February 20, 2025 • 17 mins
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EPISODE DESCRIPTION
In this episode, Tom & Brandon share one of their trainings with Tango, where they focus on how you can turn your client care into a marketing powerhouse, and use communication to create a referable experience.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:00):
Welcome back to another trainingsession episode where we pull back
(00:03):
the curtain, give you behind thescenes access to the strategies,
insights, and conversations wehave at our brokerage, Tango
Financial.
This is real training, real
takeaways to help drive results inyour business.
So enjoy.
So today, I'm going to show you
guys how you can turn client careinto a marketing powerhouse.
So basically, how you can crushyour communication.
And since day one of being in thebusiness, I've made good
(00:26):
communication one of thefoundations of my business.
And it's something that I get themost feedback on from realtor
partners, lawyers, clients, etc.
Definitely creates a referable
experience.
Jumping right into things, speed
kills all deals.
So timely follow up is critical.
Set a clear commitment to yourselffor following up with leads.
(00:46):
Wherever you are in life, some ofyou have other jobs.
A lot of you are full time though.
But you know, you get busy in
files and sometimes you... filteremails you're like i'll get back
to that later i would sayprioritize following up with the
lead right away even if it's justto send a quick calendar invite to
show them you're quick you'reanswering them you're going to be
responsive in the process withthem a quick way to do this is to
(01:09):
save templates so i have like atemplated auto reply saved in my
phone so all i have to do is typebook me and it comes up with my
message and my calendar linkAnother way to do this is just to
have your time commitment.
Some of you may be able to say,
hey, we follow up within one hour.
That might be too extreme, but you
can get really quick.
So the marketing angle on this
(01:30):
side of things is to share thisrapid response rate with your
lender partners, realtor partners,lawyers, financial advisors, so
everyone knows that you havereally quick communication.
It shows your efficiency.
It shows reliability.
And when someone bitches to theirrealtor, for example, and is like,
yeah, I reached out to my bankerand I haven't heard back in three
(01:55):
days.
They'll have something in their
head and be like, hey, Leannereaches out within one hour, shoot
her a message.
Another way to really show your
speed is to have frequent updatesto clients.
So what we have is like a progressbar that goes out to clients.
It shows them how far.
how long they are in their
mortgage journey, what to expectnext, and so on and so forth.
(02:16):
They never have that seed of doubtof where they're at in the
journey.
Good example of this is when you
order a pizza from Domino's, youcan see it going through.
Similarly, anything you orderonline now has this really clear
tracking process.
Do this for your mortgage business
as well.
It answers a lot of questions for
clients and just removes theanxiety for them.
Yeah, and we'll have some futuretraining too, where we'll give you
(02:36):
all of our templates for clientjourney.
And you guys can just take thoseprogress bars and work with them.
Or you can just create your ownwhile you wait.
It's super easy to do on Canva.
Yeah, totally.
So we're going to give you all ofthese resources as we go, just
making sure you have everythingdone for you.
You can choose to implement whatyou want, leave out the rest,
totally up to you.
Number two is...
(02:56):
Answer frequently asked questionsbefore they ask.
Google is your number one enemy.
And so many people miss the mark
on this.
And clients, especially first
-time homebuyers, have a lot ofquestions, no matter who they are.
So answer them through yourdiscovery call.
Answer them through the strategycall.
If they say, OK, I have my pre-approval.
Now, what's next?Don't have them have to email you
(03:17):
that question.
Answer what to expect.
Answer what goes on with thecommitment and feeling.
conditions for them.
So you can do this through once
again, templated emails, creatingeducational resources.
And really, this is importantbecause when clients don't know
the answer, they're going to goonline, they're going to type it
into Google.
And they are now the targeted
marketing spot for all thediscount lender sites that yes, we
(03:39):
know.
give them an inferior product, but
they see a lower rate.
They start to question if working
with you is the best idea and itputs you on the defensive.
If you can answer all thesequestions, you can then say to the
client, hey, don't worry, I've gotyour back.
I will answer everything for you.
Here's the most common questions
(04:00):
we get.
If anything else pops up, just let
me know.
And if something else pops up, add
that to your list.
So clients are always overeducated
here.
It stops them from getting mixed
information online.
Or the worst one I see is like.
Googling something and then comingback with US mortgage -related
content and being like, what aboutthis 30 -year rate I can hold for
the whole time?It's like, no, that's not how it
works here.
how it works here.
(04:22):
yeah you can do this right off thebat too with that intro email
reply that you give clients youcan have hyperlinked videos to
like let's just say it's a first-time home buyer that got
introduced to you you can havelike two or three videos that are
about commonly asked questions umfor first -time home buyers and if
it's a first -time investor samething and i used to do this with
my older youtube videos i wouldjust hyperlink the youtube video
(04:44):
and you create it once and it's anevergreen video that you can
always use Yeah, I still do that.
We did a video on house hacking on
YouTube over a year ago, and I hada client asking some questions on
it, and I just sent them right tothat.
I was like, hey, here's 10 minutesof detail on how this works, and
then we can jump on a strategycall and see if it's the right fit
for you.
(05:04):
Very sticky that way because it
also shows your expertise in thefield, shows that you're sharing
this information outside of juston calls with them.
The more video they consume ofyou, the better it's stickier too,
because they see you as a personand your personality and on all
that good stuff.
And another way is we just went
through this with a client journeydrip campaign, but you can do this
ever like ongoing automated on thebackend and have those trips go
(05:25):
out through the client journey.
I know some of you have like a
master drip campaign where you puteveryone through it, but I'm
talking about like a specificclient journey one that's like
educational.
Totally.
And on that topic, that topic,that's another thing we're
building out for Tango Agents aswell.
So it will be housed in brokermail and all of you will have
access to tapping into it for youremails.
(05:46):
And you can give us feedback.
We can continue to refine and just
create this amazing system for youto implement.
A couple of marketing angles onhow you can apply the frequently
asked questions piece, co -brandyour resources.
Something I'm working on right nowis just a checklist that shows the
whole process for clients.
I'm going to give this to my
realtor partners in a Canvatemplate that's copyable, and they
(06:06):
can just co -brand and give it outto people.
Another way is just to use thoseFAQs as inspiration for your
social media content.
Post on Instagram, post on TikTok,
because a lot of generations noware going to those platforms for
answers.
They're not necessarily Googling.
Someone like me, bald head, mightGoogle.
Me with a full head of hair mightgo to TikTok for information.
(06:27):
If you want to get those clientsin your orbit, post across
platforms.
Okay, bigger network is a bigger
net worth.
Communicate with all partners on
the file, realtors on both sidesof the transaction, lawyers,
financial advisors.
Creating a defined process shows
expertise and professionalism andcreates trust.
Every referral is a transfer oftrust, so having these systems in
place makes people more confidentin referring you.
(06:50):
One thing that I see missed overand over again, and I'm guilty of
this myself, is I will work withthe lawyer and the realtor but
sometimes I don't always connectwith the realtor on the other
side.
That's a missed opportunity to
grow my realtor database and getfuture lead flow.
That is one great way and onegreat marketing angle to implement
(07:12):
is to talk to the realtor partneron the other side, send them an
offer assist video.
Tell them you're working with the
client and after funding iscomplete, follow up with them and
set up a call and share the restof your value ads.
Financial advisor is anothermissed opportunity.
If you get a client, send you aton of documents or connect you
(07:34):
through their financial advisor,set up a meeting with them and
show how you want to protect theirassets by having future clients
not need to draw from their RRSPor draw from other funding sources
because they can use net worthprograms and just share tools like
that.
Visitors are very cautious against
sending clients to banks becausebanks want their business as well.
They're really happy to work witha broker who is professional in
(07:54):
their services.
The listing realtor angle, if you
guys go back to the tracker thatwe gave you guys, you'll see the
checklist in there where you canjust copy the text scripts that I
use to send to listing realtorsthrough the condition of finance
period and also on the closingdate.
It's super easy.
give them a text and that kind of
sets the tone and it makes it aneasier ask for that meeting at the
(08:16):
end.
100%.
I beat this one over the head.
So you've heard me say it 100
times, but the fortune is in thefollow up.
Many referrals that I get.
are from people who are like, you
know what, I feel like I met witha bank or a broker before, but
I've been forgotten by them.
I'm not sure if they've given up
(08:38):
on me.
And I just don't really feel the
love and the need to go back.
And I'm like, okay, great.
So simple solution to that is justconsistent follow up.
So use tools like VIP club, youall get that for free.
You can use Breaking Bank.
you get that at a significant
discount.
Your clients will always get
regular, relevant content and staytop of mind.
Another way to do this, just sendbirthday texts, occasional calls,
(08:59):
just a checking in text.
I do these once a week, checking
in with people I've pre -approvedover the past couple of years.
This year, I have two files.
One's already funded, one funds on
Friday.
One is from 2022 and one is from
2023.
That's just staying in the loop
with people.
They're like, oh, thanks so much
for not forgetting me.
I'm finally ready to do something.
It is really great for keepingyour business growing and then
(09:20):
everything compounds one afteranother here.
Share that you do this.
Share this approach with your
realtor partners, with lawyers,with everyone.
I had a realtor reach out to meand she's like, you know what?
you're not in my area, but I knowyour follow -up system is so good
that you don't forget about myclients.
And I always feel like they're ingood hands with you.
(09:40):
And that's like a testament to ourservices and something we really
want to keep doing.
And for those clients that might
feel discouraged when you say,hey, You can't get what you want
today.
I always share something.
I always say like Goonies neversay die.
It's another thing that probablyjust aged me there.
But it just reassures them thatyou're committed to the process
(10:01):
and helping them achieve theselong -term goals.
All right, Tommy, do you haveanything you want to add to that?
No, I think that's good, man.
For the sake of time, because
we're going to dive into townhall, maybe we'll just stop the
recording now and dive into itunless someone really has a
pressing.
question on that.
Can I ask a quick question?Yeah.
I noticed you have videos onYouTube and I'm sure you send
(10:23):
Loom.
Do you have a preference of your
approach?Does it matter?
I was just curious.
Yeah, so we send Loom for anything
that might have client data or ismore one -to -one.
We will do YouTube content foranything that's like broader arc
kind of things like first homesavings account.
It's great to make a YouTube videoon that.
But if you're talking about, hey,Leanne, you have 6 ,000 in your
first home savings account.
(10:46):
Don't put that on YouTube because
it's someone's personal data.
okay uh yeah and to expand on that
too if it's going to be in theclient journey trip campaign or
like any trip campaign for thatmatter i put it in loom because
it's it's just cleaner versusputting like a an embedded youtube
video on there because when yousee the youtube video in an email
(11:12):
it shows like um related contentlike related videos on it so it's
just not as clean and polished andi think it comes through better
with loom or bomb bomb so i houseit in that yeah and to expand on
that too if it's going to be inthe client journey trip campaign
or like any trip campaign for thatmatter i put it in loom because
(11:34):
it's it's just cleaner versusputting like a an embedded youtube
video on there because when yousee the youtube video in an email
it shows like um related contentlike related videos on it so it's
just not as clean and polished andi think it comes through better
with loom or bomb bomb so i houseit in that versus um yeah versus
having it on youtube in there soyou can always download the
(11:55):
youtube video and put it into loomor bomb bomb okay well leanne
you're gonna try that question ohsorry go ahead uh brandon can you
just show the just an example ofthat canva progress bar what it
looks like yeah um leanne you'regonna that question oh sorry go
ahead can you just show the justan example of that canva progress
bar what it looks like um Okay.
Sunny, do you want to ask your
question while I go through ouremail?
Yeah.
I know you mentioned something
about a template that you guyswere given.
Where can I find that template?Which one?
The progress bar?The progress bar is a template
about texting the other realtor.
Yeah.
Yeah, the master tracker is thekind of like our CRM, like our CRM
replacement.
It's literally a Google sheet, but
we've refined it over the years.
So we did training on that in
prospectors hour about two weeksago.
(12:15):
And if you go to the recordings,you'll see a link to download the
Google sheet.
And when you go to the tab, you'll
see there's like a little likechecklist area.
that has it housed in notes.
Awesome.
Yeah.
Perfect.
Thank you.
Are you just getting the listing
realtor information off of like anaccepted offer letter?
Yeah.
You probably won't see the cell
number on it.
You'll probably see the real
estate office email or phonenumber.
But if you Google their name, Ialways just usually find their
(12:42):
phone number either on the realtorca page or You have to do a bit of
craving, to be honest.
I haven't found them on social
media and all, haven't found themon social media and all, because
sometimes they don't really haveit there, but you do find it.
(13:08):
You'll find it, yeah.
Leanne, can you see this progress
tracker?Yeah, perfect.
Thank you.
Yeah, we just have several of
these.
I had to search for one because
Tom and I actually don't send themout anymore.
We have Diana sends them foreveryone.
But yeah, just simple part of theprocess.
So she's just updating this foreveryone as she goes through.
(13:31):
And this is just like literallyCanva templates embedded in
templated email.
So it's very simple to use.
Yeah, I wish I had the Canvatemplate from when I made these,
but we created a new account awhile ago and we lost the actual
(13:51):
Canva template, but it's very easyto make.
And there's like different trackerbars that you can use on Canva.
And then you can just add yourstages to it.
And like, let's just say they'reon the app slash documents
received.
I'll have that as like a yellow
bar.
to show that it's in progress.
And then you just plug it in youremail templates.
then you just plug it in youremail templates.
(14:12):
Another thing to do with this, ifyou have time, it is a time
commitment.
We tried it for three months, then
we scrapped it, is we took all ofthese stages.
And then any realtor that sent usleads, we would send them progress
bars and where people were at andupdates on their file and send a
weekly status report on all oftheir files.
We got rid of it because it wasjust too tedious for us to do with
(14:35):
running several businesses.
If your primary focus is mortgages
and you have the bandwidth or ifyou have support staff, like
Leanne, get Mike to do this.
Exactly.
Exactly.
Let's go through your head.
Let's go through your head.
It's really, they love it.
And it's super sticky for thembecause they're like, why would I
(14:55):
send a deal to Sonny instead ofLeanne when Leanne's sending me
this report and I can just checkin there and get all the details.
No offense, Sonny, just using thenames.
All good.
I'm taking it.
taking If you can, like, yeah, ifyou don't have an assistant, I
would imagine there's a way tohave a VA do this too, because
even if it's like someone from thePhilippines who's on like an
(15:16):
opposite time zone as you, itdoesn't matter when you send it
out, the tracker updates.
Yeah, they can just schedule send
too.
Yeah.
Hey, Tom, so just to be clear onthat tracker, so you just build
that in Canva.
which seems pretty
straightforward, but it's a manualprocess, right?
So are you guys doing thismanually or someone is doing it
for you manually?Yeah.
So I will show you, can you seethat?
It's not loaded yet.
(15:36):
Oh, there it is.
Oh, there it is.
Yeah.
Okay.
So when you have Yesware
downloaded, you'll see this topbar right here.
See this here?Yeah.
So then you click templates andthis is where we, how's everything
so let's just say it's a pre-approval you'll you'll just see
it embedded in here already so wedon't even have to place it in
there it's already in the templateready to go because we know
(15:59):
they're at this stage when they'repre -approved and same thing goes
for everything else it's all inthere so yeah you create on on
canva you'll just see it embeddedin here already so we don't even
have to place it in there it'salready in the template ready to
go because we know they're at thisstage when they're pre -approved
and same thing goes for everythingelse all in there so yeah you
create on on canva Then you placeit in the email template once and
(16:24):
it's there ready to go.
You never have to change anything
unless you tweak your actualstages in your client journey,
which we haven't in a while.
Welcome back to another trainingsession episode where we pull back
(00:03):
the curtain, give you behind thescenes access to the strategies,
insights, and conversations wehave at our brokerage, Tango
Financial.
This is real training, real
takeaways to help drive results inyour business.
So enjoy.
So today, I'm going to show you
guys how you can turn client careinto a marketing powerhouse.
So basically, how you can crushyour communication.
And since day one of being in thebusiness, I've made good
(00:26):
communication one of thefoundations of my business.
And it's something that I get themost feedback on from realtor
partners, lawyers, clients, etc.
Definitely creates a referable
experience.
Jumping right into things, speed
kills all deals.
So timely follow up is critical.
Set a clear commitment to yourselffor following up with leads.
(00:46):
Wherever you are in life, some ofyou have other jobs.
A lot of you are full time though.
But you know, you get busy in
files and sometimes you... filteremails you're like i'll get back
to that later i would sayprioritize following up with the
lead right away even if it's justto send a quick calendar invite to
show them you're quick you'reanswering them you're going to be
responsive in the process withthem a quick way to do this is to
(01:09):
save templates so i have like atemplated auto reply saved in my
phone so all i have to do is typebook me and it comes up with my
message and my calendar linkAnother way to do this is just to
have your time commitment.
Some of you may be able to say,
hey, we follow up within one hour.
That might be too extreme, but you
can get really quick.
So the marketing angle on this
(01:30):
side of things is to share thisrapid response rate with your
lender partners, realtor partners,lawyers, financial advisors, so
everyone knows that you havereally quick communication.
It shows your efficiency.
It shows reliability.
And when someone bitches to theirrealtor, for example, and is like,
yeah, I reached out to my bankerand I haven't heard back in three
(01:55):
days.
They'll have something in their
head and be like, hey, Leannereaches out within one hour, shoot
her a message.
Another way to really show your
speed is to have frequent updatesto clients.
So what we have is like a progressbar that goes out to clients.
It shows them how far.
how long they are in their
mortgage journey, what to expectnext, and so on and so forth.
(02:16):
They never have that seed of doubtof where they're at in the
journey.
Good example of this is when you
order a pizza from Domino's, youcan see it going through.
Similarly, anything you orderonline now has this really clear
tracking process.
Do this for your mortgage business
as well.
It answers a lot of questions for
clients and just removes theanxiety for them.
Yeah, and we'll have some futuretraining too, where we'll give you
(02:36):
all of our templates for clientjourney.
And you guys can just take thoseprogress bars and work with them.
Or you can just create your ownwhile you wait.
It's super easy to do on Canva.
Yeah, totally.
So we're going to give you all ofthese resources as we go, just
making sure you have everythingdone for you.
You can choose to implement whatyou want, leave out the rest,
totally up to you.
Number two is...
(02:56):
Answer frequently asked questionsbefore they ask.
Google is your number one enemy.
And so many people miss the mark
on this.
And clients, especially first
-time homebuyers, have a lot ofquestions, no matter who they are.
So answer them through yourdiscovery call.
Answer them through the strategycall.
If they say, OK, I have my pre-approval.
Now, what's next?Don't have them have to email you
(03:17):
that question.
Answer what to expect.
Answer what goes on with thecommitment and feeling.
conditions for them.
So you can do this through once
again, templated emails, creatingeducational resources.
And really, this is importantbecause when clients don't know
the answer, they're going to goonline, they're going to type it
into Google.
And they are now the targeted
marketing spot for all thediscount lender sites that yes, we
(03:39):
know.
give them an inferior product, but
they see a lower rate.
They start to question if working
with you is the best idea and itputs you on the defensive.
If you can answer all thesequestions, you can then say to the
client, hey, don't worry, I've gotyour back.
I will answer everything for you.
Here's the most common questions
(04:00):
we get.
If anything else pops up, just let
me know.
And if something else pops up, add
that to your list.
So clients are always overeducated
here.
It stops them from getting mixed
information online.
Or the worst one I see is like.
Googling something and then comingback with US mortgage -related
content and being like, what aboutthis 30 -year rate I can hold for
the whole time?It's like, no, that's not how it
works here.
how it works here.
(04:22):
yeah you can do this right off thebat too with that intro email
reply that you give clients youcan have hyperlinked videos to
like let's just say it's a first-time home buyer that got
introduced to you you can havelike two or three videos that are
about commonly asked questions umfor first -time home buyers and if
it's a first -time investor samething and i used to do this with
my older youtube videos i wouldjust hyperlink the youtube video
(04:44):
and you create it once and it's anevergreen video that you can
always use Yeah, I still do that.
We did a video on house hacking on
YouTube over a year ago, and I hada client asking some questions on
it, and I just sent them right tothat.
I was like, hey, here's 10 minutesof detail on how this works, and
then we can jump on a strategycall and see if it's the right fit
for you.
(05:04):
Very sticky that way because it
also shows your expertise in thefield, shows that you're sharing
this information outside of juston calls with them.
The more video they consume ofyou, the better it's stickier too,
because they see you as a personand your personality and on all
that good stuff.
And another way is we just went
through this with a client journeydrip campaign, but you can do this
ever like ongoing automated on thebackend and have those trips go
(05:25):
out through the client journey.
I know some of you have like a
master drip campaign where you puteveryone through it, but I'm
talking about like a specificclient journey one that's like
educational.
Totally.
And on that topic, that topic,that's another thing we're
building out for Tango Agents aswell.
So it will be housed in brokermail and all of you will have
access to tapping into it for youremails.
(05:46):
And you can give us feedback.
We can continue to refine and just
create this amazing system for youto implement.
A couple of marketing angles onhow you can apply the frequently
asked questions piece, co -brandyour resources.
Something I'm working on right nowis just a checklist that shows the
whole process for clients.
I'm going to give this to my
realtor partners in a Canvatemplate that's copyable, and they
(06:06):
can just co -brand and give it outto people.
Another way is just to use thoseFAQs as inspiration for your
social media content.
Post on Instagram, post on TikTok,
because a lot of generations noware going to those platforms for
answers.
They're not necessarily Googling.
Someone like me, bald head, mightGoogle.
Me with a full head of hair mightgo to TikTok for information.
(06:27):
If you want to get those clientsin your orbit, post across
platforms.
Okay, bigger network is a bigger
net worth.
Communicate with all partners on
the file, realtors on both sidesof the transaction, lawyers,
financial advisors.
Creating a defined process shows
expertise and professionalism andcreates trust.
Every referral is a transfer oftrust, so having these systems in
place makes people more confidentin referring you.
(06:50):
One thing that I see missed overand over again, and I'm guilty of
this myself, is I will work withthe lawyer and the realtor but
sometimes I don't always connectwith the realtor on the other
side.
That's a missed opportunity to
grow my realtor database and getfuture lead flow.
That is one great way and onegreat marketing angle to implement
(07:12):
is to talk to the realtor partneron the other side, send them an
offer assist video.
Tell them you're working with the
client and after funding iscomplete, follow up with them and
set up a call and share the restof your value ads.
Financial advisor is anothermissed opportunity.
If you get a client, send you aton of documents or connect you
(07:34):
through their financial advisor,set up a meeting with them and
show how you want to protect theirassets by having future clients
not need to draw from their RRSPor draw from other funding sources
because they can use net worthprograms and just share tools like
that.
Visitors are very cautious against
sending clients to banks becausebanks want their business as well.
They're really happy to work witha broker who is professional in
(07:54):
their services.
The listing realtor angle, if you
guys go back to the tracker thatwe gave you guys, you'll see the
checklist in there where you canjust copy the text scripts that I
use to send to listing realtorsthrough the condition of finance
period and also on the closingdate.
It's super easy.
give them a text and that kind of
sets the tone and it makes it aneasier ask for that meeting at the
(08:16):
end.
100%.
I beat this one over the head.
So you've heard me say it 100
times, but the fortune is in thefollow up.
Many referrals that I get.
are from people who are like, you
know what, I feel like I met witha bank or a broker before, but
I've been forgotten by them.
I'm not sure if they've given up
(08:38):
on me.
And I just don't really feel the
love and the need to go back.
And I'm like, okay, great.
So simple solution to that is justconsistent follow up.
So use tools like VIP club, youall get that for free.
You can use Breaking Bank.
you get that at a significant
discount.
Your clients will always get
regular, relevant content and staytop of mind.
Another way to do this, just sendbirthday texts, occasional calls,
(08:59):
just a checking in text.
I do these once a week, checking
in with people I've pre -approvedover the past couple of years.
This year, I have two files.
One's already funded, one funds on
Friday.
One is from 2022 and one is from
2023.
That's just staying in the loop
with people.
They're like, oh, thanks so much
for not forgetting me.
I'm finally ready to do something.
It is really great for keepingyour business growing and then
(09:20):
everything compounds one afteranother here.
Share that you do this.
Share this approach with your
realtor partners, with lawyers,with everyone.
I had a realtor reach out to meand she's like, you know what?
you're not in my area, but I knowyour follow -up system is so good
that you don't forget about myclients.
And I always feel like they're ingood hands with you.
(09:40):
And that's like a testament to ourservices and something we really
want to keep doing.
And for those clients that might
feel discouraged when you say,hey, You can't get what you want
today.
I always share something.
I always say like Goonies neversay die.
It's another thing that probablyjust aged me there.
But it just reassures them thatyou're committed to the process
(10:01):
and helping them achieve theselong -term goals.
All right, Tommy, do you haveanything you want to add to that?
No, I think that's good, man.
For the sake of time, because
we're going to dive into townhall, maybe we'll just stop the
recording now and dive into itunless someone really has a
pressing.
question on that.
Can I ask a quick question?Yeah.
I noticed you have videos onYouTube and I'm sure you send
(10:23):
Loom.
Do you have a preference of your
approach?Does it matter?
I was just curious.
Yeah, so we send Loom for anything
that might have client data or ismore one -to -one.
We will do YouTube content foranything that's like broader arc
kind of things like first homesavings account.
It's great to make a YouTube videoon that.
But if you're talking about, hey,Leanne, you have 6 ,000 in your
first home savings account.
(10:46):
Don't put that on YouTube because
it's someone's personal data.
okay uh yeah and to expand on that
too if it's going to be in theclient journey trip campaign or
like any trip campaign for thatmatter i put it in loom because
it's it's just cleaner versusputting like a an embedded youtube
video on there because when yousee the youtube video in an email
(11:12):
it shows like um related contentlike related videos on it so it's
just not as clean and polished andi think it comes through better
with loom or bomb bomb so i houseit in that yeah and to expand on
that too if it's going to be inthe client journey trip campaign
or like any trip campaign for thatmatter i put it in loom because
(11:34):
it's it's just cleaner versusputting like a an embedded youtube
video on there because when yousee the youtube video in an email
it shows like um related contentlike related videos on it so it's
just not as clean and polished andi think it comes through better
with loom or bomb bomb so i houseit in that versus um yeah versus
having it on youtube in there soyou can always download the
(11:55):
youtube video and put it into loomor bomb bomb okay well leanne
you're gonna try that question ohsorry go ahead uh brandon can you
just show the just an example ofthat canva progress bar what it
looks like yeah um leanne you'regonna that question oh sorry go
ahead can you just show the justan example of that canva progress
bar what it looks like um Okay.
Sunny, do you want to ask your
question while I go through ouremail?
Yeah.
I know you mentioned something
about a template that you guyswere given.
Where can I find that template?Which one?
The progress bar?The progress bar is a template
about texting the other realtor.
Yeah.
Yeah, the master tracker is thekind of like our CRM, like our CRM
replacement.
It's literally a Google sheet, but
we've refined it over the years.
So we did training on that in
prospectors hour about two weeksago.
(12:15):
And if you go to the recordings,you'll see a link to download the
Google sheet.
And when you go to the tab, you'll
see there's like a little likechecklist area.
that has it housed in notes.
Awesome.
Yeah.
Perfect.
Thank you.
Are you just getting the listing
realtor information off of like anaccepted offer letter?
Yeah.
You probably won't see the cell
number on it.
You'll probably see the real
estate office email or phonenumber.
But if you Google their name, Ialways just usually find their
(12:42):
phone number either on the realtorca page or You have to do a bit of
craving, to be honest.
I haven't found them on social
media and all, haven't found themon social media and all, because
sometimes they don't really haveit there, but you do find it.
(13:08):
You'll find it, yeah.
Leanne, can you see this progress
tracker?Yeah, perfect.
Thank you.
Yeah, we just have several of
these.
I had to search for one because
Tom and I actually don't send themout anymore.
We have Diana sends them foreveryone.
But yeah, just simple part of theprocess.
So she's just updating this foreveryone as she goes through.
(13:31):
And this is just like literallyCanva templates embedded in
templated email.
So it's very simple to use.
Yeah, I wish I had the Canvatemplate from when I made these,
but we created a new account awhile ago and we lost the actual
(13:51):
Canva template, but it's very easyto make.
And there's like different trackerbars that you can use on Canva.
And then you can just add yourstages to it.
And like, let's just say they'reon the app slash documents
received.
I'll have that as like a yellow
bar.
to show that it's in progress.
And then you just plug it in youremail templates.
then you just plug it in youremail templates.
(14:12):
Another thing to do with this, ifyou have time, it is a time
commitment.
We tried it for three months, then
we scrapped it, is we took all ofthese stages.
And then any realtor that sent usleads, we would send them progress
bars and where people were at andupdates on their file and send a
weekly status report on all oftheir files.
We got rid of it because it wasjust too tedious for us to do with
(14:35):
running several businesses.
If your primary focus is mortgages
and you have the bandwidth or ifyou have support staff, like
Leanne, get Mike to do this.
Exactly.
Exactly.
Let's go through your head.
Let's go through your head.
It's really, they love it.
And it's super sticky for thembecause they're like, why would I
(14:55):
send a deal to Sonny instead ofLeanne when Leanne's sending me
this report and I can just checkin there and get all the details.
No offense, Sonny, just using thenames.
All good.
I'm taking it.
taking If you can, like, yeah, ifyou don't have an assistant, I
would imagine there's a way tohave a VA do this too, because
even if it's like someone from thePhilippines who's on like an
(15:16):
opposite time zone as you, itdoesn't matter when you send it
out, the tracker updates.
Yeah, they can just schedule send
too.
Yeah.
Hey, Tom, so just to be clear onthat tracker, so you just build
that in Canva.
which seems pretty
straightforward, but it's a manualprocess, right?
So are you guys doing thismanually or someone is doing it
for you manually?Yeah.
So I will show you, can you seethat?
It's not loaded yet.
(15:36):
Oh, there it is.
Oh, there it is.
Yeah.
Okay.
So when you have Yesware
downloaded, you'll see this topbar right here.
See this here?Yeah.
So then you click templates andthis is where we, how's everything
so let's just say it's a pre-approval you'll you'll just see
it embedded in here already so wedon't even have to place it in
there it's already in the templateready to go because we know
(15:59):
they're at this stage when they'repre -approved and same thing goes
for everything else it's all inthere so yeah you create on on
canva you'll just see it embeddedin here already so we don't even
have to place it in there it'salready in the template ready to
go because we know they're at thisstage when they're pre -approved
and same thing goes for everythingelse all in there so yeah you
create on on canva Then you placeit in the email template once and
(16:24):
it's there ready to go.
You never have to change anything
unless you tweak your actualstages in your client journey,
which we haven't in a while.
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