Two Months To A Million Bucks

Two Months To A Million Bucks

Show Realtors this Google trick and they’ll gladly be your referral partner

BY NICK CARPENTER, SPECIAL TO NATIONAL MORTGAGE PROFESSIONAL

Today the mortgage industry is more competitive than ever and you are going to need to be all-in or get out. I’m here to help you close your first $1 Million in home loans in the next 60 days using a plan anyone can follow.

1. Learn A Magic Trick

We’re going to make a 30-60 second video using your cell phone. The goal of the video is to have it show up anytime someone Googles your phone number. This will increase your call backs and answers later because people will know you are legit and local.

Hold your phone up against a window because the natural light will make you look great and use the following script - “Hey did you just Google 555-444- 3333? That’s me, Nick Carpenter, a Loan Officer here in Denver, Colorado. If you’re Googling my number it probably means I just called you. It could have been from a Facebook ad or maybe you messaged us and we were following up. Either way, feel free to call me now that you know who it is or answer next time I call. Talk soon.”

Now, take this video and make it accessible from your computer using Google Drive, Dropbox, iCloud, or send it to yourself in a Facebook message.

2. Do It and Get Results

Login to the YouTube Studio at http://studio.youtube.com. We’re going to click on Create a Video and upload the video you shot.

There are three places you’ll need to edit to make the video show up on Google. Follow the templates here as closely as possible:

Title: 555-444-3333 is Nick Carpenter, a Denver Mortgage Broker

Description: Did you Google 555-444- 3333 or 5554443333? That’s me, Nick Carpenter a Mortgage Broker here in Denver. Feel free to call me back.

Tags: 5554443333, 555-444-3333, Nick Carpenter

Click through to save the video as Public so it can be found online. Wait about 15 minutes and Google your number to see if the video shows up.

Congratulations you just learned your first magic trick!

3. Share Your Results

Now we have something to go get Realtors excited about. You have your own results and that’s important because you don’t want to have full confidence that you can walk it like you talk it.

Facebook and Instagram are the easiest places to tease your newfound magic trick assuming you have Realtors on your friends list. This post will create some conversations and also frame you as a great marketer too.

Here’s a post example -

“Wow this is so cool! I’ve tried to figure this out for a really long time and finally got my first video to rank on Google page one. I can’t wait to share this with my Realtor partners. Message me and I’ll help you.”

Make sure your post communicates excitement and almost a child like giddiness and doesn’t come across too cocky.

4. Invite Like a Mad Man

Your posts were chum in the waters for our next step. We’re going to invite agents to a live class where you will help them get their first video to rank on Google, oftentimes while the class is still happening.

You’ll need to decide a date, time and location to host the class and then create the Facebook event from your business page. We use the business page in case you want to run ads. You can’t run ads to personal profile events.

Bryan Carpenter from The Adsmiths marketing agency says “one key is using technology in your business.” For me that includes tools like Facebook events and paid ads.

Once you have the logistics in place it’s time to start promoting. Remember, you have to be your biggest fan so promote the event every day on your personal profiles. Ask your vendors and affiliates to share the event and invite their Realtors too.

Getting new blood, meaning agents you don’t work with, is critical to get partners on the backend. Focus hard on getting RSVPs and expect a 50% show rate.

Joanna Perry from Loan Lady Club in California says “Fortune is in the follow up because 85% of sales are made on the 9th to 12th touch” so remember that if you feel repetitive talking about your class.

5. Host The Class

Classes are the #1 way to leverage your time into referral partners. Imagine the old school calls for coffee and how many hours you’d have to waste meeting 10-20 agents. You can get the same facetime with a group in one hour. Also, starting with a group versus the old school coffees helps to establish your authority. They’ll already know your value and you can learn about them during 1-2-1s instead of competing to make sure they know you.

To start class, have the agents Google their phone numbers and see what shows up. There are usually some funny results like a criminal record site everyone can laugh about.

Next, have them Google your number and have a conversation around the benefits of the video and how you are going to help them do it right now.

Then literally walk them through all the same steps you did to shoot the video and get it live publicly on YouTube. In person classes have the benefit to shoot in pairs or if you’re online then they can do it selfie style. Make sure everyone gets the video live publicly with the title, description and tags complete the same way you did for your own video.

Usually videos will start ranking within a few minutes and someone will inevitably holler out “My video is already on Google!”. That will spark everyone else to search and people will be lighting up as they see their first video to ever rank on Google page one.

You will have demonstrated a magic trick no different than David Copperfield or Penn & Teller.

Some of them won’t be able to wait and will want to talk immediately after class. You can’t be shy about your goals here. Let them know you love helping your partners with this in exchange for their referrals to also help grow your mortgage business. Would they like to chat about that?

6. Follow Up and Create Referral Partners

The fortune is in the follow up as they say. Some agents will come talk to you publicly and others will need to be followed up and invited to a 1-2-1 meeting. Be willing to walk away from Realtors to find the good ones that you vibe with.

This class process creates 2-4 new referral partners every month between the teaser posts, the invitations, the class and the follow up meetings.

You only need 4 deals at the national average of $252,000 to close your first $1 Million in home loans. Following this process, and even offering people from your first class to teach it privately for their brokerage, will get you those deals within the next 30-60 days.

Louis Schornstein from Prime Time Mortgage Corporation in New Jersey always says persistence and consistency are rewarded.

Are you all in? If you implement this, email me at nick@legionofloanofficers. com and I’ll send you a bonus gift.

NICK CARPENTER