The Power of Content Compounding with Kyle Draper

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Go check it out right now. Visit LOKestudy.com and download your free copy today. Hey, hey, Listers. You know what it is? It's Jeff Zimper. How are you doing? Hey, hey. Hope you're well. We're coming into the month of April. End of April. My gosh, time is flying by or what? So listen, there's a couple of things that have developed. And I want to make sure that you are aware of some opportunities that are available for you. I'm going to just jump right into it before I talk about this week's podcast. You may have heard last week, I don't know if you caught the episode with the Bonzo boys. That was myself and the gentleman Miles and Jason from Bonzo, which is a conversation engine and I announced a new partnership that we have together and I'm very excited about that. And that is basically the premise of what I believe is the future, the survivability, if you will, of mortgage professional, right? Is what I call a hybrid loan officer, a hybrid loan officer. Real quick is one who succeeds and lives in two worlds. The first world is the traditional, right? Out of the business, the referrals, the relationships, kind of the local community presence, the past client database, right? And staying active in those areas that are the fundamentals that we know to be true and consistent. And for the foreseeable future, those will always deliver on, you know, for us because they have because bottom line is relationships will always supersede any automation or technology or bright shiny object. However, we would be foolish to think that that in today's world would be the only source of business or only means by which we could grow and scale our mortgage origination production. So therefore, I've coined, you know, not I, myself and the Bonzo boys came up with this concept of the hybrid loan officer, which is one who lives in that world, right, of the referrals and relationships, but also one who succeeds as a modern originator in actually generating consumer direct business, leveraging technology for automation and scale for actually doing some paid traffic ads, whether it be from Facebook or Google. But anyway, what we're talking about here, if you would be interested to be learn more about the hybrid loan officer, we are offering a application process for three people to be chosen to win a 12 month scholarship to the Bonzo platform, which includes my content of the turnkey for you, you know, agent content that helps you reach agents at scale, drive conversations and referrals for you. And that all comes through the my agent classes that you've heard me talk about many times here on the podcast. What Bonzo does, though, is provide a means by which you can accelerate your reach with agents go deeper on those conversations, even be able to target those agents through a software that they have as part of their platform, which allows you to identify the top producing agents in your area by production, by loan officer, they're most often sending business to and actually put those agents in a campaign, right? So not only that, but also the, you know, other side of the hybrid coin is leveraging things like video, SMS text messaging, having automated conversations at scale and reporting and analytics and, you know, simple, quick, in and out in less than five minutes for authentic outreach and, you know, conversations that drive business to you. So rather than tell you more about that, if any of that's interesting to you, you can go to this website, hybridLO.com. And there is an application process, we're only choosing three. And it's just like applying for, you know, any other scholarship, if you will, right? You've got to qualify. This isn't right for everyone. And we want to make sure that it's right for you, right for us. But out of this is going to come an entire 12 month access to the Bonzo platform to all the content that's in there to the video texting, the Facebook ad templates, you know, the agent database contacts that you will able to load up in there, so on and so forth. We're really looking to create some hero stories out of this. And so once again, if you're interested in that, go to hybridLO.com link is also in the show notes. All right. Let me pivot over to you this week's special guest. This is a recording from one of our private, small group coaching sessions that we do through my members, what, you know, we call our mortgage marketing pro members. These are people who come together once a week in a group format. We cover a lot of different things from teaching agent classes to, you know, scripting to YouTube channels to you name it. It's covered in this and in this week, actually, once a month, what I do is I bring in a special guest and we put them on the hot seat and we ask them a bunch of questions and my members ask them questions and it's very candid, straightforward, you know, it's access to somebody who you may not get direct access to otherwise. And I want to share this with you because once again, if you aren't interested in applying for the scholarship of hybridLO.com, this is an example of one of the calls you would have access to. And so this week, my special guest is coach Kyle Draper who have grown to have tremendous respect for who's coming on the scene in a big way with helping mortgage and real estate professionals find their true voice, find the courage to actually consistently post content, their content that's real and authentic to them and content that matters and is relevant to other people, which is a big part of the game here. And so what you're going to hear is you're listening in on a private hot seat call featuring Kyle Draper answering questions about content, about finding your voice, about, you know, different types of content and video and where to post it and how to come up with ideas to post and all that. All that's going to be there for you in this episode. And if you like what you hear there and that convinces you enough to want to learn more about the hybrid loan officer, well, then go check out hybridLO.com. And of course, I encourage you to follow Kyle. Link is in the show notes there as well, but you can follow Kyle Draper anywhere on the socials. He's known as coach Kyle Draper on Instagram, check him out on LinkedIn. I put a link to his website in our show notes. And so I know you're going to enjoy this week's episode as much as myself and our private pro members did. So without further ado, let's get into this week's show. Let me bring on our special guest for this month, hot seat. Well, how do I introduce Kyle former youth pastor, you know, athlete and now I don't think that part's true. What's with the bio says? So must be a typo. There is no way my bio says athlete in it. Come on. You told me you played. What sport? Oh, yeah, sure. I played high school sports. Yeah. There you go. Athlete. There you go. Yeah. Anyway, so Kyle's here maybe athletic is better. Here's the guy I used to be athletic. You're an athletic supporter. That's true. Yes. All right. So Kyle's here because I've been watching other people's content for some time like coach Bill Hart, for example, building champions. I'm sure you guys knew who he is and I'm, you know, and I'm seeing Bill Hart and his content improve and the style of the content and everything. And I'm seeing some other people's content. And as many of you know, you know, previously I was at repurposed house. And so I'm always looking. How do I level up my game? And I decided to reach out to Kyle because I liked what I saw that he was doing. Of course, Kyle is present. If you guys don't follow Kyle yet, you will after this, but Kyle's out there like sharing a lot of good ideas and tips and then this guy's like get invited to speak to all these events. You know, he's showing up at all these real estate events and doing this stuff with loan officers. I'm like, all right, who is this guy? Right? Because I was watching from a distance. Then then so boom, I just reached out to him. We talk. And so I'm pretty impressed. And here's what I've been really impressed about is Kyle's knowledge of how to understand this whole content animal. Like you saw me posting like what do you struggle with content? Is it what to say? What to post? How often? How do I get it? How do I find time? Finding my voice. I think that's one of the superpowers I've found in you Kyle is helping people find their voice and how to put it out there. Yeah. So ladies and gentlemen, Kyle Draper, we're here to talk about content. What are your questions, challenges, anything you want to say on top of my intro for you, Kyle? No. Okay. That's great. I am just a normal dude that has figured out how to love people at a really high level and serve their needs over mine. And it'll grow your business like crazy when you do it. So here we are. Yeah. That as well. Lessons from you on serving first. So, all right, people, what's your number one challenge with content? Shout it out. Come on. Don't be shy. What do I post? Existency is king. So I heard, what do I post? Somebody else? Janelle, was that you? I was going to say having enough variety. Having? Okay. What do I post in having a variety? Let's start there. Kyle, where do you want to go with that? So yeah, let me ask this first. Is everybody in L.O? That's in here? Mm-hmm. Okay. Cool. You all already know this. Mortgage is freaking boring, right? Super important, but not super fascinating and exciting. And so I think you guys have a unique struggle that even the realtor doesn't because at least houses are pretty, right? So their default is always going to be prettier than like your default, which is like check out this new product we have and people are like, no one cared about that yesterday or today, right? And so I think for you guys, y'all have to come into agreement with this thought process. You are an L.O. Talking about whatever else you want to, right? Your brand has to be bigger than just eye service mortgages and help people get into homes. And if that's the brand that you carry, no one cares until they need you, right? So it's not that it's totally crappy if that is who you are. They're just not going to value you between the time it takes them to need another mortgage. And so what does that look like? It's going to look different for each of us. Jeff, it could look for some of you, y'all need to start a podcast and pick something you're passionate about. And the whole premise could be like the L.O. that cooks, the L.O. that loves, that loves painting, right, like pick something that you absolutely love and that's the singing L.O. Yeah, Kerry, that would, that would be incredible. And you have cool hair, your glasses are awesome, right? You could pull this off. Hey, real quick. I want to interrupt you. The singing L.O. is a real thing. I work with a loan officer, I coach him, I'm sorry, not singing, cooking, Kerry's got the singing. I love it. So the cooking L.O. Little D, this dude loves cooking. He's got his own line of spices now. Come on, dude, and he goes around, he cooks and he loves barbecues, got the apron, he's got his caricature and all this kind of stuff. And people are engaging like crazy and they love it. So that is a real story. It's real, man. Sean, we might want to, like I don't know that guzzling whiskey would be the right mindset for that. I like the whiskey part, but we could maybe like a bat, maybe like the sipping L.O. Like you sip whiskey, not shoot it. But yeah, guys, I'm telling you, I know like, I know we are being silly. It all works, all of it, because guys, there are millions of people in most of the cities that you got that you that you work in. And for you to think you're the weirdo that's different from everyone else, you're not. Even if you represent the minority, there's hundreds of people in your city that are as weird as you are that would become a full on brand ambassador for you, love everything that you do. And you would have mortgages coming out your ears. If you could identify and figure out how to relate with that tiny, tiny niche to group of people is powerful. But when I got, because Jeff, you said this about me. So when you introduced me, I used to be a pastor. And so seven years ago, when I started speaking to realtors is who I spoke to first, I had really powerful people that began to hear me speak that said, hey, if you ever want to be anybody in this industry, like you can't talk about religion, that's what I was told. And so I had this moment of like, man, do I give in because I want to be successful and believe them? Or do I just stay true to who I am in hope that along the way, I'm going to attract people that are similarly minded to me? And so guys, I am a very spiritual person. I try not to be a weirdo about it. But guess what? I end up attracting a lot of people that also to some level have some sort of spiritual aspect to who they are and what they're about. And it's not because I have a question on my questionnaire that's like, if you want to work with me, check this box, are you spiritual? No, it's just out of the overflow of the heart attraction happens. And here's what's cool. And this is why I'm telling this story. Guys, I have literally had atheists that love me so much. They've literally said, I want to coach with you, but I'm an atheist. Will that be a problem? Like I have created such attraction through what I believe that people that literally believe the opposite of me still find me attractive. Guys, that is how brand, and I don't mean like that, right? That's how branding works. When we do things authentically, when we do it with passion, when we bring excitement to the table, right? You can literally do anything. And people will be attracted to it because they like the way you do it more so than just what it is that you're actually doing in Jeff is powerful, man. It is. And I think, you know, sometimes we, I struggle with this as well, like permission to be your true self. Yeah. You know what I mean? Does anybody else struggle with that? I know I do. Just like, if I put my real self out there, first of all, I'm going to feel exposed. I'm going to be, it's going to feel vulnerable. Yep. What if I'm judged? What if they don't like me dog gunna because life is a popularity contest, right? But that's real life. And we can, you know, we can poke fun at like we shouldn't care what people think. But we do. We're humans. Yeah. I don't care what people are the people that say they don't care what people think. Like those people care the most because they have to validate their insecurity by saying they're not insecure. I think what happened in life. Yeah. I think what happens is is, you know, this whole, I don't care what people think. And I know there's some people who pitched that out there. And I think what happens is is you reach this point where you just get so okay with like who you are that you're still aware of what other people think, but you, you're self-worth or assessment of you isn't altered by somebody else's opinion. Does that make sense? Yeah. 100%. Yeah. And I, so I would also, does anybody, does anybody do videos where you interview other people? Yes. They do. Okay. Okay. So Kevin raises hand really fast. So Kevin, what are, if I can call, my brother's name is Kevin and I call him Kevin. So I'm not going to use a call me. Okay. Cool. So what do you, what type of interviews do you do? Like I just did one actually yesterday with interior designers because I do a lot of construction farm loans. And so not just picking out like sofas and stuff, but actually like, hey, you know what, you should put your kitchen island here, you should put your door opening here. So I just did that and my, my whole thing is, my whole thing is I have a small little set that was in staying up comedy. And so my piece is to make it fun and entertaining. Come on. Yeah. And that's right. We've got mic drop mortgages, my little Instagram handle. And so at the end of each interview, I kind of have the, I've got a microphone that I, where is that microphone? Anyway. That's right. So I go out and I'll interview builders, appraisers, financial planners. Anybody that's in the piece of the pie for what we do, just to bring a different insight and perspective for, for people to kind of gain more knowledge. I love it. Dude, that's awesome. And let me expand to it because you said anybody that's inside of what we do. Guys, there's no such thing as that. Because you, right, what I'm watching L.O.'s do better than ever before is realizing you don't have to go kiss the butt of realtors to get business. You can go direct to consumer. And so when you can go direct to consumer, you can literally talk about anything because every adult on the planet is either a part of or knows someone who's going to be a part of a loan every day, every day, right? So you take whatever passion is you have. I would be doing tons of interviews if I was in L.O. Because it's easy, right? It's, it's why when Jeff, you started your podcast, you didn't even have competition. There wasn't anyone else doing it. Right. Now everybody's trying to, you know, well, that's not even true. We're still in a very blue ocean, I think, with, with podcasting in general. But the reality is, guys, most people are so insecure about video. They won't do what Kevin's doing. And so he's always going to win because he's doing right now. What most of you have already said, no, that's not me. I'm not comfortable doing that. And you've figured out whatever your excuse is and, and you're not going to do it. And so Kevin will go, great. I hope you never do it because I'm getting eyeballs from people that you never will. And so that's what I'd be, you know, Sean, I'd be doing something around whiskeys and have a guest when you do it. And while you're sipping with, you know, you even ask them, bring your favorite whiskey to the interview. And so y'all can do a little bit of conversation about whiskey. Why is this your favorite? And then you ask about themselves, their business, their mindset, right? Guys, it works over and over and over again. I'm going to stop talking now, so the quiet space is for you guys to get your questions out, that gap. So unmute your microphones and get your question out if you've got one right now. What's the post? I got a quick question. So when you're creating this, I love the idea. It's kind of, it has that really cool feeling of rings really true. Like, oh, shit, I'm hearing some actual, like, good stuff here. How much of your business do you talk about when you're doing your passion piece? Like, let's say I wanted to do a piece on like great bourbons and just make that my thing. Do I talk about mortgage stuff somewhere in the video and relate it in there? Or is it just, I'm the mortgage guy who's talking about this thing and people inadvertently find out who you are? Yeah, Terry, I think it's a great question. I think there's multiple ways to do it. One of the things that I love to teach about is called passive branding. What passive branding is, is if I have a hat on that has my mortgage company on it, passive branding, shirt on, jacket on, you, if I had my logo on my wall behind me, passive branding, right, that that is a way where I can talk about anything and I'm still relevant from a business perspective. Another way to execute passive branding, Terry, is you can briefly mention mortgage, right? Like you might go like this. You know what? Y'all might wonder how I started doing this show because mortgages are hard. And I found out that every time, every night when I got home, I needed a drink. And so here's how we got to this place where I test and taste bourbons because gosh dang it, working on y'all's loans is crazy. And so now you're through humor, reminding people what you do for a living, but you're not going. So if you need a loan, I know a guy, right, like, okay, so don't, don't go to sales mode. Just leave it at that passive, at that passive spot where it fills conversational and then jump into the bourbon. Yeah, a lot of times I'll close my lives out, Terry, with, hey, guys, y'all have a great day. I'm about to go take a, you know, do a few prequels. I'll see y'all later. And that way they remember what I'm doing, you know what I mean, or I'll mention just that. It's like, like you said, not too salesy, but you remind them what you do every day. Carry you of the greatest accent I've ever heard of my life. Unbelievable. Well, I am a country girl, so oh my gosh. Fourth Carolina. If there was an honesty sound, it's Carrie's voice. Well, thanks. So true. So is that, is that helpful? I think it is, I think it is because I switched careers in the last year. So it's like reminding people that I'm no longer a teacher that I am now in L.O. So I'll be like, guys, I got it, you know, I hate to leave you, but I've got to go do a free, a prequalification for a new condo. So wish me luck, wish them luck. And you could also, because I have what you just said, you could be the teaching L.O. Right. You can do a lot of educational videos and and be a great storyteller, which I can already tell that you are and just tell stories, educate people. If if you all go follow me on social media, which I hope selfishly that you do, you will never see me selling anything. I'm always about value. All right. So I talk about my business all the time, but you never feel sold to because I intentionally don't sell. I'm always leading with value. And so it's it's powerful. And guys, go, go do this. Like go to my social media, scroll through my feed and try not to like me. It's impossible. Can you remind me what your social media for your, your, is it Kyle, Jay? I'm coach, I'm coach Kyle Draper on, on Instagram and Facebook. Okay. And guys, I don't, I don't mean this in like a douchey way. What I mean by this is like we're turned off by arrogance. We're turned off by selfishness. We're turned off by just people that don't know how to talk about anything other than what benefits them and you won't see any of that on my feed. But that's exactly what you see on most L.O.'s feeds and most realtors feeds, right? We work in the most self-serving industry in the world. So when you are the opposite of that, you stick out like a sore thumb in the best way. And so what I would encourage you guys to do is go look at your own social media today or over the weekend and ask yourself, right, Liz, go look at your post last week and go, does that post allow someone to trust me more or less? If the answer is less, stop posting like that. If the answer is more, identify why and start doing more of it. So that no matter what you talk about, you're always allowing trust to grow amongst the people that are consuming your content. I mean an example of what is self-serving. What are you talking about? I think what is self-serving is when it's all about the ask. So if you're doing a post because you really just need more business and so you're trying to pretend like you're adding value, but really you're just trying to get to the ask that self-serving content. The realtors that post stuff, literally, this says, hey, if you know anybody that wants to buy, sell or invest in real estate, I'd love to be the person that helps them. Try this completely self-serving. And so my lippness test is, does what I'm about to post bring value to your life? It could be value in humor. It could be value in education. It could be value in a leadership lesson. It could be value in singing and it's just entertainment, but is there value? And unfortunately in our industry, a lot of the time, the answer to that question is no. Right? Like when a realtor shares a listing, is there value in that post for people? Probably not, maybe, but not the way most of them do it. No, I know. But like you said, the challenge with listings or things like that is that people are generally only interested in that for the time they're possibly active in the market. Right. But there is the transference of that first. Like if I'm watching this and I see this listing, this is a real store as well. Like we have these friends of ours who are considering moving here, right? And so it's like, oh, well, you should go follow this realtor, you know what I mean? Or that thing because I follow them already or they've got good content or, hey, here's a home that might fit for you, your price range, all that. But I get what you're saying. Let me ask kind of a clarifying question and somebody shared Liz Reeves one of your posts from last week on Instagram, which is about credit cards and the importance of having them and the impact on your credit score. The balance of, see, because here's the problem, I think. People are still trying to find where do they fit in with entertaining versus education. And I'll just give you my belief on this. So the content, yes, should be real and authentic and be you, right? I mean, that can go a little bit too far, right? In the case of some people, probably nobody here. Like if you do, do literally have the booze down and you think, all right, I should just like start swillin' and talking about business. Well, you know, perception is important. But how about the balance of like, at least this is how I feel. Like educating consumers, we've got a lot of first time home buyers out there. That being valuable content about, hey, did you know how important, right? Credit cards are or the impact of them on your credit score. You know, that kind of stuff, informational stuff that helps people, what are your comments around that? Yeah, I love it. I just pulled up Liz's post and I think it's great. I love it. What I think Jeff about the balance is, the balance should be different for all of us because we're all different. I have been trying, so yeah, so yeah, there it is. I've been trying so hard to like get better at like, Reels and I just hate them. I like to watch them, I like to enjoy them, but I just hate them. Like, I just can't get my creative juices to flow. I'm glad you said that. I thought of this just yesterday. I was watching somebody do the whole, you know, that whole thing on Reels and I'm just like, dude, that's never going to be me. I'm never going to do that dance. You don't want to mean? Yeah. And so what we've got to be careful of is we can say no to the right things, but a lot of people just say no to everything. And it's okay. Like I crush it on Facebook live. I do videos almost every day. So the fact that I'm saying no to Reels isn't the same as some of you that you're not just saying no to Reels. You're saying no to video period. That's the part that dumb, right? And so we've got to figure out like I will never, I'll probably never do a Reel as good as Liz. And I just hate it. It's just not my thing. And that's okay because my thing is other things. And so we've all got to dig in. Like Kevin said that, you know, he used to do some stand up comedy. He should be entertaining all the freaking time because that is such a unique gift that is such a cool thing that the rest of us on this call, we can't say that our background is in stand up comedy, right? So that's an advantage that he has over us. I also have an advantage that I used to be a pastor. So that my ability to articulate my ability to communicate my, my ability to say things in certain ways that draw emotion out of you. That's a unique gift that I, I practice for 10 years as a pastor that not every social media expert has. So I'm going to use that to my advantage. That's why I don't really want to be a TikTok star. I want to be a little bit deeper than that because that's my skill set. Not because I think that's stupid. And I think that's the difference. I'm not poo-pooing on anybody that loves TikTok and loves Reels. I'm jealous in a way. But we've got to be willing to at some point accept where we're gifted. And then when Jeff says, you know, when you say that you're gifted somewhere else that I celebrate that and not let that think that I'm less. Interesting. What's the best way to kind of find your voice? Because I am very kind of like light-hearted and likeable. But then when I'm on camera, it is so dry. You know? And it's one of those where I'm like, oh, that's not me, that's not my voice, that kind of stuff. Do you do that? Jonathan, do you do that on purpose? Do you try to be different on video or is that just naturally it's coming off that way? It's just naturally coming off that way where it's just not, it almost seems like it's not natural at all, seems super scripted. And you know, I feel like it's just, here's these points that I'm trying to hit. And it's just, you know, it's awkward. So if you and I were hanging out, what topic would we talk about that would just bring the most just joy, passion, energy, excitement out of you? Well, besides 20% down, jumbo financing. I don't know, that's another thing I've been struggling with is that I love real estate and I love everything there is about homes, you know, and that's why I just love what I do. But how does that translate, or how can I translate that into, I'm wrestling with kind of like rebranding if that makes sense? You know what I mean? And yes, who doesn't love booze and if this, and in this industry, especially in this last year, if you haven't hit the bourbon, you know, who are you, right? But you know, just everything, just the architecture, just everything real estate I love. And so, you know, being a kind of investor in real estate and taking my business to mortgages and flipping homes, owning rentals, that kind of stuff, super passionate about it. So that needs to be what you talk about. But what I want to challenge you with is don't talk about it as an L.O. talk about it as a passionate consumer, right? Imagine if you quit being an L.O. tomorrow and so you had no selfish skin in the game, but you're still passionate about the architecture of real estate. You're still passionate about the process of flipping a home. And so now, imagine if HDTV has called you and said Jonathan, we want to start a show with you, but we need some demo rules. We need some videos of you walking through homes, pointing out the things that need to be better or that you love, and then we're going to use those rules to decide if you're the right personality for a show or not. That should be the way you do every video moving forward. And people will be drawn to you because of the passion you're bringing to the table and nothing else. And you will feel completely different, I think, about how you felt so far. No, I completely agree. What my question to, I've always wondered is that so my brand currently or who I'm really focusing on is kind of the more affluent client, that's who most of my business is. So I'm trying to kind of curtail my business to, hey, I don't want to say luxury because I definitely typed in luxury lender in good night, not luxury at all. Did you like what you saw? It was like the guy who's been in the business for a month talking about FHA loans. But I sometimes I'm worried about diluting almost kind of if I go, well, here's some luxury stuff. Here's some kind of interest in self-employment, how we look at income. And then also the next day, hey, here's a home flip that I'm really thinking is a good idea. I've got thoughts too much, no, sorry, it's so concentrated about me. I don't, well, I think this benefits all of us because this is so much about the mindset that we bring to what we think about, as opposed to literally this example. I think, I think you're on the right track, you know, what I would say to dig a little bit deeper is what are the passions that a, that an affluent person has? What did they spend their time thinking about? What type of book is the affluent person reading? What type of podcast is an affluent person listening to? And then I would be creating content that fits the niche of what your answers to those questions are because if they're already consuming that, then if you can create more of that type of content, then they're naturally going to be more, more willing to consume your content as well. And so on the flip side, right, I didn't mean that as a pun, but on literally unlike the flipping real estate, that's dirtier, right? That's dirty work, but that's what affluent people are doing behind the scenes, right? They're building generational wealth for themselves. And so I love the aspect of showcasing both sides of that. And I mean, I love it. Everybody wants to be chippin' Joanna Gaines right now. And HGTV makes it look like everybody can. And it'll happen in four days and it costs about $11. And so if you can be out there giving people the raw and the real of truly what it looks like and what it takes to do a flip, if you could pull in some other people that are flipping and interview them, dude, that's, that's killer content that I think people will absolutely love. That's great stuff. Thank you. Yeah, ma'am. Very good. Very good mindset. Who hasn't said anything? Oh, what? Diana. Pick on that person. Jen, Eric, Laurie, Steve, Stephanie. Come on, bring your biggest resistance. The other big thing was consistency. I mean, that's probably a shorter answer, but it's part of the answer people want to get. So want me to throw that in the mix? Yeah, let's, let's talk about it real quick while the quiet people are coming up with how they're going. Hi, I'm Laurie. Hi, I'm Laurie. Hi, I'm Laurie. Hi, I'm Laurie. Hi, I'm Laurie. How are you? Great. So great. So what do you want to know? Oh, all right. Jeff, you know better. Laurie, I guess she's ready to jowl. Stupid. What do you want to know? Your biggest obstacle or resistance around content, getting content out, your voice, who you are, what do you say? What hits for you on those? Consistency. I think you already know that, Jeff. That's it for me is the consistency. That's why I got involved with this group and with Jeff again. So I would have more accountability to remain consistent because this is, this is the, how do I say this about this market? This is about the most insane fun I've had in 10 years. This is an incredible market right now. Everybody is an armchair loan officer. Everybody knows everything. And they actually have no clue what's going on and what's driving rates. See to me, what may or may not stop them. That's a video right there. Yeah. No doubt. Everybody and their brothers as an armchair loan officer now, be careful, the advice you get. Right. Because if how many of you, I think we talked about this last week, how many of you are on MBS Highway? Good amount. Yeah, the advice that we're getting is amazing. And so, Laurie, just for a second time, I'm keeping an eye on the clock here. So consistency. And I think everyone would benefit from talking about consistency, Kyle, what advice can you give around that? Yeah. Well, so beyond the advice of like, you just need to be better, right? Like, that's what most people say about consistency. But here's what I would say in regard to what we do with content and social media. Stop overextending yourself because it's better to, it's better to be good at one platform than the suck at five. Gotcha. Right. And, and most L.O.'s can go listen to a bunch of so-called experts and one expert loves Facebook and one expert loves Instagram and one expert's like, you're not on YouTube, you're an idiot. And then the next person is talking about how cool rules are. And so you guys lay your head on your pillow at night going, what the heck is going on? I'm supposed to be servicing people's loans. But now I got to be a social media expert and be on all these platforms. And so if you want to simplify it for you, if you're struggling, now for those of you that feel like you've got a pretty good handle on social media, don't even listen to what I'm about to say. Like, don't let what you're already doing well be, be hindered by what I'm about to say to other people. Pick one platform and for the next 90 days, wear that platform out. So how do we pick it? You need to identify where are your people. If you love doing loans for first-time home buyers, which probably used to be more prevalent than it is right now because of what the market's doing, you need to be on Instagram because the average age of a first-time home buyer is right smack in the middle of the demographic that is on Instagram all the time. If you like doing refies with 40 and 50-year-olds, that's going to be naturally more of a Facebook audience. Now I was speaking at NAR last year and a woman goes, I'm 55 years old, not love Instagram, like she was so offended. When I said that, I'm not trying to say there's not 50-year-olds on Instagram. But the data says there's way more 50-year-olds on Facebook than there are on Instagram. If you love educating, if you love entertaining, go dive into YouTube, go invest in YouTube, and watch what it can do for you when you actually commit to it. But most of you are going to struggle as you're just trying to kind of half-heartedly do it across four different places. Go all in. Now you've removed all the excuses because there's no excuse for you to not be good at one of them, but there's a lot of excuses because you're not good at five. I think that'll help with consistency more than anything else. The last thing I would say, Jeff, is start doing video so that you can leverage it in multiple places. The power of video is you can turn a video into a blog. You can turn a video into a picture. You can turn a video into a YouTube video, an IGTV video. You can break it down into pieces and take a five-minute video and turn it into 432nd clips. It's so reusable. It's incredible, but we got to be doing video in order to do that. That helps with consistency, Jeff, because one video gives you eight pieces of content, and now you don't have to go, what should I post today? Well, find 30 seconds from the video you did yesterday and post that. Who hears struggles, though, even like fitting that in? You know what I mean? Even grabbing the phone and being conscious of having a video. Go ahead. I was about to say with that one thing that helped me tremendously was outsource. I don't mind recording the video and coming up with content, but I could not, in our given day, of putting out quotes and everything else fire-wise is like, holy crap, I don't know how to go post all this stuff, so I found a group. There's some 20-somethings that know this stuff a whole lot better than I do. They do all the hashtags that do everything. I give them the content. They post it. They manage that piece of it and that has been a game changer. Yeah. For sure. I found that to be true for me as well. I suck at that. So realize what you suck at, right? Right. And it seems to do that. Yeah. I got a question here from Diana. Hey, Diana. How are you? Good to see you. I'm sorry. Diana. I'm sorry. Say how to say how to Chris Stapleton as well. You want to answer it, Jeff? You kind of answered it? Yeah. I told her that if she goes onto our pro website under the modern mortgage marketing, there is video marketing for loan officers, Instagram and Facebook. Yeah. We have some tutorials in there to help you get started. Let's tee this up for Kyle though. The question was advice for someone who's a new LLO regarding branding or starting social media presence, important for steps. So first of all, Diana, just get rid of the word branding. It's such an overused word. No one even really knows what it means because it means a million things. Branding is ultimately when someone hears your name, what do they think about? Right? Like that's what branding is. And then is it are those thoughts a good thing? And so don't get caught up in like, you know, don't go buy a course that's about like, I'm going to teach you how to brand yourself. Who gives a crap? Now, Jeff has one of those. It's incredible and you should definitely do it. Okay? But if anyone else does, just be you. And what I would say, Diana, is learn out loud as you're learning this industry. Jump on video and talk about it. Now, don't say that you learned it today, because that will remind people that you don't really know what you're doing. But just say, guys, I got to tell you something I've been learning and talking about. And if you will just become infatuated with learning and growing in this industry and then regurgitating it to the people out there, they'll love you. And you'll never want for content because right now I'm assuming you're drinking out of a fire hydrant, right? You're missing more than you're getting. And so all of that is digestible content for people and just just be out there educating people, talking about it, being excited, right? So much of this, guys, is just about passion. It blows my mind how many realtors I watch do home tours and it's like they're they're touring a funeral home. And then they wonder why nobody wants to use them. Because there's no joy in anything that they do. You've been watching my videos. Yeah, I went and watched all of them just a minute ago. And that's why I said that. Now I'm just kidding. So we've that, that, that's what I would do first, stop overthinking it. Your people love you already. And I don't know where you work, but I'm assuming that you picked there because there's a great team behind you. And so be confident that you're already good at your job because of the team you chose to represent you. And then go just passionately love on people and it will go well for you. Thank you. You're welcome. Does anybody have like moments throughout the day where something grabs your attention, you're like, whether it's you just learned something, you're like, oh, wow, that's cool. Or a story with your clients or consumers or you hear something and you're like, hey, that would be really cool to share with other people. Does anybody have that happen? Because that's like where the best content ideas are. Like I have this little notebook right here and I'll hear Kyle say something or I'll hear somebody else say something and I got the whiteboard over there and I'll get up and write down holy crap. I got I got a creative video about that. And Jeff, that takes training for you and I and some others on the on the call to get our brain to think like that, right? That's not natural. No. But it's doable. So if anything, get yourself a little three ring binder here or whatever notepad notebook so you can jot those ideas down. I don't like the phone because then it's like the phones too distracting anyways. So I like to write it down and then it gives me something when I have down time. I flip through this and I'm like, oh, yeah, that's right. And then it expands like I could do this. I could do that. I could do that. Just start brainstorming some ideas. You know, I always fall back on for the for the new loan officer Diana is, you know, and I'd be curious to get your opinion on this Kyle and of course you can tell me anything. You know, we're both big boys is well, I'm a big boy. You're skinny. But I know fair enough. It's like, hey, man, the FAQ is the top five questions you get over and over again. You know what I mean? Aren't those five videos right there? 100% and that could be more than five, depending on the depth of the of the question. Mm hmm. Mm hmm. How stories. Go ahead. Sorry. Well, I was going to say the other question to ask yourself is, what are you surprised that people don't know, right? So when like if you have somebody that asks you like, what is earnest money and you go, you don't know what earnest money is? Guys, that's a video because they're not the only person. And so whenever you leave a meeting and you're like, I can't believe we spent 20 minutes talking about A, B and C. A, B and C should all be a video because other people don't know those same things. And they'll be so thankful for you when you bring that education to them. Mm hmm. See, write it down right now, peeps, there it is in the notebook. What is EMD? My sacrament for us that knows what it means. See, I don't even know what that is. You know, do you suffer from EMD? Uh, maybe. Oh, man. Check the clock here because I got a, ooh, geez, three minutes, uh, they don't know what that is either. Well, you know, my buddy, Sean Kayhan, the mortgage geek. So he, he put out one of the best videos I've seen. He put out, do you suffer from ED, escrow delay? Oh, oh, that was off the hook. That's awesome. Yeah. Like only the mortgage geek can do it though, you know what I mean? And in his style, you guys could do that yourself. And by the way, that's, that's just a, maybe to kind of bring this up, button it all up. Uh, you see here, I got a text about my next call. Uh, uh, uh, uh, uh, I don't know what that means. Okay, so we got like two minutes left, rapid fire, final questions to get them out, um, Kyle, before we, uh, sign off, where can people connect with you? I put your Instagram in the chat. I'm going to put your website in the chat as well and the other places you want to drink. That's great. I mean, I've got a link tree in my Instagram bio that has more links than you could ever want for me. So, yeah. Feel free to engage as, as more, as, as much or as little as you'd like. Yeah, I love what you said. It's like follow me and try and not like me. That's, I hadn't thought about that in following you, but now that I think about it, I'm like, damn it, he's right. Yeah, that's what my wife says. Gosh, you're right. That's kid. There's kidding. She's never actually told me that. Never. 12 years in, still waiting for the moment, so it's not going to happen. But if it ever does, do me a favor. Don't go. Let me write this down. Hey, that's a video. That's a video about it. Yeah. There will be a video about it. Could you say that again? Hold on. Let I'm right. I'm right. Just do that. Jeff, can I, can I finish with with one thing? Let's wrap it up. Yep. So you can't change what you don't start. Okay. And so for all of us on this call, right, everyone, everyone hopefully got something out of it. Some of you got more than others. The bottom line is the numbers say that at least half of you will do nothing with this. You'll feel good about yourself and you'll go, man, that was a good training. I like that guy. He was funny, whatever, but you will do nothing. That's why there's very few high achievers, right? So you can't change what you don't start. If you want to be better at Instagram, go over there and suck at it first. If you want to do brills better, go do some crappy ones first because we cannot get better if we don't start. And it blows my mind, guys, how many people I talk to every day, they go, you know, I am going to do video. I just want to get more confident. What? Like, well, what does that even mean? Like, how are you just going to get more confident? It doesn't work like that. And so pick something from this call, jump in and start. Be okay with sucking it first, but also know that your friends don't care. Your friends love you regardless of if you say the wrong thing or not. And so that's it, Jeff. Yeah. Like, I just, I mean, you've done, you've done so many classes like I have. I'm just done teaching classes because somebody asked me to if it doesn't result and you guys getting better because that's why I, that's what I've committed my life to. And so I want to see you guys kick butt. And you might have to suck a little bit before you get there. Yeah, awesome. Everybody, let's give Kyle a round of applause for being here today. Thank you very much. I hope you enjoy the hot seat. He gets a game around as well. All right, so make sure you follow Kyle. Try and not like him. As you follow wherever he's at. I know that. Yeah, exactly. How do you not like him? Kyle, I'm grateful. I appreciate it. And I know we'll be talking and doing more stuff in the future. So everybody's right. Here, if you want, if you got more questions or you need more deets about anything we talked about here today, jump in the private Facebook group, post them in there. I'm going to jump to my next call with the Bonzo Boys and record a podcast there. So why? Peace out. Everybody have a great weekend. I'll be in touch. Bye guys. Bye for now. Hey guys, what's up real quick? You've heard about the mortgage marketing pro membership before. And I just want to quickly remind you if that you're in a place in your business where you simply need more purchase loans. You need to fill your pipeline with purchase business. Let's just face it, agents are still a solid pillar of business and sources of purchase business for you. Well, good news. Our mortgage marketing pro membership helps loan officers like you close more loans without the hassle of chasing agents or cold calling. Done for you, agent classes, expert training videos, a marketing automation platform that automates the entire process for you, everything you need to build your personal brand in your local market, attract and convert agents into referral partners. 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