Ep #67: The Journey to Closing 400 Loans

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, Jeff Zimper, welcome to this episode of Mortgage Marketing Radio. How are you doing here we are at the time I'm recording this. It is Friday February 9th, so we're in full swing into 2018, how's it going, are you on track, are you on pace, do you have the systems in place that you wanted to, do you have the activities prioritized and scheduled on your calendar, are you out and about meeting and greeting, talking to people who can actually send you referrals, I hope so. That's the hallmark of a highly productive successful loan officer spending the bulk of your time talking to the people who actually are interested in borrowing money or sending you referrals to those people. So with that in mind, hopefully you're getting value out of these episodes at Mortgage Marketing Radio. If so, I'd love your feedback and by now, if you've been listening for some time, you know how to share your feedback, you do it in today's world, what's the currency of trust online reviews? That's right. So I'd love your online review. You can share it on the blog here. If you're listening on the blog at Mortgage Marketing Institute.com, you can share it on iTunes. If you're an iTunes listener with your iPhone, you can share it over on Stitcher, if you're listening on your Android phone, leave us a review, leave us a rating, leave us some positive comments. And as a thank you, guess what you get for that? That's right. A nice mortgage marketing radio t-shirt. Man, these things have been grown like hotcakes and I ordered a new shipment and they are arriving next week. So for those of you that are waiting, be patient, it'll be on its way. And for those of you that want your shirt, well, you know how to do it, leave me a review and email me info at Mortgage Marketing Institute.com. Let me know you left a review, some of your mailing address and your preferred shirt size, preferably larger XL, most of the people in America today, not many people that are fitting into the small size, those adults or the mediums. So the bulk of my t-shirt options is large and extra large. So that's that. Next week, we've got an amazing guest, somebody who I'm honored, who I didn't know was even a listener of the podcast until somebody introduced me to him and said, hey, have you heard of this guy Jeremy Engle up in, you know, the, how would you say, San Luis, a bisbo area of California, right? Fresno, Visalia, you know, kind of that central valley, central coast area of California, what they call it. And Jeremy is a guy who, it's got a very unique and different approach to business. But give you some stats. I mean, what did he do in 2016, 400 units, 92 million, 2017, 99 million was just a little shy of that magic, $100 million mark, and the guy's just a rock star. And so what we do is we just, you know, we've got a hot seat session where I just have, you know, I walk through Jeremy's process for, you know, how he partners and works with realtors. And by the way, Jeremy will point out to you that his approach may not be appropriate for all. But I think there's some really key lessons in here that you'll get from the mindset on, you know, working with agents and really what he spends most of his time doing, which is what I said at the beginning is talking to people who want to borrow money or talking to people who can send him referrals of those people who want to borrow money. And by the way, out of those 400 units that Jeremy does 35 of them are refinances, 35 out of 400. And so you hear Jeremy, of course, talk about his team, right? Whenever I interview a top producer like this, mega producer, I want to break down in a structure of the team. So what you'll hear again is that Jeremy is the rainmaker does not have junior L.O.'s out there producing units and volume for him. So we're going to get into his process, his team. He does to attract, capture and convert real estate agents. And the real key takeaway from this one is his cross-selling of listing agents. You hear how Jeremy actually gets written in on the MLS to be a cross-qualifying loan officer on many, many different transactions. It's got about four or five agents that are doing this for him. And it's really producing a lot of business for him on a regular basis. So that is one definite takeaway strategy you should apply from this week's episode of mortgage marketing radio. So I hope you enjoy it. I appreciate you as a listener, as always. Thanks for being here. And a reminder, stay tuned coming soon. An announcement. New and exciting news for any of you that are interested in in growing your business by way of teaching agent classes, which is the number one fastest, most efficient way to attract, capture and convert real estate agents to referral partners. Stay tuned. More good news coming your way very soon. All right. So let's get into this week's episode with Jeremy Engel. Jeremy, welcome to the show. Thanks for having me. Appreciate it. No, it is my pleasure. You're extremely busy. Guy, so who's Jeremy Engel? What's he all about? Tell me about, you know, your 10 year in the mortgage business, you know, for the listeners who want to know, right? I'm looking at your website. It's like, oh, top originator, 2013, 2014, 15th, you know, for the last 50 years. What does that mean? Well, I'm not quite old enough to be around for 50 years, but the last couple years, you know, I've been producing really high for probably last eight years, I guess. The last two years I've done just right at 400 loans, like 402 and 16 and this just finishing up 17 was like 407, I think. I got 92 million in the, in 16 and I'm like 99 something, I almost hit 100 million this year, you know, I used to care way more about that kind of stuff, but, uh, but yeah, like one more loan would have put me over, I think. The magic number. Yeah, you got, well, it's like you set these goals and you're like, seriously, you know, and then you start thinking about like the one that you let go in the middle of the year, you're like, oh, God, that would have put me over, I should have just done it for free. It's like those missed field goals in the Super Bowl, you know, exactly. They're kind of important sometimes, you know, so you set a goal. Did you have a goal of those kind of numbers? You know, um, my goal was like to hit 300, um, a few years back and I accomplished that a few years in a row. In the last few years, I was worried the market was going to change. So I, I kind of, my goal was just to like maintain what I had and just do a better job. And what happened is, you know, I, I've actually bumped it up about, you know, 20 to 25% for these last two years. But yeah, no, like, you know, I set more, more than like a number of goals, I'm setting how can I, how can I make this experience better for not only the borrower and, or, or the realtor as well, just because I mean, most of my business, um, I'm like 90 out of 400 loans I did 35 refines. So I mean, I'm, I'm a lot of purchase business. So realtor's are, are my bread and butter and I'm trying to make it as good as it can be for them. Yeah. Yeah. Yeah. First question I have then is, um, how many realtors make up that, you know, that, that number of 400? Oh, God, um, that's a good question. I market to tons of realtors, hundreds of realtors, um, how do you, how do you market to them? But, uh, getting out to the offices, um, whether it be Facebook, um, I go, um, you know, try to be, be active in, um, on their Facebook, uh, get to know them a little bit. It's hard to be, because I work, uh, my, my business is a little bit different than most. I'm not just in one little area, you know, I'm covering like four counties. So it's about a two to two and a half drive from one end to the other. So I got to be in front of them, but not physically, you know, I mean, obviously, physically as much as possible, but it's not really, um, well, it's not really possible, actually, I just can't be in 20 places at one time. You need to have the, uh, perception that you are in front of them. Yeah. So I mean, I, I have my CRM, um, so I'm using that, uh, you know, and I'm not using it good. There definitely could be doing it a lot better. I feel like I'm, I'm somewhat tech savvy, but I feel like you have to be almost a computer programmer to do those things right and, and do it good. Do you have a person? I'm, by the way, I'm going to keep interrupting you, but, uh, do you have a person, yeah, no problem. A person who is with the CRM? No. And I've been looking for that person, but I, um, yeah, so if anyone's listening, yeah, right. Um, please call me and I'll hire you to help me. I, I use a, uh, a jungle, um, and, and it's, it'll do everything you want if you know how to do it. But it is a very robust and to your point, you do, there's a learning curve, yeah? Absolutely. And I've been using it. I'm, I'm just in it about a year. Okay. So, um, the other thing I try to do is go to, um, one of the counties I work in has, um, a pretty good, um, I call it MLS. It's the meeting that all the realtors go to once a week. Right. Um, however, like some of the counties I work in, there's like 15 people that show up in 25, um, loan officers. So obviously I'm not trying to go to those very much because it, like, I'm shaking hands with all the loan officers and then I've just wasted all my time. Granted, I, you know, I'm friends with all of them, so it's cool to talk shop, but I'd rather be hanging out with my family at that point, you know, rather than I'm trying to get in front of these realtors. So one county I do go to has probably about 150 to 200 realtors there. So that's amazing. Yeah. So getting in there, um, you know, in, in the beginning when I started, it was, you know, overwhelming and, and nerve-racking, but, you know, over the years, I've really got to know most of them. So what do you do? Do you have a chance to, you know, speak at any of those meetings? You know, um, normally, I mean, occasionally I do, but I don't feel like that. It's just going in, talking to them and seeing how, you know, just being in front of them. You got it, buddy. Shaking hands, kissing babies, right now. And then you do that consistently. And over time, they're like, oh, yeah, that's true to me. Yeah. And, and the more that you're not there, you know, the more that you got to be in front of their exactly top of mind, you know? Right. Okay. So, all right. So that's one way you're, I mean, that's a good leverage activity because you're getting in front of lots of agents. How do you, how do you then, well, go, let's go back to the thing of, you know, um, you're reaching people online agents specifically, um, I mean, you mentioned Facebook. What I'm curious about is, are you just like, friending random realtors on Facebook that you've never done a transaction or, no, I, I mean, I have done that in the past, uh, you know, I've tried everything because there's not someone in, in my area that really does the volume I do. So I can't just like, oh, I'll just do everything they're doing and that'll be easy, you know? Um, so I've kind of had to create the wheel, if you will, um, and I used to just kind of, oh, wow, they work at Century 21 or, uh, you know, Keller Williams, I should have to friend them. But then I'd see him out there and I wouldn't even realize it and they're like, oh, yeah, we're friends on Facebook and then I feel stupid, you know, um, make it after a while and be like, of course we are. Oh, yeah. No, I trust me. I'm great at that. But, you know, I kind of wanted to, so what I do now is like, um, so a lot of agents have me on there for a cross call on the purchase contract on the, actually on the MLS. So they will, um, yeah, so you have to be approved with me or basically before the seller will accept your offer. Yep. So then, you know, I'll meet agents that way and sometimes I'll just talk to them and we click and if they're not just dead set on their lender, then, you know, I'll add them on Facebook and try to start that relationship there. Absolutely. I want to pause there for a while. You know, a lot of times. Yeah, go ahead. That's a, that's a great strategy when I've, I used to use as well. I was actually introduced to me by a mega, mega agent up in Long Beach, California area, Walter Sanford, shout out to Wally. Um, nice. And so whenever I bring that up to loan officers, you know, I get a various, various responses like either agents will do that or my agent wouldn't do that or, you know, whatever. So was that a difficult process or are they doing it because, you know, your Jeremy angle or what? Well, I mean, in the beginning, I was always Jeremy Engel, but I wasn't Jeremy Engel, the guy that's doing this many deals, you know, um, what happened. How that all originated was years ago, the banks started, uh, when all the foreclosures were going on, the banks started saying, oh, you got to get this prequel with B of A or whoever it was. Right. And, are you exactly, but it took like four days to get one and all these, uh, are you agents? Their deals were falling apart because they weren't even doing a real prequel. So I started, I said, well, why don't you have me do them? And then you'll know if the deal's good or not. And then basically took their, you know, 40% fallout to, to hardly anything, you know. And then I started working with a flipper who at the time was really new into it and, um, he was doing just one or two houses and needed the money to move to the next house, right? So I closed a couple deals for him and other lenders would fall out and then the deal would come to me. I'd fix it. So then he got to the point where after about five of those where like it's that Nesco for 60 days and these guys just didn't know what the heck to do. And then it took me, you know, back then we didn't have all this tread waiting times and all that. So I was knocking these things out in like nine days, you know. So obviously he's super impressed in getting his money fast. So he just started saying, must be prequalled by me. And then after that for a while there, he was just like, you know, multiple offers on the house. You want the deal? Use my guy, you know? Yeah. Yeah. It was a little cutthroat there for a little while. Do you get pushback ever from agents on that? Um, yeah. So obviously the ones that are pushing back, like obviously I know they have a great relationship with their lender. So I just say, and I don't ever try to swoop in on the buyer. That's just not my style. Um, you know, I mean, I do probably, even today I probably do 10 cross calls a week. I mean, back in the day I was doing probably five a day, you know, when, when the flips were huge. So a lot of times like the agent will call me, I mean, not a lot of times, occasionally now they'll call me and say, you know, they came to me with this out of town lender. I'd rather them use you, I'd like to get this offer accepted. And obviously I have a good relationship with these agents that are, you know, having me in the MLS anyway. Right. So I call them and I go, Hey, just so you know, they said they're going to use me. So, you know, and they're solid. So, so gets their, helps get their deal accepted. Then I've worn that relationship with that agent and sometimes they just tell me that because they're trying to, you know, they're trying to get their foot in the door and they never call me back after that. So it is what it is, but, but other times when I do get pushed back, I just drop it, you know, like, Hey, have the lender send me over 10 or 3 DU income and assets. I'll send out the pre-qual and I move on. I'm not trying to jump down, you know, there's a lot of good lenders out there. So I'm not trying to, you know, steal anyone's business. Right. But I do think it's a smart strategy for LOs that are listening and they're like, well, how do I grow my business and, you know, the whole listing agent, oh, I'm a listing agent not, you know, buyers agent that excuse. And I always advise them, you know, with the listing agents that they can, right, get that setup that you just talked about because you're going to get, yeah, it's a great way to add value to that listing agent number one. You'll get some wins out of that. Yeah. And the other thing is, is like, you know, the agents or what they always say, like, hey, man, I haven't, haven't seen you in a while. All I had is listings and cash buyers, well, put me on your listings. I guess that would be a way to keep pushing when they're, you know, when they give you that. Yeah. If you will. Right. And I would say to them, well, do you ever have listing, you know, if you'll fall out because of financing in most of the time, say, yeah, right? Yeah. And you're like, wait, I thought you had all cash buyers. There you go. Just caught you. Yeah. Liar. All right. So listeners, look at that's an advanced strategy. We're not going to hang out there too long. You need to start asking, yeah, listing agents, take, add me as a cross-qual. I can help you save more deals besides that the seller's going to love it. The value-added service for you, the agents, as long as you do a damn good job. All right. So back to this, you're covering four counties. How many realtors are you marketing to like database-wise, you know, email, etc.? Um, I'm not really good at it, to be honest with you. I mean, I might be dead of it. It's any admits he's not dead. Well, I mean, you can always be a lot better. I mean, I'm, I'm better than most probably, but I'm sure there's guys that have, uh, that do a lot better job at their marketing database, however their database is not as big as mine. No, really, you know, you have a margin of error, um, or yeah, I can really do it half a dozen and do okay, but, you know, on the number of agents, roughly, that you're marketing to email. Oh, a thousand, a thousand, okay, got it, a thousand. What kind of stuff do you send them? Happy birthdays, you know, is it all just really just right, just templated content? Okay. Yeah. So it's pretty much. Yeah. All right. So it's nothing real personal. You're not sending videos and all that. No, that's, uh, that's in my goals. Definitely. Yeah. And why is it in your goals? Because it's been in my goals for two years, and I've accomplished all my other goals, but getting in front of the camera. Mm-hmm. What's the, what's the roadblock there, um, being, um, what's a nice when it's in this. Dr. If you will, yeah, like, uh, well, like every time I go to do it, I make excuses. Like, oh, I need to get my background looking better. Um, I didn't come to my hair today. I'm working from home. I'm in short, it's in a t-shirt. Like, dude, I've, I've rolled through the excuses for two years, you know, and, all right, here's a better question. Let's just say you, let's just say you were ramped up in with video. What would you be sending them? So what I'd like to do, one of the things I really like to do with my CRM is send the milestone updates and I'd like to do a video from me on each one of those milestones. So like I mean, do it once good and then, you know, the girls are just sending it out from me anyway. Yep. And then that way, I'm going to update. So you just report. Exactly. I'd like to do a congratulations. You got your offer accepted. Here's what we need you to do and here's what we need you not to do. You know, I'd like to have that in a video because, you know, we always send them something. It'd be an email or an attachment like, don't buy a car. Don't do this. Don't do that. Well, you never told me. I'm like, well, it was in an email, but if you got a video of that, like, I'm just trying to protect myself. I guess if you will, but just save more deals from falling out from stupid stuff like that. And with that video, I don't know if you thought it this far, but with that video be like a, you know, a bomb bomb type thing where it's a video email or just a link to a video somewhere on a page. Yeah, I'm thinking probably a link unless I can incorporate bomb bomb into my CRM, which I think it does. I was actually doing some research on it yesterday. I just need you to show me how to do that. Okay. I'll be what I owe you for sure. That's awesome. Okay. So for those listening, dude, first of all, that was like some really great ideas right there. I mean, you know, just get after it. Those more and more today, people are expecting video and to your point, right? If you want to stand out, differentiate yourself, video key. Yeah. Okay. So then do you, so you've got this, this huge base of realtors. What I want to better understand is you and I talked about this before is you are not a go deep, right? Keep it narrow and go deep with realtors. You're more of a go wide and stay shallow. Yeah. Yeah. Like a lot of people will call it the shotgun approach. Uh huh. And that's your. Now, did you like consciously make a choice to do that because you just don't dig realtors that much or it is just a. No, no, it just kind of evolved to that. I think because I started working with so many. And I think it's kind of a tough time right now, at least in some of the counties I'm working in, I'm 39 and I have young kids and I feel like most of the realtors are either on the older spectrum or like the millennial super young spectrum. So I don't have a ton of common with them right now, you know, so I feel like, I mean, there's definitely ones that, you know, I'll go have lunch with and hang out with, but, you know, and a lot of times they're busy too, you know, with whatever they're doing. So I just, uh, and being in so many areas, it's hard to, to do that, uh, but do you have a ability to approach? How some coaching out there, you know, suggest we categorize agents into like ABC buckets based on level of referrals. Do you do any of that? Is it just, I don't, I don't, I mean, I try to treat everyone the same, um, believe it or not, like obviously if one calls me on the weekend and they never send me a deal and they need a cross-qual, like I'm like, yeah, whatever, dude, um, but if one sends me, you know, 50% of their business or a deal here and there and they need something on the weekend, yeah, I'm going to do it for them, you know, but yeah, I mean, obviously there's a handful of them that, I guess I'd never have thought about it like a categorized, but yeah, like, I mean, some agents are putting me in their MLS, they're doing that kind of stuff. I'm going to jump high and how high they ever want me to for those people. Sure. Well, how many agents, uh, I don't know if you said that earlier, but roughly just, you know, ballpark, are you, how many agents are you in the MLS on a cross-qual? Um, one, two, three, four, probably like four or five. So, and what's happened with that? Well, I mean, one of them was huge for a while. They were flipping like 400 houses a year. And then what happened is everyone wanted to be like that person. So then they started calling me and asking me if I could do it for them too, because they're getting into the flipping business or whatever. So that just kind of spiraled to be bigger as well. And I was like, sure, you know, but you're, you're flipping business. What percentage of of your business now is that flipping? Oh, um, low, like, yeah, yeah, yeah. I mean, at one point, it was probably 25 or 35%. Maybe more, yeah, I want to stay for a while there. Everything was flipped, you know, right. Oh, yeah, during the crazy times, yeah. Uh, and what I, why I ask you guys, because I just want to establish for the listeners that, um, you know, who are thinking, oh, 400 units. Yeah, like 80% of that is just people flipping, you know, massive quantity. You know, absolutely not. Um, I do have a builder now that has like six subdivisions, but like last year, I closed like 50 houses for them. So, so I mean, take 350 and spread it across all the rest of the edges. I think the most one agent gave me might be like low 20s, you know, the rest of them are, it's all, so you've got a, yeah, you'll get a random assortment. Like you, you probably have a handful of agents where it's like, oh, they flip me a deal every three, six months, whatever. Sure. And then like when I get one from them or, or I like, uh, you know, working with that person, I'm, I'm trying to follow up with them, you know, uh, do you look into the best job I can? You know, I'm starting to do that. Um, actually, since I've been listening to your, uh, podcast on my drive, yeah, I, I've actually learned a lot to be honest with you. Awesome. Um, yeah, like, uh, I didn't even know about that MTA thing, um, figuring, figuring that out because, you know, there's nothing worse than like the agents like, oh, yeah, uh, co-market with me. I'm going to send you everything. I'm like, all right. And then you feel like they are, but you're, you don't really know, but well, now I can know. Yeah. Great. Right. And I can be like, you're full of it, dude. I'm declined. You know, I'll send you everything, uh, everything of what? Yeah, everything under, uh, 200,000 sweet thing. Good. Um, so speaking of that co-marketing, do you have any co-marketing, you know, joint spend? I do. Um, and mainly just, I hate it, honestly. Like none of it is, I, I do have one, um, realtor that I, it's like their CRM grabbing machine. I, you know, I think it's called the sink. Uh-huh. Well, yeah, it is called sink because that's where my 750 goes every month. Um, but, uh, right. But I mean, they were giving me everything. And I go to like a meeting with them. It's like a, a person in like five buyers agents. Yeah. So, you know, it's worth it because I'm getting like two or three deals from a month already. There you go. So yeah, they're like, Hey, would you coastline or co-market with me? I'm like, Heck yeah, all day long, you know? Um, it's the agents that come to you that aren't working like giving you everything and they're like, Hey, do you want to spend a thousand dollars with me? And I'm like, who are you? I mean, I, obviously I know them. They're, they're not coming to me. But and then I, and, and I've tried this and, and I would say this is my biggest thing with this for everyone's listening out there. Um, it's easier to say no than it is to try to get out of it later. Yeah, yeah. Yeah. If you say no upfront, like, you know, I just can't afford to do that right now. They're like, all right, cool. You know, we'll probably still do some business together. But then if it doesn't work out and you end that relationship, it's a bad feeling. Like I've done it. And I get zero from those people now that I, that I ended it from. Right. So, so the fear you were going to ask the fear of the agent going on to the next person. Yes. Yeah. I mean, it sucks. That is a fear. And you kind of have to evaluate the situation like the problem with these, uh, these people think that once they start paying Zillow, they're going to do, you know, 10 more transactions a month or whatever that number may be, but they don't. So you got to look at it. Like what are they giving you now? And would you pay that for what they're giving you now? And that's how I would evaluate that situation in the future. Does that make sense? Yeah, totally, totally. And you may have heard on the past podcast where, you know, my preference to that is, let's not start our relationship off, right? Like, like that because you got to have something more valuable to bring to the table. Or else if it's always predicated on, you know, the spend, then when that goes away, like you said, the relationship does. So how about we, how about we establish some success together first by me demonstrating how great of a job I do for you. And then maybe we can approach that. And that's one of the things that I said to one of the guys, you mean, he's huge. He's like ranked in the United States. And I started doing it with him. But then there was like 10 other lenders he's using to do this. And I'm like, well, zero value just happened. Thanks. Here's my $2,000 month or whatever. And so I got out of it. And then, you know, he calls me back and he's like, I want you back on board. I'm going to do this. I'm going to do that. And I'm like, that's cool, man. I was with you for two years doing this and it just wasn't working out. Here's the deal. The sky's the limit on what I'll pay. Show me the money. Bustin out a little jerry McGuire on him. I did. I did. And, and that's what I did. I said, dude, I've been showing you the money for two years. Yet the volume's not been there. So you show me the money. Show me what you can do. You've told me like, oh, just give it a couple more months. And I'm just done with that. And now I've reversed the role. And, you know, because I'm doing more volume than anyone else, I can pay more than anyone else for this stuff. But if it doesn't make sense, I'm not going to do it. And you got to show me before I'm just going to put my wallet up, if you will. Amen to that, like that. Yeah. Okay, good stuff. Reverse the role on them because they're just trying to, they're getting sold by the, the Zillow guy, the whoever it may be. And, and they make it sound sweet, you know, oh, yeah, oh, just get your lender to pay for everything, you know, that's the new whole motto there. Oh, geez, I love it. Okay, so I'm trying to figure out here, I'm looking at your Zillow page. You got a hundred and thirty one reviews. How do you get your Zillow reviews? What's your process for that? Actually, I, um, and one of my, my final milestone, um, update is actually just sent a couple of them out right now. Hang on, I can actually read it to you. Um, well, I don't need to read it to you. Basically what it says is, uh, congratulations. We've funded your loan. Um, it's been awesome working with you. Um, if you have any friends or family that are, I mean, this is their happy time, so you're going to take advantage of this. Um, and if you know any friends or family that are looking to buy, I'd love to help them. Uh, you know, my business is a hundred percent referral blah, blah, blah. If you don't mind taking a few minutes, I'm looking to build my, um, my Zillow profile because a lot of shoppers are online these days. Please, uh, please give me a five star review. If it's less than five stars, please contact me directly so I can rectify the, the issue during your loan time. And I've yet to get a bad one. Knock on wood. Knock on. I thought that was somebody at your door. No, no. Well, so, so wait a minute. So it's an email that goes out with a link to your Zillow page, right? Yep. And what kind of, um, you know, conversion do you get on those? Oh, I mean, not, you know, I might get like two or three reviews a month. Yeah, out of like 40, 40 fundings. Yeah. Yeah, probably 35. Okay. You know, and so is it the one shot you don't ever like, you know, prod them follow up again. I don't, I don't, I, I think, I mean, I could, but there's other things I want to be doing. Um, I don't want to bug them to death on that, you know, um, and I have 131 reviews in my area. I think the closest person behind me is probably like 40. So do you think that helps for you to win deals? No, I don't think Zillow rep listen up. Yeah, I mean, organically, I might get like one call off Zillow, um, you know, but they've changed all their stuff where like, it's really hard to find a lender on there. Like they want you to fill out their, their application, um, and then so they can sell it to me. You know what I mean? They're not just letting you find the guy and call him up and get hooked up. You know, got it. Okay, they're not stupid, right? Well, they just, did you see that? They just reported what a billion dollars in revenue? Yeah. I had a little piece of that. All right. So in the closing moments we've got here, you know, always want to have kind of a mega producer doing the units volume you are always like to get a, just a quick look at what's your process look like? Cause you had told me before you're obviously the scale, the size of business you have. You can't meet with your clients face to face really. Um, sure. So what does your process look like? You get a lead in incoming and also like your team structure real quick. Okay. So I have one girl who's my, my right hand, who kind of, she basically, all my email goes into, we share an inbox and then she replies to 90% of it and then puts whatever I need to see in my box. Um, so that just helps me throughout the day or else, I mean, before we were doing that, I was spending, you know, my whole day just fighting email. Right. So, so she does that and then she'll help me with prequels as well. Um, but then I have a girl who hired, it's been about six months, maybe a year now, um, that she, all she does is prequels. Okay. So we're real quick. That's been a huge relief for me. Oh, I can imagine. So a lead comes in and she's the first point of contact. Yep. Okay. So she gets on the phone with them. She does. She takes an app like over the phone or does it online out? No, no, no, I'll back up a little bit. So all my leads, uh, high percentage of them are online because they go to the website. They fill out the app. Um, I rarely meet with someone without, uh, filling out an app, you know, unless they're older, like, if they're young and they don't fill in an app, they don't qualify typically. I mean, it's mean to say that. But they're vertically, I've seen it, you know, I meet with them. I call you up for 70. I'm glad I'm sitting in the office talking to you about it for an hour. Right. You know, good. All right. Um, yeah. So it's like you, you, you want to get them, you know, get the ones that are going to work. And, and if not, just jump into a credit repair and move on, you know, and then on the front end, I have two L OAs. So the pipeline split, you know, close to 50, 50, um, those people are the ones that are going to be sending out that first email. Um, and then, um, updating with my CRM emails that go out and they're getting everything from the borrowers, um, meeting, not really meeting with the borrower. I mean, meeting with them just to collect documents, but not really going over fine details of the loan, um, in the first part in the prequel stage, we kind of already established that. And then there's two processors behind those two girls. And I have one person that just orders appraisals and V O E's and that custom stuff and interceptionist. Yeah. So there's, and why do you talk to the clients? It just depends. Like, you know, if there's a big problem, then I jump in or if I'm getting pushed back from mainly when there's an issue because, you know, the girls that are the, the document gathers, they don't really know how to deal with those problems. Like, like, I can, I can mellow something out and, you know, 10 seconds. Or so when the lead comes in, like, I have one that just came in right now, and obviously I'm not going to make the call because I'm on this phone call, but between me, my right hand and my prequel girl, one of us is calling him. So we'll reply back like, I got it, you know, that way we're calm and sad. It's not where you are talking to every single client. No, there's, I've done loans for tons of people that I've never talked to you. Wow. That is cool. And do you ever, it's funny whenever I, you know, so I get these questions pop up in my head, like, I've had loan officers say, no, I got you. I just thought of something too while you're, while you're asking this one. Yeah. So the realtors are like, well, you know, they're getting the feel that they're not working with me personally and just with, yes. And, and let me tell you how I fix that. So I did everything as Jeremy, Ingol.com, Jeremy, Ingol.com, Jeremy, Ingol, the loan officer, everything was like that. And the feedback I was getting was exactly right. Well, like, everything went pretty good, but I never even talked to Jeremy. So then what I did is I changed it to the Ingol mortgage team. And then just by changing that name and setting up the expectation in the beginning, I don't ever get that feedback. I mean, granted, you're going to get it. Like I never even met that guy, you know, yeah, but my love was on time. So big deal. Yeah. And I'm in my house and everything's great. So, all right. So that's good. Good lesson, right? Set that up from the, like you said, expectations during your communication, you're onboarding. Yeah, absolutely. Very cool. The more, the more you can information, you can give out. And I don't think like too much to keep it short, you know, I don't send novels to people because I personally don't have that personality to, like I'm guilty of reading the first line of the email. And I didn't, uh, I didn't see that you asked for five more things at the bottom, you know, because I'm going through a lot. Yeah. Well, okay, real quick. Then last question, uh, how do you, I dare I ask you this question, pass client database, stay in touch, do any reviews, anything like that? God, that's on my list. It's horrible. Obviously, I only do 35 refines in part of that is, uh, because I'm horrible at that past client. And, and the problem is that we sell loans to, you know, many different investors and their client retention is amazing. So, um, so that's, that's detrimental to us. Um, that's part of this, like with my videos and all that stuff. That's all part of my plan for this year. One thing I wanted to, that we talked about before that we didn't talk about, um, was my cross selling agents during the, during the process. So that's one thing, um, that how do I get the volume I get is because when you have the volume, your, I think I use this term, uh, when I told you this, um, it's like making money when you have a lot of money, when you have a lot of deals in process, you have a lot of opportunities, like getting that other agent on board. And, and I do send milestone, uh, updates to the other agent. You know, um, I let them know if there's conditions on the appraisal. Well, basically I, I send an introduction letter, email, um, everything's automated. I don't even get on the phone with them unless it's an agent that I worked with before and, you know, I wanted to just catch up with. Um, but then we send out the, um, the appraisal being ordered notification. We actually send it to both agents and let them know who's the contact. What number they're contacting. That just prevents a lot of calls from us, but it also shows that other agent. Wow, these guys are on top of it, you know, right. And then, you know, the appraisals received. We sent two separate one, one to the buyer and the, and the buyer's agent with the appraisal and the other one goes to the selling agent. And it says appraisal met value, um, here are the conditions or met value as is. Obviously, if it came over, we don't tell them, but if it came under, we do tell, you know, sorry guys. And then there's CC down the, um, the docs and CD and, and the funding as well. So they're, they're, they're definitely updated throughout the whole process, which is making their life easier. And one of the, if I do get on the phone with them, I say, did you see how easy like you didn't have to check up on this loan? That's what it is doing business with me. So if it was that easy for you on a, on a seller's end, imagine how what we can do for your buyers, you know, and what is that then do try and drive a meeting from that? I don't, um, it just depends, you know, um, they've seen what I can do. My, my name's out there. I mean, yeah, should I probably, but it's just a freaking quantity game, you know, I mean, that's 40 times in a month. So if three of them reply, now I got three other agents sending me business next week. Well, so the last point I want to make is, and I got to let you go, uh, because your meters running, but, um, I know you and I talked about this the other day, which was, so you have, you admitted some advantages that you have with scale and the volume. You just talked about some of those, but, but you, you and I talked about how, if you weren't doing this kind of volume, 35 units a month, right? You know, you would be, you, let's say you're at the stage where some of our listeners are, whether they're like they're trying to build and grow their business, they, you would be doing the whole kind of high trust interview kind of thing, wanting to get more face time with people, right? Absolutely. I, I absolutely would. And I would go to their signings. I would, I would go meet their agents. I would call the listing agent when, uh, when we sent the offer, I mean, I would be in, I, I used to do all this stuff. You know what I mean? I'm trying to be in front of everyone and I wouldn't, and if I'm doing under 10 loans a month, I'm meeting with all my buyers. I don't need an, I don't need a loan officer assistant. I want to be face to face with all the borrowers, talking to all the agents, let it, you know, because I know where every single deal is at every second. If it's under 10, you know, when you get to 35, it's, it's impossible to do that. Right. You know, absolutely. Cool. Well, what's, uh, what's, uh, on deck for you for 2018? You mentioned video, you mentioned past database, anything else you want to achieve this year? You know, my goal is always to keep a balance with my family, but I've been doing a really good job of that and, and, and, and using the CRM in the video will, are things that I think can grow my business without me giving up that. Yep. So mastering my CRM for this year and, and adding video in there, um, are, are my two biggest goals for this year. And obviously using that to, to, uh, get a better social media presence as well. There you go. I like what you said with the video and all that stuff is, um, what did I hear? Somebody say the other day is, you know, leveraging that technology to be able to produce, um, and automate the very best version of yourself. Sure. Yeah. That's cool. So if we can do not scare the camera like me, well, you got to get over that. Hey, let me give you the best advice I ever got, you know, about how you look at the camera. Okay. Here it is. Hey, that's how you look. Yeah. Yeah. I can't wait to listen to this and see how horrible I feel, right? Great job. Great job. So, um, I'm going to let you go because I know you got money to make. And, uh, so if anybody wants to check you out, follow you online, what's the best place? Website Facebook? What do you want to do? Um, I have a, I don't know. I have a personal Facebook just Jeremy Engle, uh, uh, Engle mortgage team at country club mortgage, uh, for, for Facebook. And then, um, just my website's just my name at Jeremy Engle.com. Awesome. Well, I can't thank you enough. And, uh, what I'm doing now is I'm, I'm putting this out there. I'm sending all my guests a free mortgage marketing radio t-shirt. What size are you, man, LXL? I'm a large. There you go. Nice. Okay. So thank you very much for being here and listeners. Uh, this was obviously a crash course in how to succeed as a loan officer. So, um, Hey, leave us a review. If you like this one, I tune Stitcher and, uh, that's how you can get a free t-shirt for yourself as well as I pointed out in the intro. So everybody, thank you for tuning in and we'll see you on the next one. Bye for now. Thanks for listening to mortgage marketing radio. One more truth in mortgage marketing, get more free training and resources at mortgage marketing institute dot com. Hey guys, what's up real quick? Uh, you've heard about the mortgage marketing pro membership before and I just want to quickly remind you if that you're in a place in your business where you simply need more purchased loans, you need to fill your pipeline with purchase business. Let's just face it, agents are still a solid pillar of business and sources of purchase business for you. Well, good news. Our mortgage marketing pro membership helps loan officers like you close more loans without the hassle of chasing agents or cold calling. Done for you agent classes, expert training videos, a marketing automation platform that automates the entire process for you. 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