PRO Member Gets Referral With Every Agent Class

Hey, it's Jeff Zimper host of the mortgage marketing ratio podcast. Thanks for tuning into today's episode. We've got to go run for you. Before we get to that, want to remind you you've tuned in here because this is the place that we help loan officers get more agent referrals so you can become the go to lender in your local market. What we're doing is helping to change the narrative and help you to leapfrog the usual stages of loan officer, which is solicitor, inventor to becoming partner in peer, helping agents solve problems. How do we do that? We help you implement a proven system for attracting versus chasing agents, closing more loans without having a call call agents pay for leads or ever wonder where your next deal is coming from. You can learn more about that at the mortgage marketing pro membership mortgage marketing .pro. That's what we do. Today, we're going to be bringing to you highlighting one of our special guests who is Carmella McGonagall and she is a mortgage branch manager out of the Pennsylvania area and she is a mortgage marketing pro member in her local market leading with education teaching agent classes. And I'm bringing this to you because more and more people are reaching out to me over social media and they're booking a phone call with me to learn more about our platform and how we do what we do. And I figured, look, you've heard the case study from Chris Cogill. Perhaps heard the podcast episode with Glenda White, right? And so you heard these results, Chris Cogill, 36 million in 2022, Glenda White, doubled their business. And now I bring you another one with Carmella where she's unpacking how teaching agent classes have impacted her business in terms of creating more awareness, more engagement and conversations and ultimately more closed deals and more income for her. And she's going to kind of unpack her experience and working with us in doing that over the last year roughly. So if you like what you hear and you want to check out more, you know what to do, book a phone call with me, go to mortgagemarketing.pro to check it out. So let's get into this week's, you know, I want to start with, yeah, like, you know, if you go back to how you got connected to me, what was for it, you know, the challenge or problem that you were facing that led you to think us out. Yeah. So I was trying to think of that when I originally, originally started listening to your podcast. So I think it was, I don't know, time goes super fast. But we like four or five years ago, yeah. So the previous company that I worked for, she, the CEO was a big fan of you. And in one of our sales meetings, she said, you know, you got to listen to the sky. You know, you can definitely get some takeaways and I don't even know what a podcast was. I was like, okay, it's like automatically on my iPhone. So I'm like, all right, I'll start listening. And I had, you know, a 35, 40 minute ride to work every day. So I will put you on instead of, you know, the radio. But I instantly like started taking away things, you know, as far as, you know, guests you had on there that maybe had a cool idea, you know, how to send out, you know, certain marketing things or divorce lending or, you know, just certain things to be different than somebody else. So I listened to you for a while and you did talk about the agent classes. And at the time I was in house with another, actually, two other mortgage companies in there. But they had 300 summer realtors, really no support kind of were all over the place. So when I was trying to have my classes, it was, well, we don't want to get the other people upset or we don't want to, you know, cater to you and tell people to go to your classes when there's two other mortgage companies in here. I'm like, well, they're not doing the classes. So long story short, I no longer was with that company. And I started with advisors mortgage about five years ago. And I was just like, I'm going to do these classes like I just kept saying. And it's in my head. And now it's, you know, 10 months later and COVID hit. So I was like, so I'm more of a in person person than zoom and all that. I'm not super techy, but I tried it. When you posted the one about 10 ways to get more listings, I promoted it. I did the whole thing. I practiced and practiced and thought I had a down pat. And I had the class and it was pretty decent turnout. I actually had like maybe 13 people. And it's awesome. We have so much fun and it's my new like favorite thing. I really look forward to my classes as much as now my agents do. So what made you decide to start doing agent class? Because you've been in the business now all 22 years, 22 years. Yeah. And so three years and then I went into sales after that. Yeah. So what for you? Why did the like the light bulb or something go off about agent classes? I think it's when I was just listening to your podcast. And I was just listening to, you know, the success stories. And I just wanted to be different. I wanted to do something where I consistently can do it and make, build the relationships with these agents. And I just needed to start doing it. And that was my biggest like, I was nervous or I, you know, if I was going to mess up and then, you know, just hearing everybody else in the group. It just really made me feel a little bit more at ease, because they were messing up too or we're not really noticed. You know, it was just like, I was going to say that, but I'm glad you said it. Because every else is messing up too. And we just go on. Did you choose to do classes for a biz dev reason? Meaning, you know, adding loan production or relationships, were you looking to grow your full partners? Yeah, I guess kind of both because I was building a team as well. So I wanted, of course, to bring in more business. So I could share it with my team and show them, you know, how I'm being successful with it. And maybe they can start having, you know, branch off and having their own. But definitely I wanted something where I can strengthen the relationships with agents that I did know. So then what do you think teaching the classes has done for you, right? To help you become better known or grow production? You know, definitely better known my win of the week. I was going to post this week was woman, Robin camera, huge agent, probably has three or four agents on her team. Been doing it for 40 years. Her son is actually a loan officer who I tried to recruit at one point, but, you know, he's doing his own thing. But I've been inviting her and her team to my classes and they're in my Q and A group, my Facebook page. And I see that they're seeing everything and they do reach out here and there, but they haven't come to any of my classes. So I ran into them at a networking event last week. And when I was leaving, she pulled me aside, she's like, no, no, come here. She's like, um, we want to take you out to dinner. And we want to know this chat thing, like this chat class you had. We don't know what it is. And everyone keeps talking about it. And oh my god, you had to go to check Kermel's chat class. And like, they weren't even saying it, right? Right. She's like, but don't tell my son, yeah, without anything. She's like, I have two more agents coming on the word. Like, it's going to be like five of us. Is that cool? I'm like, yeah, great. So we have dinner set for next week. She's like, well, yeah, dinner. And yeah, so that was like really cool. Like, even though I knew her and she knew me, she, I mean, there was never. You know, even when I was inviting her to the classes, I was like, she'll never come. She'll never come. But that's like very exciting. Can you attribute this? I know this is one of those self-serving questions. So I apologize, but can you attribute actual loan referrals, you know, relationships and all that dotted line, let's say versus, you know, dotted line to the classes you've been doing. How much more business I've been getting? Yeah, I mean, can you quantify that at all? In any way, or does that happen post class, you know, people are like, oh, I have somebody to send you. Yep, every class, every class someone saying, I just gave your number to somebody or, you know, they're handing me the person's name and number to call. So every single class, I have at least one. What were you doing before hand to, you know, prospect agents? If I can ask that, yeah. Yeah, just kind of pretty much trying to do, like, networking events or do, like, some co-marketing stuff with them. I'd sit in on their open houses, did a lot of bridal expos. That was my other one of my things with them. You know, how do you compare of all the things you've done and, you know, are doing bridal expos. I know it's a win for you, but other types of, you know, networking, whatever, don't try to broker previews, open houses, whatever. Like, can you compare that versus using classes as a platform to get in front of agents? Yeah, classes is definitely more effective. I mean, I just feel like I'm now building a brand for myself, throw it, honestly. Like, I'm the girl that has the real estate agent classes every month. And now it's been like 10 months that I've been doing them and I love it. Like, I enjoy it. I, you know, the agents, like, don't even, some of the agents like it because they're meeting other agents that are in their office that they never say. Oh, you know, I know you from Facebook, you know, it's kind of like a meet and greet for them as well. So they kind of make it more fun that way. But yeah, it's just been more, you know, just solidifying those relationships and just like, I feel more, I don't know how to say it like, it's not that I'm intimidated by some of the agents, but you know, it's intimidating like the business, you know, and stuff like that. And now I feel more like the one being intimidated, like the kind of thing. Right. You know what I mean? Like, I don't know how like the roles are kind of reversing that, you know, you're right, there are starting now to come to me. And it's like, do you have enough room in your class? Like I'm trying to make it more like we got a register now because the seats are filling up. Like they're calling me the night before. Like I didn't register, but, you know, is there another sponsor? Yeah, sure. Can I bring my dog? You know, like I had that one before like store, bring your dog as long as, yeah, exactly. I've had agents that have, you know, mastermind groups. And the guy, I know the guy very well who leads it. And he called me one day and was like, you know, I just want you to know, I really like what you're doing, like what the class is, everything. But um, your one class is the same time as our mastermind class. And I was like, all right, I thought he was going to ask me to change it. Like that's the kind of guy he is. He's like, so we're going to go to your class instead. And I was like, okay, he's like, I think I just about the Google, my business page. Yeah, do you do yours on the same, same day and time every month? I do the first Wednesday of every month, same time, yeah. Okay. You think that's helped in kind of becoming a thing, right? I think so. Right. Do you have a private Facebook group of agents? I do. How many is in that roughly? So I have a hundred and sorry, three now. Right. And so is that a source of engagement for you as well? Yeah. Okay. I like that like, you know, I would say before they might not always like or comment, but they're watching, you know, so I can see how many, I can see who's seen my posts. Are you doing anything with your class content in there? Yeah, like I would say, um, you know, if you missed my class and then I'd set, you know, for example, the Google checklist. And you know, I missed my class and, you know, whatever we gave out these Google checklists to get you started. If you're interested in a copy of the checklist, like, I don't give it right there. You know, inbox me or give me a call, a little chat and would you, how would you rate your investment or how do you feel about like, you know, your participation in our, in our platform in terms of value to your business? Yeah. 100% seriously. Like I, like when I say it's like my new addiction, it really is. I get excited. I want to post it. I can't wait to see how many people are coming. I like the feedback. It's giving me more confidence with talking with these agents. And like I said, I feel like the role has been reversed after years of just trying to like, piss ass or do it, you know, I can kind of like relax from it. You know, they're the ones like, you know, can we come to your class or can you meet us for dinner? Can you come to my sales meeting with my team or, you know, like they're reaching out, whereas like, sure, sure, you know, like any time or, and I even ask them, like, what more did you want to know about this? They're like, no, this is perfect. This is exactly, you know, this is great. So I thank you because and the group, because like when I have those days where I do get frustrated, I don't feel like I'm doing it right or something, like, it's just another boost of confidence that just keep doing it, keep doing it. And this really is the only thing that I've been super consistent with in a very long time. Like using my divorce thing, like I got certified as a divorce lender five years ago. And I did it for a little bit. And then I got busy and I stopped and this and that, like, this is something like where I'm not, like, it's just going too good that I can't not do it. All right. Well, look at, I know you're busy. I've kept you six minutes past. I'm grateful for your time and I'm also grateful for your participation in our group. You are always a positive spirit and a positive tone that comes in. You've always got something good to share for a win of the week, even though we all face challenges every single week. So I can't thank you in that for being part of our group. No, I'm very appreciative. I thank you. So. My pleasure. My pleasure. 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 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. One for you agent classes, expert training videos, a marketing automation platform that automates the entire process for you, everything you need to build your personal brand in your local market, attract and convert agents into referral partners. Plus done for you proven marketing materials and plug and play content to make promoting your class, getting agents, butts and seeds, partnering with affiliates real easy. But that's not all. You'll also get access to our weekly mastermind calls with top LOs, authors, speakers and coaches to learn the best strategies to grow your business right now in today's market. And as an extra bonus for limited time for all new members, you'll get access to a database of 200 agents in your local market that have closed anywhere to from eight to 50 transactions in the last 12 months and we'll provide that list uploaded into our platform for you. 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.