April 23, 2024 • 14 mins
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EPISODE DESCRIPTION
In this episode, Brandon and Tom share how you can make it easier for people to refer you, weather that be partners or clients.
Brandon and Tom discuss: → Simple ways to look more professional like your contact card, email templates, and calendar links. → Making sharable social media content they can push to their audience. → Optimizing your process for following up and thinking where you can fit in from their perspective.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:10):
Brandon Love here with TomMoffitt.
I'm going to level with you.
I'm hurting unit today, a little
bit hungover.
I had a late night.
I went to the Raptors game and outfor drinks after with the team at
Tango Financial and RFA.
And there's a little Easter egg in
that because we have some news toshare with you.
(00:31):
Absolutely.
So we are now Team Tango.
It takes two to Tango.
I know you love that line,
Brandon.
We are switching brokerages.
So we're going over to Tango.
And not only are we going there,
we are now forming a Team Ontarioentity within Tango.
So our new brokerage is TangoOntario.
So we're super, super pumped.
That's in effect as of now.
(00:52):
Brandon, why don't you kind ofshed some light and some details
as to how that looks?For sure.
So those of you who don't knowwhere we currently are, we were at
BRX before BRX.
Only good things to say about
Scott Peckford and the team We hada great there.
We grew at BRX time.
before Only good things BRX.
to say about Scott Peckford andthe team there.
We had a great time.
We grew our careers there.
But when we merged partnerships,we had an opportunity to build
something really special that'sgoing to be great for brokers who
have teams, have a vision ofbuilding their own brokerage or
(01:15):
their own team.
Because what Tango does is gives
you all the tools to work with.
You form your team, you have the
compliance backend, and you canjust kind of build your vision
without any rules, outside ofphysical rules, without any like
set structure or box holding youin.
So we were really stoked at theopportunity because it was one, a
(01:35):
chance for us to build somethingthat we really like Jason and
Dean.
And we thought, okay, this is
something we can't turn down,something we have to seize.
So we're super stoked to beworking on it.
that Yeah, absolutely.
So if you are a broker owner or
you run a team of agents, ourmodel is the best model in the
industry.
I'm confident in saying that.
If that applies to you and you arelooking for a change or just to
(01:56):
see what we kind of offer withTeam Ontario and Tango, please
reach out to us.
We're happy to chat about it and
go from there.
Yeah.
So we don't want to make thiswhole episode about our move.
We were just super excited aboutthe news and wanted to share it
with you.
So if you have any questions about
what's going on and whether Tangomight be the right fit for you,
please reach out to myself or Tomand we're happy to chat in further
detail one-on-one.
All right, but now for today's
(02:17):
episode, we are going to go overfive points on how to make it easy
for people to refer you.
And this topic kind of came up
because I had a realtor call meand they're like, Brandon, I love
working with you.
You do a great job, but I just
want to let you know somethingthat really frustrates me is when
I go to share your contact card,it's hard for me to send it to
someone because it just looksreally unprofessional.
(02:37):
I was like, what the fuck's mycontact card?
What are you even talking about?And she showed me and I was like,
oh crap.
So I have a iPhone and I redid it
and I made it look good with likemy face, my name, URL, all those
links, et cetera.
And it's just so much easier to
share.
And it came up today again,
because a client said, hey, justwanted to let you know, like
random message, but your contactcard looked really good.
(02:58):
Is that what he said?Yeah, she's like, it looked really
good.
Like what I meant to tell you on
the call.
I was like, that's nice.
So sometimes there's little thingsand little tweaks and stuff that
we can make in our business, likesomething as small as a contact
card that you can implement and doin three minutes that makes it
easier for a realtor, insurancebroker, whoever it might be to
share with someone and just makesyou look better.
Yeah.
And you did that like super quick
(03:18):
over Canva, right?Is that how you did it?
No, you do it right within oniPhone, the Oh, true.
Okay.
I thought you edited on Canva, but
when I saw it that day, when youcalled me after you had it done, I
was in the same boat too.
I was like, oh, this is pretty
cool looking.
So I did it with mine.
And same thing.
I've had some good responses too.
(03:39):
And it sounds so silly, like asimple little contact card, but it
makes realtor's life easier or anyreferral partner for that matter.
And every time we do a foreside,we'll always just send them a text
after, hey, here's my contactcard.
They get to just add it to theirphone.
They don't have to think about it.
And anytime our name pops up or
they think mortgage, hopefullythey think of us and they just
send that contact card over totheir client that they want to
(04:00):
refer over to us.
For sure.
It's a tiny little detail, but weare in an industry that details
matter.
And it's a subtle way to stand
out.
And I always love those subtle
ways because you stack those upand now you're standing out leaps
and bounds from other So pointnumber two, email templates.
And I know we've talked about thisbefore, but this one's more
specific on when someone refersyou over, then having this one
template to then send to them iskey.
(04:20):
So Brandon, why don't you walkthrough your template and how you
built Yeah.
So obviously certain people are
going to text, certain people doemail intros.
So what I have is if you send mean email, I have a template of
response that says, Hey, thanksfor your referral.
I always love working with clientsof X and then a little bit of a
thing.
And then it's a calendar invite.
So that's the response they getfrom me.
(04:42):
But then I've also had realtorsbefore who just, I don't know why
they struggle with like writingthat email.
So I'll send them a template ofsaying, Hey, this is a template.
Anytime you want to send a lead,just save this and you can
duplicate it and just say, Hey,I'm introducing you to my
preferred mortgage broker, BrandonLove.
I have my calendar link in there.
It's got everything in there and
they can just copy and paste andadd their client in it.
(05:03):
Yeah.
I have yet to do that.
And it is on my to-do list.
And the reason I thought of it too
was one of my referral partners,he's got this awesome template he
uses to introduce his clients tome.
I was like, man, that's great.
Like I wish all my realtors did
that.
So I'm gonna pretty much just take
that, tweak it a little bit to howI think would work best.
And then I'm just gonna share thatwith my realtor partners like you
(05:24):
did there.
I think it'd be key.
And it's easier for them to referbecause they have no hassle in
trying to write out anintroduction.
It's like, okay, I already have ithere.
Just plug and play the path ofleast resistance.
And the easier it is for thatreferral partner to refer over,
the better it is for yourbusiness.
You're just removing obstacles andyou make it so they can just copy
and paste, change out the namesand they're good to go.
Yeah.
So I touched on the URL within
(05:44):
that template, but that'ssomething else you absolutely need
to have.
And that is a call link URL.
So mine is meetwithbrandon.ca.
If you want to chat about Tango,
feel free to go over there andbook a link.
Tom's, I think yours ischatwithtom.ca.
Yeah, it's chatwithtom.com.
It's super easy to put in and it's
something that's sticky inpeople's minds.
And then if they're with a clientand they know, okay, process wise,
they're going to get intro email,they're going to book their
discovery call, start theapplication and so on and so
(06:06):
forth.
They know the process and they can
say, you know what, you can evenjumpstart this and just hop over
to meetwithbrandon.ca and Brandonwill book a call with you.
And hopefully you did your contactcard properly and you've put that
in.
I have that in for my website in
there instead of an actual websitebecause I'd rather people go to my
call link than an actual website.
(06:26):
I don't even...
Yeah, I think we do have awebsite, but it's not really
optimized.
But anyways, the second thing you
can do too is to really take thisto the next level is tell your
realtor partners or referralpartners, say, hey, this is my
link.
And if you want it to be even
easier for you, then if you listento one of our past episodes, we
talked about the iPhone feature,how you can essentially do a text
replacement.
(06:46):
So you can coach them and teach
them how to do that with your calllink.
It's super quick and easy.
Obviously not all of them are
going to do it, but it's going tomake their life easier if they
already have it in there.
And whatever the code name is, say
it's book me.
They don't have to think about
what that URL is.
Even if it's something super
simple, they probably won'tremember it.
So if they can have a program intheir phone, it's even easier for
(07:07):
Exactly.
It's a great tip.
Yeah.
So all of these things, we're
coming on these ideas to removeobstacles.
But we're doing this in a frame ofthinking about the other person
and kind of like empathy isprobably the right word thinking
about about their feelings,thinking about their day, their
process.
And really you're thinking what's
in it for me from theirperspective.
So there's always that tune intoWII FM radio, like what's in it
for me.
Anytime you're doing marketing,
anything like that, you want toget yourself in that person's
(07:29):
shoes.
So that applies to all those
points because you're making theprocess easier for them.
Another way to do this is thinkabout what kind of content do they
need on their social media?What are they missing?
Or what's relevant to today'smarket?
Create that, but create it in amanner that's not like overly
pushy about yourself.
You're just creating shareable
content for them.
Yeah, anytime I do any shareable
content, I always say at the endof it too, I say you don't even
(07:51):
need to mention my name, just pushit out there, reword it to
yourself.
And a lot of the times they'll
either just share a post on socialthat I've done, which is going
directly to my account.
Or they will mention if it's like
an email template, they'll have meat the bottom anyways, because a
lot of people do want to givecredit.
But I would say like no pressureon doing it, which takes the
(08:12):
burden off of them to evenhesitate on doing it.
And a good example of this is, sofor my broadcast channel, I posted
basically a strategy.
You explain it because you're the
one that gave it to me.
And I posted it in the broadcast
channel.
And man, it was almost like you
went viral without going viral.
Yeah, it was funny.
I was thinking of telling thatsame story.
So I had sent my Friday email.
(08:33):
I don't know why I had a cold or
something.
So I just wrote out an email
instead of recording a video andpeople loved it.
And it was all of this likereframing why people are sitting
on the fence buyers right now andgetting past the rates will come
down, prices will go up, buy realestate and wait kind of advice
people keep hearing.
It was just a different frame.
So Tom then took it and shared iton his broadcast channel.
(08:55):
And he shared a piece of contentthere that he made just taking a
snippet from it.
And then I started seeing all
these realtors posting this withlike my exact copy.
And I was like, Whoa, Tom, do youwork with these people?
Like, how do they, how do theyhave my email?
And he's like, I shared it on mybroadcast channel.
So then we know like, that's agood indicator to us that that was
good copy.
And then we iterated on that too
and we put it on youtube on ourcanadian mortgage guide channel as
(09:17):
well so just like things like thatbecause it changes the discussion
for them they're sick of sayinghey rates will come down prices
will go up they don't always wantto say buy and wait.
Like people are tired of theiradvice and it just feels a little
like cheesy and old and tired atthis point, especially when you're
like rates held again, whoo, bigdeal.
So you just give it a new frameand then people love to share it.
(09:37):
And then any leads that come fromthat, they're happy to send it to
you because you're the oneactually drumming that up for
Yeah, exactly.
You're essentially tapping into
their database as well with thatexample right there.
Like put it this way, one of therealtors that use one of those
ideas from your strategy.
So I got 15k views on mine, which
is a lot for me, I only usuallyget like between one to 2k views
on my social posts for talkinghead videos.
(09:58):
This one was a text on screen, Iended up getting 15k views.
And she did the exact samewording, did just a different
B-roll in the background of hertyping.
And she ended up getting over 20Kviews with that video.
She sent me a screenshot and 90%of those views were people that
weren't following her, which isreally, really good for Instagram.
Usually it's mostly people thatfollow you that actually view your
video.
So Instagram pushed her video out
past her followers.
So that's the first thing.
(10:19):
And second thing, she was sopumped about it.
It was an easy layup for me to geta foresight.
So we booked a meeting.
We're actually meeting with her
tomorrow.
That's one of the realtors we're
meeting with.
So it was so easy because we're
giving her content that she wantsto share.
It's not about us.
It's making it easy for her to
refer us.
And that's a way to refer us
because she's pushing out there tothe world.
(10:40):
Any lead that comes from that isgoing to come to us.
they're just going to continuouslylook to your broadcast channel for
more ideas now because there's somuch value created there.
And yeah, I love that because it'sa subtle way to operate and it's
not pushy.
It's not CLZ.
I know a lot of people don't likedoing direct asks.
They feel uncomfortable with it.
And I think you should do them,
(11:02):
but if you absolutely hate it, Iget it.
So these are certain things youcan do that will generate business
for you.
Okay, wrapping this up.
All of this doesn't matter.
Number one, if you don't do it.
But number two, if you don'tfollow up with the people who are
sending you leads.
Yeah.
We don't send a ton of leads asmortgage brokers to our realtor
partners.
Every now and then something does
come up where our friends lookingin an area, they don't live and
they're like, do you have arealtor partner there?
(11:24):
I'm like, actually, I do.
And I'll send a referral.
And one thing I've noticed iscertain partners are extremely
good at following up with me andthe clients and other ones don't
do anything.
And I'm kind of wondering, like,
what's going on with those people.
And in those cases, I'm just
probably not going to send themthe referral again.
I would send it to someone else,but the people who are really
good, I'm like, you know, yourexperience was awesome.
(11:46):
Like I actually took some tips andtricks that I learned from you
from this process.
So it's really important to follow
up with your partners, be it thelead tracker, like weekly lead
email, whether it's a phone call,a text, whatever your process is,
just make sure you have somethingin there.
So you're updating them.
cool when you put yourselves in
their shoes, because they're usedto this on a regular basis,
they're referring us on a weeklybasis, whereas like, for us, it
(12:07):
only happens once in a while.
And I have the same experience,
like some realtors are amazing atfollow up.
And that's really the two things Ilook for is the follow up.
And did my clients get a goodexperience with them?
And I imagine it's the same thingon the other side for realtors
referring us is, did we follow upwith them?
And were my clients happy withtheir service?
And I think that speaks magnitudesas to what they're thinking about.
And that's what it's all about.
You're trying to put yourself in
(12:28):
their shoes and what they'rethinking.
And as long as you have thosetouch points, we've talked about
the lead tracker several times,the Friday email, just staying on
top of client updates here.
Like that's all it is.
It's the name of the game.
And they won't have a reason to go
shop around to another mortgagebroker because they're happy with
what you're doing for Exactly.
Referrals are a transfer of trust.
And you want to show that youvalue that trust by following up.
(12:50):
It sounds silly and it sounds likesomething that shouldn't matter
that much, but it's huge andabsolutely necessary.
So all of these things really, youwant to reduce the friction,
improve the experience for them,really get in the frame of what
would I do if I wanted to get morereferrals from someone?
Like how would I think if I'm thisperson?
And just make your process fitthat description.
Yeah, so that's a wrap on today.
If you have a broker buddy in the
(13:11):
industry who you feel would getsome value from today's episode or
really any of our episodes, pleaseshare our channel with them.
We are really looking to grow andscale and how we are doing that is
through listeners like you sharingwith their friends who are also in
the industry.
Have an awesome day.
Brandon Love here with TomMoffitt.
I'm going to level with you.
I'm hurting unit today, a little
bit hungover.
I had a late night.
I went to the Raptors game and outfor drinks after with the team at
Tango Financial and RFA.
And there's a little Easter egg in
that because we have some news toshare with you.
(00:31):
Absolutely.
So we are now Team Tango.
It takes two to Tango.
I know you love that line,
Brandon.
We are switching brokerages.
So we're going over to Tango.
And not only are we going there,
we are now forming a Team Ontarioentity within Tango.
So our new brokerage is TangoOntario.
So we're super, super pumped.
That's in effect as of now.
(00:52):
Brandon, why don't you kind ofshed some light and some details
as to how that looks?For sure.
So those of you who don't knowwhere we currently are, we were at
BRX before BRX.
Only good things to say about
Scott Peckford and the team We hada great there.
We grew at BRX time.
before Only good things BRX.
to say about Scott Peckford andthe team there.
We had a great time.
We grew our careers there.
But when we merged partnerships,we had an opportunity to build
something really special that'sgoing to be great for brokers who
have teams, have a vision ofbuilding their own brokerage or
(01:15):
their own team.
Because what Tango does is gives
you all the tools to work with.
You form your team, you have the
compliance backend, and you canjust kind of build your vision
without any rules, outside ofphysical rules, without any like
set structure or box holding youin.
So we were really stoked at theopportunity because it was one, a
(01:35):
chance for us to build somethingthat we really like Jason and
Dean.
And we thought, okay, this is
something we can't turn down,something we have to seize.
So we're super stoked to beworking on it.
that Yeah, absolutely.
So if you are a broker owner or
you run a team of agents, ourmodel is the best model in the
industry.
I'm confident in saying that.
If that applies to you and you arelooking for a change or just to
(01:56):
see what we kind of offer withTeam Ontario and Tango, please
reach out to us.
We're happy to chat about it and
go from there.
Yeah.
So we don't want to make thiswhole episode about our move.
We were just super excited aboutthe news and wanted to share it
with you.
So if you have any questions about
what's going on and whether Tangomight be the right fit for you,
please reach out to myself or Tomand we're happy to chat in further
detail one-on-one.
All right, but now for today's
(02:17):
episode, we are going to go overfive points on how to make it easy
for people to refer you.
And this topic kind of came up
because I had a realtor call meand they're like, Brandon, I love
working with you.
You do a great job, but I just
want to let you know somethingthat really frustrates me is when
I go to share your contact card,it's hard for me to send it to
someone because it just looksreally unprofessional.
(02:37):
I was like, what the fuck's mycontact card?
What are you even talking about?And she showed me and I was like,
oh crap.
So I have a iPhone and I redid it
and I made it look good with likemy face, my name, URL, all those
links, et cetera.
And it's just so much easier to
share.
And it came up today again,
because a client said, hey, justwanted to let you know, like
random message, but your contactcard looked really good.
(02:58):
Is that what he said?Yeah, she's like, it looked really
good.
Like what I meant to tell you on
the call.
I was like, that's nice.
So sometimes there's little thingsand little tweaks and stuff that
we can make in our business, likesomething as small as a contact
card that you can implement and doin three minutes that makes it
easier for a realtor, insurancebroker, whoever it might be to
share with someone and just makesyou look better.
Yeah.
And you did that like super quick
(03:18):
over Canva, right?Is that how you did it?
No, you do it right within oniPhone, the Oh, true.
Okay.
I thought you edited on Canva, but
when I saw it that day, when youcalled me after you had it done, I
was in the same boat too.
I was like, oh, this is pretty
cool looking.
So I did it with mine.
And same thing.
I've had some good responses too.
(03:39):
And it sounds so silly, like asimple little contact card, but it
makes realtor's life easier or anyreferral partner for that matter.
And every time we do a foreside,we'll always just send them a text
after, hey, here's my contactcard.
They get to just add it to theirphone.
They don't have to think about it.
And anytime our name pops up or
they think mortgage, hopefullythey think of us and they just
send that contact card over totheir client that they want to
(04:00):
refer over to us.
For sure.
It's a tiny little detail, but weare in an industry that details
matter.
And it's a subtle way to stand
out.
And I always love those subtle
ways because you stack those upand now you're standing out leaps
and bounds from other So pointnumber two, email templates.
And I know we've talked about thisbefore, but this one's more
specific on when someone refersyou over, then having this one
template to then send to them iskey.
(04:20):
So Brandon, why don't you walkthrough your template and how you
built Yeah.
So obviously certain people are
going to text, certain people doemail intros.
So what I have is if you send mean email, I have a template of
response that says, Hey, thanksfor your referral.
I always love working with clientsof X and then a little bit of a
thing.
And then it's a calendar invite.
So that's the response they getfrom me.
(04:42):
But then I've also had realtorsbefore who just, I don't know why
they struggle with like writingthat email.
So I'll send them a template ofsaying, Hey, this is a template.
Anytime you want to send a lead,just save this and you can
duplicate it and just say, Hey,I'm introducing you to my
preferred mortgage broker, BrandonLove.
I have my calendar link in there.
It's got everything in there and
they can just copy and paste andadd their client in it.
(05:03):
Yeah.
I have yet to do that.
And it is on my to-do list.
And the reason I thought of it too
was one of my referral partners,he's got this awesome template he
uses to introduce his clients tome.
I was like, man, that's great.
Like I wish all my realtors did
that.
So I'm gonna pretty much just take
that, tweak it a little bit to howI think would work best.
And then I'm just gonna share thatwith my realtor partners like you
(05:24):
did there.
I think it'd be key.
And it's easier for them to referbecause they have no hassle in
trying to write out anintroduction.
It's like, okay, I already have ithere.
Just plug and play the path ofleast resistance.
And the easier it is for thatreferral partner to refer over,
the better it is for yourbusiness.
You're just removing obstacles andyou make it so they can just copy
and paste, change out the namesand they're good to go.
Yeah.
So I touched on the URL within
(05:44):
that template, but that'ssomething else you absolutely need
to have.
And that is a call link URL.
So mine is meetwithbrandon.ca.
If you want to chat about Tango,
feel free to go over there andbook a link.
Tom's, I think yours ischatwithtom.ca.
Yeah, it's chatwithtom.com.
It's super easy to put in and it's
something that's sticky inpeople's minds.
And then if they're with a clientand they know, okay, process wise,
they're going to get intro email,they're going to book their
discovery call, start theapplication and so on and so
(06:06):
forth.
They know the process and they can
say, you know what, you can evenjumpstart this and just hop over
to meetwithbrandon.ca and Brandonwill book a call with you.
And hopefully you did your contactcard properly and you've put that
in.
I have that in for my website in
there instead of an actual websitebecause I'd rather people go to my
call link than an actual website.
(06:26):
I don't even...
Yeah, I think we do have awebsite, but it's not really
optimized.
But anyways, the second thing you
can do too is to really take thisto the next level is tell your
realtor partners or referralpartners, say, hey, this is my
link.
And if you want it to be even
easier for you, then if you listento one of our past episodes, we
talked about the iPhone feature,how you can essentially do a text
replacement.
(06:46):
So you can coach them and teach
them how to do that with your calllink.
It's super quick and easy.
Obviously not all of them are
going to do it, but it's going tomake their life easier if they
already have it in there.
And whatever the code name is, say
it's book me.
They don't have to think about
what that URL is.
Even if it's something super
simple, they probably won'tremember it.
So if they can have a program intheir phone, it's even easier for
(07:07):
Exactly.
It's a great tip.
Yeah.
So all of these things, we're
coming on these ideas to removeobstacles.
But we're doing this in a frame ofthinking about the other person
and kind of like empathy isprobably the right word thinking
about about their feelings,thinking about their day, their
process.
And really you're thinking what's
in it for me from theirperspective.
So there's always that tune intoWII FM radio, like what's in it
for me.
Anytime you're doing marketing,
anything like that, you want toget yourself in that person's
(07:29):
shoes.
So that applies to all those
points because you're making theprocess easier for them.
Another way to do this is thinkabout what kind of content do they
need on their social media?What are they missing?
Or what's relevant to today'smarket?
Create that, but create it in amanner that's not like overly
pushy about yourself.
You're just creating shareable
content for them.
Yeah, anytime I do any shareable
content, I always say at the endof it too, I say you don't even
(07:51):
need to mention my name, just pushit out there, reword it to
yourself.
And a lot of the times they'll
either just share a post on socialthat I've done, which is going
directly to my account.
Or they will mention if it's like
an email template, they'll have meat the bottom anyways, because a
lot of people do want to givecredit.
But I would say like no pressureon doing it, which takes the
(08:12):
burden off of them to evenhesitate on doing it.
And a good example of this is, sofor my broadcast channel, I posted
basically a strategy.
You explain it because you're the
one that gave it to me.
And I posted it in the broadcast
channel.
And man, it was almost like you
went viral without going viral.
Yeah, it was funny.
I was thinking of telling thatsame story.
So I had sent my Friday email.
(08:33):
I don't know why I had a cold or
something.
So I just wrote out an email
instead of recording a video andpeople loved it.
And it was all of this likereframing why people are sitting
on the fence buyers right now andgetting past the rates will come
down, prices will go up, buy realestate and wait kind of advice
people keep hearing.
It was just a different frame.
So Tom then took it and shared iton his broadcast channel.
(08:55):
And he shared a piece of contentthere that he made just taking a
snippet from it.
And then I started seeing all
these realtors posting this withlike my exact copy.
And I was like, Whoa, Tom, do youwork with these people?
Like, how do they, how do theyhave my email?
And he's like, I shared it on mybroadcast channel.
So then we know like, that's agood indicator to us that that was
good copy.
And then we iterated on that too
and we put it on youtube on ourcanadian mortgage guide channel as
(09:17):
well so just like things like thatbecause it changes the discussion
for them they're sick of sayinghey rates will come down prices
will go up they don't always wantto say buy and wait.
Like people are tired of theiradvice and it just feels a little
like cheesy and old and tired atthis point, especially when you're
like rates held again, whoo, bigdeal.
So you just give it a new frameand then people love to share it.
(09:37):
And then any leads that come fromthat, they're happy to send it to
you because you're the oneactually drumming that up for
Yeah, exactly.
You're essentially tapping into
their database as well with thatexample right there.
Like put it this way, one of therealtors that use one of those
ideas from your strategy.
So I got 15k views on mine, which
is a lot for me, I only usuallyget like between one to 2k views
on my social posts for talkinghead videos.
(09:58):
This one was a text on screen, Iended up getting 15k views.
And she did the exact samewording, did just a different
B-roll in the background of hertyping.
And she ended up getting over 20Kviews with that video.
She sent me a screenshot and 90%of those views were people that
weren't following her, which isreally, really good for Instagram.
Usually it's mostly people thatfollow you that actually view your
video.
So Instagram pushed her video out
past her followers.
So that's the first thing.
(10:19):
And second thing, she was sopumped about it.
It was an easy layup for me to geta foresight.
So we booked a meeting.
We're actually meeting with her
tomorrow.
That's one of the realtors we're
meeting with.
So it was so easy because we're
giving her content that she wantsto share.
It's not about us.
It's making it easy for her to
refer us.
And that's a way to refer us
because she's pushing out there tothe world.
(10:40):
Any lead that comes from that isgoing to come to us.
they're just going to continuouslylook to your broadcast channel for
more ideas now because there's somuch value created there.
And yeah, I love that because it'sa subtle way to operate and it's
not pushy.
It's not CLZ.
I know a lot of people don't likedoing direct asks.
They feel uncomfortable with it.
And I think you should do them,
(11:02):
but if you absolutely hate it, Iget it.
So these are certain things youcan do that will generate business
for you.
Okay, wrapping this up.
All of this doesn't matter.
Number one, if you don't do it.
But number two, if you don'tfollow up with the people who are
sending you leads.
Yeah.
We don't send a ton of leads asmortgage brokers to our realtor
partners.
Every now and then something does
come up where our friends lookingin an area, they don't live and
they're like, do you have arealtor partner there?
(11:24):
I'm like, actually, I do.
And I'll send a referral.
And one thing I've noticed iscertain partners are extremely
good at following up with me andthe clients and other ones don't
do anything.
And I'm kind of wondering, like,
what's going on with those people.
And in those cases, I'm just
probably not going to send themthe referral again.
I would send it to someone else,but the people who are really
good, I'm like, you know, yourexperience was awesome.
(11:46):
Like I actually took some tips andtricks that I learned from you
from this process.
So it's really important to follow
up with your partners, be it thelead tracker, like weekly lead
email, whether it's a phone call,a text, whatever your process is,
just make sure you have somethingin there.
So you're updating them.
cool when you put yourselves in
their shoes, because they're usedto this on a regular basis,
they're referring us on a weeklybasis, whereas like, for us, it
(12:07):
only happens once in a while.
And I have the same experience,
like some realtors are amazing atfollow up.
And that's really the two things Ilook for is the follow up.
And did my clients get a goodexperience with them?
And I imagine it's the same thingon the other side for realtors
referring us is, did we follow upwith them?
And were my clients happy withtheir service?
And I think that speaks magnitudesas to what they're thinking about.
And that's what it's all about.
You're trying to put yourself in
(12:28):
their shoes and what they'rethinking.
And as long as you have thosetouch points, we've talked about
the lead tracker several times,the Friday email, just staying on
top of client updates here.
Like that's all it is.
It's the name of the game.
And they won't have a reason to go
shop around to another mortgagebroker because they're happy with
what you're doing for Exactly.
Referrals are a transfer of trust.
And you want to show that youvalue that trust by following up.
(12:50):
It sounds silly and it sounds likesomething that shouldn't matter
that much, but it's huge andabsolutely necessary.
So all of these things really, youwant to reduce the friction,
improve the experience for them,really get in the frame of what
would I do if I wanted to get morereferrals from someone?
Like how would I think if I'm thisperson?
And just make your process fitthat description.
Yeah, so that's a wrap on today.
If you have a broker buddy in the
(13:11):
industry who you feel would getsome value from today's episode or
really any of our episodes, pleaseshare our channel with them.
We are really looking to grow andscale and how we are doing that is
through listeners like you sharingwith their friends who are also in
the industry.
Have an awesome day.
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