Sneak Peek Inside Members Only Mastermind Call

Hey, listeners, what's up, Jeff Simphur, your Hubble host of the mortgage marketing radio podcast. Thanks for tuning in again. This is the place where we help mortgage professionals get agent engagement referrals at scale without begging chasing hang for leads or selling their soul. We do it by leading with education and helping originators move from the bottom of the pyramid of solicitor and vendor to the top of partner and peer. And how do we do that? We lead with education. That's right. We provide content resources to our local real estate agent partners to help them solve problems in their business. Matter of fact, I got a brand new story for you coming from our mortgage marketing pro members Tiffany Sackston was up Tiffany. Congratulations. Tiffany just completed the three, the third series. We have a three part Reels for real estate class. So she hosted part three of the Reels for real estate class. And she decided to do something smart. Now pay attention here because these are the kind of ideas that come about by our weekly mastermind and coaching calls, which you're going to hear today. But stay tuned. So here's what Tiffany did. She decides to host the Instagram Reels class, right? She does the three part class series, which is by the way, is very smart because it allows you to build engagement and following and brand awareness repeatedly over time. So every class she's done since doing these three classes. There's a larger and larger turnout. And I'm just reading her comment in our private Facebook book. It says Facebook group says I'm starting to meet new agents that are now looking to partner. For this class, here's the billion idea for this class. Tiffany decided to co-host the Reels class part three of the class with a top producing agent who tripled his business by using Instagram Reels. So think about that. Maybe you're not great on Instagram Reels like me, right? Maybe you don't, maybe you feel like, oh, I can't present this topic because I don't have thousands of followers. First of all, I would say you come into our program, we're going to change your mindset about that number one. But number two, back to Tiffany's idea, how smart is it for her to identify a local agent who's doing well with Instagram Reels? And she reaches out to that agent and says, hey, I'm hosting a class for local Reels agents. You are obviously crushing it on Reels. Would you be open to coming and sharing your journey, your story, about how you're succeeding with Instagram Reels? Mind blown, right? Think of all the things that are happening there. She gets to reach out to connect with an agent. Most agents that are successful at that level that are doing good stuff on social media want to share and are willing to share. And it goes off like gangbusters, right? So they co-hosted the event together. The agent actually went live on Instagram during the class. And because of that, Tiffany now was able to tap into that agent's network and immediately five agents sent Tiffany a DM since watching that live stream that the top agent hosted and decided to go live for some point during that class. Folks, that's called leverage, right? That's called free marketing. That's called the power of collaboration. Tiffany is just getting started. So congratulations to you, Tiffany. So that was just one of the ideas that came out of one of the recent private mastermind calls that we do. And in the spirit of sharing, right? What I decided to do is let's share a recent call that we had so that you can hear for yourself, what are some of the ideas that we are sharing in our private group, our small group? What are some of the things that we're working on? Where are we getting better? How are we getting traction and engagement with Reels data agents? How are we growing our business and getting referrals? What activities are we planning and putting in place for the stretch here of Q4? So what you're going to hear is me entering this conversation more already a few minutes into our call. And so I'm going to cut into the call here at a certain point that I think is impactful and valuable for you. And then you're going to hear a lot of other members sharing, right? You're going to hear me ask them about some of the things they're doing, their activities, their local market, the results they're getting, and they're going to come to the call and share. And look at one of the reasons why I do this, especially two reasons. One is you listen to this, you're going to get ideas. I mean, the Tiffany idea I just gave you, right, is an idea you can swipe and deploy for yourself. Secondly, you're going to hear ideas talked about in this private member's call that you can also take swipe and deploy, okay? What is the saying I heard, right? Good artists, borrow, great artists steal. I don't know if I forget what it is, but you guys want them to say it, get what I'm saying, right? This book steal like an artist. Guys, swipe these ideas. Lastly, are you looking for a place, a community that you can become a member of and actually get better, where you can have a place to not only share and learn and grow, but a place that's going to encourage you and hold you accountable. Are you looking for more engagement and referrals from real estate agents? Are you looking for more ideas in social media? Maybe this is for you. You want to learn more? You can go check out mortgaredmarketing.pro. What could call with me? And we'll have a conversation. We'll see if it's right for you. Mortgaredmarketing.pro check it out. And so let's get into this week's show. So this was one of the takeaways that was in that video from 2018. Q4 hustle equals Q1 muscle. What does that mean? Q4 hustle equals Q1 muscle. It just means that the activities that we're doing right now, Jeff, are going to come to fruition three, four months from now, right? Because all the activities that we're seeing right now, all the closings we're having right now, all the relationships that BM built were all done three, four months ago. So all those people that are going to take off, there's a lot of real estate agents, a lot of lenders are going to take off the next 60 days. And then think that they can just come right right in January 1st with their 2024 business plan to be ready to kill it. And they're going to be three to four months behind already. And they don't know that. Well, they're absolutely well said. Well said, Travis, 100%. And we're going to talk more about the activities in here in a moment. It's interesting. I thought the class yesterday for Stuart title, the new class that you guys will be seeing here in a few minutes, which is master the market of the moment. And I was asking the title reps a couple of couple of questions. And they were actually echoing that exact sentiment that that some of the vibe from real estate agents is that they're just taking a time out until December or January. I see a bunch of heads nodding. Yeah. And so those aren't necessarily, I mean, that's just is what it is, right? I don't want to get all like are those agents we want to work with and all that kind of stuff. We all know that that, you know, the very successful agents aren't doing that. That's not the game they're playing. That's ultimately who we want to get in front of. That's a process. However, to Travis's point to the, right? Comment about Q4 hustle equals Q1 muscle. Don't fall into that trap. I mean, yes, holiday season is coming. Yes, we're going to have other things going on in distractions and think like that. But more important, this is why I opened up was this is a serious time. And I mean that. The market is challenging. Interest rate or challenging. Inventory is challenging. Mindset is challenging. It's all challenging. As a matter of fact, yesterday in front of the agents, you know, when everybody's like bitching and moaning complaining about the market and things like that, what I said to them is what, hey, guess what? Everything's hard. Getting 10 offers on a listing is hard, right? Getting your buyer off or accepted is hard. This is hard too. Finding the truly motivated is hard. Finding the frigging diamonds at the deals in this market is hard. It's all hard. And by the way, I see you guys commenting, second jobs, all kind of stuff. Look at people got to feed their families too. So they're going to do what they have to do. And no judgment there, right? I don't immediately call that a bad agent, okay? All here's what we got to do. We got to keep playing our same set, our music set, our set list. If you know what I mean by that. So like, you know, I'm a love music, love going to live events. And if you think about like these bands, right, they have a set list that pretty much stays the same throughout the most of the tour. Yeah, they mix it up, paint a few stones here and there. But bottom line is you got a set list that you need to play and repeat over and over again. Yeah, just need to keep playing offense, man. And so let's talk about what that offense is, okay? This is your scoreboard from here on out. This is your Q4 hustle. That's going to create Q1 muscle. And I'm going to, you know, really pressure you, could Joel, you maybe antagonize you to actually do this and create a calendar and create a scoreboard and a schedule. Meaning, how many weekly conversations do you want to have? And I would say you need to have more than the normal, obviously in this market, right? And those are with prospects, partners and clients. Do you have a weekly goal? Do you measure it? You know, there's the old saying, which is that what gets measured improves. And that what, which gets measured and reported improves exponentially. What is DSP, baby? Daily sales process? Daily success plan. Daily success plan. Okay, cool. I also like DMO, daily method of operation. And so if you're not tracking this, how do you know you're on track number one? But if you track this and now you report it, you share it. It's out on your wall or whatever. Accountability partners. We got some accountability partners in this group. Janelle, we want to learn more about the accountability thing you posted a week ago. Remind me to not leave the scene without talking about that. And I know this sounds like obvious guys. But so is like, you know, working out. So is staying no to that friggin extra piece of cake or to all the friggin usual, the fundamentals, right? I still have it on my board. Be brilliant in the basics. That's been up there for a year. I don't care what scenario, what metaphor you want to use. Football, right? I mean, how many times do those guys run the plays in practice so that they can perform it on the field in the game? Over and over and over again. Why does the military train, right? Because in the moment of battle, you can't stop and think, what do I need to do? It needs to be automatic. Jeff Nunley, you need to ramp the classes back up. You could use an accountability partner. Well, today starts day one of that. But if anything, you're going to walk away with here today, is you put together a schedule for yourself on your calendar with a target of weekly conversations and how many conversations from each of those categories. And if I'm forgetting a few, you add your own. If anybody wants to, like, you know, how do we support each other in this? How do we hold each other accountable in this? Let's definitely talk about that as we go through this here today. The next thing is events and classes. Obviously, for Jeff's comment just now. So we know about the age and classes. Obviously, a few weeks back, I talked about you guys planning out the rest of your year for the quarter for your classes, whatever that frequency is, whatever that looks like. You should have that built out already. I know Mike Del Prado guys, because Mike's on hold was switching over to the new platform because he's got his classes built out. Which is awesome. But don't forget about the holiday event, too. Right? I mean, we're doing business with people, right? It's about relationship. It's like, we want to also, we want to, it's about how we make people feel. So we want to enjoy doing business with other people. So don't forget the opportunity to spend some quality times people if that's a holiday event, or if you're doing the sand in the park thing, or whatever that, does anybody do those kind of things by the way here? On the mortgage side, I'm curious. Greg, I see you're setting up five classes for each other email. So yeah, I'm going to come back full circle and see how we can hold each other accountable. Obviously part of the group is that, but let me pause on that for a second. I'm curious if you guys do any types of, you know, how the realtors do these like, you know, sand in the park type stuff? Anybody planning out of holiday? I'm planning a February one for a client and realtor appreciation event, like a winter themed celebration. Cool. And that's in February, right? Yes. A winter themed event. Okay, so how, you guys are promoting that to both of your databases? Yes, to clients and agents. Since agents are really our number one client. Okay, you're doing it together. You're inviting agents. Got it. Yep. Very smart. Very smart. Relationship. Julie, she does an annual Santa meeting in the coffee company. Your agent owns and you invite all past clients. Photos with Santa. Absolutely brilliant. Pat picks with Santa. Smart Christie. I've seen that one done. Oh, I like that one. Pumpkin patch appreciation. Toy drive for your office for veterans. Partnered up with salute to service. So this might be interesting for you to think in your head, or maybe, you know, this afternoon, take a few minutes and think about who are the top three, maybe five agents that you enjoy working with the most, who are, quote unquote, people persons, right? Who might be open to doing something with you like this? And, you know, they've got to be worth your time. It's like, let's not get a freaking bottom theater to do one deal last year, right? Let's get somebody who's got some business, right? But maybe you want to think about just, hey, calling them and asking them, hey, just curious. We're heading into Q4 holiday time. Normally, at this time, right? People start to think about doing events and things like that. I'm just curious, John. Do you have an event plan coming up for the holiday time at all? So, see, Liz Reese, she partners with an agent. It does grinch instead of Santa. Yeah, I used to work with coach that with somebody at movement years ago who did that as well every year in freaking rock. You can get your underwriter to dress up as French. So, seriously, guys, take this one idea. If at anything, it's an excuse to call some agents. Remember, conversations leave the contract, okay? Love those ideas. And as you guys are doing these, by the way, over the next coming week and stuff and you're starting to prepare and you've got opportunities for pictures, please share those in the group. You're already going to be sharing them on your social feed, right? Yeah, these are all videos, social posts, opportunities for you. Hey, Jeff. Can I mention something real quick, too? Yeah. I think it's important that Liz and I were kind of talking about this the other day, but we should follow each other on social because, you know, I stole something from Liz the other day and it went crazy on my page. And I'm sure people have stolen stuff from me that's gone crazy on their page. So, we should be following everybody and just stealing each other's ideas and using them. We're in different markets, even if we're in the same market, we have different spheres. So, there's a lot of ideas and posts that we could do that could help each other out. And I don't care if any of you still from anything I'm doing. What's the idea you stole? Liz put those monkeys that were getting into that bag of stuff, right? And so she took something, so we changed it to when rates come down and rates are slowly coming down and more monkeys are jumping in and grabbing their piece of the food, right? So, those are huge. That started about 10 or 12 different real estate engagement conversations that we now have meetings with three or four of them. So, just little things like that that we can do to share with each other. I think it's huge. Smart idea. Yeah, I saw that video. That was crazy. But look at that's called being smart. Looking at that video, not going, oh, that's like in moving on, going, hmm, how can I use it? Liz, that video has 17,000 views. Wow. Fantastic. By the way, guys, I don't know if you've heard of this book. Feel like an artist. Ain't no shame. There's nothing original on the earth, right? So, it's okay to swipe and deploy. Hey, Jeff, I just did a happy hour in head shots. I know it's an oldie, but a goodie. And that was hugely successful. I mean, I had like 70 agents show up. The follow-up has been great. Of those 70, I would say probably about 60 to 65% of them are agents that I'd never interacted with. So, I mean, it was a huge event. Thank you, by the way. Sorry, Jeff. Dustin, would you call that again? It was head shots and happy hour. So, just bought several bottles of wine from Tosco and set them out. And it was one of those things where, you know, a lot of times, you have those happy hour events or networking events. And people just kind of come. They don't, they group up in their own little group. And, but this was, I don't know if like the head shot aspect of it really broke the eye. But people hung around. People really actually networked. It was, it was pretty phenomenal. I mean, I mean, of course, we do a lot of networking events with what we do. And this was one that was actually a successful networking event as far as people actually networking, really collaborating with each other. I mean, I've seen a lot of people that have, I've seen where they wouldn't had coffee or lunch or with other realtors with at different brokerages after the event. I mean, so I consider that a hugely successful event. Yeah. Yeah, thank you for bringing that up, Dustin. I remember I think you and I talked about that, but my memory serves you. Yeah, I think I think we talked about it on my onboarding call. So, yeah. And so you're right. It is an oldie but a goodie. It's one of those plays that can be done several times throughout the year. 70 agents show up. I mean, let's just say it there. Can I ask you about it? Can I ask you about that? Go ahead. Sorry, I didn't interrupt. I'm just getting in the car. Did the photographer, did you pay them or was it kind of a like networking thing for the photographer as well? So, a little bit of both, the photographer gave us a huge discount. I partnered with a title company. And so the title company actually is who did a majority of my majority of the inviting because they have such a large list of people. But because of that, now I have that entire list of people as well. And so we were really selective with the groups that we did in all high producers, people, agencies that we really wanted to work with that we hadn't gotten to in the past. And sorry, I'm parking trying not to hit something. But yeah, so the photographer gave us a pretty good discount. I mean, she only charged us $500 for a two hour time slot. She didn't do any editing or anything on the photos. So I mean, just kind of a high level. But they turned out great. I mean, the event ended up being really good. I've had a lot of feedback. A lot of people changed their profile picture to the photo. She didn't watermark the photos, which I thought was very kind to her, which I think she could have. But yeah, I mean, it was really successful. And she's a pretty successful photographer in the market. I'm in Oklahoma City. She's pretty successful. But she did a huge favor in only charge us $500. And putting that with the paddle company was really helpful. And be able to say, hey, come get a free edge shot. That that your people in immediately. So yeah, where did you host it at? So the thing that I work for we actually have a co-working space. So we did it there. It was supposed to be inside the day ended up being phenomenally gorgeous, which in Oklahoma, we haven't been having that lately. It was like 75 degrees. So we moved it outside to a courtyard, set up a table outside, put all the refreshments and stuff outside, held it in the courtyard. It was it was beautiful. And it was a happy hour thing. So what time did you start it at? It was actually at one. So there wasn't actually a ton of drinking that happened. I mean, well, there were a few. I mean, they're still real safe. So it was at one. You know, I kind of posted it. I put it out there on my social media about two months before I hosted an ask when would you guys want to come to this and just kind of did a Instagram poll. And that two to four was kind of the sweet spot that we got. And so we hosted it from it was either two to four one to three. It was kind of come and go. We had some that showed up to the picture left, but I would say a majority of them really sit around and just enjoy the networking side of it as well. Brilliant, brilliant, brilliant. I'm just trying to look you up on Instagram. Did you post some of that stuff too? Yeah, there's a real, there's a real on there. My Instagram is just is the underscore AMES underscore. All right, I'm going to have a pretty cool photo on there. Yeah. Yep, just got it. It should be at the top of the page of the real of of what I was sitting here. I'll share this right now just so people can see it. And then you can also follow him as well and check that out. Real quick here. Okay, so here's Dustin's Instagram. There's his handle up there at the underscore AMES underscore. So I'm on his reals page. And so these are the actual, this is one of the reals for the headshots, right? And so the... Yeah. That was not good. Yeah, great. Great lighting. Okay, now a couple of highlights I want to make here. Number one, like the overhead and cost for this was minimal. Like even if you did spend 500 or a thousand bucks, it's still worth it. You got in front of rep was it 70 agents? Yeah, 70 agents. 70 agents. Most of whom you didn't know before. Yeah, I would say 60 to 70% of people for ones that I had never met before. You did a video about it, right? Yeah, that was probably about two months before, a month before. Yeah, about a month before. And that was a title office with a guy toasting with my nephew. So again, I think there's some key points here, guys. Well, first of all, number one, you're tapping into something that we know every agent needs, and that's an updated headshot. So this is kind of serving what they know they need. You're facilitating what it's just kind of like when we do the reals class, and you're offering to schedule them to shoot their first three reals hooks with a videographer after that class. It's the same thing. It's like you're making it easy to get the thing done. That thing know they should do, right? So swipe and deploy this. This is one of those events that would be perfect this time of year. Yeah. So I'm looking forward to seeing all the posts from you in our Facebook group about your creative image for the headshot happy hour scheduled. You're going to share that in our group. You're going to have that ready to go, right? But I would say do this before Thanksgiving. You've got a window right now, basically 30 days roughly. Yeah, I mean, I think we're going to do it. What we talked about was doing it quarterly. I mean, there, I mean, it's kind of one of those things where we had a lot of feedback. One of the things that we're going to do is my bank actually, we have a a Santa Claus kind of what you were talking about earlier. And so I'm going to schedule a night with Santa where you can bring your kids and do hot chocolate and get with the Santa Claus. Our Santa Claus is really good. He's a phenomenal Santa. He's the real Santa. He is. He is. Cool. All right, so find a photographer. If you're married to one like Travis, that makes it easy. But there's plenty of photographers. You can find Google, Yelp, whenever. Talk to realtors. Who do they use as photographers? Talk to tidal reps. When and Jeff kind of mentioned something real quick. Yeah, so they're in my area here and say, there's a lot of people who do real estate photography for, you know, for homes, right? So what I would do is I would invite one of them and say, hey, this is your opportunity to be in front of 50, 60, 70 real estate agents who are going to have listings coming up or have these. And you're going to do the headshots, but you're going to need to do them for free. But this is an opportunity for you to be in front of all these agents. So that's what I do. That's a great point. Yeah, I mean, obviously, it is an opportunity now. I wouldn't I wouldn't say no if they charged you, right? A fair amount because to your point, yeah, it's a great exposure opportunity for that. Yeah, but just call and ask them like, hey, do you want to be part of this? Right, exactly. Hey, yeah, I'm putting this together. And then let them get to the whole price conversation if that even comes up. Yeah, you know. Okay, I'm just reading the notes here. Cool. All right. And yeah, you guys, the cool thing about this is you get some updated headshots too, right? Our social posts or whatever the hell you want to use it for. Okay, so who here's going to do that idea? Yes. Raise a hand. Raise a hand. Touch the screen. You're healed. All right. Hey, the new guy brings us out of you. New guy, look, everybody. Welcome, Dustin. I didn't I didn't even ask that on the skull who's who's first time around the skull. Sorry, I normally ask that everything a week. Dustin, obviously, I don't know, boy, if you're first time or not. I can't see everybody, but great share. Great share. And by the way, last thing he said, don't forget, you can play that game. Run that play, I should say, every quarter. Yeah. Think of the awareness that you would build. I mean, we build the awareness with the agent classes and stuff. If you think of the additional awareness, you're going to build. And by the way, this is an event for Dustin's point. Do I think more agents would come to headshot happy hour than a class about Instagram or else? Probably. Yeah. So add that to your roster. And maybe in the coming weeks, we'll have some templated images or something in camp before you two. Okay. Nice work, Dustin. Yes. Thank you. Let me get back to our few four playbook here. Sorry if you hear my gardener. Okay, weekly conversations. This is your scoreboard. Have a goal. And by the way, the goal is conversations, not calls. Calls are pretty much useless. It's all about talking to people. Events and classes, we covered that. Lastly, I would urge you to also have a calendar of frequency of posting content. What does that schedule look like? This is me coaching me once again on this. I think this is one of the areas I suck the most. Is consistent social content posting. I'm working at getting better at it. I'm going to the gym and I'm getting abused in the social media gym with my videos and posts and engagement. Some well aware that this is a weakness for me. Yet, I also know how important it is. Because, let me ask you guys here. I know Travis. I know some others. Probably Kevin. Both Kevin's. Tiffany, I think you as well. Who's gotten at a minimum agent meetings and conversations or deals from social media? Show your hands. Okay. Look at that. About half the hands on the screen just went up. Now, for those who's hands didn't go up, would you like to be raising your hand three months from now? And say, yes, I've gotten deals. I've gotten realtor meetings from social media. What's the difference, guys? Who wants to volunteer for you guys who've gotten engagement or deals from social media? How would you coach the people who haven't done that yet? I can speak if no one else wants to. I know I speak a lot. So, sorry. Please. And I'm not saying this to be boastful, but we're probably going to do about 4.6 million. My team is this, this month. And I would say 4 million of that has come from social media relationships I've built in the last six months. And what's the key, though? What have you done? Like, you started over here. And now, you're over here, right, frame. What's led to that? Doing it once in a while? No, so we started posting four to five times a week. And we started, we started this October 2nd of last year. That's it. And we were posting four to five times a week, maybe three times. So there was some consistency there. We just didn't know what to do, how to do it. And this last two months, we're posting three months. And this last two months, we're posting about three times a day. So just different content, talking head videos, some funny stuff. So we're doing a lot of content. So, and it's ramped up dramatically. Our engagement is crazy. We've seen 150,000 views per month. So just consistency. And we make it a non-negotiable. Just like doing these classes should be a non-negotiable. Calling our agents every week should be a non-negotiable. It's not for a lot of us, but why? It should be. And so social media, social media, video content should be a non-negotiable for you. And if it's not, you need to make it that way. Do you remember that? Yeah, go ahead. People are going to ask you some questions. Are you posting on, well, what platform do you use most? And are you posting on the personal page or the business page? Yeah, so we made a, sorry, we made a James.n.travice page for Instagram and TikTok and Facebook. But we collab with ourselves. So I collab with my personal page and James' personal page, right? So we post it everywhere. We mainly use Instagram. That's where our business is coming from. That and Facebook. But we still post a TikTok, YouTube shorts. And the other platform is occasionally linked in. I think linked in stocks, but it is what it is. So we mainly post to those four. We're not getting much from TikTok because we're just not that cool yet. But Instagram and Facebook is where it's at for us. Okay. Thank you. Is that coming from the agents or is that coming from direct? Yeah, Kevin, just like a lot of loan officers, I was tired of working with agents, hated them, hated the ones I was working with. But so we went into this a year ago thinking we're going to get a lot of consumer direct business. It's going to be great, consumer direct. And we are getting some. But what we realized more than anything is that we are now working with agents that we get to choose who we work with. And they're the ones saying that's business. So I'd say 95% of the business is real estate still driven and 5% consumer. But again, we switched that mindset. So now we're working with agents that we enjoy being around. Are those local agents or those spread out? Like what's the obviously social media is all over? Yeah, those are just my market. So I'll put our Instagram in there. You guys can check it out. But we are following 2,000 more agents that are following us. I'm following 4,500 agents. And I'd say 4,600 people, 4,300 of them are agents in my market. So that's all we do. And the outward engagement is what we're doing to get a lot of business from them. All right, we'll hold on right there. You just dropped one of the key things in your strategy. The outward engagement is how you're getting a lot of the deals. What does that mean? Well, I'll put this in the comments as well. But we use the boards app to do a lot of outward engagement. It saves me a lot of time. But you can't just post in ghosts like a lot of us used to do. You can't post this stagnant little picture and expect to get deals from it. It doesn't work that way. So I spend about a half an hour a day, 15 in the morning, 15 at night. And again, this is non-negotiable of outwardly engaging on the realtors post. Hey, that's an awesome listing. Congratulations. You're killing it. Good luck at the Open House. I hope the Open House is awesome. And these are outward engagement that I'm doing consistently every single day, seven days a week for 30 minutes. And those things start DMs with real estate agents who are thanking us for the comments. Or, hey, thanks for believing in that, sir. Or thanks for the motivation. And that has built so many coffee appointments for us. Or now they're coming to our classes that we're hosting. Because they see the value that we're given to them. We're not we're not trying to ask for business on any of these things. We're just giving them encouragement and giving them value. And they see the value in that. And then they send us deals. What's the boards app? Yeah, I'll put that in there. So the boards app, what's that? What that does is the boards app enables us to I can put some pre-programmed responses to everybody's comments or everybody's posts. If they have they have an Open House flyer, they just put up. I will comment through the boards app. It's a different it's a different keyboard you can have on your phone. And so but I have all these pre-programmed genuine responses like like that's a beautiful home. Good luck on the Open House. That's just a one button push. So I'm not typing it out every time. So these are all my responses that that I came up with that that are still genuine, right? But it's just a keyboard shortcut that saves me a boat loan of time. That would usually take me about an hour and a half to do all those engagement. But now it takes me about a half an hour. So. Okay, so you find that in the App Store. Michael Prado also says Chris Bap. Yep. This is cool. I've not heard of either one of those. Yeah, and the boards app is about seven bucks a month. But man, I get so much use out of it. So yeah, you know, that's such a great post because it does take some time to write out that kind of intentional your style, your tone, response. But what I found in doing that too is I generally do have the same six or eight responses, right? And so that's a huge time. So it just makes it so easy to hammer through those. Yeah, for sure. I can show you real quick. Yep, I can bring up bring up to the to the screen here. But uh, so here's here's my boards app right here. So I have, I can just scroll on through. I have, you know, 30 different free responses in there. And it's just another keyboard, right? Yeah, emojis as well. Yep. Yeah, I think emojis are don't go emoji happy. Just one emoji for a post is all you need. Okay. More? Scaling. Right. I love it. Love it. That's brilliant. Brilliant. Thank you for sharing that. And he dropped his Instagram handle in there as well. So you guys can follow him. And by the way, I always like to, to, you know, kind of frame, if you will, when we're looking at other people's Instagram, whether it's agents or whoever. And it's not just Travis. It's other people out there. Like, you know, Travis is, I don't know how to describe it. Out of, if you do four quarters, maybe he's in his second quarter, or third quarter of maturity on his Instagram content, right? There's a lot of money. There's a lot of money. I'm in the, most third. What I mean, like in terms of familiar, like comfort. And now he's really got some really cool stuff down. Like, but obviously he didn't start there. You know what I mean? And so the point being is because he might have some more quote and quote produced type content. Like, that doesn't mean you got to do his style. You can just do in the backyard, walking and talking to the farm. You know what I mean? Do you be you, Boo? That's what we're saying. Check out the repost app. And reach app reaches that texting app, I believe. Yeah. And the repost app is something I was telling Liz about the other day. But it allows you to steal people's content in a good way. You can take a video from anything that they did. And it strips off all of the Instagram watermarks and things like that. That's what I did for Liz. I just took her stuff off, put her stuff on. And that cost $2.99 a week. A little bit more expensive. But we probably use that thing like 15, 20 times a month, maybe 30 times a month. So, wow, love it. Awesome shares. I'm going to check out that as well. I think, see, that's interesting. I think that's what's gotten in the way of me, quote unquote, being better with social is that's my excuse. There's the time stock, you know? But you just like shared some stuff that's going to save me time and allow me to execute it. It's called the repost app. It's right above the your question toy. Travis's comment. So, go to the app store, repost. And the other one is the boards, B-O-A-R-D-S or the crisp, crisp app. C-R-I-S-P. Jeff, you mind if I jump in real quick with the question? Please. Is there any hacks to follow much real estate agents without just searching real estate agent that, like, local? Go Travis. Yeah, yeah, yeah. That's my, this is my favorite topic, actually. So, if you go into Instagram, Mike, and you just, you go find fidelity or first American title, or whoever your title company is, is local, right? They're following everybody. And so, you go into their followers, punch in the word, or the letters R-E-A-L, and that will pull up real tours and real estate agents. And then I just went through and bam, bam, bam, bam, bam, bam, followed everybody. So, I did that with all the local title companies. I did it with all the local, all the inspectors, like, home inspectors, because they're following all those real estate agents. And then also, I did it with the local photographers that do home, home photographers. And that was huge. I was able to follow 4,600 people real quick. Now, Instagram will let you do 200 a day, and then they kind of freeze your account. So, just try to do 150 throughout the day, next day, next day, next day. But we got it to 4,600, and those are all local agents. The other thing you can do is start following local hashtags, like Las Vegas real estate agents, Las Vegas real estate, whatever your town, Chicago, wherever you're at, right? Because then some of that content will start shown up in your feed. But also, you can find that list of other people who follow those same hashtags. And that's another way to kind of uncover agents. Bam, bam, what a clinic today, Travis. Well, again, we talked about this yesterday. We did a big class on branding yourself yesterday, right? Or you're the brand. And we just told the agents, like, we've only been doing this for a year. So, we're only slightly ahead of them. But again, that's all you have to be is a couple weeks ahead of the person you're teaching. We talked about that a couple of weeks ago. So, you don't have to be an expert, and I'm by no means an expert. I'm just slightly ahead of some other people. There you go. Because you keep learning. Look at that in the chat. You're going to get busy with that text, Travis. Be careful. Yeah, that's fine. I'll share it with everybody. I think we all want it. It's safe to say. Just text me and I'll send it to everybody who wants it. I have to do it individually, unfortunately. So... All right, well, there's only 300... No, I'm just kidding, 30 people on this call. So, check the notes, people. If you don't know what we're talking about, check the chat. And you want the board's pre-programmed responses relevant to agent responses on their posts. Game change. Who'd gladly part of this group right now? Can I give it a-man? All right, keep going for a second time here. All right, let's get into wins of the week. I've already got the name written down. What's Nick Fendig? Are you here, man? People got questions from Nick Fendig. I don't see him here. So, he can't share his thing he did with the class. Brent Napp. I feel like a teacher in class. All right. D-nice. D-nice. J-quellen's here. J-quellen. All right. Amy Leblanc. Amy, Amy, not here. See me after class. Okay, who's got wins of the week they want to share? Seeing as those people didn't show up. Jump in. Fueler, fueler. Then, I did my first class. So, I just joined like a month ago. I did my first class. Eight people showed up in person. Really, really good engagement. And four of the eight I never met before. And I think all found me on my Instagram. And so, I posted about it on Instagram. And they all signed up. I threw it in the link in my Instagram. So, make sure you're posting. When you're doing a class. That right into it is great. Love that. Which class did you do? Chat GPT. Chat GPT. First class. Round of applause. Way to go, way to go. So, what happened since then? Benjamin, what's happened since then? Yeah, so it's great. So, the follow up is great, right? Hey, I'm going to send you the slide deck afterwards. So, I think that's a really positive for people reaching out and connecting with. And then, for the agents, I realized more ages I know that give me deals regularly. And I realized four right up one of like, I didn't have to go out to coffee with four separate people. But I got faced to face time with them. It's so much more efficient than one on one. But it's still the same feeling the before or the after. So, it was, yeah, really, really strong. Fantastic. Is your next month's schedule? Yes, yep. So, I just set them up for every last Thursday of the month. And so, I just said like, we're doing these. Pull the guys, everybody was excited about the next one. So, yep, already set. What is your next one? Well, so, that was going to be my question to you. As I'm talking to you, everybody wants to talk about how do we win at 8% rates, right? And so, I want to do something tied to buy down, something tied to two one, something tied to perlite. So, every agent wants to know, you know, all of that, that stuff. So, I guess that's an open question of the classes. Is there a class we could tie that to where we could say, you know, so, my thought process was to do a personal branding one and then say, brand yourself as the expert. Let's spend five minutes at the end of class talking about strategies for an 8% world. You know, give thoughts on that. Anybody, I'm just taking notes. The, the, the, the embrace the ship. Oh, great. I have a necessity. I built a two one, buy down class, along with the straight buy down. And they didn't take that long. It was like five, six slides. And because I had a ton of realtors just as they don't understand it, they don't understand how to put it in a contract. They don't understand how it all works. And so, really, I just pivoted it off of that. But I did, when you're talking about embrace the shift, that's where I added, I slid that into that class. So when I do that class, that's part of that also. Yeah, I was going to piggyback on that and basically the same thing, John. Jeff, the embrace the shift might be a good one too. I added an attempt buy down to that one. I've been advising against permanent buy downs. So maybe we tweaked that a little bit because of the refice comment that permanent's not a good way to go. And 10th is an ad. I had to, I don't have mortgage coach. So I had to do my own little like, snippet and canva and it didn't turn out amazing. But it was good enough. But maybe that's a good one to update with what's going on now with the 10th buy down stuff and making a little sexier. For sure. My recollection is I have a reference to buy downs in there. If I'm correct with using mortgage coach. I think it was just the permanent, I believe. But it was kind of more like, last maybe June 2022 or something like that. Right. We're a little bit higher, but now that they are, they are, it's more tempting, less permanent. And that's actually on my list to talk about here today. The new class which may or may or may or may not replace embrace the ship that I did yesterday. But I want to see if anybody else wanted to add to that question that Benjamin had. I think it's a great topic to definitely discuss. So let me table that. We'll come back to that in a second. Brent, Brent Adams. I know you were ready to hot and heavy to go about a win of the week. Yeah, actually gave the 10 ways to get more listings class yesterday. Had five new agents show up to it. I've already got three appointments set for next week with those agents. The feedback that I got was, it was kind of interesting. I've from one of the agents said that was too much information. And my response was that's kind of the idea. I want you to pick one or two so we can get together. And actually narrow down what you want to focus on. And she's like, that's fantastic. When can we do it? So yeah, it was a lot of information, but it was great information that they all just were chomping at the bit for. Well, that good strategy and way to leverage that. That's usually why a lot of the stuff you see I do, which is what was your one big idea at the end of the class. So that's the way to kind of bring it all up front and center. Because there usually is one to three that they're kind of focused on. Smart. And by the way, Brent, congratulations on continually executing, even with some resistance hitting you would. And I apologize, Jeff. I know that's been mainly user error. And I appreciate your patience. Oh, man, we're all here learning and growing, right? Who else? Thank you, by the way, for sharing. When's the week? I can jump in if nobody else wants to roll. I had an agent call me up on Tuesday saying, hey, just want to give you a heads up that I'm adding you to my buyer's guide agent list. She pretty high producing agent. She volunteered with me about two, three weeks ago from another agent that I, you know, recently, um, relationship. Either one of them will go to a class that are above that kind of thing. But she said the stuff you're doing with the volunteering and the classes. Her sister is kind of a junior agent. My sister needs to go to your classes. I think it's very impressive. So I want to add you to it. I don't, she didn't ask. I was like, go go on my process. I mean, she's like, no, I don't care about that stuff. So she, she added me without ever knowing the deal together. I think that just having the recommendation from the other agent and then knowing I'm doing the classes. So that's just again, consistency for higher agents. They like to see that, but they're not going to tell the classes. So it's an interesting kind of dynamic. Brand positioning right there. That's the strategy of preeminence. When it you become the obvious choice, when is that mind blowing to think? She doesn't need to meet with you. She doesn't want to deal with you, but I'm adding you to my buyer's guide. Yeah, it's like. Wow, they don't care about the details. We know that, but we all want to, we're, we're detailed raising people. That's why we're in the mortgage side, right? So we're like, hey, check this out. They're like, now we're good. Just get it, get the job done. Right. So the assumption is is like, well, damn, he's doing all this great stuff. He shows up all the time. He must be good. Yeah, exactly. By the way, we'll quick add on to that. They don't come to classes. In that case, what I would propose you attempt with her and other agents like this is you send them a text or email message, which is geared towards showing them the 90-day CMA idea. And that, you know, whatever she said, hey, I don't come to class, or whatever she said, hey, got one idea that, you know, other agents are using to get conversations and listings. It's a totally unique approach to video CMAs. Only takes 15 minutes to share it with you. Would you be open to learning more? Something like that. That's fishing. Some will say, I don't care. It's like, get somebody on the hook. They're going to do that. Case in point, Kevin just did a 90-day online. What do you mean by that there, sir? So I just did the 90-day online and had nine agents show up. I had done it before live. And I had one agent who we figured out a way to cut that half-hour time for each CMA down to 12 to 15 minutes. And he's committed to doing a hundred of these a month. Really? The past clients? I'm sorry? Two past clients? To past clients. We figured out a way to do it with fizz bows. We figured out a way to do it with expires. Mm-hmm. So how did you you taught that class online first over zoom? No, I taught it live first and then I so I teach them live first with a title company and then I take it and do it over zoom. So like I've talked about before. Two weeks later, you repeat that same one over zoom. Yeah, it's actually the next week. Okay, there we go. I do it Wednesday live and then the following Wednesday, I do it on zoom. Yeah, you're just moving that crowd along, you know. The parade. Kind of love that love that very smart. Congrats on that by the way. Um, that's a lot. Did you know that agent before? No, not before the live class. Interesting. And I've had several conversations with them and we crafted, you know, a different way of doing this. You know, so that he could get more done. And, you know, if he's successful in doing it this way, then he's agreed. He'll be the model and we'll attract a lot more people. I love that. Let's do this. Let's come back and on a future call or in the group or something, dive deeper into how you, you know, are doing it differently. Just because we don't have seven minutes left. So make sure you, you know, remind me of that, you know, how to reach me. Um, I wanted to comment on Greg's question, which is actually being answered live real time. Which is, uh, you know, any agreement on the top classes to get butts and seats. This 90 day CMA thing is one of them. You know, and I don't care if you retitle it. Call it something else because when you say 90 day CMA, like, I don't know, some people like it, some people don't, uh, you know, obviously the kind of title we use internally. The one video idea that generated 11 million listings in 90 days. That's a hell of a headline and a hell of a hook for a social post. It's a long class title. But, uh, it's a way to get some people interested. Um, and by the way, Bill, congratulations, uh, Bill saying he did a quick and dirty 90 day one on one with a new agent. She shared it with her managing broker, which got him invited to their Monday morning meeting with 10 agents and six of the 10 1 to attend his future classes. I did that yesterday. I taught this class the new class. I'll show you in a second here and I got with a title manager beforehand and then I said, because we had, we had no next class scheduled. And I'm always like, well, what's the next thing, right? I can't walk out of here without another meeting scheduled. So I said, hey, we have this one idea which is like the whole 90 day CMA thing. I pinched that idea. Yeah, she's like, that sounds great. And so I pitched it to the agents in the room and I kind of took a pause in the class. I didn't show it at all. I just said, hey, we have this one idea that, right, is being used. I got this idea from an agent in Florida who did this and over 90 days he did 72 CMAs and he enlisted the left thing. It's old 90 and it's using Google Earth in this cool way of doing an unsolicited CMA. And they're all like, yeah, what the hell's that? I go, who would be willing to come to that? So we booked that class for November 1st at the back at that same title. Right there, they didn't see a damn thing. No screenshot, no nothing. So when I advertised this, what I did was I took out CMA and I took out video. Because sometimes with agents they see video and they're like, oh, no, no, no, I don't want it. So I took out all that. All I said is stop bitching about not having listings. You want to learn how to get listings? Here's how one person got 11 million in listings in 90 days. And that was my advertisement. That was yeah. Which by the way, I'm trying to get Jimmy to come to our call. Jimmy Burgess, you know, DMed a couple of weeks ago and he said agents are still using that idea. That idea, by the way, is like two years old. I mean, it should really never go away. There's no reminence. Right. It's gold. It's yeah. If you have a database, it'd be new to for a while. It's why wouldn't you do that? We've got a good YouTube channel too. Destiny is a very good YouTube channel. Yeah, I'm swiping some future class ideas from him. So Liz, Google Class told them if they wanted to meet with me, I'll show them a shortcut for asking Google Review Book of Time. And you could have taught it in the class, but I wanted a reason. Absolutely. You got five appointments. So guys, think of the wisdom of this. This is what I've been trying to do for some time here. And you've got examples of fellow members doing this right now. Don't leave the scene of the class without a call to action. Because in the car business, anybody car business car sales, you know, you walk on the lot and people are like, hey, you know what? I'll be back. There's a standing in the car business. There are no be back. Once somebody leaves the lot, they're not coming back. Okay? So once you have them in your zoom or in your in person thing, do not leave the scene without a commitment. I'm doing this next. Do you want it? Okay? Love that. Fire stuff today. Okay, we're almost out of time. And I didn't get through all my agenda. So class updates. So okay, I got to tell you I did the class yesterday. This new class title is called Master. Let me go screen share right here. I did record it live and in person as well. So remember, I've been telling you guys that I'm going to have more of my live classes than I'm teaching recorded. So you can see me in a live class setting. I did it. It'll be up next week. Here is the Canva assets that we've got on this right now. So I'm going to show you. This is what I'm covering. So this is the populates. Actually, I need to delete this. This is not the correct flyer because I did this class yesterday. I did it. It took an hour and a half, right? And so at the end, I got to the end of the class and I realized, we're going to delete this the AI stuff. I was trying to pack too much into that class. So this is the content, right? So we open up and talking about obviously the three things that you can, what is it, the three skills, right? Mindset, skill set, and shit. What's the third one? I can't remember. Anyway, it's a really great class. Put it that way. Overcoming via reluctance. So this is, by the way, where you might want to bring in your seller buy-downs. Let me show you here. This is one of those classes where you are going to take some creative liberty and adding stuff that because I think, I believe, pull hardly in this market. This is where you, the loan officer, are so much more vital, right? Like, when there's 10 offers on a property, all right, there's only so much we can do. When it's all about qualifying and financing and all the stuff we know, this is where you come in. And so, yes, I am using screenshots and examples of things like MBS Highway, the cost of waiting. Now, some of you may not have these tools. If you don't, I'm sorry, you can still represent these images because the whole point of showing these, when I showed these to realtors and there was two LOs in the room, they start to get it. They start to get how they need to change the conversation because people don't have the confidence, right? So they need context. And the narrative from the media is all negative. And the market's going to crash and rate sugar. I'm going to wait for rates to come. So you guys know the conversation we need to have, which is what's the cost of waiting, buying versus renting, waiting on the loss of, if I go back here, the total loss on appreciation and amortization on your loan, right? So, and this is where I currently don't have any seller buy-downs in here, but this is where you might want to add some scenarios of seller buy-downs to facilitate those conversations and keeping in mind that the idea is to have conversations after the class because you've positioned yourself leveraging finance as a way to get more qualified buyers. Does that make sense? Okay. Now, so I'm thinking that this class might replace disruptor-die. Was that, no, sorry. What was the one? My, my, what's the one? Rebrace the ship, sorry. Yeah, embrace the ship. Because there's some more current obviously relevant stuff in here, and I don't know, this is how I'm feeling. So, if you guys disagree, you can let me know. But the other thing that I thought was cool in here and I, so what I did is I paid for the video recording of the Tom Ferry Summit and I scoured that thing to get ideas for real estate agents. And one of those ideas is seller seminars, which we've heard about here or there over the years, but nobody really talks much about those. So, I have this example from this agent right here. This is her intro video where she's... Hi guys, it's Melissa, but the boring folks. Promoting her class, these are the postcards and emails she sends to her database. And this is the key points for, you know, doing the seminar. These are the topics she talks about. This is her follow-up process, right, which by the way, you could probably take a page for your own follow-up process right here. And these are her results just over the first eight months of this year. 15 new listings, 18 million in sales. This is my favorite part, 250 sellers added to her database. Hey Jeff, is there a weed for us? Are we going to do a class on this? Is that what you're hoping? That is the new class, yes. Okay, that's awesome. Yeah, thank you. Yeah, that's just one of the ideas. Obviously, I usually like to do a good job in showing them different ideas. I don't want to just talk hype and 30,000 feet. I want to show them actual ideas. This one right here, this video from this real estate agent, is annual equity reviews. And this is kind of cool because he's like celebrating the anniversary of, right, their own purchase. Hey Jane, it's John. I just wanted to shoot you. And this guy's doing this equity review, bringing it up comps and just showing them the positive position that they're in, right? So if I had more time, I'd be going through the slide, but you'll obviously see the recording of it. All right, we're officially way over. I apologize for going late. Next week, it's going to be Empower Al Lo here going through some of the features in the new platform. So if you want to learn how to use the platform, there's additional workflows in there, like real-ter outreach campaigns and stuff, show up for that call. There's every second Friday of the month, is their call right now. And then two weeks after that, we have a special guest on our call, Candace Sorapolo, who's, I don't know if you guys know her, she's a superstar gal, she's all about finding your ideal client avatar, personal branding, she used to work for Ryan Serhan. So she's going to be here talking about that kind of stuff. And appreciate you all, appreciate the patience as we go through some of these growth changes and all that kind of jazz. And we will see you next week, okay? Have a great weekend, bye. 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 purchased business. 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And as an extra bonus for limited time, for all new members, you'll get access to a database of 200 agents in your local market that have closed anywhere 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.