How to Get Loans from Instagram

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Go check it out right now, visit LOKestudy.com and download your free copy today. Ladies and gentlemen, welcome to this episode of the Mortgage Marketing Radio Podcast. I am your humble host, Jeff Zimper, thank you for tuning in. And as a quick reminder, for those of you who don't know. If you'd like to connect more, if you'd like to have access to me with ongoing additional content, support, resources, weekly, ask me anything live stream, special guest features and things like that. Hey, join our private Facebook group, just go over to Facebook in the search bar, type in Mortgage Marketing Radio. The group will come up, you will be asked a couple of questions as a way to ensure we have the right people coming in to the private Facebook group. That's over on Facebook and we're doing some cool stuff over there. We'd love to see you over there, see your participation and share. Let us know what you're working on. Post wins and success stories, we want to see more of that. Okay, so my special guest this week and this episode is a repurpose of a live stream. By the way, if you're in the Facebook group already, this is where the live stream was, right? And yes, we did stream this to LinkedIn and YouTube as well. But I've been promising you for the past couple of weeks to get in the Facebook group and I remember you doing some additional content, live streams, this is one example. But if you podcast listeners that don't yet know that, what you missed out on was the ability to interact and ask questions of my special guest and maybe you win a couple free prizes as well. So what you're going to hear today is a recording of the live stream that I did with Min Nguyen and he is behind the brand, if you will, on Instagram and other places at what's a mortgage. You can find him on Instagram at what's a mortgage. That's his URL, that's his handle, YouTube as well, TikTok and the guy is just leveling up his social media game. And he only got started in 2017 on social media and already he is crushing it. On Instagram, he's got on just one of his Instagram channels, if you will. He's got what? For 35,000, yeah, 34,000, just about to cross 35,000 followers, LinkedIn, he's not been on there as, I'm sorry, not LinkedIn TikTok, he's got about 5,000 followers on there, was just getting started, you know, has gone through his own fair share of trials and errors and challenges like we all do. And I wanted to bring Min on because of the success that he's having. So what you're going to hear on this recording, so I'm going to, I'm going to say it right now, even though you're going to hear him tell you his numbers, I want to make sure you listen to this whole thing. So he is right now running a run rate of 20 million a month. And yes, he has a team, okay, and all that, but I asked him, what percentage of that, what are the top sources of business for him? 100% of that volume comes from social media. Large the Instagram and you hear him talk about the other sources as well. Social paydads, yes, but you'll hear him talk about that. The organic paid at the organic business, his Instagram business is 100% organic. And you'll hear him unpack these different sources, these different channels, his content strategy, how often he posts, the lessons he's learned, right, both the good and the bad, what his vision is, what his purpose is for his channel is, who he's trying to reach, and what I think I want you to notice is he's gotten very clear about the audience he's trying to reach and who he's communicating to. And by the way, it takes time. It takes times to get there. So be patient with yourself, but this is why when people ask me what to post, how often should I post, just start, just start posting what's already on your heart, which you think is going to be relevant or useful for your audience and you will evolve and grow and fine tune that over time. But it won't happen without actually jumping into the pool first. So I'm really excited that Min's been willing to make available of time from his busy, busy schedule, all the cool things that he's doing out there. Why do you see some of the stuff coming from this gentleman here? And without further ado, let's get into this week's show. So as you know, we're here today, the title of our live stream today is How To Get Lones From Instagram. Let me bring on our special guest, Mr. Min, Min, Min, Welcome, you know what? You deserve one of these. Hold on. Wow. I feel good. All right. You deserve a James Brown. So, I mean, I know you're a busy guy. We were talking just before we went live. I've been following you for some time and when I posted this live, I had a fair amount of people type, you know, text me back and just go, dude, his content's awesome. He's amazing. So great. You know what I mean? So there's a lot of people that are thrilled to have you here. Thanks for you. Yeah. You bet. So for those who aren't sure who you are, why don't you give us your quick little background. We're going to unpack the Instagram stuff and content, but give us a quick, quick bio on Min. Well, my name is Min, Min, I love out in California. I've been new mortgages since 2003. I've been on the social media journey since 2017. You know, I spend most of my days doing content now and we do have a team of LOs that do work on the viewers. I call them not lead viewers that reach out and ask for information. Now, what I love about you is like, your transparent is hell from what I can tell, which is great because you're not trying to paint it just right now. You're like, hey, man, I have a team and you are now the rainmaker generating content because that's obviously paying up for you. Correct. Why do you call them viewers? Because if you call them viewers, then when you talk to them, you treat them like viewers and not a lead. So you think there's a different psychology or feeling when it comes to lead versus viewer? Absolutely. Imagine if you had to, you love your child, right? If your child made a mistake, how much more patient do you have on your child compared to that other kid who's screaming and they're not your child? Right. Right. That's true. That's similar to a lot of people say instead of how many units did you close, how many families did you help in a given year? Right. Right. So words matter. So also, let's set the stage for where you're at 2021 year-to-date volume and units and we'll unpack all this. So in 2021, I left Lone Depot in the month of June. We were pacing at 20 million fundings a month up until June and then kind of, we tried another place, didn't work out well and now we're at this place called Western Express and we're on pace. We're in the 20 million where I think starting January, I think we have enough apps to hit that 30 million mark. I just, a lot of purchase apps as people, as more inventory slowly opens up, we're allowed we're able to get more in escrow because we're 75% purchase, 25% refinance. 75% purchase, that's awesome, very strong, very strong. All right. Now, here's the big question of the day that I know everybody wants to know of that 20 million a month that you're running, you run rate, what percentage of that is coming from social media? 100%. I do not have a single deal coming in from non social media. So they come in two ways, one way, of course, we generate the lead through social and it goes to the realtor, but the realtor brings us deal back. So we hand out a lot of leads to a lot of realtor, we don't get, we give out more leads to realtor than they give us leads, but when they give us leads, those numbers are blended with as well. Okay. Got it. You're still using social media to get new realtor relationships? No, not at all. Not at all. Are they coming to you? They're coming to me or I cherry pick them, I hand pick them, I comb through the internet, I comb through, you know, I troll the internet and I find out who's doing what. Most of the ones that are doing well, they're not, they're not going to respond back right away. I normally look for who works under them because normally they'll take a big photo, they'll have that one person that's like in their photo, they tag their face up, I'll message that person because that person will get me to the person on top because they want, they watch me or they'll fan out or they'll watch and they'll be more open because they want business. Right. Right. Absolutely. All right. So people are curious, I'm sure as MI anyways, it's like you've been at this for a while, you're clearly, you know, a, you're like engineer your social media, I guess is you think about it a lot, you think about it from a strategic standpoint. I'm guessing at this point you're not just throwing stuff against the wall or maybe you are or like do you have an overall strategy to your approach on social? Oh, yes. I have an overall strategy. I changed my strategy a lot as I've evolved. So we more, we are more efficient with our content than compared to just doing a lot of throwing stuff against the wall and making it work. A very strategic, I index my audience and through after I index them, I pretty much categorize them. Then I know the content to make to get that audience. Hmm. So we'll explain that a little bit when you mean you index them. So I look at them and buying, probably looking for a better lender, about to pull the trigger, they're still building credit and saving money for down payment. Hmm. Those are two different groups. Three different groups, yeah, yeah. So they're, they're a shopper, you know, then I approach them differently. If they're just, they're ready to go, they just need to, that final piece of information to unlock the magic door or they're in the beginning stages. And so you've, you mentioned earlier before we went live, you have a process for, you know, the lead, the life of a lead. Can you explain a little bit of that? So when a, when a lead does come over, we, we, they, they normally message over. So I only do messenger leads because you can message back. So on YouTube and TikTok, when they ask you a question, you can't directly ask them something. Right. You can directly ask them something through Instagram or Facebook because they message you. Right. So I will only deal leads where I can deal with messenger. Think about this. Who do you talk to on the phone typically, a bill collector, you're buying or selling something psychologically, you talk to a friend through DM, you talk to a friend through text message, correct? So that's how I make sure that we generate leads that only incubate through text messaging and messaging. On text messaging messaging, DM me. Okay. So you, you obviously put a lot of content out on Instagram. We're going to show a couple of yours, you know, pages at a moment. But people are engaging and interacting with your content. You're doing a lot of educational content. So what'll happen is somebody will DM you something, a question or whatever is that usually what it sounds like? Correct. Correct. What we do is we, in the beginning, I just made a bunch of content and I find out which content is performing the best with the size of my audience. So some of you guys are like, well, I don't have a size of an audience. Oh, I can't do this. I can't do that. With the size of the audience, you have your friends and family, your neighbors, your kids school, whatever your audience size is, put out content and you'll find out which content is the most engaging and which ones are not the most engaging. And through that, you repurpose it or through that, you know, when you fund a couple deals, run a campaign, you know, you paid advertising, let your information surf. Now see if that content is good. Let us circulate through the internet. Right? Yeah. I want to come back to the content. We're going to make an content for sure in a second. But let's, let's say I'm a lead. I've been watching your videos for three months or whatever. I'm digging it, right? And all of a sudden I get into a DM conversation with you where I'm like the guy who's ready to, all right. I need to take the next step. What do you do then? Do you just like send them a link to your online app or what happens there? You got a team, right? Yeah, I got a team. So we normally send them a text message. We get them off messenger. So you can get them off of the platform first when you get them on the platform. You want their phone number and email. You need an email and a phone number so you can put them through some CRM's. You need an email and a phone number. Some of you only need one, one piece of information. And so we get them off the platform right away. We message them. I let them know. Hey, Jeff. This is me. Thank you so much for reaching out. I'm going to have Grant from Western Express reach out to you. And then here's Grant's phone number. So you recognize it when he calls you. He's on my team. He's going to do his best to help you. And then two days after that, hey, Jeff, this is me and just want to follow how everything went with Jeff. I mean, with with Grant, is there anything? So normally if they are engaging, that that lead is moving forward. If they're not engaging, hey, Jeff, this is me and I know you didn't, you reached out to us. Hey, here's my ultimate mortgage guide. Check it out. Let me know how it goes. Hey, Jeff. How did that guide go? Did you, is there anything you don't understand? If they answer back, boom, I'm getting them on the phone, hey, someone needs to call them. Because if you want, it's like catching fish, right? You throw all of it. What's great? If the line's not pulling, don't yank it up. You know what happened when you yank it up? You're not going to catch anything. And you're going to burn your energy, just yank it up. So you just want to tug, tug, tug, tug, tug. The more lines you have out, the more tugging. And don't forget, they reached out. So I have their real phone number and their real email. So we're not, you know, it's not some fake phone number, fake email. And we're just tugging. Right. And we're tugging. We're adding value, right? We're adding value. We keep adding value. If you add enough value, we have to do a lot of people who do reach out and they ghost us for like two weeks, which tells me they probably be created inception, they loved it. But they got scared or their neighbor was a loan officer or a realtor or their co-worker or knew their cut. Like, I have a cousin, you got to call my cousin and it doesn't work out with them. Those are the best leads. If they message you and you don't hear from them for another two weeks, all you're closing that one. Because no one else did them so dirty that they had to humble themselves to come back to talk to you. How shaming is that, right? Have you ever done that? Like, oh, then you have to come back. That's real market data right there, people. I love that. That's actually what happens in the real world. They go dark because they're too ashamed. Then they come back with their tail between their legs. Oh, you were right, man. I'm curious. I'm a big database guy. I love that. I believe you should be building your database off of these platforms as well because you don't own the platforms. So give me a sense of like, how's that looking? Of the emails or addresses that you are taking off the platforms into your own CRM? Is it in the hundreds? Is it in the thousands now? It's in the thousands. I think we have, I don't even know because I have someone else on my team that manages all that. I know averages. We're right now. We're averaging about 60 live transfers a day. Wow. Yeah. 60 live transfers a day. Okay. So just to clarify, because you shared with me earlier, not all of that's coming from your organic content. Some of that's from paid ads, right? From paid ads. So anything that comes off of Instagram, right? We just turn on Instagram ads. Anything that comes from Instagram is organic. Anything that comes from Facebook is paid advertising. Wow. Anything that comes from Instagram is organic. So we're about a 35% blend on Instagram right now. And Instagram has a higher pull-through ratio. People from Instagram, they have more, they trust the internet more. They trust buying through social. Facebook, they're a little bit older. They're more established, higher, qualified borrowers, but they're still a little old school, right? They want to, they want to, sometimes they want to come to your office. They want to do a Zoom call. They want to zoom with their cousin. They're just zoom, zoom, zoom, zoom everywhere. From Instagram, if they reach through, they're going to, they're going to, they're going to, you know, if you are a digital person, they will do that app online. They trust the internet more. You have a higher chance of closing someone on Instagram. I feel right now, I'm sure you're just going to be even higher on TikTok than on Facebook. But the Facebook right now, of course time will change, have a higher quality lead, a higher quality viewer. Are you finding as the majority of folks from Instagram tend to be first-timers? No. Either really first-timers or they just got a good amount of money and they're just in the internet. I'm like, you know, there's no, it's either really early or like, you know, they're first timer, but they're buying, they're making 200 grand a year. They're not that first-timer making 60, not 80, 90. They're either making, in California, they're either making 60, 70 as a first-timer or they're making 200. There's no in-between on Instagram for us. Yeah. But earlier, you specialized in California and we're going to have higher incomes, obviously average, higher loan amounts, all that stuff. Okay, so I want to, let me do this if I can just see, share, I'm going to try and share a couple of, let's see here, screen sharing, blah, blah, blah, blah, yeah, that's been a while. So here we go, share. I'll take your time brother. Yeah, I'm just trying to find the right tab here, here we go, let me share, let's go to your, you, let me check the remote view. Everybody who's watching the audience, let me know you can see this, but I am hopefully sharing your Instagram page and so we're seeing you go about 34,000 followers and what I wanted to share this with is your content. Your content, while though it's humorous and engaging and I'm sure that's part of the reason why people follow you, it's also highly educational. I've talked to a few other LOs that used to do lifestyle content and stuff like that. Did you ever mess around with that or what have you learned about content that resonates? I sprinkling lifestyle. Okay. Because when you people do a lot of, that's, you look at women, they do a lot, not all women, but a lot of women, unless you're like selling a product, it's just, they're just, like who are you, what makes you special compared that I'm not that special where they care about looking at my, your life, right? I think a lot of people have that. They come to a mortgage site or a real estate site or a tax site to learn about that, not, you know, 90% of what you're having for lunch, you know, they're not concerned with like this one right here, right? So this one was a funny one. I just followed the trend. So this is a lifestyle one that I have my family in. Love it, love it. Okay. So speaking of following trends, that's something that, let me go back. That's something that I've recently come across in terms of, let me stop. There we go, that are you finding following trends is helping you reach more people? Yes, trends right now, you ride the algorithm, you just got to ride the right algorithm. I'll tell you right now, organically, the reason why I grew so much on Instagram and our lead, our lead flows where it's at and the reason why I joined Western Express, because I'm licensed in California, they're licensed in, they're a small direct lender, which gives me less red tape than on my prior company. But they're licensed in a lot of small letters, aren't licensed in a lot of states. They are. When the lead, when people do come through, I have a higher chance of converting them. And I needed that doing more organic, because reals and tiktok have further reaches than on, on, on reals and, on reals and tiktok. So just a, I think you could probably do a better job of me briefly explaining to people, what does that mean when we say following a trend? So following the trend is something that's viral, like right now everyone has that little dancer, that little girl that go, um, um, um, um, um, um, um, that little girl and that yellow donut. So I did that video where I'm trying to buy a house in California, you need to go viral. So I did the same trend. So that's, that's a trend is something that's spread out through the internet through sharing. And if you ride that trend, it, you will travel through the internet with, with these other people. Yeah. It's basically like you said, piggybacking off the algorithm, um, for instance on tiktok, right? The trends down the bottom right, whatever that musical trend is, if you use that same audio oftentimes in your audio clip, that's trending, that'll help you show up better, yeah? Correct, correct. Yeah. Okay. You know, also at the same time, I'm, I'd be curious just to hear for, when you made the shift over, you said it was 2017, you got on social, right? So I'm sure you've heard and seen this before, it just sounds like, how can people make this, there's a lot to learn, you know what I mean? Right? Like, what's the trends and algorithms and this and that and, and it's, it's not as simple as, because on the outside, here's the perception, maybe I think some people have. And I'd love to hear the comments from the people right now, type it in. What's your biggest challenge right now with social? But the perception is, oh, you just post a bunch of funny videos and you're going to get some leads. No, I wish that was a case. Sometimes I watch them like, dude, I'm funny, but then I don't get as much, uh, get as much, uh, reach as someone where I watch their video, like, are you kidding me? And it went like million views, you know, so it's not that easy. So is there a formula and it's different, by the way, this is also, I think, smart to say, your success formula isn't going to be the same as somebody else's. Correct. Correct. Everyone has a different, um, a different style. And that style is going to follow them into what they're doing. But as your style allows you to grow, that's where you start implementing, information, implementing, um, whatever you, whatever your, your craft is, mortgage, real estate, flipping, um, wholesaling, whatever course you're selling, implement it in your humor or in your, in your style. Yeah. And I think, uh, and by the way, for everybody putting in the comments, thank you. See, Kenny, he answered the question, what the post that gets interaction, let's, let's pause there for a second. I'd be curious, because I sound, it sounds like you're saying this underneath your response, which is that's part of the reason why you have to be consistent and just posting as good as you'll find your voice. Correct. Correct. You didn't, you didn't, yeah, especially going on TikTok, I was new because of the company I was at, I guess I don't want to talk down, but they dwarfed my growth when all that time, the amount of energy I put in my, to my Instagram, I could have put it into my TikTok two years ago. You know, and I didn't, even though they let other people in the company use TikTok, because we were growing such a pace and they were, you know, how we did our cost to cover our ads, they pay it, but they really come from our branch. So they monitored so much of our information that we couldn't push out on TikTok and they, we were dwarfed on TikTok. And now I started TikTok this year. I only had like close to 5,000 followers, but I started like four months ago. And I'm still figuring out I tried dancing, it doesn't work. I tried this, it doesn't work. I finally found what works for me is just my humor on how I interpret different things and you're, you're going to be hit or miss. Sometimes it might go in my pop on Instagram or TikTok, and it might not. Sometimes it's going to pop on Instagram. So you have to experiment. Correct. And but you are naturally, like you said, you're naturally a funny guy. You can tell you've got a good sense of humor. You like to have fun. So you're just, it's kind of like, I don't know if you know Sean Kayhan, the mortgage geek, when I interviewed him. He's just, that's just an extension of his personality. I assume this is the same for you, yeah? Correct, correct. I'm kind of a, it's kind of, if you talk to my wife, she's the one that does all the talking. I'm like the quiet guy. So I feel like when I do go on these Reels or Instagram, I get to unleash the humor inside of me that people don't even see when they see me on the outside. It's like, at home, out and about, you're just the quiet guy, whatever, but you get to let it loose. That's awesome. Emily Flynn, her biggest challenge is consistency. And when I see that question posed, I'm always curious about your content strategy for production and planning. Do you batch or like, how do you do that? So let me give you, I'll go over my schedule with you if you don't mind. Please. So Monday morning from 10 to 12, we go over all the Reels. We say all weeks, all the TikToks now real. So anything that's viral, we put in our discord. I send the link, we, I sent all the links. And then on Monday, with one person on my team, we go over, okay, let's look at, look up the sound, how popular it is, who's sharing it, what the audience that's listening to the sound, because let's say you pick a sound that's viral, but the audience is a bunch of 12 year olds, I don't want to go with that sound, because it's not going to get the audience, I want to hit. So we go through it. So we audit the sounds, the trends, and then we pick the amount that we're going to do. And then we, well, with this sound, I'm going to do this. And then I'm going to put this message. And then on Tuesdays, for the same time, for like an hour, two hours, we write out the copy, you know, write everything that we're going to talk about. And then Wednesday, we film it. So I try to do at least two tick, I'm trying to do it too. And I'm working on it still, two TikToks a day, or post, two TikToks and two Reels a day. So whatever I'm posting on TikTok, I'm posting on Reels. Yeah, and that by the way, Emily has a good second question to that, which is, do you create different videos for Insta or TikTok or repurposing? Same. This is the same. This is the strategy. This is the one thing I'm bummed about that I did. I don't want to change my page. My Instagram page is a business page. So on business Reels, you only have 30 seconds on TikTok. You have 30, 15 seconds, a minute or three minutes. So it's hard to blend because sometimes you can only squeeze stuff into 30 seconds. So I'm trying my best to do as much as I can in 30 seconds. So I don't have to do, do double the work. Hmm. That's interesting. I thought Instagram was rolling out 60 seconds for a minute. But not for business. They want business people to pay. But what about really? Wow. What about creator? Creator, you get a minute. Pretty you're going to miss. Okay. So that's, that could be useful for people who asked that question of what, should I have business creator or personal? Um, clearly you want to have either business or creator for the analytics alone. And creator, I think you can run ads on creator. You can't, um, so the creator is a counselor where to be. But because like a council old, I don't want to mess with changing from business who created it to change to lose any data. Yeah. Yeah. Okay. Um, well, so you've obviously got a team, right? I mean, you sound like Gary Vee with your team and all that production meetings and all that kind of stuff. Um, how about for the person who maybe doesn't want to, you know, be as big, so to speak as you are when it comes to a team and production quality and research and all that. What, what do you tell them? You can do it yourself and they're, and I'm proving everyone wrong. Not everyone, but a lot of people where I need a team. So I have another page called simple pop up and I'm using that. I'm eventually going to have content courses for loan officers and realtors or social media people. Um, I'm doing that picked by myself. So I'm doing it straight up by myself. I do all my recordings, you know, sometimes I can help with copy. But I'll start a copy. I do a lot of the recording editing by myself. What's it called again, simple pop up, simple pop up, PAPA, PAPA, PAPA, all right. I'm looking it up right now. So that was the big smiley face. Yes. Okay. Got it. I started that about two months ago. No, that's not your Instagram. Is this Instagram or TikTok? Instagram. I have it on both simple. I want to do it. Make sure I'm still on the right PAPPA simple. P-O-P-O-P-P-P-A. Oh, okay. That's why I knew this wasn't like a grandpa. What I thought it was, but I'm just terrible. It's about. Yeah. Um, okay. Got it. So I got to follow you here as well. Simple pop up, people check it out. That's Instagram handle where you are posting a lot of cool stuff about, um, content, things like that. That's all videos. All you just one on one. What's the purpose of this page then to end those financial playbook? What is that all about? So I'm learning, um, like I said, I'm at a different place right now. My content where it's to understand consumers. If I do more education on finance, it's not just mortgage. It's easier to grow a bigger audience. So, so not to be as narrowed just on mortgage, but greater of like wealth, building, all that kind of like. And I only talk about long term investment, long term. I talk about things that I know because I'm trying to create the right profile of the right consumer. I have a thousand, like a thousand people now. I already had two refinance, uh, people reach out to me to, um, index, universal life. People reach out. A hazard insurance, like, you know, I had started term insurance. So I'm trying something new where I'm talking about where a profile. I want someone who has a 401k or IRA. I want someone who has index funds and I don't want crypto. I want index funds, ETF. I want people to think about their taxes. Higher and people to reach out. Cause eventually they'll go, Hey, man, I didn't know you do mortgages to the, can you go over to refinance with me? So once again, you're using a social platform to build an audience. And I'm sure you, you know, you're already monetizing that audience. You're going to, you're going to move them off of that platform, build a database of those people as well. Correct. Future customers. And of course, there's like you said, because you got other financial professionals on there. And they're like, Hey, why don't we team up or swap databases or whatever happens, right? Yeah, I learned it from watching, I watch, look at Brian Decker, look at JB Holmes. Brian Decker does crypto. JB Holmes does a lot about index funds as well. He also talks about Airbnb's. They're talking about things to build their audience. Yeah. So again, this goes back to the thing of like, what are you post? And I know for you guys that are still here hanging out watching. How many people have that? I want to see your inner and that. Now's a chance to win a free book, okay? Put in your question right now. What is your, like, how many of you struggle with what to post? I know it's a, somebody already said that earlier. Kenny, you should already have a book for me, Kenny, though. If you don't, let me know. We'll get you one. But this reminds me of, um, yeah, my buddy Sean, who has a YouTube channel, and he recently switched his content from lifestyle. We talked about this earlier. It's like, so you can think about this. Who do you want your audience to be? And what can you, where can you reach that audience? And how can you build a platform to engage with them? There you go. That's what you're trying to do. Yes. Correct. Correct. Okay. Got it. Awesome. What's been the most difficult thing? The most difficult thing was math, deciding a CRM and how to manage the quantity of these that were coming in. We finally, literally that has been our biggest Achilles is managing the amount of viewers that are reaching out on a day-to-day basis and segmenting them. Some of them are not going to buy right away. Yeah. So, you know, we were just letting those just build dust until we're finally, we have someone on our team now who's helping out with texting. Like we, we text them. They text back. I, I answer some of the messages. That's how I get a lot of content now is I'm in the messenger through tech, Facebook, Instagram, emails, text messages. I don't answer them all. I answer like, let's say 30% to get data. But we engage a lot now, but it took us a while and that was our hardest thing was to manage the quantity of people that were reaching out. Sometimes, some days there was, um, so when I call it a transfer, they engage on the internet, but they're willing to talk someone on the phone. Mm-hmm. That's a high, that's a high number, right? But let's say conversation while we have over 100 conversations a day, but I don't call those transfers because they don't want to talk to someone on the phone. So about half of the people who engage the, engage with us, want to talk to someone on the phone. The other half does not. Do they ever talk to somebody on the phone? Yes, they always do. Yeah, ultimately, somebody's going to be on the phone. Correct. I think, um, for myself, my platform, we're not at a place yet where it's so automated where they just fill out an app every once in a while. If they go, well, we took our website down because of the company I was at, but people were completing the apps on the website. And it wasn't that many, maybe one a day, one application a day. And because of one application day, and it wasn't under the company's, um, portal. And if it wasn't, and if we use their portal, then the whole website has to be part of the company is just too many, I think with mortgages, there's a lot of legalities that you have to deal with not just making content. Right. Absolutely. Do you ever get on the phone with applicants at this point? All the time, you do all the time. If they message, I only want to talk to men, I talk to them. How often does that happen? Maybe once every other day, maybe once every other day, they want to talk to me, or after five or six o'clock, when all the LOs aren't around, I'll jump on. So in the daytime, we have a couple of LOs in myself. We rotate and then we assign them, they assign them to whoever's under their team. And nighttime and weekends, we have a cost year that helps out. Sometimes they can't jump in or they don't know the answer. I always jump in. And if I know they want to talk on the phone, then I just jump on the phone call. Is your team local, like distributed virtual? What? Yes, we're most of everyone's in California. Our cost year is out of state. Okay. And you guys, and typically these meetings or whatever they happen in person over zoom over zoom, a lot of times over zoom. I'll call, if it's Instagram, I'll call them through the Instagram directly. So it makes, so they know it's actually me and they get all excited. That's awesome. Awesome. All right. Well, listen, for those that need to learn more, follow men. What is your, you can see it right there at what's a mortgage? That's this Instagram handle. The YouTube, let's see here. That is what's a mortgage as well. That's youtube.com slash what's a mortgage. Got 7,000 subs over there. Nothing, nothing to scoff at there either, my man. Oh, YouTube, same thing. So with YouTube, they had us take it down. We were average, we got to a pay. So YouTube, we've had for a year and we were averaging about 100 followers a week. And then they made us take it down as well. That that was my main reason of leaving. They may have taken down a lot of stuff as they saw things move a certain way. They were one, they wanted to dictate it a lot more. So they made us take down like no tick tock. They wanted to read everything and monitor it all before we can even post it. Or if we post it, we'd have to take it down the next day, we had to take that. So we took down almost 150 videos and it did affect us. And we just started posting, again, on tick on YouTube a couple of weeks ago, a couple months ago. And I assume you are outsourcing the editing for that. No, we have it. So now we, we do everything in house. So we have our full time editor, full time graphic person, full time person that does, that they research with me. They, and then we have someone who do does all our copy. Oh, wow, nice, very good. Yeah. So obviously, once again, you have a team and a couple of people just join late. Somebody's asking about, I see your question, Blanca, what's your routine? We already covered that earlier. I apologize. So you can get that in the replay for sure. This will be going up on the page where we're watching this is a replay plus on the podcast. So we unfortunately are kind of out of time here. Men, so awesome, man. Thank you for making time lots to learn. What's like, dude, you're, you, you're building your own company is what you're not just an LL. You're, you're a company. What's the, maybe what's the vision? The, the vision is to get to get to the consumer first to push the button. I think mortgages, especially with crypto these days is going to change. There's going to be people who live in the meta universe, some people who don't. And the goal, I think in both, in both universes, whoever can get the consumer to push the button first to trust them to push the button. Because eventually things are going to be so automated once they build that trust. They're going to hit a button once they hit that button. The loans going to be done like that. And I feel that is the future. So whoever can, whoever can get to the person to push the button first. And I'm working on how to get to that person before they're ready to even look for the button to push. And that's why I have my other page. Because I, I'm talking about 401k, think about Jeff, if the borrower has a 401k, there has a decent amount of money in it. You know, they're a wage earner and you know, they have money put away and they have consistent income and they make good money for them to have a decent amount of money in their 401k. You know, my goal first was to get to the consumer before the real estate agent, which I'm, I'm doing. Next step is how do I get to the loan off, how do I get to the consumer before the loan officer starts getting on social next. So it's always trying to get, be ahead of where the consumer's looking. Hmm. The old Wayne Grisky be where the puck is going. Not where it is. And I love that you said, you know, get to the person before they push the button, because when I hear that to me, pushing the button is different versions of that. You're building an audience with those people, you're getting them to opt into your email, you're building your database off the social platforms. Because who knows the metaverse could blow up and there's a new one down, but at least you have their contact info database, CRM emails, not dead. Would you as a social guy? You would say emails, not dead, right? Oh, if they email you, the lead, the lead is a lot, the conversion is a lot higher. Yeah, if they email you, like a paragraph, it's a deal. If they email you a paragraph, a long as they don't start their sentence with, I could have bought a home, but uh-huh. They start with the reason why they haven't bought when they start talking about this is my scenario and it's a long paragraph. It's a deal. Like all my guys, when they see email, oh, I want to, I want to, everyone, if they see an email, they jump on it. Email, I think is the best. What real quick then? What's your, what's your take on text as far as communicating, moving people forward? Text, what do you mean by text messages? Back yeah, back and forth. Yeah. Oh, there's your chief video editor. Yeah, I'll take you in a second. Let me finish. Um, so I have, uh, so I said, out of my bloodline, I call it, I've created a lot of loan officers who were not even loan officers. Yes. My, all my L.O.s that are doing the highest level of volume live off of text messages. And I created a, a, a, a, a, a gang who just live on text messages. So we have a text drip style we use and like, I have a guy, he did 15 million confirmed. You can look up his animal less, right? 15 million and he's been doing loans for four years. And he's a tech, he just, he just took it at another level. He understands human nature, but I say texting is like, texting beats everything. Yeah, yeah, because it's the most personal, right? And then you have email and all that kind of stuff. But all right, that's good stuff, man. I know you got to jump. Everybody, thanks for tuning in. Hope you found this to be valuable. We're going to keep following you on the socials. My man, this was a, and a genius, bro. So thanks for tuning in. Everybody, man, once again, thanks for being here. Man, appreciate it very much. 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. 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, attracting, conferred agents into referral partners. 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