Lessons in Lead Generation and Marketing Automation

Hey, listeners, how you doing? This is Jeff Zinford, your host of the mortgage marketing radio podcast. Thanks for tuning in. We're going to get to our content in just a moment. But as usual, I wanted to share with you a couple of success stories from the streets. This may inspire you, encourage you. Let you know that I'm here in your corner cheering you on. And sometimes we don't need to necessarily be told what to do. We need to be reminded what to do. And maybe this is your reminder of what to do. And there's a lot of talk of tech and AI and all that kind of stuff. And of course, it's relevant and has its place. But don't forget to double down on the human side of things. And remember that fundamentals still work. Fundamentals are fundamentals because they work because when you run the plays and you run them off and enough over the right, the longer horizon, right, those fundamentals are going to pay off for you, whether it's like, you know, consistently showing up at the gym, making the right choices when it comes to your food and your health and those types of things. And you know, spending time with people that matter to you and your life and relationships, right? All those things make deposits in the bank account of success. And so I bring to you today another story of fundamentals. And that is from one of our my agent classes members Bruce Klein. Bruce says he's been a member for three years now. And he says Jeff is always building out great content and classes for us to help grow our business. The classes are relevant and timely and are a great resource for getting in front of realtors to build relationships. The streamlined process he's added for promoting the classes and getting signups with auto updates and follow-ups are excellent tools to help build a warm database of eager realtors. He work, his work allows us to all be the extra expert in our field teaching powerful courses to help real estate agents learn out of brand and grow their business via the power of video, content, social media, et cetera. Highly recommend and a great investment. Bruce, if you're listening, thank you. Shout out to you, my man, being a member for three years now. And I wanted to point something out that I often overlook in these little commercial testimonials, right, for members of my agent classes. Every Friday, we get together as a small group, and as a mastermind. And it's still a small enough community in that you get one-on-one attention. You get to unmute. You get to share. You get to ask questions. You get to interact with the handful of other originators across the country. We don't have a hundred people on this call, right? We've got 30 people or less, most Fridays. And the reason why I wanted to bring Bruce's testimonial to you today is because I wanted to highlight something I don't often highlight. And that is the Friday mastermind and coaching calls. We've had people that have been with us three, four years. We've had people tell us that we need to do a better job of promoting the fact that as a my agent class member, every Friday, you get to connect in mastermind with other ambitious mortgage professionals around the country and not just work on your strategy for leveraging education to become a partner in peer like you heard Bruce describe. You also get to collectively learn from the group on all kinds of other strategies, right? Your social media strategy, your video strategy, your strategy for contacting listing agents for calling past buyers agents who have gone a dark and orphaned. And then once a month, we're bringing in a special guest to the call, a well-known speaker, author, coach, or mega producer. And so therefore, I think that's why if you ask anybody who's been a member of our platform for some time, which you can definitely do, they'll tell you it's the weekly calls. That is the cherry on top of what they already get with everything else has Bruce just described. So what is the point of all this? The point is all of all this is like you've heard me talking about the results every single week of originators getting in front of agents and getting referrals virtually on demand like on repeat, right? Because they're showing up as a partner in peer and not a solicitor and vendor and they're shifting the perception of the originator. They're showing up as a pre-eminent mortgage professional in their local market and they're creating conversations that matter and conversations that result in business. So if you haven't yet scheduled your call to learn more about this and see if this is a fit for you, I'm going to encourage you to do so now. We're entering Q4 of this year and this would be a perfect opportunity for you to consider this as a potential solution for you to reignite, right? Get back in the game, create momentum through the rest of this year and hit the ground running in 2024, 2024 so you can dominate. That's what I would encourage you to do. I know there's other things that you know are on your radar showing up in your feed in terms of different coaching this and that and platforms and lead Jen and all that kind of stuff and you know, some of those are great, some of those quite frankly are not so great. But the fundamental, right? Fundamentals will always work if you stick with it, if you implement it, follow the system and plan. So go to mortgagemarketing.pro and schedule a call and let's see if we're the right fit for you. Okay, this week is a continued conversation if you will. My episode last week was all about the next Jen loan originator with my special guest Michael McAllister whom we you know, have to make an official announcement. Michael and I have teamed up to co-run my agent classes platform. Part of the reason for doing that is so we can scale and deliver better even greater value to our members by way of doing additional things beyond just the agent classes such as helping with you know, long-term nurture outreach campaigns, marketing automation, lead, reignite campaigns, ghosted lead campaigns, right? Realtor outreach if I didn't say that already, consumer direct strategies and so forth and so on. And we two years ago I shifted to using this platform called high level which is growing a lot in the mortgage space and high level runs all the automation for us for our members that do the agent classes. It handles the email marketing, the text messages, the landing pages, confirmations, reminders, building your database, your contact database, segmenting your database and doing a lot of other things and now that I won't take the time to go into here now such as a social media integration, a Google business profile integration, etc. But look at this is why we're talking about becoming a next Jen originator, right? It's not the strongest who will survive. It is those that are most adaptable to change and learn new skills and learning a new skill of marketing, right? Of being able to leverage marketing automation in the right place and right time, that's called being a next Jen originator while simultaneously mastering the fundamentals, right? Being brilliant in the basics. You do both of those, you're going to survive and thrive. You're going to have a successful business long term and the partnership with Michael and his team over to empower L.O. leveraging the high level platform allows us to equip our clients, our members to become a next Jen originator. And the conversation that you're going to hear today with Michael and I is actually kind of a, it's a prequel, if you will, right? To the conversation that he and I put out last week, which was about becoming a next Jen originator, what does that mean? This was actually the conversation that led to that. So this is kind of like you sitting in in this room, just he and I, you've been invited into this private room where we're just kind of vetting out, penciling out, sketching out this next Jen originator. You'll hear me use the word hybrid loan officer. And I'm actually now going to be just for, you know, using next Jen because I think that's more appropriate. But, but I just wanted to bring this conversation with you because it's kind of the unofficial, if you will. There's no big press here, no ticker tip for it or anything. But the unofficial, right, announcement are coming, bringing to the market of the partnership between Michael McAllister and empower L.O. and myself to, you know, level up the service and the impact that we can have on originators leveraging our platform. High level, my agent classes and all else that goes with that. So give it a listen. And then if at the end of this, you again, want to learn more, you know what to do. You can book a call. And if you want to learn more about the high level platform, there'll be another link in the show notes. It's empower L.O.com forward slash my agent classes. Put the link in there as well. And you can also ask questions about the entire platform, my agent classes, high level, all that kind of stuff. Even though you heard me a moment ago, talk about book and follow with me. Do either one. It's up to you. Either way, you're going to get the same information. So I hope you enjoyed this episode. I appreciate you tuning in. And let's get into this weeks. No, Michael, welcome back to the show. Thanks for having me. So we're here on site and empower L.O. in Boisey. Boisey, I got to say like that. You know, HQ headquarters, a lot of good stuff coming your way. We're going to talk about here today. But before we do for anybody who might not be familiar with you, even though this is like third time, I think on the show. Yeah, that's rare error, my man. Just so you know, right? So anyway, who are you? What do you do? Yeah. Well, my name is Michael McAllister. I'm the founder of empower L.O., which we started about five years ago. I think four years ago was our first, my first time on the podcast as a lead gen company, basically, the specifically Google ad paper click. But we have since evolved into doing a lot more for the mortgage industry, which we're going to talk about today. Absolutely. Okay, cool. So I wanted to have this conversation with you because you do a lot of marketing for companies. You help people with lead gen, marketing automation, funnels, lead nurture conversion, right? So far. Okay, cool. You and I were talking about this before we hit record and that the industry in terms of sources of leads has evolved and expanded, right? So keeping me honest, I got my notes here in terms of sources of business. We've got what I'll call the traditional, which is referrals, real estate agents, CPAs, all that kind of stuff, past clients, right? Is there any other traditional source I'm forgetting or those are pretty much it, isn't it? Yeah, yeah, I mean, I guess social, I think, is getting to the point where you could refer to that. But yeah, no, I mean, as far as like traditional and what most people refer to as traditional mortgage marketing, it's your, your referral sources, whether it's agents, CPAs, divorce attorneys, whatever it is. Which is obviously heavy for a lot of people and for good reason is because that's one of those fundamentals, right? That performs well. However, the industry marketing as a whole, the consumer journey has evolved, right? And so now there's these different places that consumers hang out, they consume information and there's these different sources as well for consumers, such as social media, whether that's organic traffic, paid traffic, who paid ads, things like that. So I'm using this phrase, you've probably heard me using the past, which is the hybrid loan officer, which is, you know, hybrid loan officer is one who gets business from those more traditional sources, past client database, all that that we named, but also has certain processes, place in place to attract and engage with the, you know, non-traditional or more digital focus, right? Consumer, direct social media, other things that are happening. And so what I wanted to do today is talk about the marriage of those two, right? Because we're not saying one or the other, right? We're saying both. 100% both makes sense. So what do you think is the biggest challenge then for a loan officer today who's, and I know they're out there because right, I hear from a lot of people, they're, they're, they want to diversify away from just those traditional sources. But getting there, there's like the gap from where they are to where they want to go. So what's, what advice would you have for them or what challenges do they need to be aware of? Yeah, I mean, I think the biggest challenge is like shiny object syndrome, right? The biggest challenge I think is, and you talk about this a lot in my agent classes and content I've heard from you about that, which is, and I don't remember exactly how you say it, so you can chime in and tell me when you know where I'm going with this. But basically it's the idea that like we have no shortage of methods of generating business. We have a shortage of like commitment to a couple, right? A couple regular and consistent practices that generate business. And so I think the biggest challenge is getting the level of confidence in a new marketing source that allows you to suspend your disbelief for long enough to really give it a shot and really explore that to me, I think is, is one of the biggest challenges I see anytime somebody's looking for new business is they, you know, they they sign up for something, they want to try it and then, you know, but their head is still on a swivel looking for the next best thing, which means they're not giving this one method or the couple methods that are in front of them, they're not giving that all the effort that they should be. And so they end up giving up early, and they end up and I see a lot of money get wasted this way as far as like investing in a new program or whatever and then never going anywhere with it because they're not giving it that, that attention that it deserves. And I think a lot of that has to do with fragmented technology, right? And and having to have so many different tools to log into to be able to manage the different components of your marketing. I think that's a lot to do with it, but really at the end of the day, whatever is the cause of it, it's shiny object syndromates. It's the idea that people don't commit enough to what they're trying to really see the efforts through to the results. So what does commitment look like then? You know, if you're working with somebody and they say, hey, I want to, you know, quote, become a hybrid loan officer, right? Or I want to get business from consumer direct, right? People love to throw that word. What let's let's do this? What does consumer direct even mean like to you? Yeah. Yeah. Um, it's funny. Consumer direct today means something different than it did to me five years ago. Five years ago, consumer direct to me was interchangeable interchangeable with mortgage leads. And that's just not the case anymore. One of the most successful loan officers I know in my in my market, a really good friend of mine and somebody that I like work with casually, but not on the lead gen stuff we do because she has nothing to do with leads. She doesn't she doesn't want anything to do with leads. But her number one business source is consumer direct through social media through community groups that she's involved in on Facebook in a very specific strategy that she has around extracting business from that. Yeah. She's consumer direct. And she would identify herself as being consumer direct. And yet she's never bought a mortgage lead ever. So to me, consumer direct just means, uh, just means framing your marketing in such a way that you're marketing to the borrowers and not marketing to the agents. And it ends up being dual purpose is the funny thing. Like when you end up marketing direct to consumers, agents see that shit too. Agents, you know, it benefits, uh, benefits your agent relationships just as much as it benefits your relationships with, uh, consumers. Well, that brings up another point, which is what I think the other thing people are trying to do is they're trying to go consumer direct right to self-gen leads so they can then feed those back to some of their real to referral partners. Um, but in that case of this, this person you're talking about with Facebook groups is it? Yeah. Um, what systems or process does she have in place then to ensure that she's getting conversion from that? Yeah. Um, so she, like, she, when she moved here from Southern California, she just got very active in like the mom groups, like the local, the, you know, whether it's a neighborhood, you know, neighborhood community or bicell trades or, you know, specific to moms and stuff. Like she just got really, really active in every community that she could find on there and then, um, got to a point of regular regularly posting content and cross-posting it into all these different communities with no call to action or anything, not trying to, uh, you know, just relationship building, but in the form of online digital, like she uses very, very obvious and, and time-tested practices as it relates to building relationships with people, she just uses Facebook as her medium for doing. So she's just commenting, engaging, she's showing up. Yes. Exactly. And adding value, she's not selling overtly, overtly. Right. And so people, you know, she's in their commenting or whatever people wind up finding out they look at her bio, they see who she is, what she does. And they start reaching out to her, you know, like, oh, hey, you know, I'm thinking about buying a house or this or that, right? Yeah. And it's, and it's more than just like posting content in there. It's also being a connector in the group. It's also being willing to promote other people that you know have interests in there. And like it's, like I said, it's, it's networking. It's, it's being a salesperson. It's all the things that make a good salesperson just online, right? And so that like, yeah, shocking, being a good salesperson. Yeah. But, but doing that on like being relatable. Exactly. Like actually taking an interest in others. 100%. 100%. So, so it ends up getting to the point where like she doesn't even have to comment sometimes, right? She ends up, you know, she gets tagged now from other members in the group when somebody posts on there. She gets tagged because she's been involved in the community so long and has tagged other people in the community so many times that it just you end up being a part of this ecosystem. And that's, that's where she gets the majority of her business. Why does she want nothing to do with leads to use your words? Um, and by leads, just as clarified, we're talking about paid leads. Yeah, paid leads are even the, you know, whether it's leads that she's buying or leads that, that she's generating herself. It's, I think it's the non relational, non relational nature of direct response, right? There's that like huge wall of trust that you have to overcome within 30 seconds or a minute of getting on the phone with these guys. And that's a, it's a different ballpark. Like I said, what she's doing is very traditional, just using a non traditional means of doing it. Whereas consumer direct and working internet, there's nothing traditional about that. It is a very unique set of business practices that you have to use to be successful at it. And she just has no interest in bridging that gap at this point. Interesting. Okay. Well, we know that there are loan officers who do want to do that. Yes. Do want to, you know, generate leads paid traffic. Let's call it that, right? Well, there's a Facebook ad, Google ad, Instagram ads, you know, various sources of paying for attention and things like that. So to do that, though, what's your advice for people? Like I know you said, bright shiny object. But what I've seen in the past is like you tell us, right? Online leads, the incubation period for those. What do you typically see? Well, we express our conversion rate inside of 120 day window. That like, and so when we express that conversion rate, that conversion rate has definitely gone down over time. But if we were to, I would say if we were to extend that to say 150 or 180 day window, we'd probably be at about the same part of the same spot. I think that's just a function of the lack of inventory in most of the country, right? The, you know, the number of loan officers that have dozens of pre-approvals just sitting in a spot where there's no house that's affordable enough, you know, within their price range or oh, they're waiting for rates to come down or whatever it is. There's a lot of sitting on the sidelines that goes on right now and that definitely affects the turn time for that, for the leads. But at the, at the same time, it, like I said, you're just extending that window a little bit. But within, within, we tell our LOs that sign up for our core, our lead generation system to expect to be at break even by the end of their fourth month with us. So it's, it's definitely a commitment. It's not, it is not for the faint of heart. Right. So what, what has to happen in that four-month window ish right for successful conversion to take place? Yeah. I mean, I think for a lot of loan officers, there's a pretty decent learning curve. We get, we get some loan officers that are a natural right away. They understand the difference. They understand the, the difference between engaging with a lead that comes from a referral source or a prospect that comes from a referral source versus getting somebody on the phone for the first time. For some people, they get it naturally right out of the gates. For some people, it takes a couple strategy sessions. We do, you know, regular strategy sessions where we're coaching them on this. For some people, it takes a couple and then it clicks and then some people, it takes longer. But really, what it boils down to is you have to get into a rhythm of doing the right activities every day and every week, et cetera. You've got to be more organized than most loan officers are as far as tracking your leads because you're talking about, you know, if referrals from a real estate agent convert at, say, 30%. Well, that means, you know, you get four referrals. That's at least one deal. Okay. So three deals would be 12 referrals, right? Well, three deals for internet leads is going to be 100 to 120 leads. Right. Okay. So you have to be better organized than the average loan officer is because you're dealing with such a higher volume. Right. So yeah, there's definitely, like I said, for most people is just the learning curve of like transitioning their mindset from, hey, I've always worked my business this way and engaged with people this way. And now what I don't have anymore is I don't have the trust. I don't have the trust that the agent has established with that individual that I'm borrowing basically when I get a refer, when I'm, when I'm being referred. Yep. Right. So now you don't have that, which means you have to find a way to establish that trust upfront. Yes. And there's ways of doing that. There's ways of getting right to the point with people and, you know, while also, you know, identifying whether there's somebody that could, you know, use more, you know, kind of like your disk, like disk assessment, like, okay, is we call it mirroring, right? Like, and that's a general sales practice, obviously. So there's definitely, yeah, definitely, definitely, things that people have to learn in order to do this well. Well, aside from the sales skills, right? I know that if we're talking about 140 days ish incubation period and then there's some that go longer than that, of course. Yeah. And of course, we have the situation of lack of inventory. We've got buyers who've bowed out of the market for various reasons, interest rates, inventory. They get multiple offers denied, right? So they're just now kind of in timeout mode. But let's talk about your experience with leveraging technology. We're going to talk about this platform high level, which you and I are both obviously working closely together on. You'll hear more about that in a moment. So stay tuned. But marketing automation, right? Because there's no way, right, with, if we're talking, how many was it 100 leads to generate? Yeah, there's 120 to get there. Yeah, the manual effort and labor around that isn't possible for a single individual to do. So how are you leveraging technology or platform like high level, right? To backfill that so you still have that, you know, retention of that audience. Yeah. Yeah. So this, and this is something that's been a part of our model, part of our like core product lead gen product for five years. Is this marketing automation piece? It wasn't always high level. But at first, it was agent legend. I don't know if you're my agent legend, but that was the first product that we packaged with our lead generation service. And it was just like, it's basically the idea that the reason why online lead gen hasn't been more popular for loan officers leading up to this point is the monopolization of this by rocket mortgage based. Sure. Quick and loans, right? Well, when I started doing this for my own business as a loan officer back in 2016, I was, I was, I had my eyes on exactly what quick and loans was doing every step of the way. And this is where that commitment piece comes in that I was talking about is I, like, I looked for the evidence that this was going to work. And then once I found that evidence, like, there was no turning back. I'm going for it. Like, that's it. And that's the commit. Like, so that, that's my like suggestion to the audience that's looking like, okay, well, how do I know what to commit to? Well, find the evidence that you, like, find the evidence that crosses that threshold for you of, like, I believe this is going to work. And then don't look back and commit, like, cut off, decide, cut off all other options, not all other, but, you know, cut off the option of giving up basically. Yeah, yeah, commit to that initiative. Right. But back to specifically the technology, the platform, like, how do you help people leverage the platform, like high level for the marketing communication, the messages that long-term drip, venture campaign stuff. Yeah, 100%. So the rocket mortgage, why I was bringing up rocket mortgage specifically was because the call center environment is the one that I couldn't replicate, right? I couldn't replicate the technology. And I couldn't replicate the call center that, that had instant connections being made when a lead comes through. They were, like, instantly dialing out the, the LLO doesn't have to press any buttons or the dialers doesn't have to press any buttons. They just instantly get connected on the phone. I couldn't replicate that as an individual LLO. And so agent legend gave me the opportunity at the time they did a ringless voicemails, pre-recorded voicemails, text messages and emails that would go out on an automated predetermined sequence that would stop once they responded. So what I'm doing is I'm simulating essentially a call center aggressively following up by, but I can personalize it a little more than maybe a call center loan officer would be able to. So that has transitioned over time to now high level, which has all of the functionality of that. But it also has the ability to manage your social media profiles. It has a way, I mean, it's just way more robust in the functionality of text message email. Boy, smell the logic that you can program into it. Being able to manage your leads in a pipeline. So like technology is everything. It drives that, the organization that I was talking about earlier that's so important. But the automation piece is really like, it's, I'm like struggling to talk about it. You can tell I'm like dancing around a little bit. And I think it's because it's such a given after five years of doing this. It's so automatic for me that like, yeah, I would never, I would never suggest somebody touch internet leads without having a system like this in place. Exactly. That's that's kind of the point I wanted to make about this in, you know, with all these different sources of business. But, you know, people need to have the right systems and process in play. I always say people process technology, right? And so what's cool about the kind of the new partnership you and I have is we've got all three. We've got the people, right? In place, you, me, your, your team here. We've got the process and the process to for which to convert, nurture, optimize the conversion ratio of these leads, a, you know, consumer direct. But then we also have the agent piece in the past client database piece all under one umbrella. Because we're helping loan officers get attention for real estate agents, get conversations, which lead to appointments and referrals. And we're doing that through my agent classes, the educational piece. But then we're doing all those other things, but using high level to master this and then essentially giving the keys to the L.O. like, hey, here's this amazing, powerful Ferrari. Oh, but by the way, you should probably get some driver-ed coaching around that before you take that around the track. And by the way, you don't even have to, if you don't want to, right? You can leverage services like that you provide to pretty much do most of it for you, right? So that's what I'm pretty excited about, man. Is, is, is what we're going to be able to put together for them there? Yeah, I mean, I like to clarify for the audience, like everything that you just talked about is inside of high level. And that's crazy. I mean, like, this is something that we, we've been working with high level for 40 years now. And it wasn't until a year and a half ago that we really identified just how robust the technology was and how much better it was than any option a loan officer could use. It just creates a massive amount of leverage. And what I was talking about earlier, as far as being able to, having to log in and out of technology platforms, like this solves that, right? This, like literally, this is managing your entire marketing, like strategy as a loan officer in one system, whether it's you doing it, a marketing assistant, assistant doing it, a LOA doing it, whoever's doing it, is one platform that they can manage all of that in. And that is invaluable in a time where leverage is like your best friend is alone. Yeah, and time as well, because one of the biggest areas I've seen LOs get tripped up in other platforms, if you will, is they need to build it. They need to put the workflows together, the funnels and the landing pages and all that kind of stuff. And what we're saying is, no, you don't. Yeah, we've done all that for you. Yeah, 100%. We just talked about, yeah, we just talked about the amazing power of high level as itself, but that doesn't even consider the layer on top of high level that is empower a LOS version of high level, right? And my agent class is on top of that, like we haven't even spoken about that in all the preloaded content, the post-close follow-up, the lead nurture that like all that stuff that just built into it already. We were talking, I was talking about it earlier with my team and how that is such a value as a loan officer, that was my number one hurdle as in hello to implementing all the marketing strategy that I wanted to was content. And so that's really the piece that we try and help help out. I think of another platform out there that we know a number of people use, you know, it rhymes with Salesforce or other instances of those platforms and they're all great platforms, hugely powerful, right? But the problem is you still have to pay somebody to build that whole thing out, right? And so again, this is kind of like an informal announcement of our partnership. We haven't even formally announced this yet, but I'm here in Boise. We sat down. Let's just record a conversation and let those who might be interested in something like you've heard us talk about here today, like they can learn more, right? So what we're putting together, if you want to learn more, if you've heard something on this session that you think of of interest to you, you want to learn more about it, whether it's the agent class's piece, how to get in front of agents at scale and drive referrals at scale. We've got the testimonials to prove it. I mean, think of the, you know, Chris Cogl, 36 million, Kevin Dwyer, 20 million, Glenda White, 7 million, you know, I mean, in terms of additional business they've earned. Not including the consumer direct stuff, the hybrid loan officer concept to bring that back full circle. Like if you are interested in a one-stop shop solution with the team and the infrastructure to help you, you know, support you in that, what are we going to do? They can make a phone call, right? And have a demo. Yeah, 100%. I mean, the partnership that was born out of this was putting, in my opinion, like one of the best values in the mortgage, in the mortgage marketing industry, like in your my agent classes program, putting that inside of our version of our version of Go High Level, which in my opinion is the best technology platform for any loan officer to use in marketing their business. It's merging those two together. And we didn't even increase the price of your offer, which is crazy, right? So, yeah, the, the, but that may not last. Yeah, no, it won't. I, well, hopefully, hopefully it won't. We'll see. We're talking about it. We're talking about increasing the price. Well, I mean, the value is definitely there where you talked with the numbers I just gave you randomly off the top of my head. I mean, that's a significant lift in income for people. Yep. And that's without even really delving much into the, the lift on the conversion side for all the consumer direct stuff, too. So I wrote it down here for those who want to schedule a call with your team, learn more, take a look at the platform. See if it's the right fit for you. It's empowerelo.com forward slash my agent classes, right? So they'll get with somebody on your team, get a look under the hood, see if it's the right fit for you. And, you know, I'll link will be in the show notes too. So make sure you check that out also. Any parting words? Yeah, I'll just add to that the like stressing if in case listeners don't, you know, don't know what comes with my agent classes. You're, you're weekly coaching sessions that comes apart, part of this, right? We've merged forces, but I don't want anybody listening to think that that means that you're somehow less involved in this. Oh, right. Yeah. You're still at the helm, coaching people on how to do these classes every single week. They just now have some additional access to support and technology to help with the other pillars of your, of their business like your team to support you. You can't see it behind this lovely orange curtain, but there's a whole team to support you in, right? Getting up and running with not only the managing classes and getting referrals within the first 30 days, right? But also all the other stuff the marketing automation consumer direct, like whether it's a lead funnel you want to do from social media, whether it's paid ads that you want to do, whether it's how to optimize your, your five star Google review process, like all of that is done in high level and more. So I'll say it one more time for the kids in the back. Empowerelo.com forward slash my agent classes. All right. Sounds great. Hey, man. Hey, listeners, you know what to do? Like this episode, check the link of the show notes and we'll see on the next one. 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 convert agents into referral partners. Plus done for you proven marketing materials and plug and play content to make promoting your class, getting agents, butts and seats, partnering with affiliates, real easy, but that's not all. You'll also get access to our weekly mastermind calls with top L.O.'s 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, upload 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 mortgagemarketing.pro. you