Mortgage Marketing Radio: Episode Summary

Episode: 100 Conversations in One Day
Release Date: February 12, 2025
Host: Jeff Zimpfer
Guest: Todd Bookspan

1. Introduction to the Episode

In this milestone episode of Mortgage Marketing Radio, host Jeff Zimpfer welcomes longtime friend and industry expert Todd Bookspan. Todd, renowned for founding Win by Noon and his involvement with Dave Savage’s Mortgage Coach Community and First Home IQ, shares invaluable insights aimed at helping Mortgage Loan Originators amplify their business growth through strategic conversations and effective partnership building.

2. The Modern Mortgage and Real Estate Summits

Jeff and Todd delve into their experiences attending the Modern Mortgage Summit and Modern Real Estate Summit, annual events held both in Las Vegas and virtually. These summits feature top-tier mortgage originators and real estate agents who share their best strategies in concise 15-minute segments.

Jeff Zimpfer [00:00]: "For the last three years in a row, I believe it is I've attended the Modern Mortgage Summit and Modern Real Estate Summit... an incredible opportunity for you to reach out partner with your referral partners, realtors."

The summits are designed to provide actionable insights on lead generation, building agent partnerships, and mastering the latest marketing tools. Jeff emphasizes the importance of leveraging these events to create meaningful connections with real estate agents, which can lead to increased referrals and business growth.

3. Todd’s "100 Conversations in One Day" Initiative

A significant portion of the episode centers around Todd’s ambitious initiative to have 100 conversations in one day. This strategy is aimed at reigniting connections with past clients and real estate partners, thereby generating new referrals and business opportunities.

Todd Bookspan [04:21]: "I talked to, you know, typically 10 real estate agents a day minimum. And so I find that I tend to, for someone who's not actually originating loans, I tend to actually be doing the things that loan officers should be doing more than they're doing them themselves."

Todd explains his methodical approach, which includes organizing his calls, maintaining detailed records of conversations, and following up with meaningful interactions. He shares his success in securing multiple referrals through personalized outreach, highlighting the effectiveness of consistent and intentional communication.

Todd Bookspan [05:23]: "What's working is having conversations with people who can refer you business... and you have to do the work before the work."

4. The Importance of Fundamentals in Mortgage Marketing

Jeff challenges Todd on whether the industry has lost sight of fundamental strategies amidst evolving market conditions.

Jeff Zimpfer [08:45]: “Be brilliant in the basics. Is that enough today?"

Todd responds affirmatively, stressing that foundational activities—such as disciplined calling, understanding conversion metrics, and maintaining regular contact with clients—are crucial for sustained success.

Todd Bookspan [08:45]: "I think it is if you're doing them right... if you're not doing the fundamentals and the boring stuff, then I think it's going to be really difficult to have a big business going forward."

He further advocates for integrating modern tools like social media and AI to enhance these fundamental practices, ensuring that loan officers remain efficient and effective.

5. Strategies for Effective Engagement with Realtors

The conversation shifts to actionable strategies for engaging with real estate agents. Todd emphasizes the power of personal invitations to events like the Modern Mortgage Summit as a way to rekindle relationships and foster new collaborations.

Jeff Zimpfer [19:13]: "The one takeaway from this is you don't even have to do 100 calls in a day. Like, if you have 100 conversations in a week... How much would that move the needle in your business?"

Todd agrees, suggesting that even a reduced number of meaningful conversations can significantly impact business growth. He shares his approach to overcoming call reluctance by providing a clear and respectful reason for reaching out, such as offering valuable market updates or inviting agents to join summit viewings.

Todd Bookspan [20:19]: "You're going to get relationships and referrals out of that."

6. Details and Invitation to the Modern Mortgage Summit

Jeff and Todd provide an in-depth overview of the Modern Mortgage Summit and Modern Real Estate Summit, highlighting their structure, key speakers, and the value attendees can expect.

Todd Bookspan [22:20]: "We start at 8am Pacific Virtual... it's designed to show up with an idea that's executable by you."

The summits feature a mix of seasoned experts and new voices in the industry, ensuring a diverse range of insights and strategies. Attendees can participate live in Las Vegas or join virtually, making it accessible for all professionals regardless of location.

Jeff Zimpfer [30:44]: "Once again, it is Modern Mortgage Summit. Go check it out."

7. Conclusion and Actionable Takeaways

As the episode wraps up, Jeff reinforces the importance of taking decisive action based on the strategies discussed. He encourages listeners to attend the upcoming summits, engage in Todd's conversation initiatives, and consistently apply fundamental marketing practices to achieve business growth.

Jeff Zimpfer [31:07]: "Take action. If there's one thing we've heard about, Todd, it's about taking action."

Jeff and Todd conclude by reiterating the benefits of participating in industry events and maintaining proactive communication with real estate partners. They emphasize that these efforts not only build stronger professional relationships but also drive sustained business success.

Notable Quotes

• Jeff Zimpfer [00:00]: "Todd is the founder of Win by Noon, which is this excellent program for getting all your primary work activities done before noon."

• Todd Bookspan [05:23]: "What's working is having conversations with people who can refer you business."

• Jeff Zimpfer [08:45]: "Be brilliant in the basics. Is that enough today?"

• Todd Bookspan [22:20]: "They literally will start at 8am Pacific Virtual... it's designed to show up with an idea that's executable by you."

• Jeff Zimpfer [31:07]: "Take action. If there's one thing we've heard about, Todd, it's about taking action."

Final Thoughts

This episode of Mortgage Marketing Radio serves as a comprehensive guide for Mortgage Loan Originators aiming to enhance their business through strategic conversations and event participation. Todd Bookspan's "100 Conversations in One Day" initiative, combined with the invaluable insights from the Modern Mortgage and Real Estate Summits, provides listeners with a robust framework for achieving sustained growth and success in the competitive mortgage industry.

For more information and to register for the Modern Mortgage Summit and Modern Real Estate Summit, visit modernmortgagesummit.com.