"Members-Only" Mortgage Marketing Pro Coaching Call

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Go check it out right now, visit LOKestudy.com and download your free copy today. Hey, what's up, listeners? Jeff Zimfer, host of the mortgage market radio podcast. Hope you're doing fantastic. Let's get right into the content this week. I'm going to mix it up and do something a little bit different. Normally, you hear me before we get into this special guest. You hear me share some wins of the week from our mortgage professionals inside our mortgage marketing pro membership, where largely what we do is help you with a loan officer become the go-to lender in your local market with real estate agents and attracting agents, getting conversations and getting referrals every single month like clockwork. We do that by helping you the loan officer lead with an educational platform that differentiates you, helps you rise above the noise and simply make more money. Now, today, what I'm going to do is, first of all, I'm going to share with you a couple of recent wins that we've had. This is from Carmella. Again, she hosted a chat GPT class last Wednesday, so far, at least last time I checked with her last week, she had two appointments from that. She got in front of a bunch of agents and they're spreading the word to all their offices and likely what's going to happen is Carmella is going to be invited into one of those real estate brokerages to come teach that class. Here's Liz sharing that she just got a purchase contract for $6.75 and $1.710, both from realtors that she met hosting classes in the month of March. Hey, that's like one point, whatever million, coming to her by way exclusively of doing classes. The list goes on and on. Here's what I thought I would do here is I would share with you a glimpse into the weekly mastermind and coaching calls that we have every single month with our mortgage marketing program members so you can kind of hear what goes on and recently the call we had just last week, there was so much so many nuggets in there of sharing that I thought the best way to help you learn more about what we do and if this is a potential fit for you, then you know what to do. You can go to mortgagemarketing.pro and schedule a call with me. There'll be a link somewhere in the show notes to go to mortgagemarketing.pro and schedule a call if you want to learn more about this incredible community of mortgage professionals around the country and how we're executing every single week in your local market to build your brand awareness and get in front of agents and scale your relationships that lead to referrals. So what you're going to hear is some clips of the Friday call that we do every Friday, 10 o'clock Pacific, 1 o'clock Eastern, where we come gather from around the country and we talk about as a matter of fact, what I do is I open up the call usually two or three times a week, we open up with a video that has a message whether that's motivation, whether that's discipline, whether that's grit, whether that's mindset, right? We try and set the stage for making sure that we're in the right place mentally, right? You'll be able to continue to move forward against the resistance we all face in our lives and achieve our goals. So I think what you're going to hear on this first clip is that video, which is about three or four minutes long, but it's really inspirational. So do yourself a favor, hang out, listen to that video. And what we do oftentimes on the calls, we take the ideas from that video and we unpack them. We share what's our one big takeaway and we go around the room, right, the virtual room because we meet on Zoom. And so we go around the room and everybody shares what their kind of key takeaway is and what how it's impacting them for that week and how they're going to apply it to their business. So you're going to hear a bit of that. And then what you're going to do is you're going to hear us kind of unpack what our members have been doing in their local markets to succeed in building their pipeline every single week. And this one, we spent a fair amount of time talking about largely what we do is, you know, go into our local market and we lead with education, teaching classes, be it in person or virtually. And you're going to hear some of the members talking about the results they're getting and the resistance they're coming up against, how they're partnering with Title S for Home Monty and how they're uniquely getting attention, how they're calling, right, brokerages to get in front of the brokerage offices and so forth. And so what I've done is I've tried to take the highlights of the best clips from this conversation that has multiple people involved with it. And by the way, if you're listening and you're a pro member, thank you so much. I appreciate you. I'm grateful for you if you hear your voice. Thank you for the contribution. If you don't hear your voice, it's only because it was for a sake of time. So maybe I'll do this again in the future. But once again, stick with this, listen to it to the end. And if there's something in there for you and you want to learn more, go to mortgage marketing.pro. Maybe this is a fit for you. Maybe it's not. It is not for everybody because it is a work program. But at least have a conversation and see if there might be something here for you. If what you hear over the next 30 minutes or so resonates with you. So without further ado, let's get into this week's show. All right. All right. Ladies and gentlemen, welcome to the Friday Pro Call. My big takeaway was, I think we're all stuck in a learning phase. We learn, we learn more in so many webinars, but we're not implementing anything. We're excited. We're jazzed up, you know, ready to fire off an all cylinders, but we've got to actually do it. Hmm. Anyone relate to that? Does that sound familiar? Show hands possibly. Absolutely. Yeah. There's a phenomenon where we're talking about like I'm going to do something. There's a dopamine release and it's like we've already done it, but yet you actually really have to do it. Just talking about it's not good enough. Yeah. That's very insightful. Emmett, thank you. That's interesting. Liz, if you want to answer that, you're very disciplined in your process. You don't question your schedule. Do you? No, because like the classes that I do, like I make, like I, they're scheduled out a quarter in advance. So that's why I keep harassing you and find the outline where the classes are because all of my classes are scheduled out literally three months in advance. And so then I always have now it's the first, second, and third Wednesday. I've been teaching classes for them for years. I like, like I don't know, I don't know how long I've been a member here. So whatever that is, but it's a solid, well, like four or five, probably five or six years. The thing is that I do say in the classes all the time, like, like finds, I'm like expect more from your lender than the basics and the closing your loans on time, giving you great rates, giving you great service. Like if your lender is just doing that, that's basic. Go find someone else. I'm like, it doesn't have to be me. That could be anyone else. I'm like, but if that's all they're doing for you, like that's the bare minimum, that's the bare minimum to show up. I think that's a good approach. You have to disassociate yourself from the desire to close somebody, right, and stop showing up to sell and add value, and you're going to attract the people that are going to be attracted to you. People watch, people engage, people lurk without you knowing with the content that you post and how you're showing up in your local market. Case in point is, Janelle, if I can shine a spotlight on you for a second because earlier this morning, you put that share in there, I'll go to the Facebook group and share it real quick. This is why you want to participate in the Facebook group, people. So here we go. And you know, you're welcome, obviously don't meet and talk about this, but you posted this this morning. Do you want to unpack this? By the way, if you don't mind, Janelle, why not? Sure. Sure. We have a consistent class schedule. At the very minimum, we do one Zoom class a month and one lunch and learn in person per month. And the lunch and learns have really were busting out of the room that we were using because it's caught on so well since we started going back out in person. So it creates just a really positive energy, but she had said, I did not even get a chance to talk with this lady in person. I honestly didn't even know she was at the class. We do have a really good follow up spreadsheet. And I usually do, we know how much production they do and everything. And I usually do start at the highest level production and then follow up based on that. So we just had a class, I'm assuming she was just at that one, which was Tuesday. And I didn't even get a chance to follow up with her yet, but she sent a referral, like an unsolicited referral. And he was like a perfect buyer, he's 760 score, great income, no debt, perfect funds. And just like that, you know, to show it up in my email box, just just from I think consistency of showing up. Right. And I want to unpack this a little bit because she attended one of your classes. She was impressed, again, that's brand. We do need to pack unpack that because I was saying to Grace, my teammate, I was like, I didn't really feel like I presented that well. But I did say to Grace, I was like, but the presentation presents itself well. So it kind of doesn't matter. Like I felt like I was a little choppy and just wasn't like as smooth as I like to be. It was like, it was so packed that I was kind of like standing in like a, you know, just a really tight spot and couldn't see the notes that well and all of that. But the presentation is just so impressive in itself and so informative. And I didn't really, it didn't need to be me that impressed. And I want to, you're making a great point there is I want to highlight that because I often tell new members coming in when they say, well, I don't know Instagram or your classic story, you know, about you didn't have a new channel, but you talked to class. Like you don't have to rely on yourself. You can lean on the content and that's what they're showing up for is to learn the content. You're just a conduit. You're just a messenger. So I'm glad you brought that up again. But let's think about what's happening here, right? When we talk about not chasing but attracting, I don't know if you know if she attended any other classes or was it just this one? I don't know because I didn't even get a chance yet. Like that was in there. I followed up with her real quick to thank her. Then I followed up with the lead because he had already emailed me like right before her, but I didn't see that. So I was going down to then I like made this person to tens your class. You don't even like no, she's there really, you know, you felt like you did a bad job. And yet afterwards, she's like my, my colleague Cheryl worked with you in the past. So what I'm assuming, maybe she contacted Cheryl and said, go, hey, do you know this general person, right? Yep. Because she was impressed with what she saw attracted to want to work with somebody like you. This other agent back to you up and says, yeah, she's awesome. And she sends you a referral out of the blue. Yep. Boom. Didn't even call you or anything. Just messaged you. Yeah. And let's, if you guys want to briefly, briefly, because I have other stuff to cover. Talk about partnering with title companies, home warranty, escrow, etc. And it's amazing. And I rotate mine. So depending again, I'm in Dallas. So I try to pick North, South, East and West and warranty title inspector insurance. And I can rotate them. So if one of them doesn't show up, but it's like I'm bringing the knowledge and the class. So I never pay for lunch whenever I do it either. And my title reps know like there's no shame or game. But I'll just call the next title and say, hey, have a kick ass class. Do you want to get a book solid and get 10 to 15 people in front of you? And they're like, hell, yeah, why would I not? So Bill, if you don't mind, I don't know if you can speak. I can't see your video. So you might be only on phone. But Bill, if you don't mind, I'd like to use our discussion for a talking point here. Yeah. That's fine. Jeff, go ahead. So Bill ran into the challenge, which I've faced in the past and I'm sure many of you have is, and that is that the title rep didn't see the value. Anybody face that? Sure. That exact thing. That's it. That was those words. And so I simply just went around, found a new title company and showed them the why behind it with the amount of people we've had in these classes. And now that other title rep is coming back and saying, well, we need to do classes. Why aren't you doing this? Why aren't you coming? So again, I flipped the script and flipped the mindset on it and just went to another title rep and said, here, here's why here's who I've had. And here's how many people we've had in these classes. Why would you not want to do a non-CE class? Can I chime in real quick? Yes, sir. So I just did an event two days ago for 90 plus agents that showed up. And there were 130 that RSVP, right? So I started promoting that one a month ago, right? So when you talk about lead time, it's not about how much time it is for you to start promoting the event. It's what does that follow up look like? Because we sent out email reminders, email reminders, hey, you know, confirm your head shot appointment, confirm this, confirm that, right? But what ended up really nailing it down was the text messaging that went along with it, too. And the calls, right? Hey, I didn't hear from you yesterday. I sent one out the like two days before via text, hey, just a reminder, are you able to make it? Are you bringing anyone, right? The next day was, hey, I, I, you know, anybody that I didn't hear from, hey, awesome. I didn't hear from you. Are you, are you able to make it, right? By the way, if you have a loan estimate that you need to bring and get, you know, quoted out, bring it on. Let me know. The next morning, 5 a.m., today's the day, right? Are you able to make it? And so the list just kind of shrinks and shrinks. And anybody that says, yes, I had a pre, you know, saved deal. It's awesome. See you there. Here's the address. We're starting at this time. Man, don't wait until you build this following to start doing them in person. Like just start doing it and be okay. If one person shows up because the best thing that I can tell you that happened for me was man, showing up and there being one person in there is no different than you having a coffee with that person, right? But the deal is if one person shows up, they have an awesome experience and you're able to then workshop it out and spend dedicated time with them, they're going to be so much more invested in you and what you and what you did. Leverage your insurance partners, leverage whoever they want your business and they want whatever they can get. Man, like I didn't drop a dime on these things. I just call my insurance buddy. I said, hey, I'm doing an event in Winston Salem. I'm doing an event in Charlotte and I'm doing an event in Fort Mel. Do you want to sponsor any or all of them? Said cool. I'm in for all of it. Some of my best and what I mean best, what I got the most production out of were not the ones where 30 or 40 showed up, were the ones where you had eight or nine so much so that the title company that I'm now doing this with who's sponsoring this, they're putting us in a room that basically holds about 15 max. And I'm okay with that because I don't want to deal with 80 realtors. I'd rather deal with 10 high producing realtors or 10 realtors that I can go deep with. So the way I host it and depending on where you are, predominantly what I do is I and where I found my kind of footing to do these and now I host, you know, 50 to 60 agent classes a year, right? And that's all that's where 100% of my business comes from now. I don't do anything else. And so what I would tell you is call the managing broker, call the broker in charge of the real estate office that you work with because predominantly the way they're paid is on recruiting and say let me highlight the culture you have at your company. Let me help bring other people in that you maybe otherwise wouldn't talk to and allow your and then you get the broker in charge there to then be able to network with people, recruit them or whatever, right? And then by the way, get them to give you access or get them to download or share with you. They're broker metrics tool that shows all the production and say, you know what? Who's on your short list? Who are the agents at other companies that you want to target? And let me help you bring them in. Let me do your job with you, right? So now you're not just some service provider. You're invested in them growing their business. And with margin compression, every owner at every real estate company is fear, fearful, scared, right? They're making the small potatoes when they were used to something over the last two years, right? And so they're getting angsty because reward banquets and all of that aren't as, you know, lavishes they used to be because they're dealing with the budget here and now not what was two years ago. That's some good info there, man. Thank you. Yeah. 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 of that you're in a place in your business where you simply need more purchase loans. You need to fill your pipeline with purchase business. Just face it, agents are still a solid pillar of business and sources of purchase business for you. Well, good news. Our mortgage marketing pro membership helps loan officers like you close more loans without the hassle of chasing agents or cold calling done for you agent classes, expert training videos, a marketing automation platform that automates the entire process for you, everything you need to build your personal brand in your local market, attract and convert agents into referral partners. Plus done for you proven marketing materials and plug and play content to make promoting your class, getting agents, butts and seeds, partnering with affiliates, real easy, but that's not all. You'll also get access to our weekly mastermind calls with top 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 uploaded into our platform for you. So you can get off to a fast start in reaching actually productive agents. So what are you waiting for? You can check out more at mortgagemarketing.pro, see more of the success stories there. And if you feel compelled to do so, book a call, we'll have a chat, we'll see if it's a fit. Don't miss out on this opportunity to take your mortgage business to the next level right now. Head over to mortgagemarketing.pro.