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Modern Lead Generation
2018
For Referral-Based-Local Mortgage Advisors
2
• Chief Customer Officer
at Total Expert
Sue Woodard
Stew Sweet
3
• Top 1% Loan Advisor in
the US
• Branch Manager and
Sr. Loan Advisor
• RPM Mortgage
Dave Savage
4
• CEO and Founder
of Mortgage Coach
CalyxVision18 Modern Lead Generation slides with Sue Woodard, Dave Savage, Stew Sweet
CalyxVision18 Modern Lead Generation slides with Sue Woodard, Dave Savage, Stew Sweet
YOUTUBE CHANNEL
Hundreds of videos,
Millions of minutes
• Interviews
• Realtor Strategies
• Real-World Scripts
• How To’s
5 Keys to
Success in
2018
Darren
Hardy Keys
to Success
in 2018
How much is
the mortgage
industry going
to change by
2020?
CalyxVision18 Modern Lead Generation slides with Sue Woodard, Dave Savage, Stew Sweet
1. Big Data
2. Artificial Intelligence
3. Multi-Channel
4. Voice
TOP MORTGAGE TECH
TRENDS
Moore’s Law
2=10
2007
“iPhone is a
revolutionary and
magical product that
is literally five years
ahead of any other
mobile phone” Steve
Jobs
CalyxVision18 Modern Lead Generation slides with Sue Woodard, Dave Savage, Stew Sweet
CalyxVision18 Modern Lead Generation slides with Sue Woodard, Dave Savage, Stew Sweet
"If you know that automation is going to
eliminate all the redundancy and repetition
in your business so that all you have left is
human interaction, then focus on that
human interaction now, by leveraging
technology like your CRM and Mortgage
Coach.”
CalyxVision18 Modern Lead Generation slides with Sue Woodard, Dave Savage, Stew Sweet
CalyxVision18 Modern Lead Generation slides with Sue Woodard, Dave Savage, Stew Sweet
CalyxVision18 Modern Lead Generation slides with Sue Woodard, Dave Savage, Stew Sweet
Modern Loan Officer DEFINED.
Is a Mortgage Coach/Advisor who captures key data on
clients and partners so they can customize and personalize
multi-channel content and services like TCA, AMR, Lifestyle
touch-points, updates, relevant news and top of mind content.
CalyxVision18 Modern Lead Generation slides with Sue Woodard, Dave Savage, Stew Sweet
Time
RateofChange
We are here today
Human Adaptability
Technology
Time
RateofChange
We are here today
2020
Human Adaptability
Technology
6 months from now
Time
RateofChange
We are here today
Human Adaptability
Technology
6 months from now
12 months from now
18 months from now
The Loan Advisor
who can digitally
upgrade the fastest
wins the biggest
2020
CalyxVision18 Modern Lead Generation slides with Sue Woodard, Dave Savage, Stew Sweet
CalyxVision18 Modern Lead Generation slides with Sue Woodard, Dave Savage, Stew Sweet
CalyxVision18 Modern Lead Generation slides with Sue Woodard, Dave Savage, Stew Sweet
CalyxVision18 Modern Lead Generation slides with Sue Woodard, Dave Savage, Stew Sweet
CalyxVision18 Modern Lead Generation slides with Sue Woodard, Dave Savage, Stew Sweet
CalyxVision18 Modern Lead Generation slides with Sue Woodard, Dave Savage, Stew Sweet
2018
Stew Sweet
"I feel like a lot of LO’s talk about whether or
not technology will replace them (I don’t
think it will) but the bigger picture is that
LO’s that leverage technology will
replace the ones who don’t.” Stew Sweet
2018
Keys for Lead Gen & Conversion Success
37
• Omnichannel Approach
• Consistency & Repetition
• Personal Brand
• Connection to Build Trust
• Automate and Elevate
OMNIchannel
Approach
38
• 98% of Americans
switch between devices
in same day
• 2003 – 2 touch points
• TODAY – 6 touch points
• 90% of consumers
expect a consistent
experience across
channels
Consistency
& Repetition
39
• Frequency = Familiarity
• Familiarity = Trust
• Few messages, more
often
• Beware of Boredom
• Stick to your Script
• AUTOMATE
Building your Personal Brand is Critical in
the Era of Digital Mortgage
• 89% used some form of
online technology to help
them with the home buying
process
• 81% still want to
talk to a human
Wells Fargo Study of Homeownership,
2017
40
Personal
Branding…
41
• Leads convert 7x more frequently
than other leads. (IBM)
• Sales reps outsell 78% of their
peers. (Forbes)
• 33% of buyers trust brand… 90%
trust people. (Nielson)
• 10x more followers than corporate
social media accounts. (Cisco)
• 27% more optimistic…40% more
competitive (Prophet)
title sponsor
Connection to Build Trust
43
• According to leading consulting firm McKinsey &
Company, “When it comes to our money, we will
more than likely always want to talk with a human,
especially when it’s a lot of money.” 2016
• NerdWallet with the Huffington Post says, “Shopping
real life mortgage rates and home lenders online is
much harder than it sounds…and it get’s even more
difficult if you want to get a ‘real mortgage rate’”
2017
44
Automate to Elevate
45
• Automate everything possible – to elevate and
amplify your personal, human connection
• Utilize Technology – CRM and Automated
Marketing tools are now baseline for success
• Create a consistent process that your team and
clients can trust
• Mortgage Coach Tools
– Total Cost Analysis
– Annual Review
2018
Automated
Mortgage
Reviews
F O R
P O W E R E D B Y : &
CalyxVision18 Modern Lead Generation slides with Sue Woodard, Dave Savage, Stew Sweet
To Turn on the Integration
Click
the Connect button
under Mortgage
Coach
Monitor All Activity
Filter
by specific dates or
engagement types.
Keep notes. See emails
that were sent, opened, and
viewed by the client.
Sample Automated Email
Here is a sample
Annual Mortgage
Review Email
Sample Automated Email
on the “View your Total
Cost Analysis” button at
the end of the email. This
will direct the client to the
presentation.
Click
Walking through the Presentation
Here is a sample Annual Mortgage Review presentation.
Use this opportunity to ask what is new in their lives, show them what future savings they have, and
educate them on their options.
The Annual Review Email
Clients can view their Total Cost Analysis on their favorite
devices anytime, anywhere. Now, effortlessly deliver your
advice and insight, as clients are automatically notified.
And with a TCA, you can create actionable conversations
that engage your clients and provide you with a new
fundable opportunity.
A managed mortgage is a client for life
ACCELERATE GROWTH The Leader in Enterprise-Grade Technology for the Modern Financial Services Industry.
Marketing | Co-Marketing | Compliance | CRM
Decrease ProductivityMultiple Systems Increased Costs
Legacy
Setup Total Expert
Single System of
Record
Annual Savings Increased Efficiency
Transform Your Business, Increase Your Efficiency
Total Expert Advantage
Customer
Success
Rapid
Innovation
Cycle
Technology
First
Audit Ready
Compliance
Optimized
For Enterprise
2017 Q2 2017 Q3 2017 Q42017 Q12016
Trusted by 7 of
the nation’s top
15 Lenders
• More time to sell
• Single System
• More Automation
• Simplified Deployment
• Simplified Creation
• Increase Productivity
• Always on Compliance
CalyxVision18 Modern Lead Generation slides with Sue Woodard, Dave Savage, Stew Sweet
CalyxVision18 Modern Lead Generation slides with Sue Woodard, Dave Savage, Stew Sweet
2018
Database
Referral Partners Strategies
Referral-Based Local Mortgage Pro
Lead Framework
1. 5 Star Transaction + Annual Reviews = Client
for Life
2. Level 3 Partner with Realtors
3. Multi-Channel
4. Relentless follow up systems and
practices #CRM
5. Consistency
Common Practices for LO’s Who Close 100+ Loans Annually
What level of partnership do you have with
your Realtors today?
 LEVEL 1 Your agents trust you to keep your promises and
close on-time.
 LEVEL 2 Your agents to believe you’ll improve their buyer
lead conversion.
 LEVEL 3 Your agents passionately believe you improve
urgency and clarity with their buyers and sellers.
1. Annual Mortgage Reviews
2. Paperless Open Houses
3. Realtors
Strategies
Referral-Based Local Mortgage Pro
Teach
Personalize Leadership
Conversion Framework
Teach
Personalize Leadership
Constructive Tension
1. How you get referred matters
2. Speed matters
3. Be an advisor and coach (Personalize, Teach & Leadership)
4. Deliver digital Total Cost Analysis
5. Multi-channel relentless follow-up
Optimized Conversion CHECKLIST
“Has your lender provided you a Total
Cost Analysis to show you how to you can
save potentially tens of thousands of
dollars in interest expense over the life of
your loan”
Todd Duncan’s Realtor Script to refer…
CalyxVision18 Modern Lead Generation slides with Sue Woodard, Dave Savage, Stew Sweet
CalyxVision18 Modern Lead Generation slides with Sue Woodard, Dave Savage, Stew Sweet
"Oh yeah, I've already got a lender." And they go, "Oh great. Did they give you
a Total Cost Analysis? Did they compare and contrast different loan options
over the time horizon that you want to be in the house? Did you tell your loan
officer that you wanted to own the house for five years and then you thought
you might be relocating to a different state?" "Oh no, none of that really came
up." "Oh, okay. Well then how about this, how about I just introduce you to my
lender, because number one he will get your loan closed and you won't be
homeless on move in day and which is super important, and number two he
may be able to actually figure out there's a program that would have less cost,
and there's no obligation. You don't have to use him, just get a second opinion
on this decision."
Josh Mettle’s Realtor Script to refer…
74
CalyxVision18 Modern Lead Generation slides with Sue Woodard, Dave Savage, Stew Sweet
CalyxVision18 Modern Lead Generation slides with Sue Woodard, Dave Savage, Stew Sweet
CalyxVision18 Modern Lead Generation slides with Sue Woodard, Dave Savage, Stew Sweet
78
YOUTUBE CHANNEL
Hundreds of videos,
Millions of minutes
• Interviews
• Realtor Strategies
• Real-World Scripts
• How To’s
80
Thank you!
2018

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CalyxVision18 Modern Lead Generation slides with Sue Woodard, Dave Savage, Stew Sweet

  • 1. Modern Lead Generation 2018 For Referral-Based-Local Mortgage Advisors
  • 2. 2 • Chief Customer Officer at Total Expert Sue Woodard
  • 3. Stew Sweet 3 • Top 1% Loan Advisor in the US • Branch Manager and Sr. Loan Advisor • RPM Mortgage
  • 4. Dave Savage 4 • CEO and Founder of Mortgage Coach
  • 7. YOUTUBE CHANNEL Hundreds of videos, Millions of minutes • Interviews • Realtor Strategies • Real-World Scripts • How To’s
  • 10. How much is the mortgage industry going to change by 2020?
  • 12. 1. Big Data 2. Artificial Intelligence 3. Multi-Channel 4. Voice TOP MORTGAGE TECH TRENDS
  • 14. 2=10
  • 15. 2007 “iPhone is a revolutionary and magical product that is literally five years ahead of any other mobile phone” Steve Jobs
  • 18. "If you know that automation is going to eliminate all the redundancy and repetition in your business so that all you have left is human interaction, then focus on that human interaction now, by leveraging technology like your CRM and Mortgage Coach.”
  • 22. Modern Loan Officer DEFINED. Is a Mortgage Coach/Advisor who captures key data on clients and partners so they can customize and personalize multi-channel content and services like TCA, AMR, Lifestyle touch-points, updates, relevant news and top of mind content.
  • 24. Time RateofChange We are here today Human Adaptability Technology
  • 25. Time RateofChange We are here today 2020 Human Adaptability Technology 6 months from now
  • 26. Time RateofChange We are here today Human Adaptability Technology 6 months from now 12 months from now 18 months from now The Loan Advisor who can digitally upgrade the fastest wins the biggest 2020
  • 33. 2018
  • 35. "I feel like a lot of LO’s talk about whether or not technology will replace them (I don’t think it will) but the bigger picture is that LO’s that leverage technology will replace the ones who don’t.” Stew Sweet
  • 36. 2018
  • 37. Keys for Lead Gen & Conversion Success 37 • Omnichannel Approach • Consistency & Repetition • Personal Brand • Connection to Build Trust • Automate and Elevate
  • 38. OMNIchannel Approach 38 • 98% of Americans switch between devices in same day • 2003 – 2 touch points • TODAY – 6 touch points • 90% of consumers expect a consistent experience across channels
  • 39. Consistency & Repetition 39 • Frequency = Familiarity • Familiarity = Trust • Few messages, more often • Beware of Boredom • Stick to your Script • AUTOMATE
  • 40. Building your Personal Brand is Critical in the Era of Digital Mortgage • 89% used some form of online technology to help them with the home buying process • 81% still want to talk to a human Wells Fargo Study of Homeownership, 2017 40
  • 41. Personal Branding… 41 • Leads convert 7x more frequently than other leads. (IBM) • Sales reps outsell 78% of their peers. (Forbes) • 33% of buyers trust brand… 90% trust people. (Nielson) • 10x more followers than corporate social media accounts. (Cisco) • 27% more optimistic…40% more competitive (Prophet)
  • 43. Connection to Build Trust 43 • According to leading consulting firm McKinsey & Company, “When it comes to our money, we will more than likely always want to talk with a human, especially when it’s a lot of money.” 2016
  • 44. • NerdWallet with the Huffington Post says, “Shopping real life mortgage rates and home lenders online is much harder than it sounds…and it get’s even more difficult if you want to get a ‘real mortgage rate’” 2017 44
  • 45. Automate to Elevate 45 • Automate everything possible – to elevate and amplify your personal, human connection • Utilize Technology – CRM and Automated Marketing tools are now baseline for success • Create a consistent process that your team and clients can trust • Mortgage Coach Tools – Total Cost Analysis – Annual Review
  • 46. 2018
  • 47. Automated Mortgage Reviews F O R P O W E R E D B Y : &
  • 49. To Turn on the Integration Click the Connect button under Mortgage Coach
  • 50. Monitor All Activity Filter by specific dates or engagement types. Keep notes. See emails that were sent, opened, and viewed by the client.
  • 51. Sample Automated Email Here is a sample Annual Mortgage Review Email
  • 52. Sample Automated Email on the “View your Total Cost Analysis” button at the end of the email. This will direct the client to the presentation. Click
  • 53. Walking through the Presentation Here is a sample Annual Mortgage Review presentation. Use this opportunity to ask what is new in their lives, show them what future savings they have, and educate them on their options.
  • 54. The Annual Review Email Clients can view their Total Cost Analysis on their favorite devices anytime, anywhere. Now, effortlessly deliver your advice and insight, as clients are automatically notified. And with a TCA, you can create actionable conversations that engage your clients and provide you with a new fundable opportunity. A managed mortgage is a client for life
  • 55. ACCELERATE GROWTH The Leader in Enterprise-Grade Technology for the Modern Financial Services Industry. Marketing | Co-Marketing | Compliance | CRM
  • 56. Decrease ProductivityMultiple Systems Increased Costs Legacy Setup Total Expert Single System of Record Annual Savings Increased Efficiency Transform Your Business, Increase Your Efficiency Total Expert Advantage
  • 58. 2017 Q2 2017 Q3 2017 Q42017 Q12016 Trusted by 7 of the nation’s top 15 Lenders
  • 59. • More time to sell • Single System • More Automation • Simplified Deployment • Simplified Creation • Increase Productivity • Always on Compliance
  • 62. 2018
  • 63. Database Referral Partners Strategies Referral-Based Local Mortgage Pro Lead Framework
  • 64. 1. 5 Star Transaction + Annual Reviews = Client for Life 2. Level 3 Partner with Realtors 3. Multi-Channel 4. Relentless follow up systems and practices #CRM 5. Consistency Common Practices for LO’s Who Close 100+ Loans Annually
  • 65. What level of partnership do you have with your Realtors today?  LEVEL 1 Your agents trust you to keep your promises and close on-time.  LEVEL 2 Your agents to believe you’ll improve their buyer lead conversion.  LEVEL 3 Your agents passionately believe you improve urgency and clarity with their buyers and sellers.
  • 66. 1. Annual Mortgage Reviews 2. Paperless Open Houses 3. Realtors Strategies
  • 67. Referral-Based Local Mortgage Pro Teach Personalize Leadership Conversion Framework
  • 69. 1. How you get referred matters 2. Speed matters 3. Be an advisor and coach (Personalize, Teach & Leadership) 4. Deliver digital Total Cost Analysis 5. Multi-channel relentless follow-up Optimized Conversion CHECKLIST
  • 70. “Has your lender provided you a Total Cost Analysis to show you how to you can save potentially tens of thousands of dollars in interest expense over the life of your loan” Todd Duncan’s Realtor Script to refer…
  • 73. "Oh yeah, I've already got a lender." And they go, "Oh great. Did they give you a Total Cost Analysis? Did they compare and contrast different loan options over the time horizon that you want to be in the house? Did you tell your loan officer that you wanted to own the house for five years and then you thought you might be relocating to a different state?" "Oh no, none of that really came up." "Oh, okay. Well then how about this, how about I just introduce you to my lender, because number one he will get your loan closed and you won't be homeless on move in day and which is super important, and number two he may be able to actually figure out there's a program that would have less cost, and there's no obligation. You don't have to use him, just get a second opinion on this decision." Josh Mettle’s Realtor Script to refer…
  • 74. 74
  • 78. 78
  • 79. YOUTUBE CHANNEL Hundreds of videos, Millions of minutes • Interviews • Realtor Strategies • Real-World Scripts • How To’s
  • 80. 80

Notas do Editor

  1. Modern LO = Is a Mortgage Coach/Advisor who captures key data on clients and partners so they can customize and personalize multi-channel content and services like TCA, AMR, Lifestyle touch-points, updates, relevant news and top of mind content
  2. Modern LO = captures key data on clients and partners so they can customize and personalize multi-channel content and services like TCA, AMR, Lifestyle touch-points, updates, relevant news and top of mind content
  3. Hello everyone and welcome to Total Expert Live. We thank you for joining us today and are excited to have the opportunity to share with you what Total Expert can do for you and your company.
  4. We are a Marketing/Co-Marketing CRM built on a compliance framework focused on Customer Success.
  5. Total Expert and our customer succeed together. Snap shot of some of our customers and how the platform and company are growing. We have gone through and passed the rigorous testing and security protocols around big banking and have been able to grow and adapt to changing requirements and requests from these organizations.