April 29, 2025 • 15 mins
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EPISODE DESCRIPTION
In this episode, Tom & Brandon share one of their trainings with Tango, where Tom breaks down his transformative journey into social media, revealing how he went from skepticism to strong conviction about its power for business growth. Since doubling down on his social media strategy, he's grown his followers from 3,000 to over 11,000, and generated 51 leads in the first 23 days of April.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:00):
I'll just start out by saying I'mofficially convinced that social
(00:03):
is the way.
Both Brandon and I have been
wavering back and forth for yearsas to whether it's worth it or
not.
But again, I'm convinced and I'll
show you why.
So since starting on December
12th, this is when I first putdown like, okay, I'm going to go
all in on social.
Follower start 3 ,181.
Followers today, just over 11,000.
So 11 ,300.
So a gain of about 8 ,000 plus.
(00:25):
So it's obviously not all aboutfollowers, but with followers
comes the traction becauseobviously the more eyeballs you
have, the more people that arewatching your videos consistently,
the more leads come in, the morerelationships you build and the
more conversations you have.
So from April 1st this year, what
is that?23 days, 24 mortgage leads and 27
cash damning leads.
(00:46):
So a total of 51 leads for the
month just from social media.
posting enough like on my stories
consistently.
I haven't been doing any like call
to actions on stories.
So I would imagine that would be
even higher.
But what I'm trying to do right
now is just stay consistent withthe videos.
(01:07):
And these are all direct inbounds,like booked calls, people reaching
out over DM to schedule a call.
So that's been pretty cool being
able to leverage social with notmuch time invested in terms of
recording videos.
The most time I spend right now is
managing my inbox through DMs,which is a good problem.
to have.
With that, I've collected 316
emails since the start of April.
I'm tracking April here.
(01:28):
I know I started in December, butApril 1st is really the time when
some of my videos started poppingoff and going viral.
That's why I started on April 1sthere.
But I mean, 316 emails for themonth.
I could only imagine if I keepdoing this and growing the email
database month over month, thenyeah, it's just going to keep
(01:48):
compounding.
And some other benefits with this
too.
I'm not going to say that I'm
never going to prospect newreferral partners, but I don't
really see the need to anymorebecause I've got my core group.
I enjoy working with my core groupof realtor partners.
I'm finding a lot of them arereaching out.
for cash damming now and just topartner up because they see the
videos that I'm posting.
If I just double down on social,
(02:09):
it removes that whole element ofneeding to go out and do cold
calling or cold DMs trying to dothe whole realtor shtick.
There's a brand created now, soit's a bit stickier for current
clients going through the mortgageprocess.
My goal is to have everyone that'sin the mortgage process, following
me on socials so they can consumemy content and see me on a regular
(02:30):
basis.
So I think that's going to make
things a lot stickier.
And I put singular focus here
because for me now, all I'mfocusing on for the mortgage side
of things is to just double downon social because I do see the
power in it now.
And it's making it a bit more
clear in terms of here's my onepath.
I'm not going to really go downthis whole FA route, realtor
(02:51):
route, database marketing.
I don't have all these different
angles that I'm trying.
to do now it's just one thing
which is kind of nice andclarifying for me so yeah one of
the benefits of this too is i'mstill doing sort of the old school
approach of realtor calls realtortexts you know hitting the road
meeting people in person that sortof thing so combined we do get
some of the advantage of goingboth ways here so if you're doing
(03:11):
this as an individual what i wouldsay is like one of the benefits of
this too is i'm still doing sortof the old school approach of
realtor calls realtor texts youknow hitting the road meeting
people in person that sort ofthing so combined we do get some
of the advantage of going bothways here so if you're doing this
as an individual what i would sayis like You can totally do what
Tom's doing if you prefer that andgo deep on it because the results
are there.
You don't need to sustain two
families.
You only just need to sustain your
own.
So you can totally hone in and
pick that one thing.
You have to commit to it though.
And so Tom commits to at least onevideo a day and I check with him.
(03:32):
to make sure that's done.
So if you're going to commit to
something like that, I wouldsuggest finding an accountability
partner who might be doing thesame and just saying, hey, shoot
me a message, call me out if Imiss something and put something
on the line there.
So like say, hey, if I'm going to
miss my video, I have to give $50to a political party I don't
support, or I have to go add anextra 5K to my run, something like
(03:53):
that.
So put a little something on the
line there so that you'reaccountable, but it's also a bit
of a game between the two partiesas well.
So two questions, two questions,Tom, what social media platform
did you use?And then how did you increase your
followers from 3 ,000 to whatever11 ,000 or whatever it is?
Yeah, I should have mentioned thatearly on.
This is Instagram specifically.
I'm posting on TikTok as well,
which TikTok has been great toofor direct cash jamming leads, but
(04:13):
I'm a big... believer in Instagramfor more of that community
building aspect versus likeTikTok.
You don't have it as much in myopinion.
So these stats are specific toInstagram.
Some of these leads do bleed intoTikTok as well.
But I'll just show you like thereason why I started getting all
these followers was one video thatstarted this one here.
(04:34):
This one was literally a highlevel overview of ManyLife 1.
power of the paycheck strategy.
But I didn't dive into it at all,
like in terms of like details ofhow it works.
I just said, hey, high level, ifyou got rid of your checking in
your savings account, and youattach a line of credit to your
mortgage, you can shave off yourmortgage in half the amount of
(04:59):
time.
And that one just like I did this
off the cuff in my garage gym, andI didn't really think it would go
off, but it did.
Yeah, so this one is at 259 ,000
views.
And I grabbed 3 ,000 followers
just from this one video.
And then it just started
compounding because these peoplestarted watching my other content.
Then a couple other videos startedpopping off.
Like this one here, that's a debtswap one.
This one is a cash jamming one.
(05:20):
This one here, my most recent one,
that one's popping off as well.
So it's all like advanced mortgage
strategy.
stuff that we're all trying to,
not all of us, but that some of usare trying to push, which is nice
about that is that they're directleads for these strategies.
So hope that answers yourquestion.
(05:40):
Actually, one more question too.
You said you got a bunch of
emails.
How did you get the emails?
Yeah.
So I wish I'd go back, but one of
the videos, my call to action wascomment cash.
below and I'll send you some moreinformation.
And that was on cash gaming.
And I didn't think it would pop
off, but it did.
And I wish I had many chats set up
because then I would have had theautomated comment responses with
(06:04):
the DMS.
Now when I had to manually comment
and respond to people and I stillam and it sucks, but obviously I'm
going to do it because I want theemails.
So this one has 956 comments.
I've been manually responding to
them and just DMing these peopleas well with a link to, it's kind
of like a link tree resource, butyou can house resources in there.
So I send them to the link, theyhave to opt in with their email
(06:26):
and that will directly push themto a drug campaign that I have set
up specific to cash DMing.
So that's where I'm getting all of
the emails from.
I'm still doing my 10 asks a day
and that's where I'll ask peopleover DM if they've asked me
questions on.
On anything mortgage related, I'll
ask for their email.
(06:46):
Even when you're like showing
things, when you're like showingthings, you can see like seven new
followers come in and three morecomments.
Oh yeah, I know.
It's yeah.
Every morning, Instagram's got amax.
I don't know what it is.
So every morning I wake up and
it's like, oh, another hundredplus.
It's like fucking crazy.
Yeah, it's awesome.
Tom's not... doing heavily editedvideos like a lot of these are
just shot in his gym or like apicture of a notebook and i think
(07:10):
that's going to resonate more withpeople than like a super slick
kind of fully edited video thoselook cool and like they look
amazing but i know as like aconsumer when i see it i'm like
okay this is like a little tooshiny for me whereas the raw sort
of stuff it seems authentic andyou resonate more with the people
that ultimately you're going tojive with your brand and you as an
(07:31):
individual broker i just have aquestion for your podcast right
how did you guys grow it past andany hint the commission breath
podcast yeah so in terms of growththere it's ultra niche so it's
like it's very specific tomortgage brokers and agents so i
think that's where a lot of thegrowth came from because just have
a question for your podcast righthow did you guys grow it past and
any commission breath podcast yeahso in terms of growth there it's
(07:51):
ultra niche so it's like it's veryspecific to mortgage brokers and
agents so i think that's where alot of the growth came from
because It's like anyone who's inthe industry could listen to it
and find something relevant there.
So I think that was super helpful
for it.
We tested doing a direct to
consumer podcast as well.
And we tried a few different ways,
(08:13):
like for like entrepreneurs, wetried it for like investing.
That one, we got some leads, butwhere we found the struggle is
like commission breath.
We can always come up with new
content because we're working onour mortgage broker, working in
the mortgage brokerage.
We're constantly like in this
space day after day.
So we're always getting content
ideas with the direct to consumerwhen we felt like, all right, we
had maybe like 15 good weeks andthen we're like, shit, what do we
talk about?And then it sort of got fluffy and
then we lost our passion for itbecause it wasn't true to us.
So the podcast side of things, Ithink like you really have to pick
something that you know you cantalk about ad nauseum and like
(08:34):
never get bored of.
That's the challenge.
And then in doing it, once you getto like that.
50 to 100 episodes, you start tosee the scale because people just
add it to the regular rotation.
Yeah.
And if you are going to do thepodcast route, definitely post it
on YouTube.
Because with podcasts, the way you
need to look at podcasts is it'smore of like a nurturing thing
versus something like YouTube.
That's where you're going to get
(08:56):
the eyeballs and have the reachcome in.
Podcast is not a good way to reachmore people, to be quite honest.
There's outliers, sure.
But if you're going to do a
podcast, do an actual videopodcast and post it on YouTube,
because that's where you'll getthe eyeballs in.
And then the podcast is where younurture them.
For sure.
And the other key piece is early
on.
You can't just be on an island.
You have to get on other podcastsbecause that's how people find out
(09:18):
about yours who are alreadypodcast listeners.
If you try to just like push out abunch of episodes, but you haven't
been guest featured anywhere, it'svery challenging to get that
reach.
Tom, I have a couple of questions
for you.
You mentioned the mini chat.
I know of it.
I haven't used it.
Is it a subscription that you did?Are you just using some sort of
(09:40):
free version?And then you have to pick ahead of
time, I guess, the setup.
and predict which video is going
to go viral?Yeah, well, I mean, you can do it
on any video.
It doesn't have to be one that you
think is going to go viral becauseworst case is you spend five
minutes setting it up and if itdoesn't go viral, it doesn't go
viral.
But there is a subscription to it.
I don't know the cost.
I think it's relatively cheap.
And I feel like there might be afree version as well.
(10:02):
It's something I'm going to belooking into this week just
because like if I'm going to domore call to actions with the
comments, yeah, sitting theremanually, it sucks because you got
to reply to it.
You got to send them a DM as well.
So I've just been copying andpasting a script from my iPhone
notes.
And that was like the workaround.
But the many chats, like you cango on YouTube and just type in
many chat.
And there's like so many training
tutorials on how to use it.
And it's pretty user friendly.
So you just probably movingforward, you just probably moving
(10:24):
forward, have it set up, take thatextra few minutes for each and
every video just in case.
Exactly.
Yeah.
Because I think if you have it set
up for one video, you likeduplicate it and then just change
out the video URL.
And it should work.
The drip campaign, you just useBookerMail?
Yep.
Yeah.
Okay.
And then your cash jamming leads.
I'm just curious what that lookslike.
Are you collecting numbers in thediscovery call and then going back
to them?Or what does that discovery call
(10:45):
look like?Because that could be a time
-consuming piece too.
This is what I'm trying to figure
out.
So now that I have the leads
coming in, I need to figure outthe whole client journey with cash
jamming.
Because as you know, it's
completely different than astandard mortgage journey.
So as of right now, I'm doing thediscovery call 15 to 20 minutes,
just like a mortgage discovery.
call, if they have one rental,
I'll already know some of thebasic information from my
(11:06):
Calendly.
You guys can go check out my
Calendly and just copy thequestions that I ask.
I ask amortization, primarymortgage lender, mortgage balance
remaining.
in amortization remaining.
Those are the main questions Iask.
I'll have that information upfront before I hop on the call.
If they have one rental, I'llcollect the information on the
call, and then I'll present it tothem over video.
over email as well, like a videoloom recording of the actual
(11:26):
calculator and the benefits.
If they have more than one rental,
then I'll send them a data capturesheet that collects all the
information because to get allthat info over the phone, it's a
lot.
First call is really just to
establish rapport, answer anyobjections or any questions they
have on cash damming.
I like to present the numbers
after, take a bit of time to gothrough it.
This is new for me because all thediscovery calls started flowing in
(11:49):
specifically this week.
My day's full of eight to nine
calls yesterday, today, and thenI've got them lined up.
after I come back from vacationnext week.
So I'll give you guys updates asto like how that client journey is
going and how money I ended upclosing from it.
I have an intake form alreadycreated that has other things on
(12:12):
it that I'm happy to share if it'shelpful.
Like it was asking things on likeyour accountants, like it's got
like the whole, how manyproperties right through your
condo fees, your property, yourmaturity and all that kind of
stuff, all your, the necessaryinput stuff.
And then I also have in there,again, like who are your key
partners, your accountant and allthat kind of fun stuff just to
(12:33):
make sure I love that.
I would love that if you're up to
share that.
Yeah.
that It took a while to puttogether, but if that helps you,
because it sounds like you've gotlike discovery calls coming at
your wazoo and I know what it'slike to do with one thing and then
not have time to do it the nextstep.
(12:55):
it the next step.
There's always a problem, right?
Always a problem to fix in yourbusiness.
And are you doing like the two-step close or are you doing like
one upfront call and then you'representing them?
and saying, hey, here's what itlooks like.
Confirm if you want to proceed.
it the Yeah.
So with the initial email, it'slike, we'd really love to be
efficient.
So fill out this complete data
form because I don't want to wasteanybody's time either.
Like if they have no primarymortgage, for example, like that's
(13:17):
just a waste of everybody's time.
So we collect the data up first.
And I also don't allow them tobook within 48 hours because I
want to be able to run thosenumbers, make sure that I have a
full presentation specific to themat the discovery call.
I've got the numbers all prepared.
ready to go and then give them the
sales pitch at the end.
Okay.
So you're liking the data beforethe discovery call.
Yeah.
Interesting.
That's cool.
Yeah.
I do that too.
(13:37):
do that too.
Even my mortgage side, like Iprefer to have a mortgage
application completed.
I know this is like contrary to
what most people are doing, butI'd rather have the application
completed up front.
So I know what I'm talking about.
Otherwise I was just, just toomuch back and forth to me.
me. I think that's reallyimportant with cash, Damon, too.
Are you doing consulting fees orjust mortgage?
So me, myself, I am not doing theconsulting piece.
My husband's working with me, sohe's going to be the consultant.
(13:59):
So I have a separate business thatI've created for a consultant.
And if there's a mortgage inplace, then I become the go -to.
Or I mean, they can also, becausewe've got that, if they already
have an existing mortgage broker,he's happy to just teach that
mortgage broker as well.
Sort of like.
Yeah.
And at least you're in the
consulting fee and making surethey have the right setup.
I like that.
That's cool.
We'll chat more about this.
I love talking about it.
(14:20):
So continue to do deep dives onthis and getting some more lenders
in and getting granular onimplementations and strategies
around this.
the consulting this and getting
some more lenders in and gettinggranular on implementations and
strategies around this.
So we'll continue to book those as
well.
I'll just start out by saying I'mofficially convinced that social
(00:03):
is the way.
Both Brandon and I have been
wavering back and forth for yearsas to whether it's worth it or
not.
But again, I'm convinced and I'll
show you why.
So since starting on December
12th, this is when I first putdown like, okay, I'm going to go
all in on social.
Follower start 3 ,181.
Followers today, just over 11,000.
So 11 ,300.
So a gain of about 8 ,000 plus.
(00:25):
So it's obviously not all aboutfollowers, but with followers
comes the traction becauseobviously the more eyeballs you
have, the more people that arewatching your videos consistently,
the more leads come in, the morerelationships you build and the
more conversations you have.
So from April 1st this year, what
is that?23 days, 24 mortgage leads and 27
cash damning leads.
(00:46):
So a total of 51 leads for the
month just from social media.
posting enough like on my stories
consistently.
I haven't been doing any like call
to actions on stories.
So I would imagine that would be
even higher.
But what I'm trying to do right
now is just stay consistent withthe videos.
(01:07):
And these are all direct inbounds,like booked calls, people reaching
out over DM to schedule a call.
So that's been pretty cool being
able to leverage social with notmuch time invested in terms of
recording videos.
The most time I spend right now is
managing my inbox through DMs,which is a good problem.
to have.
With that, I've collected 316
emails since the start of April.
I'm tracking April here.
(01:28):
I know I started in December, butApril 1st is really the time when
some of my videos started poppingoff and going viral.
That's why I started on April 1sthere.
But I mean, 316 emails for themonth.
I could only imagine if I keepdoing this and growing the email
database month over month, thenyeah, it's just going to keep
(01:48):
compounding.
And some other benefits with this
too.
I'm not going to say that I'm
never going to prospect newreferral partners, but I don't
really see the need to anymorebecause I've got my core group.
I enjoy working with my core groupof realtor partners.
I'm finding a lot of them arereaching out.
for cash damming now and just topartner up because they see the
videos that I'm posting.
If I just double down on social,
(02:09):
it removes that whole element ofneeding to go out and do cold
calling or cold DMs trying to dothe whole realtor shtick.
There's a brand created now, soit's a bit stickier for current
clients going through the mortgageprocess.
My goal is to have everyone that'sin the mortgage process, following
me on socials so they can consumemy content and see me on a regular
(02:30):
basis.
So I think that's going to make
things a lot stickier.
And I put singular focus here
because for me now, all I'mfocusing on for the mortgage side
of things is to just double downon social because I do see the
power in it now.
And it's making it a bit more
clear in terms of here's my onepath.
I'm not going to really go downthis whole FA route, realtor
(02:51):
route, database marketing.
I don't have all these different
angles that I'm trying.
to do now it's just one thing
which is kind of nice andclarifying for me so yeah one of
the benefits of this too is i'mstill doing sort of the old school
approach of realtor calls realtortexts you know hitting the road
meeting people in person that sortof thing so combined we do get
some of the advantage of goingboth ways here so if you're doing
(03:11):
this as an individual what i wouldsay is like one of the benefits of
this too is i'm still doing sortof the old school approach of
realtor calls realtor texts youknow hitting the road meeting
people in person that sort ofthing so combined we do get some
of the advantage of going bothways here so if you're doing this
as an individual what i would sayis like You can totally do what
Tom's doing if you prefer that andgo deep on it because the results
are there.
You don't need to sustain two
families.
You only just need to sustain your
own.
So you can totally hone in and
pick that one thing.
You have to commit to it though.
And so Tom commits to at least onevideo a day and I check with him.
(03:32):
to make sure that's done.
So if you're going to commit to
something like that, I wouldsuggest finding an accountability
partner who might be doing thesame and just saying, hey, shoot
me a message, call me out if Imiss something and put something
on the line there.
So like say, hey, if I'm going to
miss my video, I have to give $50to a political party I don't
support, or I have to go add anextra 5K to my run, something like
(03:53):
that.
So put a little something on the
line there so that you'reaccountable, but it's also a bit
of a game between the two partiesas well.
So two questions, two questions,Tom, what social media platform
did you use?And then how did you increase your
followers from 3 ,000 to whatever11 ,000 or whatever it is?
Yeah, I should have mentioned thatearly on.
This is Instagram specifically.
I'm posting on TikTok as well,
which TikTok has been great toofor direct cash jamming leads, but
(04:13):
I'm a big... believer in Instagramfor more of that community
building aspect versus likeTikTok.
You don't have it as much in myopinion.
So these stats are specific toInstagram.
Some of these leads do bleed intoTikTok as well.
But I'll just show you like thereason why I started getting all
these followers was one video thatstarted this one here.
(04:34):
This one was literally a highlevel overview of ManyLife 1.
power of the paycheck strategy.
But I didn't dive into it at all,
like in terms of like details ofhow it works.
I just said, hey, high level, ifyou got rid of your checking in
your savings account, and youattach a line of credit to your
mortgage, you can shave off yourmortgage in half the amount of
(04:59):
time.
And that one just like I did this
off the cuff in my garage gym, andI didn't really think it would go
off, but it did.
Yeah, so this one is at 259 ,000
views.
And I grabbed 3 ,000 followers
just from this one video.
And then it just started
compounding because these peoplestarted watching my other content.
Then a couple other videos startedpopping off.
Like this one here, that's a debtswap one.
This one is a cash jamming one.
(05:20):
This one here, my most recent one,
that one's popping off as well.
So it's all like advanced mortgage
strategy.
stuff that we're all trying to,
not all of us, but that some of usare trying to push, which is nice
about that is that they're directleads for these strategies.
So hope that answers yourquestion.
(05:40):
Actually, one more question too.
You said you got a bunch of
emails.
How did you get the emails?
Yeah.
So I wish I'd go back, but one of
the videos, my call to action wascomment cash.
below and I'll send you some moreinformation.
And that was on cash gaming.
And I didn't think it would pop
off, but it did.
And I wish I had many chats set up
because then I would have had theautomated comment responses with
(06:04):
the DMS.
Now when I had to manually comment
and respond to people and I stillam and it sucks, but obviously I'm
going to do it because I want theemails.
So this one has 956 comments.
I've been manually responding to
them and just DMing these peopleas well with a link to, it's kind
of like a link tree resource, butyou can house resources in there.
So I send them to the link, theyhave to opt in with their email
(06:26):
and that will directly push themto a drug campaign that I have set
up specific to cash DMing.
So that's where I'm getting all of
the emails from.
I'm still doing my 10 asks a day
and that's where I'll ask peopleover DM if they've asked me
questions on.
On anything mortgage related, I'll
ask for their email.
(06:46):
Even when you're like showing
things, when you're like showingthings, you can see like seven new
followers come in and three morecomments.
Oh yeah, I know.
It's yeah.
Every morning, Instagram's got amax.
I don't know what it is.
So every morning I wake up and
it's like, oh, another hundredplus.
It's like fucking crazy.
Yeah, it's awesome.
Tom's not... doing heavily editedvideos like a lot of these are
just shot in his gym or like apicture of a notebook and i think
(07:10):
that's going to resonate more withpeople than like a super slick
kind of fully edited video thoselook cool and like they look
amazing but i know as like aconsumer when i see it i'm like
okay this is like a little tooshiny for me whereas the raw sort
of stuff it seems authentic andyou resonate more with the people
that ultimately you're going tojive with your brand and you as an
(07:31):
individual broker i just have aquestion for your podcast right
how did you guys grow it past andany hint the commission breath
podcast yeah so in terms of growththere it's ultra niche so it's
like it's very specific tomortgage brokers and agents so i
think that's where a lot of thegrowth came from because just have
a question for your podcast righthow did you guys grow it past and
any commission breath podcast yeahso in terms of growth there it's
(07:51):
ultra niche so it's like it's veryspecific to mortgage brokers and
agents so i think that's where alot of the growth came from
because It's like anyone who's inthe industry could listen to it
and find something relevant there.
So I think that was super helpful
for it.
We tested doing a direct to
consumer podcast as well.
And we tried a few different ways,
(08:13):
like for like entrepreneurs, wetried it for like investing.
That one, we got some leads, butwhere we found the struggle is
like commission breath.
We can always come up with new
content because we're working onour mortgage broker, working in
the mortgage brokerage.
We're constantly like in this
space day after day.
So we're always getting content
ideas with the direct to consumerwhen we felt like, all right, we
had maybe like 15 good weeks andthen we're like, shit, what do we
talk about?And then it sort of got fluffy and
then we lost our passion for itbecause it wasn't true to us.
So the podcast side of things, Ithink like you really have to pick
something that you know you cantalk about ad nauseum and like
(08:34):
never get bored of.
That's the challenge.
And then in doing it, once you getto like that.
50 to 100 episodes, you start tosee the scale because people just
add it to the regular rotation.
Yeah.
And if you are going to do thepodcast route, definitely post it
on YouTube.
Because with podcasts, the way you
need to look at podcasts is it'smore of like a nurturing thing
versus something like YouTube.
That's where you're going to get
(08:56):
the eyeballs and have the reachcome in.
Podcast is not a good way to reachmore people, to be quite honest.
There's outliers, sure.
But if you're going to do a
podcast, do an actual videopodcast and post it on YouTube,
because that's where you'll getthe eyeballs in.
And then the podcast is where younurture them.
For sure.
And the other key piece is early
on.
You can't just be on an island.
You have to get on other podcastsbecause that's how people find out
(09:18):
about yours who are alreadypodcast listeners.
If you try to just like push out abunch of episodes, but you haven't
been guest featured anywhere, it'svery challenging to get that
reach.
Tom, I have a couple of questions
for you.
You mentioned the mini chat.
I know of it.
I haven't used it.
Is it a subscription that you did?Are you just using some sort of
(09:40):
free version?And then you have to pick ahead of
time, I guess, the setup.
and predict which video is going
to go viral?Yeah, well, I mean, you can do it
on any video.
It doesn't have to be one that you
think is going to go viral becauseworst case is you spend five
minutes setting it up and if itdoesn't go viral, it doesn't go
viral.
But there is a subscription to it.
I don't know the cost.
I think it's relatively cheap.
And I feel like there might be afree version as well.
(10:02):
It's something I'm going to belooking into this week just
because like if I'm going to domore call to actions with the
comments, yeah, sitting theremanually, it sucks because you got
to reply to it.
You got to send them a DM as well.
So I've just been copying andpasting a script from my iPhone
notes.
And that was like the workaround.
But the many chats, like you cango on YouTube and just type in
many chat.
And there's like so many training
tutorials on how to use it.
And it's pretty user friendly.
So you just probably movingforward, you just probably moving
(10:24):
forward, have it set up, take thatextra few minutes for each and
every video just in case.
Exactly.
Yeah.
Because I think if you have it set
up for one video, you likeduplicate it and then just change
out the video URL.
And it should work.
The drip campaign, you just useBookerMail?
Yep.
Yeah.
Okay.
And then your cash jamming leads.
I'm just curious what that lookslike.
Are you collecting numbers in thediscovery call and then going back
to them?Or what does that discovery call
(10:45):
look like?Because that could be a time
-consuming piece too.
This is what I'm trying to figure
out.
So now that I have the leads
coming in, I need to figure outthe whole client journey with cash
jamming.
Because as you know, it's
completely different than astandard mortgage journey.
So as of right now, I'm doing thediscovery call 15 to 20 minutes,
just like a mortgage discovery.
call, if they have one rental,
I'll already know some of thebasic information from my
(11:06):
Calendly.
You guys can go check out my
Calendly and just copy thequestions that I ask.
I ask amortization, primarymortgage lender, mortgage balance
remaining.
in amortization remaining.
Those are the main questions Iask.
I'll have that information upfront before I hop on the call.
If they have one rental, I'llcollect the information on the
call, and then I'll present it tothem over video.
over email as well, like a videoloom recording of the actual
(11:26):
calculator and the benefits.
If they have more than one rental,
then I'll send them a data capturesheet that collects all the
information because to get allthat info over the phone, it's a
lot.
First call is really just to
establish rapport, answer anyobjections or any questions they
have on cash damming.
I like to present the numbers
after, take a bit of time to gothrough it.
This is new for me because all thediscovery calls started flowing in
(11:49):
specifically this week.
My day's full of eight to nine
calls yesterday, today, and thenI've got them lined up.
after I come back from vacationnext week.
So I'll give you guys updates asto like how that client journey is
going and how money I ended upclosing from it.
I have an intake form alreadycreated that has other things on
(12:12):
it that I'm happy to share if it'shelpful.
Like it was asking things on likeyour accountants, like it's got
like the whole, how manyproperties right through your
condo fees, your property, yourmaturity and all that kind of
stuff, all your, the necessaryinput stuff.
And then I also have in there,again, like who are your key
partners, your accountant and allthat kind of fun stuff just to
(12:33):
make sure I love that.
I would love that if you're up to
share that.
Yeah.
that It took a while to puttogether, but if that helps you,
because it sounds like you've gotlike discovery calls coming at
your wazoo and I know what it'slike to do with one thing and then
not have time to do it the nextstep.
(12:55):
it the next step.
There's always a problem, right?
Always a problem to fix in yourbusiness.
And are you doing like the two-step close or are you doing like
one upfront call and then you'representing them?
and saying, hey, here's what itlooks like.
Confirm if you want to proceed.
it the Yeah.
So with the initial email, it'slike, we'd really love to be
efficient.
So fill out this complete data
form because I don't want to wasteanybody's time either.
Like if they have no primarymortgage, for example, like that's
(13:17):
just a waste of everybody's time.
So we collect the data up first.
And I also don't allow them tobook within 48 hours because I
want to be able to run thosenumbers, make sure that I have a
full presentation specific to themat the discovery call.
I've got the numbers all prepared.
ready to go and then give them the
sales pitch at the end.
Okay.
So you're liking the data beforethe discovery call.
Yeah.
Interesting.
That's cool.
Yeah.
I do that too.
(13:37):
do that too.
Even my mortgage side, like Iprefer to have a mortgage
application completed.
I know this is like contrary to
what most people are doing, butI'd rather have the application
completed up front.
So I know what I'm talking about.
Otherwise I was just, just toomuch back and forth to me.
me. I think that's reallyimportant with cash, Damon, too.
Are you doing consulting fees orjust mortgage?
So me, myself, I am not doing theconsulting piece.
My husband's working with me, sohe's going to be the consultant.
(13:59):
So I have a separate business thatI've created for a consultant.
And if there's a mortgage inplace, then I become the go -to.
Or I mean, they can also, becausewe've got that, if they already
have an existing mortgage broker,he's happy to just teach that
mortgage broker as well.
Sort of like.
Yeah.
And at least you're in the
consulting fee and making surethey have the right setup.
I like that.
That's cool.
We'll chat more about this.
I love talking about it.
(14:20):
So continue to do deep dives onthis and getting some more lenders
in and getting granular onimplementations and strategies
around this.
the consulting this and getting
some more lenders in and gettinggranular on implementations and
strategies around this.
So we'll continue to book those as
well.
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