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.
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
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
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
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
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.
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…
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
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
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.
We are a Marketing/Co-Marketing CRM built on a compliance framework focused on Customer Success.
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