How Glenda White Closed Over $7 Million in Agent Referrals

Hey, what's up everybody, Jeff Zimper, your host of the Mortgage Marketing Radio podcast. Thanks for tuning in. This is where we help mortgage originators get more agent referrals without chasing coal-calling paying for leads or ever having to deal with a weenie head agent. How do we do that? Well, you've heard it by now. We lead with attraction. We lead with education. We build a platform that allows us to become the pre-eminent loan officer in our local market that attracts agents to seek us out and want to engage with us and build a true partnership. We're talking about moving up the pyramid, if you will, moving up the ladder, what you think about this conceptually, if you picture a pyramid and at the bottom of that pyramid is the base level where a lot of originators start out in their attempt to get agent referrals and engagement. And that is in the position known as solicitor. And when you're in the position of solicitor, you are immediately at a disadvantaged position because it is largely focused on you getting something for yourself. The activities of solicitor are typically interruption-based, coal-calling would fall under that category. The next level though that for us to get to would be to move to the next stage of that pyramid or that ladder would be vendor, where there is a sales relationship, yet we're not seen as an equal. So as a vendor, how do you usually evaluate vendors? That's surprising, right? And that, unfortunately, is where most originators stay. They never progress to the next level, which is to become a tier and be involved in a relationship. Look that as respect or look that with respect as an equal. There is when the dynamics of the relationship between agent and loan officer change and become a true partnership, if you will. That's not the end. That's not the end goal. There's one level above that and that is if you can get to the level of mentor and leader where you are perceived as an advisor, a consultant, ultimately helping solve problems. That's the name of the game. You want more agent engagement, you want more agent connection and conversion, referrals, you want more loyalty, you want more consistency, you want to capture a larger share of that real state agent's business. It's going to come down to your ability to move up the ladder, move up the pyramid to that rare air of peer mentor and leader. How do you do that? I believe the primary way you do that is by helping solve problems and leading with education and discovering what those problems are, presenting solutions to help agents overcome those problems. You've heard me talk about our platform today. You're going to hear from a special guest, one of our long time what I call our OG members. What's up? Shout out to Glenda White out of the Dallas, Texas area. Glenda has been a member in our mortgage marketing program for several years now and I wanted to bring to you a brief discussion between her and I where she's articulating some of the impact to her business and her life that she has experienced by moving up that ladder, that pyramid from solicitor to vendor to now where she's actually seen as a peer and a mentor and leader to agents in her local market. If you find something of interest to you in this conversation that I encourage you to take the next step and find out if we are a fit for each other and you do that by going over to mortgagemarketing.pro and you schedule a call with me where we have a conversation and unpack where you're at in your business. What are your challenges and troubles and frustrations and can we potentially help you solve those and break through and get to the next level? Mortgage marketing.pro to go there to learn more or without further ado, let me get into my brief but impactful conversation with Glenda White. Why did you join this pro membership? What was the thing you were looking to do? I don't even know how long we've been kind of an OG member, I was trying to figure that out the other day. Yeah, it's definitely a couple of years. I at that time needed accountability for myself and I needed to think outside of the box of something as a lender was not doing in my area and I as share coach but well coach, I can come up with presentations but to have the time to think outside of the box for all the different classes that you provide was not going to happen and to be able to find a platform that I now have friends that I call my family and a platform that I can have done for you classes and get them out and sometimes a week notice. It is something that's near and dear to my heart that I do not regret not doing it. So accountability, what do you feel or in what ways do you think participating in the group has helped you be accountable? Um, confidence, um, it allows me to get out of my shell so I'm not just with my family at my work, um, I'm seeing different perspectives of how to do business so it's led me to grow myself as a person, um, but it's also led me to if I'm not doing a class this month, why am I not? Now it's an excuse and so now my excuse is not good enough if I don't do at least three to five classes for my agent, setter my friends. Okay. Like that. Um, okay. Okay. So you said a kind of, oh, you said, uh, open yourself up to new ideas, perhaps, right? So have you gotten ideas about growing your business or to participate in it? Yeah. It's an endless, like, I have no books now of just the platforms and the tweaks and the ideas from chat GPT, I had one text message and she put on Facebook yesterday that she needed Google help and I'm like, oh, girl, like I can help you. We jumped on a quick haul yesterday and then she sent me two leads because I just didn't talk about loans. I talked about how we could help her business and it all came from the class that she happened to, she registered for it but didn't come to, um, but then forgot that that was one of the platforms that we can help her on. So, um, it just kind of all revolves around helping agents grow their business in a form that it's not just, um, loans closing on time and communication. As your style or approach, you know, engagement strategy with agents changed since being part of the group. Oh, yeah. I was scared to approach agents and I'm an extrovert and everybody knows that, try it or true, but I'm also that introvert person that if I don't know you, I would never pick up the phone and have that conversation. But now I can pick up the phone and invite them to any class, post class, upcoming event. Um, so it's gotten me out of my shell to, um, just have that conversation and see where they're having a pain point in their business. Hmm. So it's changed how you approach agents. Mm-hmm. 100%. Yeah. Never would I pick up a phone and just say, hey, you want to come to a class? What? I don't know a class I'm teaching, but two, um, yeah, you would come. Nope. I would never do that before. Sounds like a leading question. But have you then grown your agent relationships database awareness in your local market? Yeah. Absolutely. It's, it's too bold. It's doubled my business, um, doubled my friendship, doubled my village, um, and just people I can account for and that's, again, goes back to the accountability of it to where I hold them accountable and they keep me accountable as well. Hmm. Um, you also have a Facebook group with a few people in it, right? One of my Facebook groups has, I think, 300. The new one just topped over 600, no, 500, um, and that's open to everybody. It's an open house one here in DFW. One is a VIP group that we just feed solutions, LLPA stuff like we do anything. From the lending side to problem solving to classes to tweaks, um, that when I actually started in 2009 from another lender, she's like, you need to start these groups. With COVID, we went back and forth maybe once a week on here. But now we're in there almost three to five times a week of just having conversations with these 300 agents that have been to my classes, um, and just nurturing the relationship that way. What were you expecting, um, like, I don't know how you came to meet? Was it the podcast? Yes. That's when I started, I don't know if I became a nerd or hit 40 and whatever, but I now listen, it was just something with the attraction of how you serve us that we can serve our community. And it was a different perspective on, and I make fun of people now, like just bringing donuts and paying for Zilla leads, which I will not do either one of those. Um, so what's been surprising in a good way, perhaps, right? It sends being part of the group. Like you didn't expect this, but you, you got it, um, that I'm not in it alone. I'm not the only loan officer that's going through these challenges here. They're otherwise, um, but it also has gotten me out of my comfort zone a little bit to where I am not a push person, sells person. I've told that all of my life, but the surprising factor that I can now talk to a room of a hundred agents and not have any issues with it because I am showing them the value behind the coach brand that I've built, um, interesting, very interesting. So um, prior to you participating in our group, how would you describe the process or what it was like to get in front of agents? Was it difficult challenging? Like you said, confidence, you know what I mean? Were you kind of like retreating from that? Yeah, I wouldn't lead on my title reps and I would be the person in the back of the room in the side that they would have the conversations. They would have the knowledge. They would bring the value and I would, um, feel that I wouldn't want to follow up with them because maybe I didn't know what to have a conversation about. Someone else was teaching the class, someone else was talking about how to do it and this has allowed me to engulf and entrench myself to all facets of real estate. Doesn't matter if it's social or branding or mindset or leadership, um, and that's why your podcast kind of helps with all of that. Along with our Friday accountability group, it's something that helps me grow as a person and get outside of my comfort zone that we have to just push each and every day. Hmm, that's awesome. Thank you. Um, I know you recently were, were, I think, helpful or instrumental in having somebody join the group who you are connected with the past business relationship, right? Yes. So if, if, you know, some people when they hear these things, they're like, Oh, this group or coaching group or this platform or whatever, they're reluctant, you know, or they have some preconceived notions, like, what would you tell them if they are happy to be reading or listening, right, to this, um, to, to maybe help them bridge that gap? Um, find your group. Um, there's so many coaching platforms out there, um, have the conversations with the people that have been in the group for two, three years from now, um, or two, three years ago and see how it's changed their lives. And that's been the biggest thing about this group. It's not just about loan officers across the country and Jeff. It's literally about a family, how we help our families. We're talking offline or just having those conversations about our own families now, um, but all coaching groups are different. And this is such a different unique platform because it's not coaching our day to day loans. It's teaching us how to basically survive. And that's why the book right there and how to survive this market. I think I've got one left over there. That's it. Yes. I'm going to order more. I'm going to need some more soon. I've wanted to drop in the mail to one of our new members. There you go. Um, well, that's, I appreciate you saying that. And I said at the beginning, like, you know, um, you are one of the positive highlights to this group, right? And, and you are a leader by the way in this group too. I don't know if you know that, but you know, I did not know that. Meaning you, you, who you are is just being a leader. You know, how you show up, how you contribute, um, the things you do. Like, you're follow through right off the charts. So I just wanted to take a moment to acknowledge you for that as well. I'm very, very full to have you in this group. Well, thank you. And it's, it's been a life changer and I really kind of changed my outlook on things, um, because I wasn't that I am always positive. Everybody knows that I'm optimistic. I mean, I run Optimus Cubs, honestly, um, certainly, um, but it's the, like, we look forward to this Friday call because it's not just a group about lending. It's truly a family we can have conversations. We can cry sometimes. We, you know, laugh on the other side, but we cry on the other side. And it's really been heartfelt to me and my family. And my husband knows Friday's a non-negotiable at 12 o'clock. Like I will be on that call over Friday. That's awesome. Uh, thank you. Um, is there anything you would want to request to enhance the platform to cause the community? Um, more videos. I want to be able to implement some kind of video strategy. Um, I know we have classes on video, but as the world evolves and it's tweaking and like even this morning, social media is not going away. But now we have to feel touch and see our agents. So a dynamic way that we can, you know, enhance the platform. The more classes we get, the more leverage we get, the more unique classes that we get, like chat GPT, you did a phenomenal job. We asked for it. You got it, um, the 90 day CMA. We wanted to break it down for my class, which that's a phenomenal class. Um, it's so it's just tweaking and figuring out where the market's going and how we can be in front of the market and not let the market run us to help agents because that's a struggle for them. Um, agents just don't know where to go when this platform is exactly what we needed to help them grow or just stay in the business. I mean, most of them are getting out of the business now. Hey, Jeff, I appreciate everything that you've done for me, my family and everybody that is utilizing your platform. I do wish that more would, um, look at this platform. I think it's an underutilized platform. So whatever we can do to help get the word out, we're absolutely here for it. All right, my pleasure to have you. And listen, you have a great weekend, okay? Absolutely. You do go be epic. Uh-huh. You too. Take care. Oh, my. 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, 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 seeds, partnering with affiliates, real easy, but that's not all. You'll also get access to our weekly mastermind calls with top LOs, authors, speakers and coaches to learn the best strategies to grow your business right now in today's market. And as an extra bonus for limited time for all new members, you'll get access to a database of 200 agents in your local market that have closed anywhere to from eight to 50 transactions in the last 12 months. And we'll provide that list uploaded into our platform for you. So you can get off to a fast start in reaching actually productive agents. So what are you waiting for? You can check out more at mortgagemarketing.pro. See more of the success stories there. And if you feel compelled to do so, book a call. We'll have a chat. We'll see if it's a fit. Don't miss out on this opportunity to take your mortgage business to the next level right now. Head over to mortgage marketing.