How to Capture 100% of Your Clients Future Transactions

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, it's Jeff Zimfer. Welcome to this episode of the Mortgage Marketing Radio Podcast. Before we get into it, I've got a quick little math situation to work with you here. And that is this. What's the value of adding an extra 10 agents to your bus this year? Between now and the end of this year, right? If you added an extra 10 agents to your bus this year, and you were able to convert only three loans from each of those agents over the course of 12 months, what is that worth to you in your business? You know, a lot of people talk about how the average agent only closes four loans or four deals a year or whatever the case is and we poo poo on that, we make fun of that. However, have you noticed of the people that I've interviewed, most recently, I think of Derek Polter, who was my podcast guest a couple of weeks ago, over 500 closed loans. And yes, does he have a couple of big teams that he works with? Absolutely. For real estate agents. But if you look at the bulk of his business, right, of his volume, of the percentage of the 500 plus units that were referred from real estate agents, right? That's a large percentage of his businesses, his number one source of business. Secondly, and this is the most important point here, is that the bulk of those loans, right, didn't come from big teams, didn't come from him controlling 100% or even 80% of a large real estate agents business or a large team. They come from the occasional loans that are referred to you throughout the year when the agent can control and direct the transaction. And so I want to do some quick, simple math. Most of you I know you're in a situation because I've asked where you have acknowledged you need to add real estate agents to your team. And on fall, you did was add 10 agents to your team. And throughout the course of a year, each of those 10 agents, you could close three loans from each over the course of 12 months, right? That's 30 loans. And if your average commission on those 30 loans is $3,000, that's $90,000 for you. Just by adding 10 agents who are somewhat productive, they're not superstars, right? They're not crushing it. Maybe they're on their way up. But just 10 agents capturing three of their buyers equals you earning an additional $90,000 in a year. What if you actually added 20 agents? Well, obviously it's double now, 180,000. So do you want to make an extra $90,000 this year? I can tell you, simply the way to do it is add more agents to your roster. And get in front of them with something meaningful and irrelevant that's going to create loyalty, that's going to reciprocate back to you because you've done more than just close a loan on time and provide great service. Well, that's definitely a key part of it. But because you've become a true partner and help them build your business, how do you do that? You may be asking, you do that through the mortgage marketing pro membership and my agent classes. We've already established you recognize you need more agents on your bus. But you're up against it in that how do you approach agents? You're already busy enough. There's lots of other loan officers chasing the same agents. So how do you show up and rise above the noise? How do you get the attention of the right agents? You do that by leading with education. And a lot of you who've heard my podcast now for some time have thought about and talked about agent classes and maybe you've tried those in the past and I don't know what your success rate is. But we've got incredible success stories that they're have putting all the time here. I think of Brian LaFlam team, right? And how recently at a seminar he did, he had 20 agents registered for his personal branding class. He had two appointments scheduled immediately for one on ones and the loan referrals have started, right? I think of Liz LaFour, who had 39 agents registered for her class, 15 to 10 and she got three new leads and two scheduled appointments after the class. And those are just two immediate examples. Do you want results like that? If you're interested to learn more, go to mortgagemarketing.pro or click the link in the show notes to watch a brief video that I put up so you can learn more about you adding another 10 agents to your roster this year and earning an extra $90,000. Okay, so in this episode, we are talking to Alex Cutsician, the co-founder, CEO, and chief ROI booster at Sales Boomerang and Richard Griser, who is also with Sales Boomerang and a longtime Fintech SaaS executive, also podcast host, what you're going to hear about more in this episode this session. And what we're talking about here is really how to disrupt proof your business, how to never miss out on future transactions with your clients. And obviously, if you haven't heard of Sales Boomerang yet, you need to hear about it. If you have it access to it in your company and you're not maximizing it, like you coder should, this is the episode for you. Because folks, you know it as well as I know it. There are big companies going after the wallet of your customer and it's all about share of wallet and Sales Boomerang is a phenomenal tool that will help you capture a larger share of wallet. But that's not all we talk about here, right? We talk about a lot of strategies for how to disrupt proof your business, how to build a fence around your relationships and bottom line, how to remain relevant. So without further ado, let's get into this week's show. Alex and Richard, welcome to the show. Thank you. Thanks for having us. It's going on. It's always challenging who gets to go first and say, thank you. Let's do this. Let's have people. I like to be on the starting. I was revving my engine. I know you were, man. Let's do this. Let's have for the listeners identify the voice with the name and who you are. So Alex, why don't you go first? Who are you? What do you do? All right. My name is Alex Cotician, co-founder, CEO here at Sales Boomerang. I think I've been saying this for a long time, I even had it in my signature, chief ROI booster. That's what I do. Right? We just, our North Star is your North Star and so it's time to boost it. Hey, like that. Awesome. Richard, you're a... Richard Greaser, VP of Marketing here at Sales Boomerang. And if you've heard of us, well, then maybe we're doing something right. Right on. That's good. Right? And nobody's, by the way, did you get your prep notes for this session? No, no. No, no. No notes. No notes. We like to have fun on the show and keep it real. And I think that's why people tune in a lot. So I know a lot of my listeners have heard of you and actually utilize you because I've talked to them over the years. So you've got some clients listening. That's a good thing. However, let's start with this concept which recently rolled out. You can talk about it any way you want, but let's unpack this thing, no borrower left behind. Like, what does that mean? Yes. Alex, when I say that. Hmm. Yeah, sure. So it's interesting because when we launched Sales Boomerang in 2017, the concept was based around one idea and one idea only. What happens to the borrower that you had to turn down for a mortgage? And in so many cases we heard, then nothing. We send them emails, right? And then I would ask, what do you expect to win back from those people? And most organizations said, not really anything. If they come back great, you know, we'll help one or two throughout the year, but we typically don't expect anyone to come back. Well, when I ran an analysis on Blender's databases about credit denied customers and found out that between 30 and 40 percent went on to take alone within the first 12 months of being denied, it blew my mind. They were being left behind simply because they weren't ready to go right now. And this industry is about right now. And so no borrower left behind means look, if I walk into your store, even though you don't have doors, you know, into a retail store like a real store does, right? When I walk into shop with you to work with you to be a customer of yours, I am a customer even if I didn't buy today. And so not being left behind means the lender is looking out for the health of the mortgage, the health of the borrower and reaching out to them and saying, look, at that time, you weren't qualified. Now you are, are you still interested in taking a mortgage, buying a house, whatever the situation was? And so that's what no borrower left behind, it's not just, it's not a slogan at all for us. It is a mission. It is the North Star that leads us because we know that North Star is aligned with our customers and the industry as a whole, but it really means a lot to us. It's something that we live by regularly. I like that. And I think you are addressing a problem that we're all aware of in the industry in terms of conversion rates on past clients, database, you know, let's face it, salespeople typically like hunting versus farming. However, you know, I was sort of preparing for a interview tomorrow and they asked me, you know, what did the topic that I want to cover and I presented like three different options for them. But they took the title of How to Disrupt Proof Your Business and let's just face it, right? There's a lot of disruption we've been dealing with right the past couple of years. I like how you prepare your other, your other guests, I didn't get three options. I didn't get any of them. Richard didn't get any options either. I asked you, you put it that way, they're preparing, but anyways. Oh, God, it's shooting up. We missed our opportunity. There's a lot of disruptors you're saying. There's a lot of disruptions, a lot of different ways, you know, fintech, right? We could talk about that as a separate topic in and of itself and that there's all these companies in fintech and all that trying to disrupt, you know, get access to our clients, right? Both on a real estate transaction side on the mortgage side, you guys know that you're well, you're well steeped in it. But one of the things I thought was how do you disrupt proof your business and it could be easy to talk about technology, right? However, and I think that's relevant in the stack of the answer to that. But for me, the answer I'm going to present, I'll present this to you guys so I'd love your feedback, is one of the ways to disrupt proof your business is to go deep on relationships. So how do you guys feel about that knowing what you do? Richard. I mean, that's the FDDS since that's that is what we do, right? We are all of our technology is only to strengthen relationships. You know what I heard yesterday? We were on with the credit union prospect. I actually don't, he's a nice guy, a friend of mine on LinkedIn, and he's, they're interested in signing up with us and he word for word says to me, word for word, he says sales boom ring is the most valuable technology right now in the mortgage lending industry. Everybody needs this. If you don't know when a borrower needs a loan, right, you're missing out, you're spamming people, right? You don't, you know, somebody else's, yeah, I've got to get these huge companies, you know, mock it, micken, I'm not going to say their names, but you get it, right? They're big names, and they are buying data on the entire United States. I'm looking at a second, Alex, I saw that, right? I was like, what is he talking, is he talking about like a, a, a, a, a dish from from some restaurant, a mock, what's, yes, how do you cook that? But you know, without naming any names, you know, they're buying data on the entire United States. They know the very moment someone needs a loan, right? I mean, how many times does a lender who's listening right now do a pre-approval for someone? And then that borrower says, hey, I got like six different companies who just sent me a letter in the mail that everyone is saying that right now because these big companies are buying up data on the entire United States, they know when your borrowers are qualified. And so you've got to be on the same platform with them, and that's how I answer that question. You know what I mean? I think our no borrower left behind philosophy applies to our clients as well, right? Like don't spam them anymore, like reach out when they need you and you gotta be the first and we'll help you get there. That's a little salesy. I didn't mean to be so salesy, but there you go. Well listen, that's, that's the passion coming out in, in Richard and that, and there's a lot of that, which is why he's, he's so great at what he does. You know, when I think about how do you disrupt proof your business and you said the words relationship, which I think that's, you know, that's, that is at the, at the essence of all strong bonds is relationship, right? That's the blue. I think to be disrupt proof, it's, it's not just going, it's, you know, I'm trying to find the right words for this and those of you listening like you don't see my face, I'm thinking actually. I'm scratching my head and my chin, I'm doing all the things you do when you're supposed to think, because this is where all the ideas are, right here, I don't know if anyone knows this, on your chin is where all the ideas are, and you just gotta disrupt them a little bit to get them out, see? So it's, to be disrupt proof, it is about relationships, but I think it's going deep into your commitment of your, of your offering, like that's what you want to go deep on. When you go horizontally, when you're like, I, I'm just, this is it, like we've got it, and, and you're not going deep on your own offer, on your own focus, that's when you can be disrupted, because the disruption comes from someone taking a different perspective, right? The disruption comes from, I've gone deeper than you, and I've discovered a little something special down there that you haven't even thought of, and then disruption happens. And by the way, disruption, just so everyone knows, disruption isn't a hundred percent new product, not even 90, 80, 70, 60, 50, 40, 30 percent new product, 10 to 20 percent new disruption, it's possible. So go deep in, in your focus in what you've, you've committed to, besides the relationships into what you're doing, don't be a generalist, like that's not, it's no longer what people want to invest in, they want to invest in specialists, somebody that, like, hey, you're the best at this, stay in your lane, you're the best at that, stay in your lane, I don't need the, the, the Walmart of technology and, and partners, I need the specialists, I need the doctors, the surgeons, I need the, the therapists, I need the, the, whatever they are, accountants, you name it, I need you to do what you do best, and, and, and there's plenty now, and I'll end it with this, they can all connect together, I can get the best, the best, the best, the best, the best, and connect it together, I don't need one that says they do everything, right, so that's another thing to be, to, to not be disrupted is you are the specialist, specialists don't get disrupted. A hundred percent, you know, I'm, I'm making so many things to, to shoot off of from there, I'm thinking about the loyalty equation and, you know, the capture rate in this industry, but also I'm thinking about it from the context of many loan officers listening, right, oftentimes complain about agents not being loyal, and, uh, my answer to that is give them something to be loyal about, right, and it's, it, I think it parallels over to what we're talking about here with a loan officer and their own clients, we talk about being loyal or capture conversion rate, et cetera, um, that's another example of give them a reason to stay with you to your point about being a specialist, being an expert versus a generalist, quote, according rates and fees or whatever, and not really providing customized solutions for them that, you know, when I said the whole, how do you disrupt your business, it's relationships, and then it's kind of like what stems off of, uh, relationships, like you said, go deep, and how do you go deep? Well, you get to know somebody better, right, you'd be more valuable to them, you, you invest further in them, uh, which I think that's what's going to separate the dabblers from, yeah, whatever the doers, I don't know, trying to come up with something creative. Richard, go ahead. Yeah, I just wanted to give this story, this example I interviewed Ken McKee, he's a branch manager for Canopy Mortgage, they're not our client, just so you know, not our client, I just love this guy and I love his philosophy. He gets almost all of his business from referral partners. And so I said to him, and he's, you know, he's, I think he's 100 million plus, uh, branch, you know, so he's kicking butt, right? And so I asked him, what's your secret to success? And he said, let me tell you a story. First of all, I'll tell you, my secret to success is I provide awesome service and I do it consistently and everyone knows that they're going to get that from me when they work with me. That's why I always get consistent referrals from my realtor partners. But then he gave me this story and he said, this real estate agent referred to me this borrower and the borrower wanted to sell his home and buy a new home. And Ken said, well, why do you just, just getting to know him, you know, Ken's like the kind of guy who gets to know people and he says, why do you want to sell your home? And he says, well, well, the drier vent is actually coming back into the house. And so, you know, that's a big problem for us and it's unsafe. I don't want to be in the house. And so Ken can't ask them. He's like, have you had someone come and try and repair it? He's like, yeah, I have these, these two guys come and they said they couldn't do it. And he said, well, do you know what the cost is to do a loan? How much is your house? He said about $600,000. And Ken said, well, the cost to actually do a new loan for you for a new house is going to be around like $40,000, right? The cost to repair that drier vent is pretty low. Do you like your house? And it turns out the guy actually likes his house, right? He just has this problem with the vent. So Ken helps the guy find a repair guy to fix the drier vent for less than like $5,000, right? Far less than $5,000. And it's the right move. It's just the right thing to do for the borrower. But what does that do for the real estate agent, right? Like the real estate agent's counting on that sale. So is the real estate, and so I asked that question to him. I said, you know, what about the realtor in that relationship? They gave you that deal. They want that sale for that next time. Said, I have a good enough relationship with my realtor's that that doesn't matter. They want me to do the right thing for the borrower every time. So when you talk about relationships, it's not just about the dollar. You know what I mean? From my perspective, it's about doing the right thing for the borrower. Well, and that also says a lot about that real estate agent, you know, because there's good bad real estate agents and so, you know, given a different real estate agent, they would have probably reacted differently if they didn't have the same level of integrity. But that's why those people work together, right? Because like attracts like, right, and all that stuff. So that's that's a perfect example. It's the full of slogans today. It's like, who do you want to serve and what problems do you want to solve? You know, and he solved the problem because he showed up with being of service versus sales. And too many people have that sales DNA, commission breath, all that stuff, right? Versus serving. So that's all that does is show up with like, all you're trying to do is sell me the traditional scripting, the traditional, you know, all the stuff that that people do versus the consult of kind of approach, which, um, did you just say commission breath? I did. Yes. I want to, I mean, you can't yada yada over that. You can't feel both in marketing. I'm stealing that just so you know, you guys never heard that. Commission breath. Yeah. Commission breath, man. Yeah. Okay. So go ahead. Sorry. You know, it's going to say commission breath sounds like people who chewed ABC gum always be closing. Right? There you go. That comes from that's where you get commission breath from, I think 100% 100% yeah. All right. I'm just checking. It goes. And by the way, this is kind of your point you highlighted indirectly, Richard, which is you, you know, when you come from the place of service, you have to be willing to accept a no. You have to be willing to let go or if it's night, not the right opportunity, not the right deal for that person, you know? Yeah. For sure. I mean, because if you, if a loan officer says no to a client and says, Hey, this loan's not actually in your best interest, you know that you just built some trust with that bar right? Because they're like, wow, the next time I need something, I'm definitely coming to them. They're going to give me like, you know, real advice, not just in there with the commission breath. Yeah. Exactly. Catch and release. Catch and release. Well, and again, back to the original question that started this is how to disrupt proof your business. We started with relationships going deep, becoming a specialist versus a generalist. And then, you know, building a fence around your relationships, which is clearly what self-bombering helps people do, I don't think you can talk about disrupt proofing. That's hard to say. Disrupt proofing your business without talking about technology. Because using tech is a way to help stay on top of things, right? We can't, we can't, to your point earlier, let's unpack this now. We can't monitor like all the moves our clients are making. We can do the buy annual calls, the mortgage reviews, all that kind of stuff. And that's all well and important, right? However, you know, in a perfect world, we have like, we'd be following around all the time, just like social media or Google or Apple or Alexa or whoever, right? But good news is, you guys help with that because you're going to provide, how would you describe it? I'm turning to like, like, on the radar screen, you're going to provide blips of activity, right? So you take us, how you help people build fences around the relationships. Okay. And Richard, I had anything you'd like to add to this. So it's, it's, it's literally taking, and this is a fun, this is a fun thing to talk about because we're not asking anyone to, to do or, or, or think about things any different than they do already in their mind every day. Like if you ask a, a, a loan officer, you ask a, a lender, the president, the CEO, anyone in that institution, you say, would you like to know when your borrower is ready for another loan? They go, yeah, I'd love to know that. Well, that's it. Like, that's, in, in a nutshell, that sales boomerang, but we've just made it sophisticated and frictionless and easy and, and valuable. And the way we do it is we take a database and we wrap it with this, with this intelligence. And then we turn the database, actually, I like to say customer base because they're your customers. They're not data. Data is cold. Customers are warm. Customer base, you wrap it with this intelligence and you're turning your customer base into your own personalized loan search engine. Hey, who am I, who am I doing loans for today? Search. You can literally type, if you wanted to, you can literally say, how many of the people in my customer base are ready for a cashout? Am I removal? Who could be, who could be best for purchase? Who's, who's ready for a reverse or, and not ready, but qualified for a reverse, right? All of these things, besides all of the events that track real activity things like listings and mortgage inquiries, which are defensive, right? Hey, they're shopping for mortgage play defense. They already started. They list their home for sale, play defense. They already started the process. Everything else is all offense, every single other piece of information, which we deliver, which is about, you know, if those two are defense, then we probably have 10 that are offense, right? We believe in business, offense is a little bit more stronger than defense, but you can't win without defense also. And so it's all of those things wrapped around your customers, but then also we believe in LEGO tech. How do we connect with your existing technologies? How do we make sure that your loan officers aren't trying to learn a new tech to take advantage of this opportunity? But instead, they're logging into the same place they've always logged into, but now they have a list, call this person for this, the benefit is this for this one. The value is here for her, right? And they just, there's a prioritized list instead of everyone being taught, call 20 people at random every day, this, which is what is a normal thing that you hear that people should be doing. You don't have to call it random anymore. Stop spamming people. If you're calling someone, random, just call and say, hello, just, just be genuinely curious. Do not try to sell them anything because you don't know they need anything. Don't ask them. Have you seen the rates? Right. Come on. Don't do that. And so with, with, with sales boomering, how it all works, wrap all of this. It's tied. It's automated. But one of my favorite things and this is the most important thing because people are like, oh, you guys sell data, no, we do not sell data. We sell ROI, return on investment. And so what comes with ROI is frictionless experiences, including content, like behavioral signs back content for your email, your text, your phone, your, your, your, your, any form of communication that you're getting into with your customer, we brought on last year a behavioral science team that literally has a Nobel Prize winning scientist that sits on their board who won the Nobel Prize for how he helped Americans maximize their 401Ks literally won a Nobel Prize for this. And in the used behavioral science or sometimes they call it economic science or financial science is something like that. And they use language that helps people make confident decisions. That's what they specialize in. And so it's, it's how do you communicate to someone for them to hear you and then go, oh, I think I should take action. Who should I talk to about this action? And so I share this because it's very important for people to understand the reason for the success, the reason that no borrower left behind is in existence. And it's real is because it's not about giving you a piece of data and saying, hey, Jeff, do something with this. It's giving you a piece of data. It's telling you why you got it. It's telling you who it's for. It's telling you how they will benefit and we're telling you how you should present this so it's hurt. Right. And that's the success. I love that. I wrote that down. Language that helps people make confident decisions. That's really the game we're in, right? Whether it's to refy cash out, purchase, whatever, you know, well, that's that's why that's why mortgage coach and sales boomerang have become one, right? That's because mortgage coach makes it easy for the consumer to make a confident decision. They can go, it makes sense. I didn't have to read through three or four pieces of black and white printed paper or PDFs to try to figure out what's line 86 about. No, this visual interface that mortgage coach offers makes me the consumer go, thank you. I did not see. I heard what you said on the phone, but I couldn't see it. I can actually visualize the options. I actually want to pay a little bit less. Can I put a little bit more money down? How would that look visually right in front of your face like that? Great. That's the one I want. And I just, it goes to exactly to what you were just talking about education and confidence. You mentioned the language. Richard, did I miss anything? I mean, you killed it. I would just say that, you know, sales boomerang is the intelligence mortgage coach is the conversion or the number one intelligence conversion platform for a reason. I mean, everybody knows mortgage coach, I think, as loan officers write, it's got such a strong brand. The sales boomerang's got a really strong brand and the value that clients are getting together is just, you know, fantastic. So we're doing some awesome things coming this year between the two companies. And I think everybody should be really excited. I think the only thing I would say to the listening audience is if you're a loan officer, find the number, write it down on a piece of paper right now. Just write down the number of people you have that you've done a loan for before and add to that the number of leads, the people that you've talked to, right, that you've reached out to, giving back not have done a loan for, add up those numbers. Five percent of that number is alerting in our database last month. And the month before was a little higher and the month before was a little higher, five percent are alerting alerting for an intelligence reason saying, these people need a loan. So if I'm a loan officer listening to this right now and I'm not getting sales boomerang intelligence, I'm going to tell you something, other companies are getting that intelligence. And you're in trouble for those borrowers. That's right now sales boomerang is a utility. It's like turning on water if you don't have it. It's going to be hard to operate, especially in this market. Yep. You mentioned the language and the company, the Nobel Prize and all that stuff. Are you providing, I think you said content, are you providing some type of a content or email or otherwise that goes out to the database? Absolutely. We, we provide the content, but you get to use your existing marketing automation and CRM. You don't have to use something we have. You have your own. We just, we're just testing content and Jeff we're testing it with 180 lenders, right? And so that works, we're tweaking for everyone, right? Because the uniqueness of sales boomerang, this is one of my favorite things that just dawned on me recently, Jeff, this, I don't know if I even share this with you, Richard. Maybe I did dawn on me that like a couple of months back, I'm like, wait, we've created something where in a very competitive landscape, our lenders don't compete with each other because what we found, Jeff, 98% of a database of a lender is unique to them. Out of all the records, we have almost 11 and a half million records in our, in our system right now, okay? Out of 11 and a half million records, only 2% exist in more than one database, 2%. That's it, which is insane since we have national, national lenders. And so what that says to me is we can take successes from one lender, prove that it works with another few lenders and then give that as a community, right? So it's community intelligence. It's not, I'm a lender, this is my bar or intelligence, I'm winning. It's, I'm a lender inside this community of sales boomerang and mortgage coach, and we're winning, right? And that's, that's, that's kind of, that's kind of a cool thing that we stumbled into that, that wasn't part of the plan, but now is. Yeah, there's so much in there when you, when you were talking about, I mean, it all just rolls up to the integration with mortgage coach, the partnership there, the thing I wrote down, which was language that helps people make confident decisions. I'm looking over at my whiteboard here. Yes. And I wrote this down. So when, when am I going to use this and here it is, I'm using it now, there's 3 kinds of value. I don't know where I got it. So I can't credit the person. But just like behind your shelf, swipe, steal like an artist, all that stuff, right? Yes. Yep. Yep. 3 kinds of value are emotional value, tangible value, and insight value. And you guys, particularly now with the partnership with the mortgage coach, right, and the visualization of this data, I think you're hitting the nail on all 3 of those emotional, because let's face it, it's emotional, buying a home selling, a home getting access to my money, repositioning your cat and all that stuff. It's tangible in that what that, it's money, once again, and I can, I know what the tangible benefits are of buying selling, you know, paying off debt, et cetera. And the insights that come not only for your loan officer clients, your lender clients, because they get the insights into the data and everything everybody's doing, but for the client as well, when you marry that with mortgage coach, insights are like, wow, okay, over 5 years, 10 years, 20 years, now that makes sense, you know? Brilliant. Yes. Yes. Yeah. It's brilliant. Well, there you go. Just. And cut. Cut. That's a wrap. That's it. I think that used that, you know, I mean, that's good. Yes. All right. Richard. So how does somebody learn more about sales boomerang? Go ahead. They just call Richard and his number only have, I'll give my phone over, you know? No, reach out. Like, don't do that. Just hop on the website, you know, reach, you want to have a chat and, you know, we'll have one of our team members hop on and chat with you guys. Tell you more. Yeah. Yeah. Okay. Don't you guys have like a podcast or something? We do. Like, like, reach. Sorry. Go ahead, Alex. No, no, no. You guys are, you guys are hitting it. I was saying LinkedIn, finding us on LinkedIn, but, but Jeff is also mentioning the podcast that you're working on, Richard and the team. So. Mortgage masterminds. Yep. Mortgage masterminds. You can see it posted. We post them all the time on LinkedIn. We post them all our social. And is that on your usual podcast networks as well? It is. So on, on our website, under resources, whatever fine podcasts are curated. Yeah. That's awesome. So yes. Yeah. And, and, and by the way, go ahead, I was just going to say something funny. See, we also have what I think, Richard and I got to give you mad props in the team. That is one of the coolest logos I've ever seen for, for, for that. It is. They showed me it's, you're going to have to post it somewhere when you post this, Jeff, that logo is so cool, the masterminds logo, the way you guys did that, I'm a huge fan of it. But go ahead. Sorry, Jeff. You're going to get to a real point. No, I'm looking it up right now. That is cool. Little neon with a microphone in the brain. That's awesome, man. Very cool. Yeah. Well, Jeff is digesting that and I'm absorbing the awesomeness of that logo. I'm going to just go do a quick plug that I think you guys should talk to right now. We have a new series called webinar for charities. Look, a lot of loan officers, a lot of our industry, the executives, a lot of us in general have just done really well over the last year. And we have this webinar that we series that we're going to be putting on beginning in May. And one of those, we're bringing on a few different experts that are really passionate about this. And so basically, the webinar for charity supports the charity of the month. And the one that I'm plugging right now is in May. And Jeff is going to come on, Alex is going to come on. We're going to bring on Tony Thompson from Namba. He's committed Montsell Watson from movement mortgages committed, Rob Crain from down payment resources, real all store celebrity crew. They're all going to give Jeff is our moderator. And we're all going to give, they're all going to give all of these experts are going to give expert sessions and panels. It's going to cost 10 bucks to attend. And all that money goes to the charity. And the charity for that month is minority, minority home ownership. And literally at the end of that webinar, Scales Boomerang is going to match the amount that's raised and so will a few other companies. And we're going to try and help a homeowner get into a home who doesn't have sufficient down payment. So I just wanted to plug that and you guys can keep a lookout for when we when we start officially promoting that live. Awesome. I'm going to make sure we put that back. And then when it does go live, obviously, circle back and we'll make sure we put that out in the community. It's a great cause. And so that's going to be an ongoing thing you guys continue to do. Yep. And Richard, are we calling it webinar for charity or webinar for good? Webinar for good. I'm sorry. This is me. This is me. Webinar for good is exactly what it is. And we have all the branding just fresh off the press. Nice. I love it. I love it. It'll be interesting to see as well. I don't know if you guys have thought of this, but allow people to suggest charities, perhaps. I love that idea. Great idea. Yeah. It's a good. No, I was going to say the first two we've got picked are this one that's for underrepresented communities, right? There's another one with Dale Vermillion. I don't know if anybody listening knows what Dale has done, but he goes out into the community and he literally started just going to Walmart parking lots and looking for single women who have kids in the backseat sleeping in these Walmart parking lots. Apparently there's just tons of this across the country. What he does is he's charity puts them into an apartment, gives them a roof over their head. And I can't, I mean, in this industry, what could be possibly a better charity than one that gives someone housing, essentially, who's living in like a Walmart parking lot? I mean, it's really powerful stuff. So that one is going to be pretty awesome as well. Yeah. That's awesome. Good for you guys. Way to bring goodness to the industry. For sure. Yeah. And we thought about this, Jeff. It's like, you know, we're going to do this the way that the way that Richard just described it. We're doing it with real educational webinars when we're just putting together something to talk about a specific topic, maybe with the lender or whoever it is. And saying, look, if you're going to attend, right, because how many people Jeff sign up for a webinar and just want the recording, but never even watched the recordings. So you have 100, 300, 400 people registered and 180 show up. And we're saying, don't do that to yourself. You're just doing that because you're like, oh, you know, I should. I should be, no, anytime you say should question yourself, be like, why should, who's saying that? Who just said I should? If somebody is some voice inside your head saying you should, but is that really what you want and that really what you need? So we're saying, look, webinar for good. Anytime we have the webinar for good logo on something, it's going to be a paid digital event or physical event, or I guess you can't call it a webinar there. But anytime we have that for good, attached to what we're doing, every dollar from that is going to go to a charity. And so for everyone listening and for you, Jeff, and anytime you're talking out there, even when we're saying, hey, here are the three things you should be doing to get agents to give you all of their referrals, guarantee, come to a webinar. It might be a paid, I like this might be a paid event. But we know that if you're signing up, well, if you're showing up and you paid that $20 even though you know it's going to charity, we're getting people that are actually going to show up and want to learn what's there. That was the other driver. We're like, let's get really interested with people and let's do good with that. Let's not just get them, let's get them to learn and give it the same time. Right? Instead of lunch and learn, a given learn, like you're learning something, but you also gave while you were here. I like that, man. I like that a lot. Yeah. You know, it's like you'll do well by doing good, you know. The old Tom Shoes example, things like that, you know, and of course you guys know this well in the millennial market, love, cause marketing. And when you can assert your brand or business to a cause, right, you're going to do that much better for yourself for personal brand and all that. So smart. Yeah. And you know, Jeff, thank you so much, but and it's smart and it's and it's in its genuine. It's not we didn't do it for those reasons. We did it because we're like, it really makes sense to like, like we can do good, like we can do good and learn at the same time. Well, you know, it's funny. We'll kind of wrap up on this, but it's funny when I said it's not a gimmick in doing good. There's nothing better that feels, few things feel better than pouring into somebody else serving. You know what I mean? And so last night, I have a 17 year old son and they're actually going through the, let's save the 15 year fixed judgment aside for a moment on Dave Ramsey. But one of the good things that my school does, one of the good things my school does for the, for the teenagers is they put him through Dave Ramsey's part of the financial peace university. And so they teach him some financial principles, right, about investing and saving and, you know, all that kind of stuff that they're not talking about a 15 year mortgage for 17 year olds. And I know the mortgage space gets very, like I'm into about that. So that's that aside, he had to interview me, had to be somebody over 30, which I clearly pass. And he asked me seven or 10 questions about money. One of the questions was like, what do you want me to learn about money or, or, or emotions about money? And there was a bunch of them. But anyway, what you reminded me of was that, you know, when it comes to the lesson, I would try to share with him was like, with money, start investing early, right? Know how money works, things like that. But also, and I think one of the questions was like, emotion around money. And I'm like, money doesn't have any emotion, right? It's what we attach to it. However, one of the important lessons I wanted to share with him was like, also remember to, you know, tithe and to take a percentage of your money and give that to some cause that you care about. And it's like, that's it. Like, if they would teach more of that, you know, in high school, along with the financial management principles, imagine where we could be. Well, rock, rock a feller, okay, if you look up rock a feller, he's been trying to teach this for a long time. The rock a feller method of saving, which is what he taught every one of his kids and their kids and anyone he can get his hands on in his family, he said it's a rule of 10, 10, 80, 10% savings, 10% donation, 80% you live on, 10% savings, 10% donation, 80% you live on. That's it. For every dollar you get, 80 cents you live on, the rest you got to give back or save. Right. Right. And started. That was rock a feller. Yep. And he knew a little bit of something about finances. Just a little. Exactly. All right. So look at it. This has been a fantastic conversation with sales boomerang, Alex Richard. This deserves one of those and the crowd goes wild. You didn't tell them we're in front of a live audience? Right. Where are you guys back there? We're going to put links in the show notes to the podcast, to your website, and when you guys go live with the webinar for good, let me know about that because we're going to make sure we promote that for you guys and drive some awareness attendance attendance for those as well. Thank you so much, guys. Appreciate it. All right. Back at you. Yep. Hey, thanks for tuning in to this episode of the Mortgage Marketing Radio podcast. I hope you enjoyed it. And remember if you like this episode, please leave us a review that helps us reach more people and bring more good value and content to you, our listeners. And then don't forget, if you are a loan officer who wants more agent referrals in less time, be sure to check out the Mortgage Marketing Pro membership at mortgagemarketing.pro and learn more about our turnkey system of agent classes that puts you front and center of your local real estate agents, attracting agents instead of chasing them and getting agent referrals like clockwork every single month, just like Kerry Cobb, who her first year in the business with closing over 75 loans achieved 40% of those 75 loans exclusively from agent classes. And if you want to learn how she did it and how you can do it to once again, go to Mortgage Marketing.pro and I'll see you over there. Thanks for listening. Bye for now. Hey guys, what's up real quick? You've heard about the Mortgage Marketing Pro membership before and I just want to quickly remind you 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. 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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 mortgagedmarketing.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 mortgagemarketing.pro.