked together, how many buy sides did you do? Oh, 10. Well, this report here shows that I captured four. So let's talk about right. How do we take our partnership to the next level? I think the big big way you and I are about saying is data. It's all about data. It really is. Yeah. And data mining is a huge component of at least kind of the foundation that we've set up here. It's not just about being a marketing system. It's about being a database management tool as well. So you can seek out your best opportunities, see how you can improve and just kind of see the general overview of what's going on with your database because it's all good info. Yeah. And you kind of, of course, set alerts and alarms, right, based on different things, birthdays, annual reviews, all that. Exactly. And then it also carries over to the re-fi kind of stuff. So we can have alerts that say, okay, anybody within the certain range of these few rates, they're going to qualify for a re-fi, so we can just put them on a certain campaign. So what do you know, so you're going to like, what do you feed in market data on rates or something? So we pull from the national average, so it just populates and then based on your criteria, it can pull out each person that qualifies according to your preferences. And then we could even take it a step further with the communication. So not only is it telling you, these people are eligible for a re-fi, reach out to them, we can have the content ready to go so that as soon as they qualify for that with your preferences, it's going to shoot out that communication. Really? It's going to shoot out a custom email for me saying, hey, heads up, you might be able to re-fi. Exactly. Yep. That's exactly what we're doing. That's pretty cool, man. Very sweet. And so that's like, I haven't seen the visual of that yet, but it's obviously some kind of HTML email, perhaps with the L.O. headshot in there and the brand and all that stuff. Yeah. And everybody has their own voice. I mean, they can customize it. They can add to it. It can be just a one-off message or it can be a full campaign really up to each person. Interesting. Do you guys have anything in the way of, let's say I'm a loan officer and I want to put a target realtor on a drip campaign and ultimately lead to a conversation or a phone call. Do you have any kind of content like that? Yeah. So it does touch on the partners. I mean, the entire pipeline, the holidays, the newsletters, any of that stuff can go to really anybody. But yeah, as far as the partner stuff goes, there's a real estate agent trust building campaign. There's also another one with e-marketing tips, things like tips on creating a successful website and things like that. So yeah, we definitely supply some of that stuff and you can always expand. Nice, man. I like that. All right. So task management, I got so much to do as an alone man. I got to make calls. I got to manage my pipeline. I got to meet with my L.O.A. I got to go to this meeting, that closing. I got to pick up the kids. Your software is going to help me do all that. Oh yeah. So there's the general tasks and then there's also the to-do list sections that we can kind of say, okay, today we got to get those done. There's no specific time or we can have a very specific task saying, we need to call Tony at 2 p.m. today to talk about this specific item. So yeah, it kind of goes in both realms, but we can also push those off to your mobile app, your outlook, Google Calendar, we just wanted to be a centralized system. They don't have to be in being touch, but it is all kind of notifying you about what's going on. Really, that's cool. Like, if I was going to run a report, this might be stepping outside of the box a little bit. All right, I want to run a report of all the clients who closed 12 months ago. And I want to put it into my tasks for the week or the month, calling, let's say I got 50 clients to call the closed 12 months ago. How do I integrate that into my calendar? So that's now on my calendar. Probably the easiest way to stop a fan is running a quick data mining search saying, OK, people who closed between this date and this date, we want to have some kind of campaign that we put them on to just schedule a task saying, OK, all these people fit the criteria, they're going to go on to this campaign. And the campaign might only consist of that task notification to be generated. And so yeah, once that is kind of in place, it'll schedule the tasks for everybody. And then you can just, I guess, single out that list. Right. OK, so I get some task alert notification. And then obviously, it's that there's an automatically added to my calendar. I'm going to put that on there. Oh, yeah. Automation is going to be key for sure. OK. Very cool. What are kind of the highlights, if you will, of your software? I mean, I'm looking at your website here. We talked a little bit about the borrower and the partner, but we talked more about the partner portal. But give me some of the highlights and I'm sure we'll dive in on some of those. Well, first of all, we built this from the ground up for the mortgage industry. It's not an add-on, it's not a system that can be used for the mortgage industry. We really understand the process and that's going to make the setup easier. It's going to make sure that the communication is in everybody, probably whose listening's language. And also, I mean, we understand the need for flexibility and customization. So it's not just a product that we're like, here you go. It's more of a product that's going to work with your actual workflow. We can get those preferences and customize 10.03 fields, things like that, so that it actually fits with your business. That's one of the big ones. And then also, the closer we are tied to your workflow, the more we can automate. So it's just about kind of letting, being in touch, know, this is what I want to do when this information comes in or when this happens. And then the system's just going to take care of it on its own. What I love that you and I talked about last time is, you guys, first of all, I think you touch on every base in all officers' business, right, from incoming lead and then setting up some automation and touch points and communication and campaigns. Obviously, you, as we had mentioned before, we don't have to get into it here, but you integrate into virtually every, you know, loan LOS out there. So for people who are wondering, hey, does this tie into my loan, LOS absolutely does. Let's take a moment, though, and talk a little bit about the websites and landing pages because I know a common theme for LOS late, of course, is, is, okay, I need, how do I generate more leads? And you talked about, like, you know, landing pages, you guys are able to use for lead capture. So unpack that a little bit. Definitely. So a lot of people have their own website already. That's fine. We do have a, what we call a web form creator that allows you to say, okay, we want a callback request form, just a standard form that our clients will go to our site, fill out, and then we want to have that lead funnel right into our system so we can start the marketing, the follow-ups, all that kind of stuff. So that's, we're basically, you, you just pick what you want them to fill out, maybe first name, last name, phone number, and so on, hit generate, it's going to give you the code to put it on your website, and once it's on there, that's going to be fully integrated with be in touch as we supply all the coding and everything, so that's, that's one way to do it. Another way is to actually, if you don't have a website or you want to beef up your, your current one, we do offer websites now. That's one of the, the new things that we've really been developing and waiting on for a little while. So that's, that's another thing that we offer and you can have a fully, I guess, built template. It's completely mortgage focused, we'll have a bunch of forms on there already, and then it'll just tie right into your, be in touch account. And also, are you seeing anybody use your landing pages or lead capture forms for those that might be running some advertisements on Facebook, for example? Yes, sure. I mean, it's, it's a really good way to track with, with your analytics. So you can say, okay, if they came from Facebook, they're going to go to this specific page and they're going to fill out this form. That way, we can see how effective our Facebook ads really work in bringing in new leads. If somebody's evaluating CRM out there, what are some important points they need to look for? Is there evaluating which one that might work for them? Well, it's, there's, there's a million out there, so that's a really good question. I'd say it depends on how in depth you want to get, is there are a lot of just straight-up marketing systems that some people are happy with? But if you're looking for a full mortgage-focused automated solution that's going to tie into your entire workflow, I'd say being in touch is definitely a really good option to at the least check out. And we have a lot of, I guess, tools and info available to kind of give you a good idea of what's, what we're offering. But yeah, I'd say as far as the all-encompassing aspect, it's definitely a great option. So to clarify on that, when you say all-encompassing, and there are some platforms or software out there that is more focused on marketing, what you're saying from that kind of goes back to your original point, which is, you know, an all-encompassing platform that includes task management, communication tracking, and marketing, and one that integrates into internal systems, you probably have a company like your LOS, for example. That's a full-sweet solution, is that what you're saying? Exactly. And there's a lot that we can tackle. Not everybody uses all of it, but if you can even, I guess, understand your workflow and what you want to have happen enough, it's going to be extremely, I guess. This is going to be a really good tool for you, especially with automation capabilities. So LOS integration alone, I mean, we can sync with those systems, pull that info, keep everybody in the loop with what's going on during the process, and then hit them with the post-funded content, and it's like that, and it's a really old time. Tell me about being touch voice. So being touch voice is, it's multiple things in one. We can use it for a click to call functionality. We can and use it to text. Okay, take a pause there, because not everybody gets what that is. Explain it to call. So essentially, it's a phone system that's fully encapsulated into the system. So we'll give you a number that allows you to call out, and we can mask it with your own number, but it's mainly for tracking purposes. So they can just pull up a record, say they're calling Joe today. They're going to hit the number, it'll start dialing, it'll take note of how long the call was. Just to clarify a minute, so I'm an LL, I'm on my mobile phone, I got the app downloaded, I'm using the being touch voice, I'm going to pull up a record from my being touch database, I'm just going to click that number, and what you're saying is it's just going to dial out to that person. Exactly. So on the mobile app, we can use your actual phone, since it's, or I could do it from the desktop. Exactly, I guess I was referring to. So with the desktop version, you'll just have everything up, and we are completely cloud based, you're not downloading the CRM, it's all on the web, but you can just hit the phone number, it's going to start the call, it'll track how long the call was, so you can see, okay, we've made this call, we talked for this long, and then additionally you can leave notes on that conversation, so you can pick up again at a later time. That's one of the options, the other cool things is we can incorporate texting into your marketing campaigns, so say a lead comes in, we hit them with an email introduction, we notify the partner, thanking them for referring the lead, and then we also shoot the client a text saying, hey, just got your info from so and so, I just wanted to introduce myself, blah, blah, give me a call if you have any questions, and that can all be completely automated. So that's awesome, man, and I think that's a recent addition to your platform, right? Yeah, as of the last maybe a couple of years or so, I'd say that's okay, you've had that one. All right, good, I mean, texting is just, you know, a lot of people are asking about that, and it's of course in today's world of millennial home buyer, not everybody wants to necessarily get a call, but text, that's really cool, so I can send some text messages, what is this somewhat written on your website, I can also send flyers and see messages directly into my CRM? Yeah, so we can have those readily available, so if you're working in a team environment, you can have a flyer ready to go to incorporate into a campaign or maybe just shoot it out to a group of people, so it's really good for the team environments, especially, but also just to have those flyers on hand and then easy access, location. So what you're saying is, I've got flyers in my portal and I can send those out from my mobile phone via text. Essentially, so as far as the texting goes, it's more of like the, I guess, images or really any multimedia, that's essentially what we've done is just allowed for the ability to attach multimedia into the texting, so you could put flyers there for sure, but also just standard images, documents, things like that. Yeah, yeah, I see, like your example is somebody sending an image of their completed loan app, for example, or other types of documents. Okay, cool. And then I also see something here about pre-recorded voice messages, tell me how we use those. Yeah, so that's the other one, and just like texting, we can incorporate those into the campaigns, we can shoot them out just a one-off one if we want, but basically, I mean, things like for pre-approval, maybe you want to have a message that goes out once they reach the pre-approval stage, saying, hey, you just want to let, you know, you're pre-approved. Congratulations, here's the next steps, here's what we're going to need from you, here's what we're reviewing. So instead of doing that for everybody that reaches that stage, you'll just have that message ready to go, and it would trigger automatically, just send out to them. So that's like a group text, essentially? It'll be sent out as an individual, but it's just... But it can go to an entire list, you choose. Exactly. So 100 people, for some reason, just reach the pre-approval stage, same day, you're not going to want to make 100 calls with the same exact message, you can just shoot that out, and that's all taken care of. And of course, if I wanted to send like a group pre-recorded voice message to a group, let's say of real estate agents, and let's say every Friday, I wanted to send a voice last, I'll call it that, right, to 20 agents that says, hey, it's Friday, this is Jeff, just want to let you know I'm going to be available, working this weekend if you need help with any clients or questions, but you could do that stuff, too. Yeah, that's a perfect example, actually, that's very sweet, and that's all just included in the price of the software, is that a add-on? So being touched voice itself is an add-on, and that it applies to the whole group. So the more people you have on your team or your account, the more cost-effective it is. So, yeah, is that pricing based on message volume, meaning number of recipients, or is it just like an add-on for a flat monthly fee? So you get a thousand units, that covers the whole account, so pricing currently, as of right now, is 49 bucks for that add-on, let's say you have 10 people, 49 bucks covers everybody, it's not per user, and then if you go above that thousand units, which is a text or a minute of voice message, it'll just be three cents in addition for each unit. Yeah, okay, yeah, so somebody needs a substantial database to get over a thousand. Definitely, which exists out there for sure, but okay, very cool, wow, man, that's really neat. You guys are adding the services that people are asking for, that's for sure. Okay, and that's actually kind of cool with being not a huge corporation, we're relatively on the smaller side, so we're able to listen into what people are asking for, even on our day-to-day sales calls, you'll be like, hey, why don't you guys have this, this other company has it, or I'd really like a system that can handle this or this, you guys have everything else, but it's so we can take that into account, push it to our development team, and then hopefully, a little bit later, it's available. Tell me how people are using surveys. So surveys are a really good tool to further understand what's going right or wrong in your whole process. I'd say that's probably the best use of it. There are other uses, but typically you'd send out a survey on maybe the post-close process as soon as they close, shoot out the survey, they fill it out. Maybe if they give you four or five stars, you shoot them a link to your Zilla or something to leave an actual online review. That's one way, but it also gives you the ability to kind of filter out the good and the bad reviews. Absolutely, very cool, man. So when somebody first gets started with your company, tell me what it's like, what's your onboarding process look like? So we have everything all lined up for you. It's going to be a really, I guess, good platform to start out with, of course, with the mortgage focus, but all we'll need is things like your branding info. I guess you'll pick a design, we'll give you or you'll supply us with your mailbox preferences, so we can tie in your outlook or Gmail or whatever you're using. And then it's really just a matter of following the steps to get it to a functional state. Our support team is going to be readily available to assist with anything. And they do have training sessions almost every day that you can hop on, learn about the best practices for, I guess, each section of the system and how to use it. So yeah, we're going to be with you the whole whole time. And yeah, just a matter of getting your info in there. So how long would you say somebody needs to prepare for to get kind of up and running where you know, they've got their list up there, their data, their kind of preferences set. I know it's always a tweaking process, but they're like an average onboarding timeline. It kind of depends. It is go at your own pace and some people are definitely more tech savvy than others. I'd say give it probably a week to two weeks before you're comfortable with the system and everything is fully, I guess, uploaded or customized and I guess 100% functional. We can get marketing going out within the first couple of days. That's very common. But as far as the customized fields, the content being fully gets up to par with your specific voice and things like that, it does take some time to adjust to your verbiage. Right, right. Well, that's the beauty of it. Those that you get to customize that whole process. That's exactly right. That's awesome. So for those that want to learn more, what do you suggest they do? How would be what would be the best route to contact you guys? I know you got like a demo option and stuff, but what do you suggest? Yeah, so I believe we're going to set up a specific form or link to follow that will attach to this video, as I understand. But yeah, you can follow that link fill out the form. We'll send you a quick demo of the system and then we could also follow up with a live screen share, Q&A session, whatever you need to get more info. And yeah, we'd be happy to expand on really anything. Okay, so we're going to have a specific URL link that I can put the show notes that people can click on. Yeah, and exactly like, I guess, what our allos are using for the web pages, it's going to show you kind of an example of a web farm and integrating into our system so we can contact you. That's awesome. No, wait a wait a as they say, you know, kind of eat your own dog food. That's terrific. All right, so we'll make sure for those listening, that link to go test out one of their landing pages, learn more. You know, we'll be a link there in the show notes. So you just need to click on that and that's how you can get over there. Awesome. Any other things you want to share with the listeners before we give you back your day? I think it's just really taken into account, I guess, the organization and making sure you're on top of your workflow because a lot of people just kind of do the day to day and they miss opportunities. So let's say having a CRM in general is really going to help you out. So any questions, feel free to reach out. Yeah, and I would say, look, you know, there's as we had said at the outset, right, there's tons of CRM options out there and then you pointed out Eric very well that, you know, there's there's quote add-ons and all that kind of stuff, people are trying to morph products to the fit certain industries, but yours is one of the few that have been built from the ground up specifically for mortgage only mortgage. And so, you know, I think that helps in a lot of cases probably reduce that onboarding launch time and really maximizing the, you know, the efficiencies of a CRM when it's really built to understand the specific industry of mortgage. Definitely, completely agree. Yeah, so all right, we'll get the link in the show notes for that and for those listening, hey, check out be in touch, dig in, check out the landing page, check out the demo. It's it's it's an awesome tool and it's, you know, listen, if you're not using a CRM today, you're simply losing money, you're missing out. We could go on with story after story about people missing out on, you know, opportunities in the past database, having a better client experience, a better realtor experience. That's really what's going to set you apart in today's world of technology is what's your experience like to work with you as both a client and a referral partner. And you can obviously hear from the description today at the end touch who's got some wonderful tools and services to make that experience awesome. So, Chase, you're so talkative today, man. Thanks for you. Oh, seriously, guys, appreciate the time here and I appreciate you making time and sharing with us and we'll hopefully drive some interest for you guys over at being touched. I appreciate it. You bet. Listen to us. Once again, thanks for tuning in. I appreciate you as always. Check out the channel for the link to more and we will see you on the next one. Bye for now. Thanks for listening to Mortgage Marketing Radio. 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