April 24, 2024 • 18 mins
In this episode of "Loan Officer Sales Training," we dive into the world of social media selling and explore effective strategies for loan officers looking to leverage these platforms to grow their business.
Join us as we unpack the nuances of selling on social media, from identifying your target audience to crafting engaging content that drives conversions. We'll discuss the importance of building a strong personal brand and creating content that resonates with your audience, positioning you as a trusted authority in the lending industry.
Discover how to choose the right social media channels for your business, tailor your messaging to each platform, and effectively use features like targeted advertising and storytelling to attract leads and nurture relationships. We'll also explore best practices for engaging with your audience, responding to inquiries, and converting followers into clients.
Whether you're a social media novice or looking to refine your existing strategy, this episode offers valuable insights and practical tips to help you succeed in selling on social media. Tune in to learn how to harness the power of these platforms to expand your reach, generate leads, and drive sales as a loan officer. Don't miss this opportunity to unlock the full potential of social media as a sales tool and take your business to new heights.
For more episodes visit:
https://themortgagecalculator.com/Page/Loan-Officer-Sales-Training-Podcast
About The Mortgage Calculator:
The Mortgage Calculator is a licensed Mortgage Lender (NMLS #2377459) that specializes in using technology to enable borrowers to access Conventional, FHA, VA, and USDA Programs, as well as over 5,000 Non-QM mortgage loan programs using alternative income documentation!
Using The Mortgage Calculator proprietary technology, borrowers can instantly price and quote thousands of mortgage loan programs in just a few clicks. The Mortgage Calculator technology also enables borrowers to instantly complete a full loan application and upload documents to our AI powered software to get qualified in just minutes!
Our team of over 350 licensed Mortgage Loan Originators can assist our customers with Conventional, FHA, VA and USDA mortgages as well as access thousands of mortgage programs using Alternative Income Documentation such as Ban
The Mortgage Calculator is a licensed Mortgage Lender (NMLS #2377459) that specializes in using technology to enable borrowers to access Conventional, FHA, VA, and USDA Programs, as well as thousands of Non-QM mortgage loan program variations using alternative income documentation!
Using The Mortgage Calculator proprietary technology, borrowers can instantly price and quote thousands of mortgage loan programs in just a few clicks. The Mortgage Calculator technology also enables borrowers to instantly complete a full loan application and upload documents to our AI powered software to get qualified in just minutes!
Our team of licensed Mortgage Loan Originators can assist our customers with Conventional, FHA, VA and USDA mortgages as well as access thousands of mortgage programs using Alternative Income Documentation such as B
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Restream recording Apr 24, (00:00):
But welcome everyone.
My name is Kyle Hiersche.
I'm the COO of the MortgageCalculator, and this is our loan
officer sales training that wedo every weekday at 12 p.
m.
Eastern.
And today we're going to betalking about selling with
social media.
Let me go ahead and change myscreen here and let's talk
about, okay.
(00:23):
So social selling here.
First of all, before you go outthere and try to use social
media, we talked about this onthe marketing training and the
branding training.
If you haven't seen those,definitely check them out.
Very important here and appliesto what we're talking about here
today.
Profile optimization.
A lot of people don't even youknow, tackle this before they go
(00:43):
out there and try to.
You know, get, get a business,right?
So first off compliance.
Remember, it needs to becompliant.
If you're at the mortgagecalculator, we have article in
the knowledge center, tells youexactly what you need to have on
everything and it needs to becompliant.
Your links, your link on yoursocial media, most social media
(01:05):
pages give you one link, right?
You know, put in the bio orwhatever it is.
And that link should definitelybe your application page on your
website, right?
So on your mortgage calculatorwebsite, that should be your
application link that goesstraight there so they can, you
know, apply and it goes intoyour CRM and all that kind of
(01:27):
good stuff automatically, right?
So you always want to have, makesure you have the correct link
there and your bio.
Now, again, talked about it onthe, the, the branding training,
your bio should represent you.
What do you specialize in?
What do you actually, you know,do you know, some actual info
(01:48):
about yourself, not just likeyour company name that, you
know, loan officer at themortgage calculator or whatever.
Right.
Like we need to put a little bitof personality into it and brand
into it, because especially whenwe're talking about, because
right now we're not talkingabout advertising on social
media, we're talking about usingsocial media to sell.
So we're talking much moreorganic things here today.
(02:10):
And so when you're trying to goout there and be organic and
genuine, you need a genuine bio,right?
You need a genuine profile thatlooks genuine, feels genuine.
And it's not just like, Hey, I'ma loan officer and I'm on here
spamming people, right?
Like you wanted to actually havepersonality which, you know, is,
is consistent with everythingwe're going to be talking about
(02:31):
here today and building thepersonal brand, right?
Your page should look and feellike your brand, right?
It should look and feel how youwant it to feel, how you want
people to see you, how you seeyourself and the, what you want
to portray, right?
And guess what?
Even if that, even if you youknow, haven't done a million of
(02:55):
one type of loan, but if you'vedone some of those loans and you
want to specialize in it, thenyou can put that you're a
specialist, right?
You don't have to have done 10,000 loans, but you can put
that's what you focus on, right?
If commercial is your thing andyou've done Some commercial
loans and you like thecommercial world you know, you
don't have to be scared to say,Oh, well, I haven't done a
(03:17):
thousand commercial transactionsyet, so I shouldn't put that I'm
a commercial specialist orwhatever.
I mean, feel free to identifywith what your brand is, what
you want your brand to be.
I wouldn't say almost fake ittill you make it, not really
fake it, but.
You know, you don't have to havedone 10, 000 loans to want to
(03:37):
specialize in something and tobrand that you specialize in
something, if that's what youfocus on and to do that, you
need to find what it is that youdo want to specialize in.
Now, here at the MortgageCalculator, all of our loan
officers.
Although we can specialize incertain things, obviously we
have everything under the sun,right?
(03:58):
That's our whole deal is to haveevery program you could ever
imagine.
So, you know, focusing onsomething or specializing in
something doesn't mean thatyou're shutting other things
out, right?
We're still going to be able todo any loan for any type of
person.
We're always going to be lookingfor any loan for any type of
person.
But it's always good to havesome kind of niche, some kind of
specialty, something that youidentify with, that you can
(04:21):
build your personal brandaround.
And then that brand should showup in your bio, in your pictures
you know, and of course, again,you should have a compliant
profile.
So it should also show up inyour content, right?
So content should be posteddaily.
It should be posted consistentlyon your social media.
(04:42):
Now what's really awesome hereat the mortgage calculator is we
do a good base job of that foryou when you connect your social
media, we post compliant, youknow, posts to your page every
single day, automatically thelinks in that post automatically
linked to your site to generateleads for you.
(05:02):
So that's pretty cool what wehave going on, but.
That's really just the basics,right?
Cause we're just talking about,you know, we can't make a video
for you, right?
Like, you know, we're, we'retalking about posting, you know,
flyers for products or differentads to engage people, right?
That's what we can do, but wecan't do individual things like
(05:23):
you can't, right?
We can't actually engage ouraudience.
Personally, like you can, so,you know, use us, you know, the
two posts a day that we make asa base to know that you're
getting some, you know, promoposts out there that you're
every day putting out productsthat we have and all that kind
of stuff, but you should beadding to that with actual
(05:43):
personal.
You know, content right now,tons of different ways to make
personal content.
You know, I, I really encourageeveryone to, when it comes to
this, listen to Gary Vee, right?
Because, you know, and I'vetalked about him being a good
motivational speaker before, butI would definitely recommend to
(06:04):
listen to him because.
You know, not only does, is heyou know, really understand how
all this works, but one of hisbiggest things is to just do it
like your content.
People get in the mindset ofcontent needing to be something
perfect and they need some kindof lighting set and some kind of
exact thing to know how to do.
(06:24):
And if they don't do somethingperfectly, I mean, this is
social media.
The whole point is to not.
Be set up, right?
So of course we'll have somelike professional videos as a
company type thing, but this isyour social media.
It's not supposed to be aproduction.
It's supposed to be you beinggenuine on a daily basis, right?
(06:46):
So it's don't think you need afreaking camera crew and
lighting set.
Just to make some content everyday, right?
Especially if you're out andabout, then you should be able
to make content all day.
Especially if you're out andabout at meetings about real
estate, especially those of youthat are realtors too.
I mean, if you're a realtor anda loan officer, you should have
(07:07):
enough things to do every singleday to where you're out
actually.
Doing things and being able topost that also again, talk about
it all the time events when yougo to an event, it's just
important to post about just asimportant to post about it as it
is to actually go to the eventitself.
So daily content creation, we dothe base work for you of
(07:29):
posting, you know, 2 basic poststhat are to generate leads, but
you have to post the post toengage.
So that they then see the adsthat you know, the posts that
are going to turn them into alead, right?
But posting things that aregoing to convert people into a
lead doesn't do any good ifthere's no new people there to
(07:50):
get the new people there.
We want to actually be outthere, putting out content
consistently, tagging itcorrectly, hashtagging it,
tagging other people that are inthe post so that we get that
viral action going on.
Also knowing engagementtechniques on social media.
So.
You know, if you're reallytrying to get, you know, here's
(08:12):
the thing about social mediaengagement and what we're
talking about here today.
Again, we're talking, we're nottalking about ads here.
We're talking about naturalengagement.
The thing is, is that it's sucha powerful thing if you can get
it to a certain point, right?
Because it's free and it keepscoming.
Going and building on itself.
So it's kind of like theflywheel where it takes a whole
(08:35):
lot to ramp up, but once itdoes, if you get things going a
little bit not, not to say youhave to go viral, right?
We're we're loan officers.
We're not, we don't have themost compelling content in the
world.
But the point here is that.
When you start to get thatfollowing, when you start to get
upstream and start to be shownto new people because you're
(08:56):
doing the right things on thebackend.
Well, that is free advertising,right?
And that's, what's so amazingabout it is you can get hundreds
of thousands of dollars worth offree advertising.
Advertising that you wouldnormally have to pay Facebook to
get in front of these people onFacebook or Instagram or
whatever it is and, or, youknow, take talk and it you're
(09:19):
just, it's a way to justmultiply 0 into hundreds of
thousands of dollars worth offree advertising because we
advertise every day to show upon people's feeds on these
platforms, but if you just putin the work to make the good
content, to do it every day, dayin, day out, You know, it adds
up to where it eventually willturn into exponentially growing
(09:43):
free advertising.
That's when it starts to payoff.
You're not going to see thepayoff when you start posting
content each day and think, Ohman, I've been posting Things
for a whole week and nobody'sreached out to you know, to, to
buy something.
It's not the one to one, right?
You're building this and it'sgoing to just, by the time it
(10:04):
starts to really happen, youknow, it starts to, all the
messages are going to startflooding in, but it's, you know,
like I said, it's just like thatstarting the flywheel motion,
right?
It's going to take a lot of pushin the beginning.
So if you want to take thisserious and actually go for the
gusto, which is hundreds ofthousands of dollars worth of
(10:25):
free advertising to generateyou, you know, potentially
millions of dollars in business,you know, you want to do things
on the backend, like commentsthat are going to engage people.
It seems so simple.
If there's just one bullet pointunder there.
Very simple comment, comment onpeople's posts, like people's
(10:45):
posts, make sure you commentback to everybody who comments
on you.
I know a lot of you probablyknow this, but some of you may
not be as familiar which thenext point here talking about
the algorithms.
You know, it, it, all of thismakes a huge, huge difference in
the algorithms.
If you comment and then somebodycomments back and then you come
back and then you come back,they know that there's
(11:07):
engagement going on.
There's conversations going on.
And that makes a huge differenceon all of your posts on your
profile.
It's one of the strongest thingsyou can do to improve the
algorithm, right?
Which is what we're trying to dohere, right?
All we're trying to do on thesesocial media platforms.
Is to catch, you know, our, ourwave in the algorithm, right?
(11:30):
We're just trying to get thealgorithm to treat us favorably
because that's what gives us it.
That's the difference betweenour profile sitting there with
nobody looking at it and gettinga bunch of free promotion,
right?
All we're doing is trying to youknow, ride the algorithm and we
know how to do it.
That's one of the things too,that, you know, Gary Vee talks
(11:51):
about.
And by the way, all of thisstuff that we do, all of our
different trainings and showsand all this kind of stuff, and
all of our social media stuff, alot of that is driven from Gary
Vee, right.
And us embracing hisphilosophies for many years now.
And you know, we saw him speakin person a little bit ago as
(12:12):
well, and that was really cool.
But, you know, we know how to dothis.
You just have to actually go doit.
So you just have to actuallymake the posts and they don't
have to be perfect.
They don't have to be bigproductions, but you actually
have to start doing it becausethat's what the algorithm wants.
And it doesn't want you to comeout of nowhere and all of a
sudden and show you to everyone.
(12:33):
It wants to show people, itwants to show everyone, somebody
who's been posting contentmultiple times per day for a
year.
And then it's like, okay, thisis a real account.
They're starting to get goodaction.
People are commenting, they'recommenting back, they're
engaging.
I mean, it's really not rocketscience.
You know what you would want, ifyou were a social media
(12:55):
platform, you would say, oh,well what do we wanna show and
highlight?
'cause that's what a socialmedia platform is.
They're, they're deciding whatyou see, right?
No matter who you follow, theydecide what you see from who you
follow.
And when you see it.
And so if you were a socialmedia platform, you'd say, yeah,
I want to show it to like thereal people who are like really
interested in engaging andposting every day and people are
(13:18):
engaging with them.
Like, that's, that's what I wantto show to, right.
I want natural, real people.
That are engaging.
That's actually a part of theplatform.
I don't want to just showsomebody.
Oh, who posted 5 times all of asudden I'm going to make this
post go viral.
You know, because they justposted their 5th post, but they
haven't contributed anything tothis community.
(13:39):
This is all the whole.
Big community thing, right?
And now with meta, it's not justFacebook, but it's also
Instagram and other platforms,right?
So it's, it's, it's not, youknow, rocket science.
You guys all know what you wouldwant.
If you own Facebook, you'd wantto show.
The, the free look, cause theyknow that you're, that you make
(14:01):
money, right?
Every person that they upstreamin any type of way to show other
people, meaning starting to goviral, getting the social
effect, they know that they'regiving you money, they're
handing you money.
Especially nowadays.
This is there's more moneyinvolved in social media
advertising than anything,right?
So they're giving you freemoney.
(14:23):
So who do they want to give freemoney to those of you who are on
here that have posted one timein the past month and don't
comment on other people's postsor like other people's posts or
follow other people or engagewith other people.
Or are they going to want togive it to the person who's been
posting three posts a day forthe last year, commenting with
people, engaging people, havingconversations back and forth on
(14:45):
their posts, on the otherpeople's posts.
I mean, it's, it's really a nobrainer when you think about it,
they're only going to rewardpeople who are rewarding them,
who are on their platform,engaging, making their platform
a better place.
Why do they want to give youfree money?
If you're not making theirplatform a better place.
So take a big step back.
(15:05):
You don't have to be an expertto know the algorithms.
You don't have to be a professorto know all of this stuff.
Big top level, just be genuineand engaged and contribute to
the platform.
If you want the platform to showyou love.
(15:26):
You've got to show the platformlove, right?
It goes both ways.
And these are giganticcompanies, and they're not going
to be in the business of givingaway free money to somebody who
just decided to post a couple ofposts, right?
They're going to reward thepeople who are contributing to
the community day in day out,making it a better place, making
other people engage with it.
(15:46):
And so just keep that in mind.
You don't, you don't have todissect this like it's rocket
science, just in general.
If that, if you do that, youwill be successful.
If you're genuine, if you'reengaging and guess what that all
takes, it takes time, but you,the other option is to pay
money, right?
So if we're going to utilizesocial media, there's two ways
to do it.
(16:07):
There's only two ways.
There's no other way to do this.
There's two ways.
You can spend money on ads oryou can spend time on organic.
There's no other secret weapon.
There's no, there's nothingelse.
Absolutely no other way aroundit.
You either spend your money andlet them advertise whatever you
(16:27):
want for you, or you spend yourtime building up this organic
thing.
And it takes years sometimes,and it takes years.
Dozens of hours a weeksometimes, right?
Or a month.
I mean, so, you know, again,either time or money.
Now, if you don't have the timeto do all this, that's fine.
(16:47):
Just buy leads, right?
If you'd rather just spend themoney, just buy lead packages
and advertise to the people onsocial media and get them to
become a lead.
But if you're not spending anadvertising budget, Or you don't
have one at the moment to spend,then this is what you should be
doing and focusing on, but youshould understand that it's
(17:08):
going to take a long time andit's going to take many hours of
actually putting in work to makeit happen.
Nothing is free.
Nothing's just, people don'tjust put something out and all
of a sudden it goes, Crazy onsocial media.
It's never their first post,right?
You might know somebody who wentviral or these people who have
tons of fun.
(17:29):
It doesn't happen from theirfirst post, right?
So it's going to take time.
It's going to take energy.
It's going to take effort.
It's going to take getting outof your comfort zone and filming
yourself and, you know, Filmingwhen you're going to places and
maybe actually getting out ofthe house to go to events that
you would have never gone to inthe first place, but you're
trying to get that, thatcontent.
These are all things that aregoing to help you at the end of
(17:50):
the day.
So again, I want to keep itpretty short here today, but
just top level.
Remember the big takeaway herefrom today is just.
It's, you know, very simple showthe platform love, and it will
show the love back.
If this is what you're trying todo, if you're not trying to do
all of this, then this can beyour maybe the clear cut calling
(18:14):
to say, you I'm just going tolet Mortgage Calculator post
the, the, the regular stuff onmy social media so that I'm just
covered to at least have actiongoing on and I'm going to buy
leads, right?
Because I don't want to spend mytime doing this, but it's
either, or if you're not buyingleads, you should definitely be
investing your time in this.
If you don't want to invest yourtime in this, you should
(18:35):
definitely be buying leads.
Either way you can use socialmedia to sell.
So I don't see any questions.
So let's go ahead and wrap itup.
Remember 12 PM Eastern, we dothis show every weekday.
So we'll be back tomorrow with anew topic.
I forget what the topic istomorrow, but it's a good one.
I'm sure.
So we'll see everybody tomorrow,12 PM Eastern for the next
(18:56):
episode of the loan officersales training
But welcome everyone.
My name is Kyle Hiersche.
I'm the COO of the MortgageCalculator, and this is our loan
officer sales training that wedo every weekday at 12 p.
m.
Eastern.
And today we're going to betalking about selling with
social media.
Let me go ahead and change myscreen here and let's talk
about, okay.
(00:23):
So social selling here.
First of all, before you go outthere and try to use social
media, we talked about this onthe marketing training and the
branding training.
If you haven't seen those,definitely check them out.
Very important here and appliesto what we're talking about here
today.
Profile optimization.
A lot of people don't even youknow, tackle this before they go
(00:43):
out there and try to.
You know, get, get a business,right?
So first off compliance.
Remember, it needs to becompliant.
If you're at the mortgagecalculator, we have article in
the knowledge center, tells youexactly what you need to have on
everything and it needs to becompliant.
Your links, your link on yoursocial media, most social media
(01:05):
pages give you one link, right?
You know, put in the bio orwhatever it is.
And that link should definitelybe your application page on your
website, right?
So on your mortgage calculatorwebsite, that should be your
application link that goesstraight there so they can, you
know, apply and it goes intoyour CRM and all that kind of
(01:27):
good stuff automatically, right?
So you always want to have, makesure you have the correct link
there and your bio.
Now, again, talked about it onthe, the, the branding training,
your bio should represent you.
What do you specialize in?
What do you actually, you know,do you know, some actual info
(01:48):
about yourself, not just likeyour company name that, you
know, loan officer at themortgage calculator or whatever.
Right.
Like we need to put a little bitof personality into it and brand
into it, because especially whenwe're talking about, because
right now we're not talkingabout advertising on social
media, we're talking about usingsocial media to sell.
So we're talking much moreorganic things here today.
(02:10):
And so when you're trying to goout there and be organic and
genuine, you need a genuine bio,right?
You need a genuine profile thatlooks genuine, feels genuine.
And it's not just like, Hey, I'ma loan officer and I'm on here
spamming people, right?
Like you wanted to actually havepersonality which, you know, is,
is consistent with everythingwe're going to be talking about
(02:31):
here today and building thepersonal brand, right?
Your page should look and feellike your brand, right?
It should look and feel how youwant it to feel, how you want
people to see you, how you seeyourself and the, what you want
to portray, right?
And guess what?
Even if that, even if you youknow, haven't done a million of
(02:55):
one type of loan, but if you'vedone some of those loans and you
want to specialize in it, thenyou can put that you're a
specialist, right?
You don't have to have done 10,000 loans, but you can put
that's what you focus on, right?
If commercial is your thing andyou've done Some commercial
loans and you like thecommercial world you know, you
don't have to be scared to say,Oh, well, I haven't done a
(03:17):
thousand commercial transactionsyet, so I shouldn't put that I'm
a commercial specialist orwhatever.
I mean, feel free to identifywith what your brand is, what
you want your brand to be.
I wouldn't say almost fake ittill you make it, not really
fake it, but.
You know, you don't have to havedone 10, 000 loans to want to
(03:37):
specialize in something and tobrand that you specialize in
something, if that's what youfocus on and to do that, you
need to find what it is that youdo want to specialize in.
Now, here at the MortgageCalculator, all of our loan
officers.
Although we can specialize incertain things, obviously we
have everything under the sun,right?
(03:58):
That's our whole deal is to haveevery program you could ever
imagine.
So, you know, focusing onsomething or specializing in
something doesn't mean thatyou're shutting other things
out, right?
We're still going to be able todo any loan for any type of
person.
We're always going to be lookingfor any loan for any type of
person.
But it's always good to havesome kind of niche, some kind of
specialty, something that youidentify with, that you can
(04:21):
build your personal brandaround.
And then that brand should showup in your bio, in your pictures
you know, and of course, again,you should have a compliant
profile.
So it should also show up inyour content, right?
So content should be posteddaily.
It should be posted consistentlyon your social media.
(04:42):
Now what's really awesome hereat the mortgage calculator is we
do a good base job of that foryou when you connect your social
media, we post compliant, youknow, posts to your page every
single day, automatically thelinks in that post automatically
linked to your site to generateleads for you.
(05:02):
So that's pretty cool what wehave going on, but.
That's really just the basics,right?
Cause we're just talking about,you know, we can't make a video
for you, right?
Like, you know, we're, we'retalking about posting, you know,
flyers for products or differentads to engage people, right?
That's what we can do, but wecan't do individual things like
(05:23):
you can't, right?
We can't actually engage ouraudience.
Personally, like you can, so,you know, use us, you know, the
two posts a day that we make asa base to know that you're
getting some, you know, promoposts out there that you're
every day putting out productsthat we have and all that kind
of stuff, but you should beadding to that with actual
(05:43):
personal.
You know, content right now,tons of different ways to make
personal content.
You know, I, I really encourageeveryone to, when it comes to
this, listen to Gary Vee, right?
Because, you know, and I'vetalked about him being a good
motivational speaker before, butI would definitely recommend to
(06:04):
listen to him because.
You know, not only does, is heyou know, really understand how
all this works, but one of hisbiggest things is to just do it
like your content.
People get in the mindset ofcontent needing to be something
perfect and they need some kindof lighting set and some kind of
exact thing to know how to do.
(06:24):
And if they don't do somethingperfectly, I mean, this is
social media.
The whole point is to not.
Be set up, right?
So of course we'll have somelike professional videos as a
company type thing, but this isyour social media.
It's not supposed to be aproduction.
It's supposed to be you beinggenuine on a daily basis, right?
(06:46):
So it's don't think you need afreaking camera crew and
lighting set.
Just to make some content everyday, right?
Especially if you're out andabout, then you should be able
to make content all day.
Especially if you're out andabout at meetings about real
estate, especially those of youthat are realtors too.
I mean, if you're a realtor anda loan officer, you should have
(07:07):
enough things to do every singleday to where you're out
actually.
Doing things and being able topost that also again, talk about
it all the time events when yougo to an event, it's just
important to post about just asimportant to post about it as it
is to actually go to the eventitself.
So daily content creation, we dothe base work for you of
(07:29):
posting, you know, 2 basic poststhat are to generate leads, but
you have to post the post toengage.
So that they then see the adsthat you know, the posts that
are going to turn them into alead, right?
But posting things that aregoing to convert people into a
lead doesn't do any good ifthere's no new people there to
(07:50):
get the new people there.
We want to actually be outthere, putting out content
consistently, tagging itcorrectly, hashtagging it,
tagging other people that are inthe post so that we get that
viral action going on.
Also knowing engagementtechniques on social media.
So.
You know, if you're reallytrying to get, you know, here's
(08:12):
the thing about social mediaengagement and what we're
talking about here today.
Again, we're talking, we're nottalking about ads here.
We're talking about naturalengagement.
The thing is, is that it's sucha powerful thing if you can get
it to a certain point, right?
Because it's free and it keepscoming.
Going and building on itself.
So it's kind of like theflywheel where it takes a whole
(08:35):
lot to ramp up, but once itdoes, if you get things going a
little bit not, not to say youhave to go viral, right?
We're we're loan officers.
We're not, we don't have themost compelling content in the
world.
But the point here is that.
When you start to get thatfollowing, when you start to get
upstream and start to be shownto new people because you're
(08:56):
doing the right things on thebackend.
Well, that is free advertising,right?
And that's, what's so amazingabout it is you can get hundreds
of thousands of dollars worth offree advertising.
Advertising that you wouldnormally have to pay Facebook to
get in front of these people onFacebook or Instagram or
whatever it is and, or, youknow, take talk and it you're
(09:19):
just, it's a way to justmultiply 0 into hundreds of
thousands of dollars worth offree advertising because we
advertise every day to show upon people's feeds on these
platforms, but if you just putin the work to make the good
content, to do it every day, dayin, day out, You know, it adds
up to where it eventually willturn into exponentially growing
(09:43):
free advertising.
That's when it starts to payoff.
You're not going to see thepayoff when you start posting
content each day and think, Ohman, I've been posting Things
for a whole week and nobody'sreached out to you know, to, to
buy something.
It's not the one to one, right?
You're building this and it'sgoing to just, by the time it
(10:04):
starts to really happen, youknow, it starts to, all the
messages are going to startflooding in, but it's, you know,
like I said, it's just like thatstarting the flywheel motion,
right?
It's going to take a lot of pushin the beginning.
So if you want to take thisserious and actually go for the
gusto, which is hundreds ofthousands of dollars worth of
(10:25):
free advertising to generateyou, you know, potentially
millions of dollars in business,you know, you want to do things
on the backend, like commentsthat are going to engage people.
It seems so simple.
If there's just one bullet pointunder there.
Very simple comment, comment onpeople's posts, like people's
(10:45):
posts, make sure you commentback to everybody who comments
on you.
I know a lot of you probablyknow this, but some of you may
not be as familiar which thenext point here talking about
the algorithms.
You know, it, it, all of thismakes a huge, huge difference in
the algorithms.
If you comment and then somebodycomments back and then you come
back and then you come back,they know that there's
(11:07):
engagement going on.
There's conversations going on.
And that makes a huge differenceon all of your posts on your
profile.
It's one of the strongest thingsyou can do to improve the
algorithm, right?
Which is what we're trying to dohere, right?
All we're trying to do on thesesocial media platforms.
Is to catch, you know, our, ourwave in the algorithm, right?
(11:30):
We're just trying to get thealgorithm to treat us favorably
because that's what gives us it.
That's the difference betweenour profile sitting there with
nobody looking at it and gettinga bunch of free promotion,
right?
All we're doing is trying to youknow, ride the algorithm and we
know how to do it.
That's one of the things too,that, you know, Gary Vee talks
(11:51):
about.
And by the way, all of thisstuff that we do, all of our
different trainings and showsand all this kind of stuff, and
all of our social media stuff, alot of that is driven from Gary
Vee, right.
And us embracing hisphilosophies for many years now.
And you know, we saw him speakin person a little bit ago as
(12:12):
well, and that was really cool.
But, you know, we know how to dothis.
You just have to actually go doit.
So you just have to actuallymake the posts and they don't
have to be perfect.
They don't have to be bigproductions, but you actually
have to start doing it becausethat's what the algorithm wants.
And it doesn't want you to comeout of nowhere and all of a
sudden and show you to everyone.
(12:33):
It wants to show people, itwants to show everyone, somebody
who's been posting contentmultiple times per day for a
year.
And then it's like, okay, thisis a real account.
They're starting to get goodaction.
People are commenting, they'recommenting back, they're
engaging.
I mean, it's really not rocketscience.
You know what you would want, ifyou were a social media
(12:55):
platform, you would say, oh,well what do we wanna show and
highlight?
'cause that's what a socialmedia platform is.
They're, they're deciding whatyou see, right?
No matter who you follow, theydecide what you see from who you
follow.
And when you see it.
And so if you were a socialmedia platform, you'd say, yeah,
I want to show it to like thereal people who are like really
interested in engaging andposting every day and people are
(13:18):
engaging with them.
Like, that's, that's what I wantto show to, right.
I want natural, real people.
That are engaging.
That's actually a part of theplatform.
I don't want to just showsomebody.
Oh, who posted 5 times all of asudden I'm going to make this
post go viral.
You know, because they justposted their 5th post, but they
haven't contributed anything tothis community.
(13:39):
This is all the whole.
Big community thing, right?
And now with meta, it's not justFacebook, but it's also
Instagram and other platforms,right?
So it's, it's, it's not, youknow, rocket science.
You guys all know what you wouldwant.
If you own Facebook, you'd wantto show.
The, the free look, cause theyknow that you're, that you make
(14:01):
money, right?
Every person that they upstreamin any type of way to show other
people, meaning starting to goviral, getting the social
effect, they know that they'regiving you money, they're
handing you money.
Especially nowadays.
This is there's more moneyinvolved in social media
advertising than anything,right?
So they're giving you freemoney.
(14:23):
So who do they want to give freemoney to those of you who are on
here that have posted one timein the past month and don't
comment on other people's postsor like other people's posts or
follow other people or engagewith other people.
Or are they going to want togive it to the person who's been
posting three posts a day forthe last year, commenting with
people, engaging people, havingconversations back and forth on
(14:45):
their posts, on the otherpeople's posts.
I mean, it's, it's really a nobrainer when you think about it,
they're only going to rewardpeople who are rewarding them,
who are on their platform,engaging, making their platform
a better place.
Why do they want to give youfree money?
If you're not making theirplatform a better place.
So take a big step back.
(15:05):
You don't have to be an expertto know the algorithms.
You don't have to be a professorto know all of this stuff.
Big top level, just be genuineand engaged and contribute to
the platform.
If you want the platform to showyou love.
(15:26):
You've got to show the platformlove, right?
It goes both ways.
And these are giganticcompanies, and they're not going
to be in the business of givingaway free money to somebody who
just decided to post a couple ofposts, right?
They're going to reward thepeople who are contributing to
the community day in day out,making it a better place, making
other people engage with it.
(15:46):
And so just keep that in mind.
You don't, you don't have todissect this like it's rocket
science, just in general.
If that, if you do that, youwill be successful.
If you're genuine, if you'reengaging and guess what that all
takes, it takes time, but you,the other option is to pay
money, right?
So if we're going to utilizesocial media, there's two ways
to do it.
(16:07):
There's only two ways.
There's no other way to do this.
There's two ways.
You can spend money on ads oryou can spend time on organic.
There's no other secret weapon.
There's no, there's nothingelse.
Absolutely no other way aroundit.
You either spend your money andlet them advertise whatever you
(16:27):
want for you, or you spend yourtime building up this organic
thing.
And it takes years sometimes,and it takes years.
Dozens of hours a weeksometimes, right?
Or a month.
I mean, so, you know, again,either time or money.
Now, if you don't have the timeto do all this, that's fine.
(16:47):
Just buy leads, right?
If you'd rather just spend themoney, just buy lead packages
and advertise to the people onsocial media and get them to
become a lead.
But if you're not spending anadvertising budget, Or you don't
have one at the moment to spend,then this is what you should be
doing and focusing on, but youshould understand that it's
(17:08):
going to take a long time andit's going to take many hours of
actually putting in work to makeit happen.
Nothing is free.
Nothing's just, people don'tjust put something out and all
of a sudden it goes, Crazy onsocial media.
It's never their first post,right?
You might know somebody who wentviral or these people who have
tons of fun.
(17:29):
It doesn't happen from theirfirst post, right?
So it's going to take time.
It's going to take energy.
It's going to take effort.
It's going to take getting outof your comfort zone and filming
yourself and, you know, Filmingwhen you're going to places and
maybe actually getting out ofthe house to go to events that
you would have never gone to inthe first place, but you're
trying to get that, thatcontent.
These are all things that aregoing to help you at the end of
(17:50):
the day.
So again, I want to keep itpretty short here today, but
just top level.
Remember the big takeaway herefrom today is just.
It's, you know, very simple showthe platform love, and it will
show the love back.
If this is what you're trying todo, if you're not trying to do
all of this, then this can beyour maybe the clear cut calling
(18:14):
to say, you I'm just going tolet Mortgage Calculator post
the, the, the regular stuff onmy social media so that I'm just
covered to at least have actiongoing on and I'm going to buy
leads, right?
Because I don't want to spend mytime doing this, but it's
either, or if you're not buyingleads, you should definitely be
investing your time in this.
If you don't want to invest yourtime in this, you should
(18:35):
definitely be buying leads.
Either way you can use socialmedia to sell.
So I don't see any questions.
So let's go ahead and wrap itup.
Remember 12 PM Eastern, we dothis show every weekday.
So we'll be back tomorrow with anew topic.
I forget what the topic istomorrow, but it's a good one.
I'm sure.
So we'll see everybody tomorrow,12 PM Eastern for the next
(18:56):
episode of the loan officersales training
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