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good afternoon everyone welcome to silver Hill fundings DIY marketing tips for marketing pros as we will help you to create cost-effective marketing strategies that generate real results and get you more business a couple of housekeeping items we will be sharing this presentation to all attendees so there's a couple forms in there there's a couple of infographics that have prints that's too small to really make out on a webinar probably so just rest assured that you'll be getting a copy of the presentation it will be easier to see once it's on your own screen also questions since we have so many folks on that registered we had over 300 registrants we probably expect over a hundred people to attend today so obviously it'll be hard to make it an open question format but we don't we want to make it questions available to you so there is a question box and feel free to type your questions in as they come to you and we will either handle them on a you know from time to time or if depending on the time we will at least address as many questions as we can at the end of the presentation so feel free to enter your questions as we go so today's team I'm Joe Altamonte I'm the assistant vice president of business development at silver Hill funding joining us a little later will be the vice president of national sales and that is Juan barceló and the author of this presentation today and our director of marketing Zack North you will hear from him on and up as we go along as well today as we'll be taking some poll questions as well so you can use that functionality on the presentation the agenda for today's we'll start by talking about your marketing foundation where does you know jumping-off point in a starting point we'll get into the power of content that's a big focus of today's presentation and how to use content as a inexpensive way and a very powerful way to reach more borrowers setting your priorities there are so many tactics that are available for you in today's marketing world and with so much available on the internet sometimes it can be overwhelming so we'll help you really organize your thoughts as you put together your priorities for marketing and then one will take us through how to get started with Silverhill so getting into the specific program so once you get your message out there it would be important to know at least one of your investor one of your vendors and that is silver Hill funding so let's begin with your marketing foundation and I think it's very important to understand the definition of marketing and that is the ability to craft a message where you can create awareness so that consumers know who you are consumers recognize and like your brand and a message that also builds trust in your brand and when you have these three ingredients that means borrowers and prospects are more likely to do business with you if you stick to this formula the know like and trust model you will have a much better chance of growing your business and that's a very common model as far as marketing is concerned so we'll flip the script for a second here and I'll bring in Zach and he's going to take us through our first poll question of the day to gauge where you guys stand as far as your marketing efforts concern Zach hey jealous Thanks so our first question is do you have a dedicated marketing team at your disposal yes or no so it gives you a few seconds to answer that and Joe let's hear that around 95% of our attendees say no they do not have a dedicated marketing team which makes total sense for this webinar so I think we have a great group of people here well perfect and we're talking to the right people that's for sure and even if some of you that do have a dedicated marketing person or a marketing team there's still some great ideas but the fact that most of you don't I think this is going to be right up your alley because most of the things we'll talk about today will have to do with ways you can do marketing inexpensively and with not as much effort as it would be if you were a full time marketing person so here's the first problem though we talked about especially in 2019 when we talk about the marketing funnel being broken the sales funnel is no longer linear like it was 15 or 20 years ago when people would take predictable steps towards through the buying cycle from research through to making the decision with so much information readily available online and elsewhere prospects no longer follow that predictable path and because of this we can spend too much time and energy trying to acquire leads to not enough focus on nurturing prospects and not enough time cultivating relationships and building loyalty and repeat business so we look for that you know where can we get the most leads but we forget the fact that a lot of our business is recurring or should be recurring especially if we've done a good job for them in the first place so instead of a funnel you can create your own marketing hourglass and strategy and dictate which tactics you will use to accomplish each of your marketing goals for instance on the screen we're showing examples of which tactics create knowledge of your brand how to get consumers to like you trust you and so on so your website blog content social media there ways to get people to like you doing webinars like this and marketing materials and white people white papers build trust and so on down the line down through where you champion your own accomplishments and ask people to refer business to you and note how when we talk about filling the gaps we're talking about doing things that you know identifying the areas where you can improve your own marketing plan and adding in tactics and strategies to do the things that you might not do enough up so as you look at these examples think of the goals and tactics that are missing from your marketing efforts and come up with a strategy to implement those note the focus on the screen on the buy and repeat stages and note that that's not lead generation more so it's about converting and retaining customers so we're talking here about loyalty repeat business referral business and so on and building that as we'll get into the tactics in a little bit we'll talk about how you can do that in a way that might not cost any money or very minimal expense as well so this might be sounding pretty obvious but it's not as obvious as you might think for a very specific reason it is critical to your marketing set success to do more of what works and less of what doesn't work so one reason is obvious as that sounds that many folks actually don't follow this simple rule is they don't track their efforts which means they don't know what is working and they don't know what is not working so if that sounds familiar it's time to hold yourself or your marketing team or your vendors that are doing some of these things for you accountable if you're paying someone to do SEO or pay-per-click understanding which of those tactics are working and within those tactics which of the keywords for instance which of them ads which of the messages are bringing more borrowers in is very important and since 95 percent of you don't have your own marketing person or marketing team and you're focusing on loans every day and trust me I was making calls yesterday and it was probably the most difficult day to get through to you because you're so busy you can't possibly be worrying about those things while you're trying to squeeze in the end of month priority so start holding the vendors start holding your tactics very accountable to what's working and what doesn't here are some great questions to ask yourself to really start to identify the things that work so identifying the marketing efforts that work and those that don't you can find that out by asking does this consistently generate business for me connecting with your audience and not just reaching them but engaging with them do you know your ROI how much am i spending what have I generated from these particular things that I'm I that I'm doing is that justifiable is what I'm bringing in making up for what I'm using in terms of money and effort and are there things I can automate you'll be surprised that you know our managing director will tell us to stop writing emails we make very personable templates that we can customize to each person that we send it to but again to write a whole body of an email isn't most isn't the most effective way to use your time so what can we do that's automated that's still personable and still reaches our audience so I talked about some tools and some forms that we're going to make available to you today this is one of them again I'll reiterate because a lot of folks or you know joining as we were getting going we will share copies of this presentation so this is a page that you can take right out of the presentation and use moving forward to create your marketing strategy and a great way to document and plan what you're going to do to reach people throughout the buying cycle so what are some tactics on how you're going to acquire leads how are you going to make sure that when they come in the door that you continue to engage with them how are we going to close the deal which many people feel is the most important part of that process and how do we retain business how do I get either more business out of that particular borrower or business from that borrowers contacts and and referral business so you know these are the things that we want to strategize now we're here to do is to help you identify what works so first of all what if a tactic does not fit in one of those sections we're going to drop it from our marketing mix okay because it's not helping us accomplish any one of these goals so if you're figuring out that you know I'm doing this but it really doesn't help me get leads if I'm not getting a lead I can't nurture and close them and certainly not can't retain retain a lead with that particular tactic and so forth so what does that look like once it's completed to help guide you through this form here's another page that you'll want to bookmark when you get this presentation and that's an example of things that you can do to obtain each one of these goals for instance there are three tactics that you can use to acquire leads LinkedIn go to a trade show that's a great place to acquire business cards word-of-mouth and referrals and notice none of those tactics that we're showing you right here really involve that much of an expense other than your time also note on some of these items here that there are things that we've identified that you should look into automating obviously emails to a database should be automated closed loan posts on LinkedIn if you can set up ways that once a loan closed you can automatically post a case study or a review of that loan that you closed we do that at silver Hill if you follow us on LinkedIn you'll see that when a loan closes there's a story that gets posted on the LinkedIn thank you notes of course is another way that you can send an automated of communication with your borrower that's specific to that particular borrower again so automated does not have to mean impersonal either so identify this page when you get a copy of this presentation and certainly make a note of it as well so a major focus of today's presentation is going to be on content marketing and one of the reasons we feel that this is very effective is that it allows businesses to connect with their customer base and target audiences beyond just advertising and sending marketing messages it's about providing education services and insights it's about engaging with borrowers over and above simply a message with a call to action so it can build trust and get consumers to again like your brand trust your brand and be more likely to engage with you so before we go into some of the proof in the pudding I'll turn it back over to Zack who has another poll question for the audience thanks Joe last second question now how often do you publish content on social media or your website ever a few times per year once per month once per week or several times per week so I'll give you a little bit of time to answer that one you okay so Jonah looks like the majority here a few times per year but more than 25% of people never close content and there's finer reasons why it's not easy to do and oftentimes we feel like we just don't have the resources to get it done but I think Joe is going to explain a few ways that you actually can sell this content more often and see more benefit from it precisely Zach and it goes to what I was talking about earlier to with you know we're talking to 100 mortgage professionals today not marketing professionals and especially if you run a small shop it is very difficult to put aside time and get some content posted on a regular basis but that's why we're here we're going to help you with that so I mentioned how effective content marketing is and I don't want you to just take my word for it zach has done a great job of compiling some really good proof here of why content matters so much in this in today's day and age so you know you look about that first statistic which is astounding but we we know that content helps your SEO efforts that's the proof right there ninety-five percent of people only looking at the first page and it's critical to be on page one of search and results you know because pretty much it like the old adage where's the best place to hide a body that's right page 2 of Google because nobody gets to page 2 of Google and if contents going to help your SEO results of your search engine marketing results then obviously that's a very important thing to do content marketing generates more leads for less money blogs can be affecting effective and generating additional leads consumers like blogs because they educate them and in turn they become more trustful of your brand consumers trusting companies that generate their own content okay so if they're not just Jenner you know relying on independent research but they're actually educating the people that they're going to do business and small companies tend to recognize the importance of content marketing moreso than large companies not a whole bunch but it looks like smaller organizations tend to tend to engage more and content probably because it's a less expensive way to market to a big audience and still get a great message out there so some very good information that you'll want to you want to bookmark when you get this particular presentation so here is an example of an infographic really powerful that talks about what we just mentioned about SEO and why it's important to show up on the first page of Google and Yahoo and Bing content improves your page rank and why is that so important because as you'll see in these statistics especially when you get the presentation to really look at this is that the click-through or the response rates based on the position that your ad shows up really improves number one depending on what page you're on ninety-five percent of them are on the first page but improves by the position of your particular ad as well and so since content improves your Google page rank it's going to be very important to engage in a content marketing effort some examples of what we're talking about so we practice what we preach and you'll notice that there is content that we push out and there's content that we host on our website that can build awareness so we came out with an interest only option for commercial real estate loans we just didn't put it on our matrix and hope that you saw it we had to educate and announce and build awareness likewise for just simply educating so rather than saying silver Hill is cool because we have an interest-only option why would somebody even want an interest-only commercial loan when does it make sense this is educational and it's not a silver Hill specific and that's going to be important too as we make that point in a couple of slides as well and another thing that I think we all like and probably don't do enough of is we close alone we really want to build trust in our product and what better way to build trust than to ask people to vouch for us and ask for testimonials what good are they though if they're not being seen so what strategies do we have to promote these well we host them on our website we post them on LinkedIn how we actively promote our content we don't just let it sit there so that's important as well because it really builds trust ahead to hear reginal Hudson tell us we're great is a lot more effective than silver Hill saying or great so what does this mean in terms of content marketing try to stay away from what we call the spray-and-pray method right so you know you're being probably solicited by advertising either publishers or agencies that want you to come out there and send out 500 thousand impressions a month to some geo targeted audience or you know if this is a small market or when you're talking about small commercial loans so content is a great way to find the people specifically invested in the things that you offer and it's more of a pool mat or you know it's more of a method to get people incoming than it is to go wave your arms and say hey everybody if you need a commercial loan come to me so being the expert and using your expertise to provide content that's meaningful and it makes you look like an authority in your field is a great way to attract people that are already interested in the things that you offer so content is the great equalizer in the sense so if you focus on that that model of getting people to know you putting out a message that gets them to like you and giving them content that builds trust you are going to make an impact now in today's day and age you know where do we start what do we do to to get people to understand to follow this know like and trust model so a great example of a mapping process that aligns content marketing tactics with the buying cycle is on this page this is an example of what I told you might be might be hard to make out on this screen or but when we show you the presentation you can blow it up to any size you like and see some of the examples that we're talking about in short this infographic talks about aligning each particular top tactic with a specific stage of the buying cycle so for instance articles and infographics can help build awareness while webinars and demos can educate during the consideration stage data sheets case studies can aid during the purchase stage so what do you have the ability to do and what goals do they help you accomplish it goes back to that blank form that we showed you earlier that you can plug in what tactics can help you reach specific goals during the path path to purchase another thing that's very important when you talk about content marketing we talk about the concept of digital headquarters and creating content that will send traffic to your digital headquarters now it's typically your website if you're part of a bigger company this may mean that you're not entirely within the int the website's not entirely within your control but you likely do have a page where you can click on it and go to your specific page that you have control over to an extent and you can treat that as your personal headquarters now if you're a smaller outfit we would encourage you to resist the temptation to go with bargain websites or to use your you know your stepnephew just graduated Western podunk tech with a graphic design minor one of the best investments you can make is in a professional website that is built to convert users and customers and that is built around search engine optimization so do your homework and if you're doing it yourself use a trusted vendor or if you're using a an agency make sure you do your homework on the need to see that they can deliver what they promise as far as traffic SEO and conversions you work smart so here you see some keys to effective content you can use your current assets across several different marketing channels many which can be done with minimal or no investment YouTube mass emails LinkedIn infographics and posts you know webinars you know these are these are investments of time more so than they are financial and one thing we talked about and this kind of came out when I talked about testimonials and that it's nice to to really make the message consumer centric or customer centric as far as as opposed to self-serving content so make your message customer centric just as we tend to be put off by self-centered people borrowers prospects consumers often have the same reaction to self-centered marketing so some don't just buy because they don't like being sold so instead try to use language that makes them want to buy so you see those messages on the right side of the screen scripts for sales teams to share a LinkedIn as opposed to just putting out a press release on your company website you know what are the benefits and drawbacks of a state and income loan rather than our state of income loan case studies from great customers instead of see our latest closed loans so you know try to avoid that language that makes it sound like this ad is all about making my company money and makes it more so about how the what is going to be the benefit the consumer if they want to know more information on these topics you know Zack mentioned a really important point I mentioned it a little earlier as well we talked about it's the time commitment so plan your messages live by a calendar you can set a finite amount of time to market each day to create those plans stick to a timeline of when you're going to release these tactics as well so you don't want to just say okay on each Monday I'm going to do a blog post I'm going to you know I'm going to get my marketing out in two hours you want to stagger and pace your spend and pace your energy so you are constantly reaching prospects at each stage of the buying cycle so it doesn't have to be you know a full-time job when you already have a full-time job it's much easier to manage your process by sticking to a calendar similarly we'll talk about managing your priorities so we've talked today about how marketing today can be overwhelming there are so many tactics where do you even start you're getting bombarded probably from advertising vendors bombarded from messages about how you know writing a blog is the best tweeting is the best can you create a flyer write a phone script well we can help you with a lot of that stuff but let's back up and talk about how we can say okay this is a lot of stuff here how can I plan this so that whatever tactic I'm using is the most effective use of that tactic so here on the screen you see how much work goes into sending a post out on LinkedIn when we read them it tends to look like oh this person just stream-of-consciousness put out a post linked it to an article and hoping for the best well there are some steps you can take to make sure you're really utilizing your time in the most effective way make sure that the message is consistent across all of your social platforms it's a great idea to test your message test your post with known clients people that you trust and that are going to give you candid feedback take those things that you learn and then use it to inform the content that you post and then finally post it and work smart so you can distribute this post in several ways you can share the course on LinkedIn make sure it's also on your website you can email it out and so on and if you have if you you know Chamber of Commerce website if they want if they are looking for content which they almost always are great place to post your content is a Chamber of Commerce website and other examples like that so let's bring it all together from a marketing standpoint so begin with your goals in mind right knowing what you want to accomplish is going to be half the battle do the things that work more often do less of what doesn't work how do we know that by identifying it by tracking tracking your efforts is going to inform this decision or these decisions remember inbound or outbound it costs much less to answer the phone than it does to dial the phone make people come to you with effective content that draws in the people that you're looking to target and prioritize your marketing strategies identify good prospects and focus more on them and less on the spray-and-pray method as we like to say finally we were not done helping you from a marketing standpoint we have a great website if you see the link on the screen there silver Hill comm silver or funding comm slash register I really encourage you to check that out and register because it will give you free access to a lot of things that can really jumpstart your efforts on a lot of the inexpensive ways we talk about marketing for instance we have email scripts and phone scripts there so you don't have to create those on your own you know examples of blog post examples of things that we've done on our website videos tutorials that are short that you can take in a quick amount of time you have two minutes educational videos we have courses on there as far as small commercial lending goes so take advantage of those things we have a whole marketing toolkit that you can download and use to your advantage and many of those things will give you a jump start on a lot of the tactics that we talked about today so I'm going to transition now into two one before I do so I'll just remind you that your questions are welcome please utilize the question box on the website and thank you for your time for the marketing piece I'm going to talk about how we're going to turn it over to Juan now and Juan is going to take us through getting started with Silverhill so on hey Joe thanks a lot a great job covering this important information you know usually marketing is our you know most sought after topic by the other broker crowd so um great job today Joe thanks 1 ok guys so thanks for joining us I want to talk a little bit about what we do we try to add value by providing the marketing content information for you guys while we also want to talk about you know how our solutions can help you drive business for your commercial clients so silverhill fundings a basically we are an alternative solutions lender and that's an alternative solution to you know banks or agency financing where borrowers have been turned down for one or many different you know reasons so one of the things we like to do is focus on our sweet spot and what that is um we want to do a poll question let's do a poll question each other the last poll question here having to do with small balance commercial loans usually get an idea about who's with us here and how experienced our attendees are to help guide 1s he talks the next few minutes so take a few seconds here how many commercial loans and you closed in the last 12 months oh okay so Joe it looks like our top result is a Rallo over 30% who have closed one two three commercial loans in the past twelve months a good thing is it looks like everybody's in basically in every category so we have folks that have closed none - all the way to ten plus small balanced commercial loans so a great mix of brokers we're glad you're joining us today some of you may be familiar with our products some of you may not be and so this is why we include a little portion about what we do to see if we can make that connection with you and maybe add you know to your set of products that you already sell so as I mentioned earlier you know we like to position ourselves you know between banks and um you know private money hard money by helping borrowers in certain situations so when does it make sense you know when bars have been turned down by banks you know bars with maturing loans bars that are coming off of me a bridge loan which is a short-term high rate loan borrowers who don't report income on tax returns or who don't want to use your tax returns to finance a commercial property and finally borrowers who want to use their commercial property to tap into some equity for either reinvestment in a business in another property or for working capital or covering payroll adding inventory any one of those reasons so a wide variety of solutions that we can offer so again the focus is on anyone with a interest in a commercial property whether they're going to buy one or the owned one whether they're an investor that is growing a portfolio of properties or whether it's a you know small business owner running their business out of one of their commercial properties we basically can help um we basically can help either or you we always like to also show you know some of some of the solutions that we've provided with folks so this one in Colorado was a cash I'll refine its use property business owner wanted to tap into the equity in their property but did not wish to produce tax return documentation so that's the kind of folks that we help that are know situations looking for those solutions here we go pennsylvania multi-family in this case an investor wanted to add a multi-family investment to their portfolio and was looking for a thirty-year fixed-rate solution which is a rarity incurred in the commercial world we actually are one of the first I think maybe the first a small balanced commercial lender that has introduced a 30-year fixed-rate product similar to a residential loan and it's become a very very popular product on a small balance commercial side so this was an investor who's probably graduating from investing in single-family homes where a 30-year mortgage is common to you know a more complex property type like a six unit multifamily or an a unit multi-family where you know they wanted to keep their terms similar to what they're used very important you know brokers can make up to five points with our deals we are commercial lenders so we do pay yield spread as well as of the broker allowed being allowed to make origination points so on the front end on the back end you can make points you know on average folks make between two and three points but we have done deals many deals where a broker is getting uh you know up to five points so very exciting and it's a great way for the broker community to make money we only charge thirty five hundred dollars in fees we don't charge any points or anything else what we want to do is originate a mortgage loan that's out there for thirty years where we service the loan and we stay with the client for the life of the loan we've also developed an additional way I always tell Zach this is like you know the free money program we've also developed this alliance program which basically pays the additional additional yield spread if you will to brokers that are closing multiple units within a given month so you usually have to start at two units at least and all the way up and we basically are giving you free money for sending us more business so we want to see unit count on not so much volume dollars but more unit so we're encouraging our broker community to do that I think last month in June we paid out a total of thirty eight thousand dollars and free money to brokers so there it is um I knew it was there Joe um so well good thing I remember I see all the emails right exactly um so yeah so this is a program that that folks have really been taking advantage o are very they're sending us you know multiple loans to one investor people that are buying portfolios or refinancing portfolios so we've been able to do multiple loans onto one borrower and the broker has benefited with free money so let's talk about what we do I mean we're in a small balanced business we like to do loans generally under a million dollars is our sweet spot but we can do loans up to five million but most importantly what commercial properties we do finance so your traditional multifamily is an apartment building mixed-use is a residential and commercial use many times you're going to have residential on top of commercial on the bottom okay and then our Tier two properties our commercial properties were you know one of the few lenders that offer such a wide variety of property types many lenders either do multifamily and mix use only or they'll only do you know invest your property on the commercial side we can offer financing on all of these properties and we do them for both investors and owner-occupied so we're one of the few lenders that likes to focus on automotive properties restaurants and bars and daycare centers so we see a lot of those just so you know at a glance we just like to kind of really talk about what our sweet spot is again under a million bucks but we can go up to five million you know rates as low as six and a quarter you know the last few loans that I've looked at for some of our sales people I mean I've seen racing at six and three eight six and three-quarters you know consistently in the sixes and that is paying out yield spread as well so it's very aggressive program you know and we're just slightly over the bank and we're slightly better than some SBA financing out there as well again cash outs available we do loans up to help 80% LTV and yes for the trilogy who may want to ask they do cash flow some loans do at 80% at our rate okay um you know we do five-year seven-year hybrid arms as well as our 30-year fixed and generally 30-year amortization a couple of little things to focus on our minimum credit score allowed at 6.50 we do like to focus and you like see over 700 we price those a lot better on our loans do have prepayment penalty fees of different options there as well we're we're the top 200 mm essays although we make exceptions in rural areas as well on a case-by-case basis and our borrowers need to be the US citizens permanent resident aliens or any type of legal entity except of trust which we don't lend on or not-for-profits okay and finally you know our value comes in the way we underwrite we provide solutions and it's an alternate solution we can do a full doc loan just like a bank but we can also do light doc loans or we don't require tax returns and we can do more streamlined process on our one to four by asking for less documentation so a lot of different options which with what we do so the lowest rate solution and I will read to you guys but this is in cases where we do either a bank statement loan on owner-occupied or a full dock loan on also on owner-occupied homes as well as investor loans so our rate as I mentioned are as low as six and a quarter and our debt service coverage is 1.15 which is a lot more aggressive than most lenders out there that do the kind of business that we do again like dock you know I mentioned business bank statement in lieu of tax returns for owner-occupied and we also do you know light dock for investment property which we just take basically the property income rent rolls and operating statements and underwrite towards only the property cash flow you filing a 1 to 4 program this is one where we use a 1.0 death service and we use market rent the very aggressive program we've been growing this pipeline over the last six months when we first uh you know started really pushing pushing it so um this is a very interesting product a lot of competition out there for this type of product but we are growing our own pipeline people like our product like dealing with us and use us specifically on this product for that Alliance program to get you know additional income by sending us two or three one two for investment property deals so creating your online account you know one of the coolest things we have I think is the best in class and really one of the only lenders that does this on the commercial side is we have a pricing calculator where you can go in price loans you know 24/7 and basically have an idea of what you can offer your commercial clients using one of our programs so if you go to our website silver funding you can register and have access to that pricing calculator you have access to a lot of the great material exact puts together there's a marketing toolkit with many different strategies and even some customizable of brochures that you can develop on your own we do have great instructional videos and as an webinar recordings like this one that you can review to get a better idea of what we can do and how you can work with us yo you're the expert on this stuff so I'll let you this is something that Zack put together which actually is is real cool Zack you want to talk about this er yo guy tech sure so this is our commercial loan educational program for originators who may not be familiar with commercial lending instead of having this huge PDF file or any kind of class or course the thing you have to attend we can send our educational course directly to your inbox if you just let us know you'd like to get it so if you just fill out our form give us your email address if you don't already have it we can send a some of our best educational resources to you every other day for a month and by the end of that month you'll you'll have a much better idea about how the commercial appraisal process work how the transaction process works what to expect at each stage not just with Silverhill but with with with almost any lender you're likely to work with and and you'll just have better standing terminology things like that so we're very excited about this from what we hear people liked it a lot so I didn't buy you if you're new to commercial lending or you just like to learn more to just sign up a task force is completely free all right thanks Zack and Thank You Juan as well here's our contact information once again we're happy to get in touch with you I will say that you know four questions specific to deals that to you can get a hold of one team you many of you already have a regional Account Manager that you can contact as well but there you see our contact information and again since we will be sharing this presentation you will have it as well at your fingertips I do want to take a moment and thank everybody that joined the call today and I'm going to turn it back over to Zack now because there may be questions that we want to afield as well so Zack what questions do we have today sure well I saw one question that I thought was very interesting regarding marketing early in the presentation said what is the percentage I should use to get valuable content compared to telling people about the services I offer that's a very good question I think with almost everything you do related to content or with your marketing the focus should be on providing value for the reader and that should be the priority a one good thing to try is to write your article your blog post even your social close and at the bottom say if you like this content if you found this valuable let me know so I can make more of it in the future and by the way this is what I do so I think people expect that information when they get to the part where you explain what you do what your job is what you specialize in but they've gone from the getting the value of the content portion to the following up portion and that's where I think it's completely fair to talk about yourself and you've already exchanged values so it's a much better idea to do that toward the end see uh suggestions on website developers we really don't you know refer folks you know I see a lot of gold daddy on TV so yeah that's one of the companies that I know I'll say between GoDaddy and WordPress Squarespace you have some of these editors called a with the people refer to them as Whitney Wade which essentially stands for what you see is what you get and if you are not a developer you're not familiar with coding and frankly very few bazaar these services are pretty much doing I can drop and that can help a lot the last thing I'll say about websites is that why I think everyone should have a website it could be that your digital headquarters is your LinkedIn profile I think recent all the time with originators of the types of lenders professionals who have two thousands of contacts everything they do online kind of goes back to your LinkedIn profile that's where they publish their content which is free to do that's where they connect with new people through the networking abilities LinkedIn so that's totally fine if you don't love your website think about where you spend most of your time online is very if the very well might be LinkedIn in which case focus on that and your other tactics of push that toward your LinkedIn profile like the very first step could be adding your your profile to your email signature that's a really easy one and all you're essentially telling people you're talking to is hey if you like me if you want to learn more about me this is where I spent my time okay let's see a drill one last question okay yep yeah I saw one in here earlier China mammography question on cha cha that we do a car shock and the bar pay feeds from the cash shop proceeds yes they can pay all closing costs from the cash shop proceeds that's not a problem for us so again as we mentioned earlier at Jo mentioned earlier you know many of you already work with a rep here if you don't reach out to me directly and I'll get you in touch with a rep so that you can have your questions answered and maybe review a scenario and submit a loan to us right Joe that's all that's all we got all right well thank you everybody keep an eye on your inbox in the next day or two for a copy of this presentation and we wish you the best in finding more business and of course look forward to working with you in the future thank you very much and have a great day