Total ExpertLoan Officer Mastermind

CO-Marketing For Top Loan OfficersBest Practices + Tips For Success

Total Expert

Joe Welu CEO and Founder, Total ExpertJoe@totalexpertinc.com

♦ Industry Expert With 15 Year Track Record In Strategy-Marketing-Sales

♦ $1 Billion In Residential Sales Experience

♦ Frequent Speaker and Media Contributor on CO-Marketing and Business Growth

Total Expert

A Software Platform Designed To Be a Central Hub For Lenders and Realtors

CO-Marketing System Of Record Enterprise Grade Audit Tracking and Reporting Learn More at TotalExpertInc.com

Topics We Will Cover

How To: Find And Retain Top Realtor Partners Maximizing ROI With Zillow, Trulia, Realtor.com

And Other Portals Best Practices For Lead Gen Websites

(Boomtown, Comm Inc, Kunversion etc) How To: Centralize CO-Marketing And Success

Tracking

Loan Officer Mastermind

Co-Marketing For Top Loan Officers

Stop Being Leveraged By “Bottom Feeder” Agents

+96 New Closed Loans Per Year

2.5 Meetings Per Week = 10 Meetings Per Month

Generates 1 New Referral Partner Per Month or 12 New Partners Per Year

1 New Partner = 8 New Closed Loans Annualized

12 New Partners = 96 New Closed Loans

Co-Marketing Partnerships:Top Lenders Focus On Listing Agents

Why Listing Agents Make The Best Partners

Millennial Buyers Wait Longer To Engage Listings Are “The Point Of Sale” (Brand Exposure) Real Buyers – Not Dreamers Listing Focused Teams ALWAYS Produce Better

Quality Buyer Leads – Without Exception!!!

How To Find Top Listing Agents

Look For Listing Agents In The Areas You Want to Focus

Zillow – Realtor.com - Local Brokerage Sites Drive Neighborhoods Visit Open Houses Title Companies Social Media Channels

The Wrong Focus

Demonstrate A UNIQUE Value Proposition Add Value and Solve Pain Points Follow Up Relentlessly In Person Visits Have a VIP Agent Program Confirm Your Objectives Are Aligned

Winning And Retaining The Relationship

Maximize ROI On Portals

Be The Lender (Not 1 of 3) Don’t Spend $ Unless The Agent Has Listings! Demand Access To All Leads Centralize All Agent Lead Tracking Automate Follow Up To Leads Require Transparency And Collaboration

Use A Single System Of Record For All CO-Marketing Activities

Best Practices For OnlineLead Gen

UnderstandingTactic vs. StrategyTactic Strategy

Web

PrintSocial

Community

Always Ask Questions First

How Many Other Lenders Will Be Advertising On The Site?

Lender Churn Rates Hover Around 90 Days Are You Willing To Course Correct If The ROI

Isn’t There? Are You Marketing Across Multiple Channels or

Only Buying Paid Click (lower quality) Leads?

Manage Realtor Expectations

Focus On Client Generation

“Lead Gen” Is Hype Truly Predictable Business Comes When You

Focus On “Client Gen” Focus On These Questions:

Do I have a single dashboard to track my business?

Do you send relevant, personalized and consistent messages?

What produces results? Do you know your ROI?

Look At Actual Results Vs. Perceived Results

Make Informed Decisions

Understand Your

KPI’s and ROI Course Correct

When Necessary

Split Cost By Pro Rata Shares

Establish a Policy Guide Use a Single Data Base To Track All CO-

Marketing Events Who Manages CO-Marketing Inside The

Organization? Inspect and Make Adjustments Reinforce

Centralize And Track In ONE Place

Use A Single System Of Record For All CO-Marketing Activities

Build a Predicable Business

Consistency In… Messaging Timing Engagement

SALES

Thank You

Learn More or Schedule A Demo

TotalExpertInc.com