Ep #90: How to Build Trust Quickly, Convert More Leads and Grow Your Business With Video

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 Simphor, welcome to this edition of mortgage marketing radio, thrilled to have you here once again as always. We are blowing it up on this episode, so let me start with a question. If you were in front of more people, more often, more potential prospects, your past clients, if you're able to get in front of more referral partners, if you were able to have a deeper connection with more people, do you think you'd be doing more business? Would you be closing more business? Would you be more effective at building relationships that lead to referrals? Again, right? If you're in front of more people more often, you've got more at bats. If you're already good at delivering the value proposition and communicating and talking with people and you just need to be able to be in front of more people and create a deeper connection, sometimes life doesn't allow us to do that. We can only be so many places at once, but if you were able to do that, would you be achieving your goals more consistently? Would you be doing more business? If your answer to that is yes, but how do I do that, then today's episode is for you. Today's episode, I am thrilled to bring you, my special guest, Steve Pasanelli, the Chief Marketing Officer of Bomb Bomb. I can't imagine anybody listening to this podcast right now is not familiar with what Bomb Bomb is, but Bomb Bomb is all about video, a video email platform, a video distribution platform, a video engagement and connection platform that helps you build trust, build connection and reach more people in less time and increase your conversions. So video, obviously, you're listening, you know you need to be doing video. You've got your reasons, air quotes, your objections, your dare I say excuses as to why you're not starting video yet. I don't like how I look on video. I don't know how to get started. I don't know what to say. All of those today go out the door because today we answer those questions. Today, if you haven't started using video or you've maybe kicked it around a little bit but haven't taken it to that next level, today that changes, today that stops. Because today we're going to empower and equip you with the strategies, with the ideas, with the tools, with the step-by-step process for you to really take video to the next level. And you're going to hear examples and stories of mortgage originators who are doing incredible things in their business, growing their business, delivering a better customer experience, reducing rate shoppers, increasing their conversions, being more effective at reaching out to their past client database, being more effective at having a bigger impact with realtors and the positioning that takes place with video, building more referrals. I mean, who doesn't want more of that? So Steve and I unpack a lot of those issues and questions that I hear from many of you about getting started with video. And what we've got is a couple of amazing resources that Bobbomb has provided for you. There's links into the show notes. But one of the greatest resources that I've been diving into is the mortgage video influencers guide. Right? And what this is, it's really a seminar, seminar in a document, right? Bobbomb took a bunch of submissions from various people about who were the mover and shaker influencers in the mortgage space that were doing some amazing things with video. Not just on Bobbomb, but across other platforms, right? YouTube and Facebook and Instagram. And what they put together was this amazing guide that walks you through best practices on getting started with video, actual use case examples, interviews with these loan officers and how they're using video and integrating it into their business. So there's a link for that in the show notes, if you guys did download that. And that is just a deep dive quick study on how you can start implementing using video or what we call S&D, right, swipe and deploy, swipe and deploy these ideas. Do you need a Bobbomb account to do video? No. Does it make it easier? Yeah. So it's up to you, right? Just get started. That's the point. So download that guide. The link is in the show notes. You'll also find a link to a free trial that Bobbomb has available for you. And also in the show notes here, you'll find a link to a first ever one of a kind only event that Bobbomb is hosting and producing called rehumanize. And it's taking place in May, early May of 2019 in Denver. But what I love about this is Bobbomb is bringing actual, you know, users, mortgage loan officers that are actually using video and as I said, not just Bobbomb video, but using video on Facebook to do Facebook live, Facebook shows using YouTube, using Instagram, telling Instagram stories and so forth. And this is not vendors that are doing a pitch fest on stage. This is all actual real world people implementing, doing in the field, getting results, growing their business using video. And so there's links to the show notes and that they only have a capacity for 500 people. So it's not going to be a huge event, not a pitch fest, not a bunch of vendors that are sponsoring the event. It's literally just roll up your sleeves, get out your pen, your, your no pad, listen, watch, learn how to start implementing video. Because if you're looking for, you know, how do you compete in today's market? What's your visible value? How do you create more connection and conversion? Look, you'll hear Steve talk about it, how video is the next best thing to be in there in person. So check out the resources we've got for you in this episode. And by the way, if you're looking for additional training and support, we just released our brand new mortgage marketing pro membership, which will also provide tools and resources scripting and training on how to get started with videos. As a matter of fact, in there, we've got something called top take five, which is a weekly video script for you to use and implement in your business. And so if you haven't checked out that yet, mortgage marketing.pro is where you do that. There's a link in the show notes too. Right now we are doing a very low introductory price offer for that, the 30 day money back guarantee. But I can tell you one thing for sure, the price is going up. So check that out, mortgage marketing.pro. And without further ado, let's get into this week's show. Steve, welcome to the show. Thanks, Jeff. I'm excited to be on here and talk about some video strategies that all of your listeners can use right now. Yeah. Thank you so much. I'm actually so excited. This has been a long time coming. You may not be aware of me being a fan and a user of bomb bomb for quite a while in multiple different companies and roles and stuff like that. And for those listening, you know, they know they need to get on video and yet so we want to address a couple of the common topics you and I both here, common issues, roadblock people here about getting and using video. So as far as my audience goes, right, people know who bomb bomb is. You guys have been out in the space for a long time. Yeah. What do you see from your standpoint? Because you see a lot, you know, thousands of users years in doing this. What do you see as to what is the biggest compelling reason why not only today, but in the coming market, how things are shifting with technology, threatening to displace us and things like that. Why is it important for mortgage loan originator to really consider integrating video into their process? Because your business is all about trust and if someone can't see you and they can't hear you, they can't make a determination on whether or not you're trustworthy, right? You know, the mortgage process, as you mentioned, is increasingly digital. How do you bring the human element back into your digital communication? 20 years ago, someone decided that our most important business communication was going to be relegated into text on someone's blinking monitor and someone's screen and we've been going down that path ever since and it removed the messenger out of the message and so getting back face to face, getting back to the core human elements and getting back to communicating with people the way that we were born to communicate to other people and that's face to face. Face to face, right? So, key word there, trust. In the spirit of the digital movement and how everything's changing digitally, why is that such a big deal today? I mean, do people really still want to deal with a human being versus push button mortgage and all that kind of stuff? Yeah, I think they do and especially with a lot of their money, you know, people don't like handing over money to some company that doesn't have a face and doesn't have feelings. They like to know who they're dealing with. Obviously, buying a home is one of the biggest transactions someone's going to incur in their life and I want to know who I'm buying that home with and through. Yeah. Absolutely. So, all right, so let's get down to those listening, you know, and I've talked to many people about getting started on video and you know, the biggest, and this is real estate and mortgage and the biggest objection I always hear is, you know, I don't like how I look on video. I'm sure you've got funny responses to that as do I, right? It's sorry, that's how you look. But how do you help people get, what are some advice or suggestions on? How do you get over that first hurdle of like, you know, for instance, we're doing a video thing here, right? I can see myself on video. Am I a fan of how I look? No, especially since I cut my forehead yesterday and I got a big gouge showing up on camera. But, you know, I mean, how do we get people over this? I don't like how I look on video thing. So I think it starts off with understanding the style of video that we're telling people that they should be doing because when most people think of video, they think of marketing through video and high end produce pieces and professional lighting and digital SLR cameras because that's what we grew up with. And so when you think of that style of video, you think of perfectionism, you think of commercials. You think of perfect sentences and just like right there, I kind of stumbled with my words. Like, those are all things that make a relationship video, a one-to-one video, sent to someone who's thinking about buying a home. Those are the things that connect you with that recipient. And so when someone's afraid of being on camera, it's, they're afraid of perfectionism, but that's not the goal with this style of video. So there's relationships through video and there's marketing through video. Everything that Bombom does and what we believe that L.O. should be doing is sending one-to-one personal videos that lack perfection. Your flaws, I just heard something recent, I think it was actually from Tyra Banks. I can't believe I'm going to quote Tyra Banks. Love it. Give a shout out to Tyra. But she says you're awesome. And I was like, oh, that's awesome. That's awesome. That's awesome. And so when people are afraid of being on camera, it's because all the little flaws and all the things that they think are going to push people away, those are actually the things that pull people towards you. People want to know that you make mistakes. People want to know that you're human. People want to know. People want to connect with people, not with their keyboards and their computer screens. Like, even though someone might spend two hours a day on Facebook and they're typing in and they're communicating with their phone, the person on the other end of Facebook is still a person, right? They're still connecting with people and that's why Facebook's going to video and everything's moving to video because you can see you can hear it's more holistic. And so if someone were to say I'm afraid of being on video first, recognize the style of video that you want to do. And there's an authenticity, shiny inversion. The more shiny something is, the less authentic it feels. And so that is the style. It's okay to make mistakes, it's okay to send that video out and be you. And one last and I don't want to be the dead horse here. My favorite story to personify all of this is my wife was sending a one-to-one video. I made her because she didn't want to do it. She was afraid of being on camera and she was sending a one-to-one video to a real estate agent. And she does something else, she just skincare products. So she had the products in her hand. She's recording the video. She dropped all the products, went out of the frame, popped back into the frame so I was like, you keep going. I was in the kitchen with her. Face was bright red because she dropped, she's like, oh my God, I'm so sorry. And when she was done recording the video, she's like, there's no way I'm sending that. I dropped all the products. My face was bright red. I was stumbling over my words and I was like, oh yeah, and I hit the send button for 15 minutes later. She got a call and it was from Susan, the person she sent the video to. And she was like, oh my God, you are awesome. I am so clotsy as well. I love that you sent me that video. And that imperfection is what caused Susan to say at the end of the 15 minute conversation, I'll just sign me up for everything. Wow, that's great. So yeah, it's just being real, being human. Yeah, you know, what is it? It's kind of like this public speaking thing, right, where people feel like they're on and like all eyes are on me. But what I'm taking away from you is it's like this video thing, man, it's like, look, you're sitting down having a conversation over a cup of coffee, a beer, whatever your thing is, you're just like you said, one-to-one human communication. And when people communicate like that, they don't have all the pressure of lights, camera action and all that stuff. Yeah. And that's it. And so you just got to use the talking to the webcam on your computer or perhaps holding your phone up and using the camera on your phone, don't worry about the lights, don't worry about the, you know, as long as they can hear you relatively okay, you're fine. And there's a bunch of things that you can do to get them to play the video, which I'm sure we'll talk about later. But yeah, these are simple, simple, short, short-form video messages for the purpose of building relationships. Well, then let's transition to then what are some best practices or recommendations to for somebody to get started to make it easy, to not get so hung up over, you know, like you said, lighting. I'll be curious what you say about that, yeah. Yeah, so this is going to sound a bit cheesy, but this works. If you are afraid of talking to that little dot on your top of your laptop or your computer screen, if you're afraid of doing that, one simple thing that we've been teaching for a while that works so, so well is, this doesn't sound cheesy, but close your eyes for 20 seconds. Think about something that makes you happy. And then after you're done doing that and smile while you're doing that, open up your eyes and hit the record button. Now, some people say, we'll see, I don't know what to say sometimes in my video. You do, because these are, again, videos for communication, you are in your position because you know what to say. This isn't a marketing piece, it's not a commercial again, you're answering questions or you're building a relationship. But if you do need a little bit of help, you just take like a little note card and you write down the three bullet points that you want to say and then you close your eyes. You think about something that makes you happy for 20 seconds and then as soon as you open your eyes, do you hit the record button and a little tip there is if you have three bullet points or five bullet points because you forget what you want to say, it's okay. In the beginning of the video, I would just say, hey Jeff, it's Steve, five quick things I want to cover here in this video and as soon as you show that in the frame for a second, you can put it down and they know that you're just looking, and it's okay to look down in a way because people feel the need to stare at the entire time and not look away. It's okay, once you have the okay to do that and now look down and be like, yeah, and number three and four and great, Jeff, so if you could just get back to me and you send out your video. No, I like that idea and I've definitely done that before as well because I kind of gave you permission to look away, look off the camera. I had alluded to earlier that I've got a couple of screens open here, my bomb, bomb accounts so it's like, hey, what's he looking at? That's what he's looking at. I've also done in the past, I like that idea, but what do you think about the idea of actually maybe posting or pasting, taping, however you do it, your bullet points just above the view of where your camera is? You know what I mean? That's good as well. Absolutely. A lot of people do that as well. If you need that extra help, feel free to do that because then you're still looking right here at the camera and you're good to go. The other thing I've heard people do and I've tried this a bit in the past is they actually put up a picture of either people or just to imagine they're actually speaking to, right? If they're recording a video, it's not a conversation like you and I, if they're recording a video might be helpful if they put up this picture of maybe an avatar or a picture or whatever. Who knows? Something where it's like pretend you're actually talking to a real person, you know? Yeah. And that's what you want to happen. I mean, you have the position that you have because you're good with people. Yeah. And if you're looking at a person, those triggers happen in your brain and it makes it easier. That's a great suggestion. Absolutely. Okay. So what does somebody need then to just get started? Is it as simple as, hey, just grab my phone. Now obviously, Bob, Bob, you got the awesome app downloads to your phone. What is as simple as grab my phone, like you said, right, grab my phone, let's not overcomplicate it. Hit record. Or let me ask you the question this way. Back in the day, we're going back, I don't know what, five years ago, I mean, how long have people been doing video online, right? Maybe five years, roughly eight years, 10 years. Is the expectation today to have some level of quality because there's a lot more video out there? It depends on the audience. Yeah. So what happened through the, I've had a social media, everything's been degrading. There's been some super interesting studies, so they were studying like Coca-Cola and Levi's and they're actually degrading their videos because it makes a deeper connection with their audience and making mistakes and making, you know, shaky video because it mimics what we're so used to seeing in Instagram and in Facebook and that influence of social companies out there makes the personal style video okay. If someone had a choice of watching their favorite, you know, movie star, do a produced commercial or seeing them record something at their home, you know, with their fan, they're shaking. They're going to watch the personal one at home and that's the type of connection that you want to have. And so it actually makes it okay these days. You don't need to worry about it. Now, if you're going to put videos on the homepage of your website, you're going to want a certain level of professionalism. So if you think about it in terms of consumption, the more people that will see your video in general, and again, there's exceptions to everything, but in general, you probably want a bit more power to it. But if you're sending a one-to-one video, that connection that just, hey, you know, I'm sitting here in my car, you know, waiting for my kids to get out, you know, get out of school and I was thinking of you, Jeff, I just want to send you a quick video. Let you know that you're awesome. In fact, do anything to help get a future that let me know, you know, you put the phone down. Sure. That is connection in today's digital world. Now, sort of driving over to their house and just saying, hey, thank you so much for working with me and being an amazing officer and sending us any business for the best. That's very cool, very cool. Okay, cool. All right, let's change lanes. Let's fast track a little bit to some of the best practices you've seen out there. Now, specifically, loan officers are using this to grow their business. Before we hit record, you and I reviewed a couple of different resources. You guys provide, which I'll provide links to anything we talk about in this episode. But you guys just produced a couple of different guides and documents, right? PDFs, people can download. You interviewed. How many loan, you guys just recently did what was that thing called again? You know the name better than me. The video influencers. Thank you. Yeah, mortgage video influencers. So 25 different people there in different categories from one to one videos, of course, and then we have YouTube and multiple categories where you can see who is using video effectively within mortgage. Yeah, and I'm scrolling through it right now. So 25 people in five categories packed with tips and examples from the honorees. So like I said, we'll put a link in the show notes to this for those who want to download it. So you can see the illustrations out of the research, you know, what you've seen people doing there, what jumps out at you as far as some really not only from a standpoint of how they're using video, but the impact to their business. What did you see through that? Yeah, so there's massive impact and not just because I worked for Bomb Bomb, but it truly is the one to one videos. The other thing, you know, we did real estate before we did the mortgage one. And it was so much easier. There was so many more people in real estate using video in their business and we had, well, we're just running through the second one and we had 1200 nominations. I mean, there's just an influx. There is still such a massive opportunity to use video within mortgage. And I'm not saying people aren't, but just comparatively speaking, you know, the upside is massive. And there's one to one videos we have. So you take Clifton, Saunders, who finished number one, he sent out, like out of the Bomb Bomb system alone, he's got nine, I think he ended up at 9,000, he might have 10,000 now videos sent out of our platform, since we released that guy, he was at 9,000 in some odd number. You know, that, you don't send the 9,000th video if the 8,999th video before that, you know, those videos didn't work, right, don't go and take all that time to do that. And so he's building relationships and increasingly digital world with leads that he's finding online as well, but also using it to connect to the real estate agents for, for repeat and referral business. And it's a holistic video plan that's simple and easy to scale, but still personal, it's still personal. And so that's the biggest place to win. Well, where, where are you seeing how are these loan officers using it, integrating it into their overall process? I'm looking at the document right now and I mean, gosh, you know, 9,600 plus videos, but yeah, where are you seeing people use it? So one way that they use it is we have a screen recording feature in Bomb Bomb that allows someone to record their screen. So again, if you're looking at it strictly from someone that needs a loan and the loan process is scary, there's a lot of numbers that you need to explain. But if you could share your screen and they could see you at the same time on the bottom of the screen and see your face, but now you're talking them through the numbers on the page, helping them understand, reducing that anxiety while they're still connecting with you. That's great with, with someone that's applying, you know, for a loan or about to close. But also what about for your real estate agents training, you know, one of the things that popped up a lot, you know, in the guide and also just with our customers in general, people love to provide help and training for real estate agents and like to inform them on the latest tools and the latest things that are out there or just informing them on the rates, what if you could share your screen and send it to all the real estate agents that you have connections with and walk them through again, something that's more complex or walk them through marketing training or if you love Facebook or Instagram and you're doing that, helping them with their Instagram accounts and sharing the screen while they see you at the same time. So that's kind of the new thing that people are doing with the screen recordings and providing that training and education, whether it be their client or a real estate agent for the purpose of generating more repeat referral business. Let's take Ruby for example, she's up in Seattle. She creates educational videos in her mortgage minute series. So how is she using that mortgage minute series? Is that going to like a group distribution list? How does she do that, you know? It's personal again. So Ruby was one of my people that I actually went through and ranked in the list and what she does is she has a calendar behind her and for each transaction that's in, she keeps everyone up to date, everyone that's a part of that transaction, she records a video and says, hey, on this date, this is what, and this is our projected closing date and here's when we need this and here's when we need this and she uses these little yellow sticky notes. I don't know if it's Velcro or not, but she moves the dates around and she keeps everyone up to date in one simple video that she knows that people receive. She knows that people watch because she's getting all the analytics and all the information. She does that on Fridays and updates every month. She does an individual video for each one of her clients. Yeah, so it's for each transaction, which would be the real estate agent part of that and of course, the client is a part of that agent. I just wanted to clarify, yeah, because I know some people might just have a generic video which maps them through the, hey, here's what to expect next in the process, but she's doing a very specific, for each individual, the Jones, the Smiths, all that. Yeah, and we do have a lot of people that record pre-done videos for different stages like great, you're pre-approved. Right. Now what? And that video that they're ready set to send it out from their phone or from their laptop or their desktop as soon as that happens and they can convey, here's what it comes down to. Are you better at talking to someone or you better at typing something out? Like how many times do you go in, you type in a paragraph or two paragraphs into an email, you reread it and you're like, ah, that's not what I want to say. That's not what I wanted. If I was there in person, I could say it so much better. Those are the things that you'd want to record and have ready to go to send out. And you know you could explain it better in person. You know you can connect with that person more effectively if you're there in person, but time distance and technology keeps you apart. So video is your next best out. So I apologize if I'm putting you on the spot, but I'm scrolling through these examples in the video influencer and things are jumping out of me. So I'm looking at Jeff Wagner, Houston, one trust home loans. He's got 1700 videos. He's mastered the pop buy and check in with agents. And this is what jumped out of me. His story of setting 14 appointments on 20 videos sent. You guys share that up. I guess of the bomb on headquarters. Do you know the context of how he did that? Yeah, I forget the exact story around that. But I mean, he just sends like the pop buys is the digital version of just stopping by saying, hey, just checking in, seeing how I'm doing. When you listen to his video, because you can hit play and listen to his interview right there, he's got a really like great, like soft, nice tone to his voice and he just checks in with people. And so yeah, I don't have the specific story around that one, but I'm putting you on the spot and I apologize, but I'm always trying to extract the best out of these interviews. For one last thing about Jeff though that I see here, which is really cool, he sends to his top 25 list of agents it looks like every other week his top, he's got two looks like two groups, top 25, top 10 to 15 that he connects with once a week actually. So he's got two groups of agents. That's cool. And we can talk about how you do that and bomb, bomb, but he gives these connections, information about his educational events, industry news, company news and more. So what a great way to at scale, stay in touch, add value and like we use the digital pop by man, that's cool. And so and and I'm going to turn into my lack of knowledge around that specific topic right there or my forgetfulness into that's why I got to download the guide because those are all the questions that we asked Jeff and he explains it to you in his own voice. So so yeah, go check out the guide. It's free. You don't need to have a bomb on account to do this and that's probably and I think we've been skied by that that question because it's like, Hey, do I need to have bomb on the send a video to someone? The answer to that is no. You can take out your phone right now, hold up your phone, record a video. If you email it out, it's a bit more difficult because you don't know if that video actually got through if the attachment was too large. No one general are afraid of some scary attachment on the bottom. So that's not the best method. If you record a video and like upload it to YouTube and then grab the link and then go back to your email and paste it in the email and maybe put a graphic and a play button on there. You could do it manually as well. So again, if you want to do this a lot and you want to do every week, yeah, it's a lot, it's a lot of work and that's that's the problem that bomb bomb solves. We make it one click simplicity right out of your outlook. If you're using like outlook desktop or Gmail, you can just click that record button. We just put in a patent for our new video technology, which so it's patent pending right now. It actually uploads the video and it's in our brand new mobile app, which is exciting. It uploads the video as you're recording it every single second and in codes every single second as well. So the second you're done recording your video, if I was on my phone right now, it most likely depending on, again, your speed, it might be a little bit behind if you're on a slow like 4G connection or something like that. But it is ready to be sent out and when you send that video, it knows the recipients connection speed. It knows the device that they're on and delivers the appropriate size video automatically to make sure that they get to see it and play and it doesn't buffer. And so we're super excited about that technology. Wow. That's that's awesome, man. And yeah, thank you for pointing that out because the people asked me to when I tell I'll talk to them about video. The big question is how, but the to your point is look, you know, bomb on makes it simple easy, quick, plus you get analytics on the reporting and stuff. And I'll show you my screen shot here for people who can see that. So that's my bomb on the app opened up and that's the other thing I don't know if you can see with the glare. But what I like about it is, you know, I've got this wonderful library of videos that I could repurpose or I can create a library of videos and this is one of the things I want to point out for the listeners, as much as I know you guys beat the dream of like one to one, you know, communication, which I agree. Let's just face it, right? Sometimes we're too busy or sometimes it makes things to do things at scale. So to facilitate trust and engagement at scale, right? That's one of the things I love about bomb is I can do that by simply selecting the video that I want to send to a given group, you know? So there's a psychological play there, the exposure effect, you can Google it or look it up and it's also called the familiar principle. The more times that someone sees you and hears you, in general, unless you're saying something polarizing, the more comfortable they're going to feel with you and feel about you. And so there's been a bunch of studies around that effect and just proximity and the amount of time that someone sees anything and it's not just people, it's words that they see, there's a bunch of studies around words and objects and then of course people as well. And so just having people see you more often through those mass emails that you do, that has a great effect as well. Yeah. And in today's market, you know, where we've got a lot of additional competition and pressure and I'm hearing this every day from the law officers that I'm coaching is we've got race shoppers, we've got people double-appenance. I talk about visible value and how do you create that visible value because if your game is, hey man, I got low rates and I close on time, I mean that's no game. Anybody can do that. So that's why I'm a big proponent of things like video to create those personal touch points to demonstrate visible value because there's so many things you can do to separate yourself. Like you said earlier, not many people are doing it in the mortgage space right now. So the opportunity is yours. Yeah. So if you're getting leads from somewhere and you're buying whether it's like Zillow or Lending Tree, you know, that lead goes out to a bunch of other, I did Lending Tree. This was like five or six years ago because I forgot who, who my, my loan officer was and I didn't know who to use because she didn't follow up at all. So totally forgot, went online, filled out the form and I got, I think it was six emails. It was five or six emails like instantly, right? And my phone started blowing up and I was like, whoa, whoa, whoa, okay. And they're all text, yeah, all text on the screen. And I didn't know anything about each one of those people. But if the one person sends a video, it says, Hey, Steve, I just want to introduce myself. I'm a real person. I'm here to help. And they said, that's, that's the trust. That's going to help people are automatically to ingrained to choose the known versus the unknown. Even if the known isn't that good, they choose the known versus the unknown because it's scary. And if they can see you and hear you, yeah, it's a, it's a huge points in your, in your favor. Yeah, reminds me of an interview I did with Tim Brahim and he had this wonderful line, which was a focus, you know, all about connection over conversion. And that's what video allows us to do is because if we're not in person, that's the, yeah, that's the greatest, you know, take and use it. Shout out to Tim Brahim, man. He's a stud. Yeah, so what do you see, I guess in terms of time here before we run out of time, what do you see then as the biggest mistakes or people get caught up in going down a rat hole if they're going to, you know, start using video? Again, it's the perception of the style of video, you know, people try to go too big. They'll go out and buy a $2,000 camera and a $500 lens that they don't know how to work the camera. They buy a fancy, you know, lighting equipment and they'll set it up because they're like, oh, I know I should be doing video, I'm going to go do it. And that takes a massive amount of time to learn when you can just take baby steps that will have a much bigger impact to your business overall that, that you'll see benefit from in two weeks. If you send five videos a day every day for two weeks, personal videos, one to one, whether it's to your past clients, whether it's to the real estate agents that you have relationships with or anyone else, you send five videos a day and you just check in with people just like the Popeyes with Jeff Wagner there and you just check in with people and thank them and share gratitude without even asking for business, watch what happens. People will respond to you. People respond to human faces, it's easy to say no to text on the screen, it's hard to say no to a smiling face, do that for two weeks and I guarantee you, you will see results. And no technology and no $2,000 investment. Yeah, right, that's just connecting and people get away from that. Technology has a way to pull us away from the human connection, you know, and so let's not get caught up in that because that's what this is all about. Before we wrap up any advanced strategies or use cases you've seen of loan officers and you're like, wow, man, that's a great idea for how to leverage video. Well, you know what, Ruby's, we already covered that and I know it doesn't seem advanced, it seems like, hey, I'm going to update multiple people at the same time and do it in a more personal way. So everyone has the necessary information that they need. And when you see it, it sounds totally logical, but I've never seen anyone else do it that way. You know, do it the way that Ruby does it with the calendar in the background and then because she's doing it through video, she knows how much each person has watched of that video. And if they received the message and they really retained it and then she can see if they're going back into it. So it's just, it's just things like that. You know, it's, it's the basics, but it's consistency is what's going to help you win. And that's the advanced, that's the advanced thing. But consistency, time block in the morning to send five videos a day and then identify the trigger points where videos would be typed out text and the trigger points for that would be any time as emotion is involved. Are you trying to build trust or rapport with someone? That's a trigger point to send a video, over a plain text-based email. Are you, is it a negative amount, well, this, here we go, I'm going to, I know I give you a few, but this is a good one to end on. Bad news. Things don't always go the way that we want them to go. Video is actually a better method of giving someone bad news than being in person, being on the phone or text. I know you don't believe me yet, but hear me out. Why? Because bad news is more psychologically compelling than good news. Everybody has, has delivered bad news to someone else and one of two things happened. The person either sits there in silence and they don't know what to say. Or the person flips off the handle rationally and they're like, oh, you know, they, they get all upset and it is for the fundamental reason that people need time to process bad news. It's harder to process bad news than it is good news. So by not expecting an answer after you deliver bad news to someone immediately, by sending them a video, which is asynchronous, they get to consume the video, they get to sit with it and think about it without an immediate expectation of a response like a face-to-face communication or on the phone, right? They get to watch your video, you get to deliver the bad news with empathy and I'm so sorry this happened. Here's what we should do next. Let me know what you think. And this is, here's an advanced one, I'm in meetings this afternoon, but I'm going to give you a call later on this evening that buys you that time, right? Now they thought about the information you delivered in a non-biased way because they had the time to process that information and then you call them back later and you will get an entirely different conversation than delivering bad news over the phone. That's brilliant, man. I love that. That is an advanced strategy. I love the fact that, yes, it allows people to buy time because you know how often do we have like that situation where you feel you need to, you're compelled to have respond immediately in the heat of the moment, then you're going to say or do things that you're going to regret. So yeah, allows them time to digest and you can kind of set the tone for that. That's really cool, man. That's a trigger point. I'll call you later on this afternoon after my blah, blah, blah and you give them those hours to cool down and there's hours to think about it objectively, that's the key, right? No doubt. Very cool. Awesome. Well, I appreciate you being here. I know we're out of time. I want to cover a couple of things for those listening. A couple of directions for them for where they can get more info about bomb bomb. You guys have got a free trial available on your website. I'm going to put links in the show notes to that. We've got the video influencers guide, the mortgage video influencers guide, and this is, I'm telling you, man, I'm going to spend part of my afternoon just watching these videos you guys have in here with these use cases. This is like a seminar on how to do video. It's really cool. That is cool. Yeah, no, it's really awesome. And then, of course, you guys have a first ever of its kind, live event happening called rehumanize coming up in Denver may eight through the night, I believe, in 2019. So real quick, tell us about that. Why should a loan officer listening consider going? Yeah. So we actually have a bonus session too on the seventh for bomb bomb customers, where it's just bomb bomb training, the eighth and the ninth training on video in general, YouTube and Instagram and any capacity. What's exciting about that is if you love the guide, the guide is the precursor. The guide is, hey, here's how these these loan officers are using video in their business. Here's how they're winning. Here's the interviews. If you want more of that, that's what this event is. Because we take real practitioners, we're putting them on stage in panels and in main stage presentations, and they are opening up their doors into the successes that they had using video and the advanced methods, the simple methods, how they got started. We are going to go through things like lighting on stage. If you do want to do a more advanced video setup, you know, and you want to do more polished and professional pieces, we're covering that, we're covering the one to one and everything in between. This is the first and only event of its kind design, especially for mortgage and real estate and we are super excited to bring in all the practitioners for you guys to hear. And the refresh. 500 seats only. Yeah, 500 seats only. And so what you have right now, I believe, is a early bird list, get on the waiting list till you officially kind of roll that out. So I'll put a link to the show notes there as well at a different plan on being there, man. I love that. And that's really cool. It's a timing in the market because I've been like doing video, I think for five years at various levels. And I've wondered for some time when the mortgage loan officers going to get on board, because to your point earlier, the real estate agent got on board more quickly. But now I think we're finally seeing that where the loan officers are like going, huh, all right, the realtor space, that is what it is. I still need that. But more and more new loan officers want to go consumer direct. And I think they're finally recognizing that video across different social platforms is one of the ways to do it. Yeah, cool. I would agree. Awesome. Well, listen, I'm going to let you go because it's Friday and it's Labor Day weekend. We've got to get out of here and have some fun. So appreciate you being here, man. Very, very much. Thanks, Jeff. Appreciate it. You bet. And listeners always appreciate you. So the links to all this stuff is in the show notes. If you like today's episode, hey, let us know. Give us a little shout out, a little love out on the inner webs there. And we'll look forward to seeing 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 MortgageMarketingInstitute.com. Hey, guys, what's up real quick? We've heard about the Mortgage Marketing Pro membership before and I just want to quickly remind you of that you're in a place in your business where you simply need more purchased loans. You need to fill your pipeline with purchase business. Let's just face it, agents are still a solid pillar of business and sources of purchase business for you. Well, good news. Our Mortgage Marketing Pro membership helps loan officers like you close more loans without the hassle of chasing agents or cold calling done for you agent classes, expert training videos, a marketing automation platform that automates the entire process for you, everything you need to build your personal brand in your local market, attract and convert agents into referral partners. Plus, done for you proven marketing materials and plug and play content to make promoting your class, getting agents, butts and seats, partnering with affiliates real easy. But that's not all. 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