Host 1 (6:48)

Hey everybody, welcome to another deep dive with yours truly.

Host 2 (6:51)

Glad to be here.

Host 1 (6:52)

Today we're going to be kind of cracking the code, I guess, on how to get more agent referrals.

Host 2 (6:58)

Ah yes, the, the Holy Grail.

Host 1 (7:00)

Yeah, exactly. Like how do we get a consistent stream of referrals from real estate agents?

Host 2 (7:06)

Right.

Host 1 (7:06)

And to help us kind of like go through this topic, I've got this really interesting webina, our transcript called how the top 1% get agent referrals.

Host 2 (7:16)

Okay, very cool.

Host 1 (7:17)

So we're just going to dive right into it, I think, and see what we can find.

Host 2 (7:22)

You know, I think it's interesting how you said crack in the code because real estate agents, they kind of have like a reputation.

Host 1 (7:28)

Oh, tell me about it.

Host 2 (7:30)

Sometimes it's good, sometimes it's not so good.

Host 1 (7:32)

Yeah, I've done the whole song and dance, you know, like Cold calling, showing up at open houses, even trying to win them over with, like, crazy low rates.

Host 2 (7:40)

Right.

Host 1 (7:41)

It's. It's exhausting, honestly.

Host 2 (7:43)

It is.

Host 1 (7:43)

And the results are, like, so hit or miss.

Jeff Zimfer (7:45)

Yeah, you're right.

Host 2 (7:46)

And the webinar starts off by talking about that, like, those struggles, like, just what you're talking about. The host of this webinar, Jeff Semper, he talks about how those common tactics, they just. They often lead to frustration. Make sense, inconsistent results, things like that.

Host 1 (7:58)

Well, he would know, right? His story is, like, insane.

Host 2 (8:02)

Yeah, it's a great story.

Host 1 (8:03)

The guy went from, like, needing a H, yellow C just to, like, keep his family afloat. Well, to close in $5 million in purchase loans every single month.

Host 2 (8:13)

That's amazing.

Host 1 (8:13)

It's crazy.

Host 2 (8:14)

Yeah. So that's not just a turnaround. That's a complete 180.

Host 1 (8:17)

Right. It's a whole different life.

Host 2 (8:19)

But here's the thing. His success wasn't about, like, this magic bullet or anything. It was all about a mindset shift.

Host 1 (8:25)

Okay, I'm intrigued. What kind of mindset shift?

Host 2 (8:28)

So instead of looking at these agents as, like, gatekeepers that you have to, like, get past.

Host 1 (8:33)

Right.

Host 2 (8:33)

The top producers see them for what they truly are. Valuable partners.

Host 1 (8:36)

Okay.

Host 2 (8:37)

And Zimfer's story is, like, a perfect example of how powerful that perspective can be.

Host 1 (8:41)

So instead of chasing them down, we need to make them want to work with us.

Host 2 (8:45)

Exactly.

Host 1 (8:45)

Okay, but how do we do that? How do we make them want to come to us?

Host 2 (8:49)

So it's all about understanding their needs and offering genuine value.

Host 1 (8:53)

Okay.

Host 2 (8:53)

You know, something that's interesting is that agents are the only referral source that I know of that actively seeks out clients and gets paid to send business your way.

Host 1 (9:03)

Huh. That's a good point.

Host 2 (9:04)

So they're like a money tree that can keep growing if you nurture it the right way.

Host 1 (9:08)

I like that analogy.

Host 2 (9:09)

Yeah. So you think about. It's not about getting a referral here and there. It's about cultivating a relationship that benefits both of you.

Host 1 (9:16)

Right. It's gotta be mutually beneficial.

Host 2 (9:18)

Absolutely. And that brings us to another crucial point from the webinar awareness.

Host 1 (9:23)

Okay.

Host 2 (9:23)

Like, think about. Would agents in your area instantly recognize your name and your brand?

Host 1 (9:30)

Probably not.

Host 2 (9:31)

Yeah. So that's where engagement comes in.

Host 1 (9:33)

Okay.

Host 2 (9:33)

And it's not about showing up with donuts once a month or, like, spam.

Host 1 (9:36)

In their inbox with, like, generic marketing emails.

Host 2 (9:41)

None of that stuff.

Host 1 (9:42)

So what does meaningful engagement actually look like then?

Host 2 (9:45)

So it's about demonstrating your expertise and Positioning yourself as a trusted partner rather than just another transactional vendor.

Host 1 (9:52)

And the webinar actually breaks down the different ways originators are perceived. Right. Like solicitor, vendor, partner and peer.

Host 2 (10:01)

Yes, exactly.

Host 1 (10:02)

Those are very different things.

Host 2 (10:03)

And you want to land on that partner in peer level. Of course.

Host 1 (10:05)

Right.

Host 2 (10:06)

Think about it. If you were an agent, who would you want to refer your clients to? Someone who just wants to close a deal or someone who actually cares about their client's success.

Host 1 (10:14)

Yeah, that's a no brainer. You want somebody who's going to make you look good.

Host 2 (10:18)

Right.

Host 1 (10:18)

And ensure a smooth process for like, everybody involved.

Host 2 (10:21)

Exactly. And so that's where Zimfer introduces a really interesting strategy. Teaching agent classes.

Host 1 (10:28)

Wait, hold on. Teaching classes? I'm a mortgage originator.

Host 2 (10:30)

I know.

Host 1 (10:31)

I'm not a teacher.

Host 2 (10:32)

I know. But Zimfer emphasizes that you don't need to be a professional speaker to be effective. What matters most is passion and authenticity.

Host 1 (10:41)

Okay.

Host 2 (10:42)

Agents can spot a phony a mile away. Right. So you have a wealth of knowledge about mortgages.

Host 1 (10:48)

Yeah.

Host 2 (10:48)

And sharing that knowledge in a way that benefits agents is a powerful way to connect.

Host 1 (10:53)

You know what, that makes a lot of sense. It's like choosing your hard right. Every business building strategy has its challenges.

Host 2 (11:00)

Exactly.

Host 1 (11:00)

Each and might actually play to my strength.

Host 2 (11:02)

That's the spirit. And Zimfer's own success story proves it can work.

Host 1 (11:06)

Okay.

Host 2 (11:07)

He went from struggling to hitting $50 million annually by leveraging this one strategy. $50 million.

Host 1 (11:15)

Clearly, there's something to this whole teaching thing.

Host 2 (11:18)

Yeah, it all comes down to leverage. By teaching a valuable class.

Host 1 (11:21)

Yeah.

Host 2 (11:22)

You're compressing time.

Host 1 (11:23)

Okay.

Host 2 (11:24)

You're reaching a larger audience of agents in a setting where you can showcase your expertise and build those crucial relationships.

Host 1 (11:30)

So instead of trying to, like, catch them between show ins or like, bombard them with emails.

Host 2 (11:34)

Right.

Host 1 (11:35)

I'm offering something that, like, directly benefits their business.

Host 2 (11:38)

Exactly. And let's be honest, agents are constantly seeking ways to improve their skills and knowledge.

Host 1 (11:44)

Oh, yeah, for sure.

Host 2 (11:45)

You can become that resource.

Host 1 (11:47)

Okay. I'm starting to see the potential here. But now I wonder, what kind of classes should we be teaching? What topics would actually, like, resonate with agents?

Host 2 (11:55)

Right, that's the big question. Yeah, that's where it gets really interesting. Zimfer doesn't give like a one size fits all answer.

Host 1 (12:03)

Okay.

Host 2 (12:03)

Instead, he encourages originators to consider their own unique strengths and, like, the specific needs of agents in their area.

Host 1 (12:12)

So no like mortgage 101 snooze fests?

Host 2 (12:15)

No, definitely not.

Host 1 (12:16)

Okay, good.

Host 2 (12:17)

Remember the Goal is to position yourself as a partner and a peer.

Host 1 (12:21)

Right.

Host 2 (12:22)

Someone who can genuinely help these agents level up their business.

Host 1 (12:26)

Right.

Host 2 (12:26)

So what are agents in your area struggling with? What knowledge gaps do they have? Think about that.

Host 1 (12:32)

That's a good question. I know a lot of agents in my market are like, really struggling with this influx of first time home buyers.

Host 2 (12:38)

Oh, yeah.

Host 1 (12:39)

They're just like overwhelmed by all the different loan programs and unsure how to like, guide their clients through the whole process.

Host 2 (12:44)

Yeah, that's a perfect example.

Host 1 (12:45)

Yeah.

Host 2 (12:46)

You could create a class specifically for agents on demystifying financing options for first time home buyers.

Host 1 (12:52)

Okay.

Host 2 (12:53)

Share your expertise on different loan programs, down payment assistance options, and the pre approval process. Wow.

Host 1 (12:59)

That's actually a really good idea. That's something I'm already comfortable explaining.

Host 2 (13:02)

Right.

Host 1 (13:02)

And it addresses like a direct pain point for agents.

Host 2 (13:05)

Exactly. And think about how impressed they'll be when you break down those complex concepts in a way that's easy for them to understand and share with their clients.

Host 1 (13:14)

Yeah, for sure.

Host 2 (13:15)

You instantly become their go to mortgage expert.

Host 1 (13:18)

Okay. I'm getting excited about this.

Host 2 (13:20)

Good.

Host 1 (13:20)

What other ideas could we brainstorm?

Host 2 (13:23)

Well, think about current market trends.

Host 1 (13:25)

Okay.

Host 2 (13:25)

Are there any shifts happening in your area that are impacting agents, businesses? For example, are you seeing a rise in investors or a specific type of property gain in popularity?

Host 1 (13:38)

Actually, yeah. We've been seeing like a surge in ponder conversions in my market and a lot of agents are kind of unsure how to navigate the whole, like, financing aspect of that.

Host 2 (13:48)

There you go. A class on finance and condo conversions could be incredibly valuable.

Host 1 (13:52)

Okay.

Host 2 (13:52)

You could cover topics like project approval requirements, condo association guidelines, and specialized loan options for those types of properties.

Host 1 (13:59)

You're on a roll. These are all fantastic ideas. I'm already jotting these down.

Host 2 (14:04)

Good. Remember, the key is to offer something that truly helps these agents succeed.

Host 1 (14:10)

Right.

Host 2 (14:11)

Think about the challenges they face, the questions they're asking, and the skills they need to like, thrive in this current market.

Host 1 (14:19)

So it's all about providing value.

Host 2 (14:21)

Yes.

Host 1 (14:21)

The more value we offer, the more likely they are to see us as partners.

Host 2 (14:25)

Exactly.

Host 1 (14:26)

And refer their clients our way.

Host 2 (14:28)

Precisely. And it's not just about the content of the class.

Host 1 (14:31)

Okay.

Host 2 (14:32)

It's also about how you present yourself.

Host 1 (14:33)

Okay.

Host 2 (14:34)

Zimfer talks about the importance of passion and authenticity. Agents can spot a phony a mile away.

Host 1 (14:41)

Okay, that makes me a little nervous. I'm not exactly like a natural on stage.

Host 2 (14:45)

Yeah, you don't have to be like a charismatic speaker to be effective.

Host 1 (14:48)

Okay.

Host 2 (14:48)

It's more about sharing Your knowledge with enthusiasm and a genuine desire to help.

Host 1 (14:54)

Okay.

Host 2 (14:55)

Let your passion for mortgages shine through and the agents will respond to that.

Host 1 (14:58)

I guess I'm more comfortable talking about mortgages than anything else. So maybe that's a good starting point.

Host 2 (15:03)

It's. Except think about what gets you excited about mortgages. What unique insights or experiences can you share that would truly benefit these agents?

Host 1 (15:14)

You know, I've actually had a lot of success working with clients who have less than perfect credit.

Host 2 (15:21)

Right.

Host 1 (15:22)

Like, I've developed a system for finding creative finance and solutions that help them achieve home ownership.

Host 2 (15:29)

That's gold.

Host 1 (15:29)

Yeah.

Host 2 (15:30)

A class on navigating credit challenges or creative finance and solutions for tough cases that could be incredibly valuable for these agents. So constantly encountering clients who have been turned down by other lenders.

Host 1 (15:42)

That's true. It's a niche area where I have a lot of expertise.

Host 2 (15:45)

Exactly.

Host 1 (15:46)

I can teach them how to pre qualify these clients, what documents to gather, and how to present their case to underwriters.

Host 2 (15:51)

So you're natural. You've already got several great class ideas. Bruin.

Host 1 (15:55)

Okay. I'm feeling much more confident about the content now.

Host 2 (15:57)

Good.

Host 1 (15:58)

But how do we actually get these agents to attend these classes? Like, I can't imagine it's as easy as sending out a quick email blast.

Host 2 (16:05)

You're right. Promoting your class effectively is crucial. The webinar talks about treating your class like a valuable product.

Host 1 (16:11)

Okay.

Host 2 (16:12)

You need to market it strategically to attract your target audience.

Host 1 (16:16)

So no more last minute emails with a generic subject line.

Host 2 (16:19)

Definitely not.

Host 1 (16:21)

Yeah.

Host 2 (16:21)

Think about what would make you want to attend a class. Okay. Create a compelling title and description that highlights the specific benefits for these agents.

Host 1 (16:30)

Right.

Host 2 (16:31)

Emphasize how the information will help them close more deals, increase their income or better serve their clients.

Host 1 (16:37)

It's all about that value proposition.

Host 2 (16:39)

Absolutely. You want to pique their curiosity and position yourself as a thought leader.

Host 1 (16:43)

Right.

Host 2 (16:44)

Don't be afraid to get creative with your marketing partner. With local brokerages, leverage social media and offer early bird discounts or bonus materials.

Host 1 (16:53)

This is starting to feel like a real game changer.

Host 2 (16:56)

Good.

Host 1 (16:56)

But there's one piece I'm still curious about.

Host 2 (16:58)

Okay.

Host 1 (16:59)

The webinar keeps mentioning this idea of building a money tree through agent relationships.

Host 2 (17:03)

Right.

Host 1 (17:04)

What exactly does that mean?

Host 2 (17:05)

So that's the long game. The ultimate goal of all these efforts. It's about understanding that strong agent relationships have a compounding effect.

Host 1 (17:13)

Okay.

Host 2 (17:14)

The more value you provide, the more referrals you receive. Which leads to more closed loans and ultimately a more sustainable and profitable business.

Host 1 (17:22)

It's like a virtuous cycle where success breeds more success.

Host 2 (17:26)

Exactly. But it's not just about the financial rewards. It's also about building a network of trusted partners who believe in your expertise and are invested in your success.

Host 1 (17:36)

That sounds incredible, but honestly, it still feels a little abstract.

Host 2 (17:39)

Yeah.

Host 1 (17:40)

Can you give me a real world example of how this money tree actually works?

Host 2 (17:44)

Sure. Let's say you consistently teach valuable classes and build solid relationships with like a dozen agents.

Host 1 (17:51)

Okay.

Host 2 (17:51)

Even if each agent sends you just two referrals a year.

Host 1 (17:54)

Okay.

Host 2 (17:55)

That's 24 potential clients.

Host 1 (17:57)

Wow.

Host 2 (17:57)

And those are pre qualified leads from a trusted source. Which means they're much more likely to convert into closed loans.

Host 1 (18:03)

Wait, I'm doing the math in my head. 24 deals, that could be a huge jump in my business.

Host 2 (18:08)

Right, and now imagine those clients have a positive experience working with you, and they start referring their friends and family.

Host 1 (18:14)

Okay. I'm starting to see the branches of that money tree growing.

Host 2 (18:17)

And here's the best part. This type of business is built on trust and loyalty.

Host 1 (18:23)

Okay.

Host 2 (18:23)

These aren't just one off deals. They're the foundation for a thriving referral network that can sustain your business for years to come.

Host 1 (18:32)

This is seriously inspiring. I'm starting to feel much more optimistic about building those agent relationships.

Host 2 (18:39)

That's great to hear. It's not about quick fixes or gimmicks.

Host 1 (18:41)

Right.

Host 2 (18:41)

It's about a long term strategy of providing value, building trust, and becoming the go to mortgage expert for agents in your area.

Host 1 (18:51)

Okay, I'm ready to start planting those seeds.

Host 2 (18:53)

Good.

Host 1 (18:54)

But before we wrap up, I have one more question.

Host 2 (18:55)

Go ahead.

Host 1 (18:56)

The webinar mentioned that top producers are always looking for ways to differentiate themselves.

Host 2 (19:00)

Yes.

Host 1 (19:01)

So besides teaching classes, what are some other unique ways to stand out from the crowd and capture these agents attention?

Host 2 (19:06)

That's a fantastic question. And it leads perfectly into our final segment. We'll explore some creative strategies that go beyond the traditional approaches and help you solidify your position as an invaluable partner to these real estate agents.

Host 1 (19:20)

All right, so let's talk about standing out from the crowd. What are those creative strategies you mentioned?

Host 2 (19:24)

Okay, well, remember how we discussed agents constant need for like, knowledge and improvement?

Host 1 (19:29)

Yeah.

Host 2 (19:30)

Let's build on that.

Host 1 (19:31)

Okay.

Host 2 (19:31)

What if instead of just teaching classes, you became their source for staying ahead of the curve?

Host 1 (19:36)

Okay, I like where you're going with this, but how do I become that go to source?

Host 2 (19:40)

You could think about curating valuable content specifically for these agents.

Host 1 (19:46)

Okay.

Host 2 (19:46)

You could create a weekly newsletter highlighting market trends okay. Regulatory updates, even interest in articles about the real estate industry.

Host 1 (19:54)

That's a great idea. It's like giving them their own little personalized newsfeed tailored to their needs.

Host 2 (19:59)

Exactly. It positions you as someone who's always on top of things and genuinely invested in their success.

Host 1 (20:05)

Right.

Host 2 (20:05)

And it doesn't have to be a huge time commitment. You can leverage existent resources, curate content from reputable sources, and add your own insights to make it unique.

Host 1 (20:14)

That takes the pressure off. I'm all about working smarter, not harder.

Host 2 (20:18)

And speaking of working smarter, let's talk about technology.

Host 1 (20:21)

Okay.

Host 2 (20:22)

There are so many tools available today that can help you streamline your processes, enhance communication, and provide a more seamless experience for agents and their clients.

Host 1 (20:31)

Oh, absolutely. I'm already using a CRM to like manage my leads and stay organized. But I'm always open to exploring new tools.

Host 2 (20:39)

Of course.

Host 1 (20:40)

What are some tech savvy strategies we can use?

Host 2 (20:42)

Well, think about the pain points that agents often face.

Host 1 (20:45)

Okay.

Host 2 (20:46)

For example, chasing down paperwork, coordinating schedules, and dealing with communication breakdowns. Are there any tech solutions that could address those issues?

Host 1 (20:55)

That's a good point. I know a lot of agents get frustrated with the back and forth of document sharing and e signature processes.

Host 2 (21:02)

Exactly. So what if you implemented a secure digital document portal where agents could easily access and share loan documents with their clients? It streamlines the process, reduces errors, and makes everyone's lives easier.

Host 1 (21:15)

That would be a game changer. I can already picture agents singing my praises for making their lives so much simpler.

Host 2 (21:21)

And it goes beyond just document management.

Host 1 (21:23)

Okay.

Host 2 (21:23)

You could also explore tools that facilitate better communication and collaboration, like shared calendars.

Host 1 (21:29)

Okay.

Host 2 (21:30)

Project management platforms, or even video conferencing for like, virtual consultations.

Host 1 (21:35)

I'm loving these tech focused strategies. It's all about finding ways to enhance efficiency and provide a superior experience for these agents.

Host 2 (21:44)

Exactly. And it also showcases your commitment to innovation and staying ahead of the curve.

Host 1 (21:48)

Speaking of innovation, the webinar briefly touched on the importance of niching down. Is that another way to stand out?

Host 2 (21:55)

Absolutely. Niching down allows you to become an expert in a specific area and attract agents who are looking for that specialized knowledge.

Host 1 (22:03)

Okay.

Host 2 (22:04)

It could be a particular type of loan, a specific demographic, or even a geographical area.

Host 1 (22:10)

I've actually been thinking about focusing more on working with first time homebuyers. I really enjoy guiding them through the process and I've developed some great resources specifically for them.

Host 2 (22:20)

That's a perfect niche.

Host 1 (22:22)

Yeah.

Host 2 (22:22)

You can become the go to mortgage expert for agents who work with first time buyers.

Host 1 (22:27)

Okay.

Host 2 (22:28)

You could create targeted marketing materials, host webinars specifically for this demographic, and even partner with real estate schools to offer training on navigating the first time homebuyer market.

Host 1 (22:40)

Wow. I'm already seeing the possibilities. Niching down allows me to really tailor my services and marketing efforts to a specific audience. Which makes everything more effective.

Host 2 (22:50)

Exactly. It helps you stand out from the competition and attract the agents who are most likely to value your expertise.

Host 1 (22:56)

I'm feeling so energized by all these ideas. This deep dive has completely shifted my perspective on building agent relationships. What's great, it's not about chasing referrals. It's about becoming an invaluable partner.

Host 2 (23:08)

And remember, it's not about implementing every single strategy. It's about choosing the ones that resonate with you, align with your strengths and meet the specific needs of agents in your market.

Host 1 (23:18)

You're right. It's about creating a customized approach that sets me apart and builds lasting relationships.

Host 2 (23:24)

Now, before we wrap up, I have one final thought provoking question for you.

Host 1 (23:27)

Okay, go ahead.

Host 2 (23:29)

If you could wave a magic wand and instantly acquire one new skill or a piece of knowledge that would significantly enhance your ability to work with real estate agents, what would it be?

Host 1 (23:41)

Ooh, that's a great question. I think it would be the ability to read minds. Just kidding. But seriously, I think the one skill I would love to master is public speaking. I've got the knowledge and the passion, but sometimes I struggle to articulate it in a way that truly captivates an audience.

Host 2 (23:56)

That's a fantastic choice. And it's a skill that can be learned and honed over time. There are countless resources available, from public speaking courses to Toastmasters groups that can help you build confidence and become a more engaging presenter.

Host 1 (24:08)

I'm definitely going to explore those options. Imagine the impact I could make if I could confidently deliver a presentation that truly wowed a room full of agents.

Host 2 (24:16)

I have no doubt you'll get there. And remember, even the most experienced speakers started somewhere. It's all about practice, preparation, and a willingness to step outside your comfort zone.

Host 1 (24:28)

This entire deep dive has been about stepping outside my comfort zone and embracing new possibilities. I'm so grateful for all the insights and the inspiration.

Host 2 (24:36)

It's been a pleasure sharing this journey with ya and to all our listeners. Remember, building strong agent relationships is an investment worth making. It's about providing value, cultivating trust, and becoming the go to mortgage expert in your market. So get out there, start planting those seeds and watch your business flourish.

Host 1 (24:54)

And who knows, maybe we'll see you teaching a class to a room full of eager agents soon. Until next time, happy referring.

Jeff Zimfer (25:00)

Okay, that's it for today's episode. Before we wrap up, I just wanted to remind you about my agent classes. Your proven system to double your agent referrals in just 90 days. Imagine never having to cold call again. Instead building real, lasting relationships with top producing agents who want to send you business with done for you. Presentations, marketing, automation, weekly coaching. It's all designed to make growing your business easier and fun. So if you're ready to take control of your agent referrals and grow your income, visit MortgageMarketing Pro or check the link in the show notes. And while you're there, don't forget to check out the success stories from other mortgage bros who've already seen incredible results. Thanks for listening and I'll see you on the next episode.