What to Post on Social Media

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Go check it out right now. Visit LOKestudy.com and download your free copy today. Hey, listeners, it is your humble host, Jeff Zinfur, coming at you from Las Vegas, baby. Las Vegas. Hey, if you're coming out here in the summer, let me know, hit me up, DM me on Instagram or Facebook, whatever, there's some upcoming events happening in Vegas that I'm going to be talking about on the next podcast episode with a special offer for you guys. So stay tuned for that. Make sure you tune into the next podcast episode. And before I forget, you've heard us obviously by now talking about the hybrid loan officer. And if you're curious to learn more about becoming a hybrid loan officer, what that potentially means for you, meaning how to level up and improve and be more effective and efficient with your past client database, capturing and converting real estate agents to referral partners, leading with educational content and having a complete platform that allows you to have conversations at scale with your past clients with targeted agents. I mean, imagine if you could actually target the top agents in town and put them on an automated outbound messaging campaign that includes video and SMS messaging and educational content live in person or virtual classes. And if you could start to attract some consumer direct business, be it from your own content that perhaps you're posting out on the socials or by running some paid traffic to Facebook or Google perhaps and all that's built within the platform over at Bonzo. So if you want to learn more, we're here to help you become a hybrid loan officer. Go to hybridllo.com, hybridllo.com. And let us know that you heard about it here on the podcast and we can have a conversation. You guys can look under the hood at Bonzo and see if it's something for you. Okay, so this week, my special episode, I'm really old to bring this gentleman on. He is just crushing it on social media. Justin Brown is a mortgage professional and very smart guy when it comes to personal finance. And why I wanted to bring him on is how often do you struggle with what to post? Like what to post and what to say and what should my voice be? How do you find your voice? And this is what this podcast largely focuses on is number one, getting clear on who you're talking to, who's your target audience and identifying what they want to hear most. And then number two, finding your voice and having the courage as well to put your voice out there. And you hear the story from Justin Brown, also known as JB. You can check him out on the Instes. He's got 30,000 followers on Instagram and it's loans by JB on Instagram, loans by JB. And the guy's doing videos and stuff. He's leveling up his YouTube channel as well. So we'll put all those links in the show notes for you to check him out. But I'll mind the guy is just, you know, really stepping up with his content and his business is proof and evidence of that that he's getting business directly now from his social posts and content and people engaging with him. So I hope you find this a very insightful, encouraging conversation that you leave the session, this podcast session with some ideas. But more importantly, the courage and the kick in the ass to implement. That's what we're talking about here. Don't just passively listen, right? Implement because knowledge only becomes power when it's applied. So without further ado, let's get into this week's show. Justin, welcome to the show. Thanks for having me. Appreciate you making time. No, you're super busy. All right. So this is really cool. I love the way we're doing this in interview because I know like virtually nothing about you. Other than Bill Hart, shout out to Bill if you're listening, but Bill Hart made a couple comments on what you're doing online, social media, personal branding wise, which led me to want to grab you real quickly. So I appreciate you willing to be put yourself out there, be a victim, as they say. So let me, let me start here. How long have you been in the business? About 20 years, a little bit over maybe. All right. So definitely a whale season veteran, average units or volume, you know, 2020 obviously a little bit of an anomaly, but what did you do last year? I think it was like three, 50, something units, 350 units, yeah, like almost 150 million or something. But the year before, the year before, I think it was closer to 220 units and about almost a hundred million right around a hundred million. Okay. So what is, what is your number one source of business? Database. It's, it's always been database primarily past clients, stuff like that, but that's starting to shift a little. Okay. And where do realtors rank in your order of sources? They were about 50 percent, but as I've grown my database and dove more into database marketing and nurturing, I've built that up and the realtor business is super competitive in my market. And if you're not constantly in front of them, somebody else is, and there's not a lot of loyalty. So that business is probably around 20 to 30 percent right now. It used to be 60, 70 when I was going hard. Yeah. And where are you in the country? I've been to the California, like Orange County or LA, what? Right. I'm in LA County, but like right, right next to Orange County. Well, clear. Okay. Okay. Yeah, yeah. Got it. Yeah. I used to live in Michigan. Awesome. I lived in St. All right. Okay. So when you say database, that could mean a lot of things. Yeah. Are you talking about specifically just past clients? Past clients and past client referrals are a big chunk of it. So how do you stay so actively engaged with them? Are you using any tools or platforms? Yeah. Yeah. So I use jungle. I use some text messaging softwares in there. I use a third party company to do mailers. I do videos every week. So I do quite a bit. So past clients, they're getting a closing call from me. They're getting a closing gift. They're getting a 30-day check-in. They're getting a six-month check-in. They're getting annual reviews. They're getting mail every month. They're getting a video every week. I'm trying to do some more financial, personal finance type classes for free for my database twice a year. I used to do client appreciation events once or twice a year. I'm sending them stuff on their home anniversary. They're getting texts on their birthday. Pretty engaged with them. So that's a lot of stuff. How many in the database, roughly? So as far as past clients go, about slow bit over 1,700. And then as far as just like all leads, past clients, everything, not counting realtors and business professionals probably about 60, 600. But I'm not mailing to all 6,600, but all 6,600 are getting the weekly videos. They are hearing about the events, my exclusive client-only events, things like that. So client-only events, financial classes, was an example, right? Yeah, so personal finance, budgeting. Are you teaching those or do you bring in guests? No, I'm doing it. So I've been a student of personal finance my own. For years now, just really trying to get a grasp on it. Because I realized you could earn great money, but still not build wealth if you're not good with it. And then at the same time, you kind of hire people and just pass it on to them, delegate it to financial advisors, CPAs. And then what I learned along the way also is they kind of just give you the cookie cutter stuff. As I was reading books and learning and talking to wealthy people, and they'd give me ideas and concepts, and I'd bring it back to the financial advisors or CPAs, they're like, oh, yeah, we could do that. Oh, yeah, there's, you know, and it's like, why didn't you tell me about this? Thank you for like three years, you know? Right, right. That's interesting. So you're inviting these people to now, I guess these financial classes are virtual, right? Have they always been or were they in person before COVID? No, so they were, this is new, the virtual stuff. Before COVID, it was just client-appreciation events. Okay, right. So like happy hours or someplace, some function. Either at my home doing a barbecue, or at a brewery, breweries are always easy and fun, because they bring kids and pets and those games and stuff. Are you bringing those back as, you know, things open up? I want to, I want to at least get back to one a year. I just want to get out or at least do something at my house. Back to the video for a second. Is that you personally on video? Yeah. Is that by using bomb bomb or something or? Oh, for the weekly videos, I'm using bomb bomb. Yeah, using bomb bomb. And what, and that's like, how are you recording those? Are you doing those just like, boom, one a week time to record and send? Do you batch filming? What batch? I like to do them in batch. I use Fiverr to get them edited. So what I'll do is I'll figure out whatever topic I'm going to do, and then I'll bullet point it from intro, topic one, topic two, topic three, outro, and I'll kind of bullet point the idea, and then hit record on my cell phone and do intro. Maybe do it three different times until one feels right? Stop, and then, okay, topic one. So I'll chop it up. That way, if I mess up, I don't have to start the whole thing over, and then once I have the five, six clips that are what I want, I'll just forward those over to somebody on Fiverr, and they put the captions, the animations, the intro, the outro, and they stitch it together nice for me. And then I will usually put that on YouTube, listening to one of your episodes, and I think got me interested in trying YouTube this year. And so I started working on that. So what I was doing was just sending that straight through bomb bomb. But now what I'm doing is bomb bomb will actually link it to your YouTube page. So when I launch a video on YouTube, I'll also bomb bomb it out once a week, and that gets my database, at least click on my videos on YouTube and drive traffic there, which is cool. Ah, interesting. So in the bomb, the animated GIF and bomb bomb, if they click on it, you can choose to drive them to your YouTube page. It'll go straight to the YouTube page. It pulls in the thumbnail that you have on YouTube, and it looks like it's right there, but it takes them straight to your page. Well, that's cool. That makes it easy to drive up views. Yeah, yeah, I'm seeing like, looks like most of your stuff is in the last, you know, a year or less in terms of videos. Oh, yeah, I just started, you know, I just listened to one of your podcasts at the beginning of the year, with that gallon Northern California from Guaranteed Ray, who just did a decent. So after hearing that, I'm like, okay, that's my goal this year is to grow my YouTube, and then that turned into TikTok and Instagram. And I had, that gave me success in other places that never would have started if I didn't just start trying to do something. Have you had any, any consumers reach out to you yet from YouTube, for example? No, I have not, I only have like 300 something subscribers on there. I've had questions. I've had people ask me for like general questions, but no actual leads that have converted from it. Yeah, I just curious, you know, not expecting that you would be, but sometimes, you know, people are like, yeah, man, I just randomly got one. As you well know, YouTube's a long game, you know? Yeah, yeah. Gotta post that content. All right, so you mentioned a couple other things as well, Instagram and TikTok, and actually what put me, let's tackle this first is to talk TikTok, man, because that's what captured my attention. Tell me about TikTok, when did you get started there? So I was talking to somebody about trying to grow my YouTube and I don't know how the topic came up. It was a realtor, actually. And he's like, you gotta get on TikTok, man. Later, you know, I don't, you know? You know what I mean? You don't dance, right? Yeah. All right, whatever. I don't, you know, I don't think I'm gonna be able to pre-qualify a bunch of 12 year olds. Right. And so I kind of dismissed it. And then I started, like he's like, we'll just go on there and check out other people doing it. And I started looking and then I found that that's one guy, the mortgage guy forgot. He does funny ones and he just calculates on there. So then I started searching him and found like a YouTube interview from him where he talked about how it was just a long game and he got into it and he's just, you know, he posted recently, he did like 10 million volume in one month from TikTok and I was like, holy crap. Okay, I'll give it a shot. So I started, you know, trying to figure out what to talk about. And that was one of my biggest lessons as I've been on this journey of trying to grow my social media and YouTube. It is getting clear on a target audience, getting clear on what they want. And honestly, as I was trying to figure that out, I was working with a coach on social media and marketing and he's like, you gotta get clear on exactly who you're talking to. The viewer or whoever's consuming it has to feel like they're in front of you and you're talking to them. And like, wow, he's exactly, he's saying what I want. Well, it's hard to do that with mortgages. We always talk about all the mortgage market updated rates today and PMI, you should know. And honestly, people don't watch that stuff. It's just, there's so much out there of everybody's doing it and how much, who's actually grown something from it, right? So I was like, you know what, I have a ton of out-of-state rentals that I've never seen. I've grown good six-figure income from passive income and rentals and I'm still going hard on that and growing that. I've been a big student of personal finance. I love that stuff. I do it all my own, managing my own money. And I have a corporation with the 401k and pension and I'm managing all that. And it's not hard. And so I was like, I'm going to mix some of that in. Some of the personal finance and buying rentals at a state, how all that works. And just really start dropping general knowledge to grab people that are starting their financial journey. A lot of people start making six figures, start making money, start having a family. And they don't know what to do next. Should I buy a home? Should I first max out my 401k and my raw? I hear about buying rental properties, but I don't want to be a landlord. I think hear all these things, but they don't know where to start. They don't know where to go. So I figured I'm going to start trying to tackle that audience and giving them a good idea of here's your options. Here's what you can do and it's not that hard. And it just been like wildfire. I put out a video on TikTok about a custodial Roth and that thing went to like a couple million views. And I think it went to over a million views the first couple weeks. And then it's now up to like three million on TikTok. I got like 55,000 followers on there. And then it rolled over to Instagram. I put it on Instagram, the same content. I just repurpose it. And that's the cool thing is you repurpose so much of this content. So you don't only need to do it once, you know? And then my Instagram just took off from like 2000 followers to I think now 27,000 followers in less than two months. Really? Yeah. And I am getting leads from TikTok and Instagram now. Yeah, so let's deal with the myth because I got to be fully honest as well. And I think a lot of people have gone through this process of TikTok and evaluating it. Similar to like when club house hit hard and all that. And you know, now we're seeing the spike back down. Yeah. But however TikTok, you know, is still maintaining, I think capturing attention. But you know, I think that was the perception early on. Well, well, first of all, it got a lot of attention, a lot of hype and everybody, you know, I've never been one to like go all in on a platform and there's a lot of hype because, you know what I mean? We can only be great in so many places. Oh, yeah. So then like, did you have to make that shift too where you were just like, you know, I mean, how did you go? Because the perception is, and I've got the data on this on, you know, that still the majority of people are like under 25 and all that. So how does that parlay to loans for you? Is that because the kids are going, hey, mom, dad, you should check this dude out? No, because there's adults on it. There's adults on it and the adults that do consume on TikTok and Instagram because some of the feedback I've gotten is, I'm never on this. I don't normally use this, but I saw your video and this is, and this is the stuff I go on this platform for because you have 30 seconds to a minute to deliver some sort of value or some sort of knowledge and that's what's been good about it is it's forced me to figure out what the hell I'm gonna say quickly and figure out how to get to the point quickly, which is, it's good training, you know, when you're running out of time and I crap, I gotta redo it because I didn't get to what I wanted to say. Let me try again, let me try again. And it forces you to really, and that's people's attention spans, you know? So I think, yeah, I definitely have a ton of 11 tenors probably on there that just one of the videos caught attention and whatever. But, and that's something somebody else told me is, look, I'd rather have a thousand followers of people that are gonna do business versus 50,000 followers of people that aren't gonna do business and are gonna waste my time. So the main thing that somebody was talking to me about is don't worry about followers, don't worry about the growth, just worry about staying consistent with your content and your content pillars of who you're after and what message you're trying to deliver. So if it's, you know, that whole broker's our better movement, then deliver that weekly. Talk about examples, case studies, scenarios on why brokers are better. If it's, you know, whatever, I close in 21 days, why is that important? What happens if you don't close in 21 days? What does that do for you? So whatever, whatever it is, stick to it and say it and I read a book five moves ahead and it was talking about guys like Jim Kramer. People, and Dave Ramsey, people either hate him or love him because they just say what they believe, whether they're right or wrong, they don't care about it. They just stick to their belief. So same thing, that kind of opened me up to like, you know what? Because I was afraid of putting personal finance stuff out because I'm not a financial advisor. What if I am wrong? What if this works for me, but other people don't believe it or like it and they pick me apart, right? I'm not all knowing. I still maybe don't know a lot. And I, but I just figure screw it. You know what, if like I read that book and he's like, hey, these people just do it, it works. That's how you grow following is by being strong, you know, having strong beliefs and sticking to them. Yeah, so I just went for it. And yeah, a bunch of people pick me apart and, you know, I have some trolls and stuff like that, but oh, well, it's fun. That's how you know you're doing something when you get the trolls and the haters, you know? Yeah, I'm getting fake accounts now, stuff like that. I know, you mentioned a book, five moves ahead. I wrote that down, I'm gonna check that out. Also, when you said haters, it made me think of a book, it's called Hug Your Haters by Jay Bayer. I don't know, but that's also a good one too, because it's all about embracing that. And it's like, dude, where's your thing? Where's your video? Where's your, you know what I mean? Really is to just stand here and point fingers. You also said something earlier that I don't wanna overlook. You know, you got really clear on people who use that word avatar, but you got really clear on who you're speaking to in this camera, and you've had a social media coach so you can relate to this is, you're not speaking to a camera, there's a human being on the other end of that. And that's, I think what's, any of us who does this gets to that place emotionally so that your delivery's different because you realize it's a person, you know? Yeah, and one of the exercises they have me do is just pretend your buddies in front of you, like one of your best friends that you can totally be yourself with how would you talk to them? How would you deliver it with them? So, you're being yourself. Yeah, yeah, just, you know, don't try to be too polished, don't try to, you know, you wanna deliver the message clearly, but at the end of the day, you wanna make sure your tonality, your enthusiasm, whatever you're trying to say is like you're talking to a buddy. And another thing too on that, and then we'll go back to TikTok for a second, but the other thing that you do or did, and which stands out to me is, you did, you did kinda, you know, maybe hesitate a little bit in terms of posting content about financial literacy, financial planning, that kinda stuff. And I can understand the hesitation because you're like, oh, I'm not a fan, and when you said Dave Ramsey, I thought of that. I'm like, I'm like thinking, how many LOs who have a similar level of education as you do financially say to, well, I mean, Dave Ramsey's out there, you know what I mean? Yeah, you didn't let that stop you. Yeah, no, and that could even be a thing. You could be like the anti-Dave Ramsey guy, and a lot of people will follow that. They will love that, because he has the people that love him or hate him, you know? So, I just stopped caring and just figured I'm gonna give it a shot, and it took off so quickly that now I'm running with it. But, so there's a key point right there though. You stopped, two things are coming up from me on that. Number one, you stopped caring, but actually before that, if I'm correct, you wanted to put out this financial information because you were passionate about it. Yeah, exactly. That was the first thing, was this is something that I'm passionate about, that I like that I think would grab a money-parked audience, but the hesitation was caring about what people would think. If I really, you know, hate this works for me, whatever, you know, but then stop caring. I still cared, but figured, oh well, I'm gonna go for it. Well, we all have a bit of that impostor syndrome a little bit, right? Like, who am I to put this out there, right? Again, our own head. And a quick thing though, is I get a ton of financial advice questions now that don't turn into business. So you have to be careful with that, where I am gonna leverage that in other ways, and by making other content, and I believe me, I'm gonna leverage it and turn it into some other things that I'll launch soon. But if you're busy already, be careful with, you know, what you're gonna open yourself up to, a good friend of mine, Brian Decker, who he has a lot of crypto and Bitcoin stuff, and he's created a following of being like that Bitcoin guy, that crypto guy, and he was the same thing, he gets bombarded with stuff that's not business, it's about crypto, Bitcoin, you know, questions on that. But so just be careful with how far out of your, what you want you go, and I would try to just fine tune it to where that target audience and what you're gonna attract is gonna turn into money for you. We don't have enough time in the day to, you know, answer all these questions of people that aren't gonna work with us. Yeah, are you posting your own content? I am, so I do have a graphic designer that helps me with my actual post, but I give him, you know, what I wanted to say, what I wanted to look like, and then he'll send me samples and I'll give him, you know, tweak it, and that's what I found too, is I have hired marketing people, marketing companies, in-house, outsourced, everything for years, and I've never had as much success as when I finally just figured out how to do it myself. Same thing with the post. I had another company just doing it all for me, and I feel like it's going better with me just coming up with the content myself. So then how much time do you spend average per day per week on creating and posting content? I, I time block about four hours every Friday to put it all together, and then there's probably 30 minutes to an hour of the rest of the week a day of either posting it, engaging, you know, just kind of still getting sucked into it a little bit, but I batch it on Fridays, it might run five hours, four hours, and then from there everything's pretty much ready to go for the rest of the week, and then throughout the week maybe 30 minutes to an hour a day of, you know, responding to DMs, posting, actually posting the content, hashtagging and all that stuff. Yeah, I was going to ask you, are you using a scheduler, are you just posting individually? Just posting individually. I tried to do them in the mornings, sometimes it's a little later or whatever, but I just do it myself. Okay. I heard schedulers Instagram knows when you're doing that, and it just doesn't push it as much. I don't know. Yeah, I have a whole separate episode. I've been meaning to do you on that. Okay, so back to TikTok for a second. You just record TikTok from your mobile phone and then post it. Correct. Edit it, everything from my phone. It's so easy, their platform is so easy to use in this. I know it's going to ask you, the repurposing because I was on your Instagram feed. Are you just, you know, how some people just take that same video and just put it on Instagram and it, you know, is cut off? Yeah, yeah. So advice on that. So it's not cut off because you post it on your Reels. So with Reels, you only have 30 seconds with TikTok, you have up to a minute. So if you look at my TikTok videos, they're actually all 30 seconds for a reason, that way I could use them on Instagram Reels as well. So that's my solution to that. But you know, they have the TikTok logo. Is that gone now? I have an app I use, it's called Talk. Let me see. I have an app that removes that save talk. So S-A-V-E-T-O-K save talk, you download that app, I think it's free and then it'll remove the watermark logo for you. And I just pop it in there and it removes it really quick. Yeah, because I've seen some people when they're doing that, the video quality is kind of degradated a little bit. And your videos look really good. Yeah, the only issue I have with that is sometimes when I'm doing like the lip syncing or like trying to do that type of video, it throws it off a little. But then I do have a video editing app on my phone where I can kind of tweak the sound in the video and line it up. So there's an extra step if the sound doesn't match the audio or my lips don't match the audio. But that's only on like lip syncing one type. I don't do a lot of those. I do zero dance ones for a reason. And I try to do a funny one once a week, once every two weeks because it's just, they're fun and different type of engagement. But then I try to make sure the rest are definitely delivering value. All right, so in terms of choices of platforms and stuff like that, you're on TikTok, you're repurposing somewhat easily to YouTube, you're on Instagram, anywhere else. So I have every video I do on TikTok goes on Instagram, it goes on Pinterest, and it goes on Twitter, not that I've had much traction on Twitter. I am growing a following on Pinterest, but and sometimes Pinterest will drive traffic back to your Instagram. And then I'm using some of the TikTok videos for YouTube shorts. Yeah, so you post it like a regular YouTube video, but you hashtag it short, you do hashtag shorts in the title and in the description. And then YouTube supposedly picks that up a little bit. But with YouTube, it's all about watch time. And if you have a 30 second video, it doesn't really help your watch time. Right. So I am repurposing them in multiple places. But then as I do a bunch of batch TikToks, a week later when I see how they perform or whatnot, I could then cherry pick the ones that I'm gonna elaborate on in a longer like YouTube style video. So I'll do one or two YouTube videos a week, based on a couple of weeks back, TikToks, that, okay, this one hit. So I'll just talk more about that over the course of four to five minutes in a more formal fashion, you know. Are you doing anything with IGTV? No, but I'm gonna start. So I'm gonna start utilizing the rest of the platforms because if you look, it's just reels and posts that I'm doing, but I'm gonna start taking some of those YouTube's and then putting them on IGTV. Got it. All right, so here's a crazy question. If you could only use one social platform, what would it be? I think Instagram. Really? Yeah, I just, I like it. I feel like it's more of my target audience. I feel like TikTok, I have double the amount of followers on TikTok, but I feel like not as many of them are actually people that are gonna do business. Instagram, I just get the most engagement. I'm getting leads from it. And you buy YouTube still in its infancy. So hopefully by the end of the year, I gotta get YouTube following, but we'll see. Well, and that's part of the challenge with a lot of people, is they'll hear someone like you or somebody else come on and it's just like, you know, I'm doing Insta's, I'm doing the TikTok, you know, and the sense is, oh my God, this guy's everywhere. And so, I mean, what would you say to people? Because as you know, most people aren't you where you're at. They're still like struggling or figuring out, well, where do I go? What do I say? You know what I mean? Any advice you would give to them in terms of just getting started? Um, I would just find where you're come, like first find your voice, find who you want to talk to. What you want. And that takes some time. Yeah, that's the most important part. Because if you're not clear on what you want to say and you're just kind of saying things monotone or you just don't really know, you know, the deliveries off, the topics off, it doesn't like segment quick enough, you're not gonna have traction anywhere. So I think it's really, and a lot of loan officers are super busy and super multitasking. Right. You like have it on your schedule. I gotta do a video and then you rush and do it. It's just not gonna be good quality. I think the biggest thing that's helped me get to this place is honestly teams and systems. Building my team, creating systems that freed me up and gave me the time, like spend four or five hours on a Friday doing this, like spend an hour a day and actually get in the creative zone versus having a bunch of fires burning around me. And I'm trying to just knock out the video really quick and it's just not gonna be as good. Yep. That's the biggest piece of advice to build your teams and your systems to where you have the time to learn marketing. Cause if you get good at marketing and at videos, you could excel at anything. That's the one lesson I learned not too long ago that got me hooked on, okay, I wanna be from a master marketer. I wanna become a master salesman because if I could do that, I could drive in traffic from anywhere. All right, well, let's then talk for a minute about your team structure. What does that look like? Who do you have on your team? I have a junior L.O. who's licensed, who all the incoming leads go to him. And then he kinda puts the numbers together, responds, collects the docs. And then I have another L.O.A. who's not licensed but like nails with guidelines and just knows his stuff. And my friend and junior sends him the docs, he scrubs it, he comes back with a needs list. He never talks to the clients, the clients don't even know he exists, he's just there to keep my junior on the phones, keep him selling, keep him talking. And he knows enough, but he doesn't have to dive in because we got our guy to dive in for him. So he collects it, puts it together. Our scrubber, I guess, my L.O.A. will do the pre-approval and give him all the bullet points. Here's all the credit notes, here's all the income notes, here's all the asset notes. Ask about this, here's the max. Here's the max conventional max FHA. Here's some concerns I have. So then it's back to the junior to clean all that up. We get them out shopping when they're shopping. They have questions, the junior's there. When they open escrow, my scrubber will then clean it up, update the needs list, kick out the closures, do all that. And then it goes to our L.O.A. who's contracted clothes. Our L.O.A. is a direct submit, but she's not the processor. We also have corporate processors we use. So it's really that team of three plus me. I do have an office manager who runs, I run a couple branches. So my office manager does run one of the branches as far as like admin duties. And then she also manages my emails, helps kind of make sure the leads go into CRM, manages some of the marketing and all. But I feel like for the volume I'm doing and the time that gives me to work on the business and not in the business, we're pretty efficient. And it's a pretty good model. Those are the core for like six years. And I tried so many different models from all the coaches and all the things I learned. And you kind of just have to figure out what works for you, but this model has been great for me. Yeah, so when do you engage with the clients? I always call them all out closing regardless, but there's a lot of clients I don't talk to at all until closing. So yeah, so at the end, I call, have the team do. Hey, thank you so much for working with us again or thank you so much for allowing us to help. How did they do? I see you worked with Yuri and Christina. They take you care of you and you feedback on that. Oh, they were great. Oh, well, yeah, they sent me disclosures from the escrow company and then the escrow and it was a little confusing. You know what, that's a great point. I'll make sure we clarify that better next time. But other than that, you guys, oh, thank you so much. And then I want to confirm your first payment. Okay, just so you know, I'm going to do some events. You're going to get mail from me. You're going to get junk mail. I'm going to check in with you and do an annual review. I go and I elaborate a little more, but this is like the topics. So I prep them or, hey, we're here for you. We're a resource for you. And I want to continue delivering value and being there, but always feel free to reach out to us. Oh, well, thank you so much. So you're not taking any loan apps? I haven't taken an app. I don't remember the last time. And I've probably run DU four times this year. So a lot of people are hearing that going, what the fuck? Yeah. How does he do it? How does he get there? Wasn't always like that, right? No, it was, it was, you know, working from 5 a.m. until 1 a.m. and gaining weight. And you figure out there's got to be a better way. And then you realize, hey, here's the first thing and they do hire somebody. Yeah, help me. Yeah, for sure. No, I'm just like, I'm really pausing there for a second because I'm thinking through that conceptually. Most of the people I've talked to with that model before, most of them are at least interfacing with the customer early on up front, but then never again, except maybe I'm closing, where yours is kind of flipped. It's just like, no, I don't even talk to them until closing. And I'll cherry pick some. You know, sometimes I'll get a couple like past clients that I just, you know, I really like. And I'll jump on it, especially if I have time. If it's a busy day, then I'm passing it on to the team. But if it's not a busy day, so busy day, we'll explain that though, right? Because, I mean, you're not taking 10 or 3s. What are you doing? Are you structuring loans? Sounds like your junior is. No, I might be working on content, working on systems. You know, doing, I run a couple branches. We have branch meetings. OK, yeah. I do a team meeting every morning. Management stuff. Yeah, so between that, you know, working on building different things out for a CRM, it's mainly working on the business and trying to figure out how do I get more leads in the door. You know, how do we convert better? How do I help my team's bandwidth without hiring more people, but with technology, you know? Yeah, you've referenced that twice now. Sounds like if you read the E-Mith. No, I have it, but I've ripped plenty, like traction. I've ripped plenty of books that are similar to it, you know? Right, right, right. Yeah, I got traction sitting over here. I haven't read it yet. It's an amazing book. Really? OK. No, but it just makes me think conceptually is what most LOs are, are tacticians, right? They're good at performing and doing the loans, but that is to your point, prevents you from working on the business, because you're too busy working in it and you can never grow it. But the funny thing is, I've been in this business for 20 years, but the first 10 years, I was a processor. So when I started originating, I would never let anybody process my loans, because nobody's going to do this. Don't touch my disclosures. I hired a processor, and it took me two years to let her even do my disclosures. Really? Don't touch it. You're going to mess up my GFB. Don't talk to my client, you know? And that's just not a lie. That's not sustainable. You burn out. Wow. Wow. All right, so before we wrap up here, I just want to kind of come full circle. I had your Instagram open, but you're getting now kind of like a flow of inbound, or let's call them inquiries from social media, right? Hey, saw your videos. I've been watching you for three months. I got some questions, right? And those leads go over to your junior. Yeah, well, I'm, I'm, I'm handholding those more. Because they're like my baby right now. So I am like, I am getting something to DM sometimes and answering questions, and I am taking some of those peer approval appointments, because the message they're coming to me for is the personal finance. I need to train my team to have that same personal finance, you know, knowledge and message. And I am every day in our team meeting, whenever I put out one of these videos on Instagram during that team meeting that day, I'm training them on exactly the topic and going in the details so they understand it. That way, when I do eventually have them pick over those leads, when they, when they have leads that also want help with personal finance, or, you know, going, going over index funds, or going over Roths and 401Ks, that my team has that knowledge and also discuss that with them, you know? Yeah, I just checked out your website. Are you using any other tools like Homebot, for example? I use Homebot. My website's through Leapops. That's what I'm saying. My website links things with my jungle. I use the triple dot for texting automation. So if you go on my website and fill out a refi or a purchasing free, you know, thing, you're automatically getting a text message. It's going to follow up with you forever until you tell us to stop or until you raise your hand and say I'm ready. You're going to get put in our system. You're going to start getting bomb bombs from being, you're going to be, and all from you just going to my website. So that's all the stuff I work on, but I'm not working on loans. Yeah, it looks like you have a blog as well with articles. I don't know, I didn't know that. Oh, hold on. I think they're pulling, they might be pulling stuff from YouTube. They're supposed to be. Yeah, that's what it looks like it is. It's your corporate site's doing that. All right, let me go back real quick. There's one other thing. Your Google reviews are very prominent. I love that on your homepage of your website. I'm trying to go back here. Yeah, I got a big, I got business, I get business from Yelp and Google from those reviews. I still focus on that, but that was something I focused on a while back early on. How do you get those, how do you get people to leave your reviews? I ask for it, and then we send text reminders. So at closing, we ask for it, right? And it's like, I have to call. I kind of guilt them into it. Like, hey, I'm still trying to grow my business. I'm a person, I'm a human. If you don't mind supporting us, oh, yeah, I don't mind. I'm very, I appreciate that so much. And then they get the text automated follow-ups from me. Like, hey, just I know you're busy, if you don't mind. Yeah, and I'll link over to your Google, my business page. Yeah, yeah. Are you doing any Zillow reviews? I was, we don't really push to it anymore. I have a good chunk on there, like 200 or something, but that's just because of Zillow being who they are now and all that. I actually was just trying to not put all my eggs in one basket, so I was putting reviews between Google Yelp and Zillow years ago to see how it went. And I just, I get zero leads from the Zillow reviews. So I just now just, I don't want to, instead of asking you to review me in three different spots, now I'm only asking you to review me on two, you know, Google Yelp. And it could help with your search too as well. Yeah, that all it does, it helps with the SEO stuff. Hmm, wow. All right, so what's the big plans, man? What's next on your media domination plan? So as I grow my social media stuff, I definitely want to grow my YouTube. But the end result from all this social media is I want to drive that audience to home buyer webinars and home buyer live events locally, because the majority of my audience is actually in LA. It looks like so. I figure once I start doing live personal finance, home buyer events, or webinar style ones, I should be able to get a lot of people there. And then basically, yeah, just have my team there taking apps and scheduling appointments at the events during the events. And, you know, seeing how those convert and then from there building a system around that on how to, you know, how to bait that stuff. Are you going to do the home buyer webinars of those going to be live? At first, yeah, they're definitely going to be live for a few months until I get a couple good recorded ones that just run really well. And then I'll run them on an evergreen after that and make them seem live, but, you know. Sure, then you have like the opt-ins automation and all that kind of stuff. Start running ads to them, all that stuff. Right, right, very cool, man. You are definitely, you are meeting the definition of a modern mortgage originator and a hybrid loan officer, right? Hybrid, you know, I don't know if you heard me talk about that on the podcast, but you're, obviously, your number one source of business is past clients and database. That's the more, quote, traditional, but you're growing, continuing to grow your sources of business from all the stuff we just heard about, digital, which, you know, I think that's the futures. Like if you, to succeed, you got to do both. Well, you know, that's awesome, man. Hey, I really appreciate you making time here. I learned a hell of a lot. Awesome. And I appreciate it. It's fun. It's always fun. Let's do this. What is your TikTok handle, whatever the hell they call it? Yeah. So my TikTok and my Instagram are loans by JB. And if you see a fake one that has like a period or a hyphen, that's not me, it's just loans by JB. Yeah. And duly noted, when you, I pulled them up on Instagram, you had a couple of those. So it's loans by JB, no hyphen, no dots, no nothing. I'll put links in the show notes to that. And the Instagram as well. So people can check you out and follow you. Justin, appreciate it, man. Thank you. Awesome. Thank you so much. You bet listeners. Hope you like this episode. You know what to do. Leave us a review if you like it. And we'll see you on the next one. Bye for now. Hey, guys, what's up? Real quick. You've heard about the mortgage marketing pro, membership before. And I just want to quickly remind you if that you're in a place in your business where you simply need more purchased loans. You need to fill your pipeline with purchased business. 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