Crm deal management for Mortgage

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all right well hello everyone welcome back to your whiteboard training we're so excited to have you my name is Ben laughter once again I am the vice president of customer success and operations here at whiteboard your personal guide here in in helping you get the basics of your day-to-day usage of whiteboard sort of integrated into your business so I'm looking forward to today's session we're gonna cover some of my favorite topics sort of looking under the hood of whiteboard a little bit and understanding why and how some of the automation works having this baseline of understanding is going to help you make the most out of whiteboard in the future as you come up with awesome crazy harebrained ideas and want to enact them within whiteboard it'll be helpful to have a baseline understanding of how things work in my board so we're gonna do that today so we got a few more slides than we did last week and then we're gonna jump into and then we're gonna jump into the product itself so you can sort of see these things live but here's today's goals here's today's agenda number one I want you to understand how and why campaign automation works I want you to know why the campaign's create tasks and that you don't need to spend a whole bunch of time managing tasks either in whiteboard or in a calendar somewhere I want you to get a quick look at whiteboard mobile so that you'll be able to see the very very near future hopefully this month here in March of 2019 you should have a much of the functionality of whiteboard in your hand and then I want you to see start to understand how information can get into whiteboard automatically I'm actually going to show that happening live so that you get an understanding of of the result of this the benefit of having automation for lead entry and then and then you can start kicking around the ideas of well where does my information come from if I'm going to type something into the CRM where did I get it and wherever we can automate stuff I want to I want you to be thinking about that let's automate it right automate all that is automatable so before we dive into deep today though I do want to reinforce this difference what we talked about on Monday and what your daily use is going to be as the left out of the screen logging in every day that's easy updating information in forms that's easy and then just doing the tasks either the ones that you create manually or of course the ones that the PlayBook whiteboard creates for you automatically you do those three things you're going to be very very successful with wife word everything on the right side of the screen is not daily use we're gonna cover some of this today just to demystify just so you understand it isn't magic it's gold art math and science but the right side of the screen is if you're an administrator you'll be working in this stuff more often but if you're a daily user a loan officer an Loa a processor what-have-you a member of an L o team using whiteboard as your CRM you're almost never gonna play on the right side of the screen but it's still important for you to understand sort of what's going on within whiteboard to make everything work so with that in mind let's jump in I've created some graphics here that I hope will help illustrate the points before we get into whiteboard and look at how whiteboard has put this into action so how do campaigns work well let's start by defining what a campaign is a campaign is essentially a series of things that happen we call that an action and so when something happens I want you to I'm going to refer back to an example several times as we go along here when in fact two examples a new lead just appeared or an appraisal just came in right two things that happen at different stages during the process of course but they're both triggering events they're both catalysts they prompt you to go do things when that appraisal comes in think about your own personal manual process right now and I'll approximate it real quickly for everybody when the appraisal comes in you're gonna send a text or an email or a phone call or some combination of all of them to the buyer so the co borrower to the real estate agent on both sides of the selling and buying agent if this is a new construction and it's and there's a builder and a builder sales rep involved you're probably contacting them so I would bet your hard money that you've got some templates stored or an email that you always go look up and find or a word document with the verbage something like that that you're copying and pasting every single an appraisal comes in and then just sending several emails right I hope that sounds familiar because that's what I'm gonna fix for you but I want you to think about that as an example an appraisal just came in and so I want to send a text or I want to send an email immediately a new lead came in so I want to send a text or an email immediately and then tomorrow I want to be reminded I want to make a phone call and send another email but to a different person and then next week I want to you know send another email or send a text or remind my Loa to do a data entry task quick example there let's say you just fund it alone that's our triggering event right we just fund it alone and so now someone needs to update the address on the client record so that we don't accidentally send flowers or a housewarming gift to the old address that they just vacated and so if I want to set myself up a task for next week to make sure someone does that before we send the housewarming gift then these are the sorts of things that I want you to start thinking about campaign automation doing for you this is what the PlayBook is designed to do so let's take these generic terms and give them specific loan origination terms I want to text the borrower immediately when something happens I want to email the refer immediately when something happens I want to call the bar I want to email the selling agent because something happened yesterday right so I want that to happen tomorrow right so next week I want to text the refer I want to remind my Loa to do a data entry task right so we're starting to take these abstract concepts send a text and starting to over laid into that the WHO and the win right when something happens when that triggering event happens text the borrower text the buying agent text the Builder text the CPA whatever the case may be so that triggering event is really really important because obviously the automation can only happen when it's kicked into gear right now you have to you have to start the car to drive it and so what starts the car well remember there's a second key to success right logging in every day updating information in inform fields than completing tasks that second one when you update information and form fields that's almost always the trigger okay when there's a checkbox that I'm gonna show you in the forms for when the appraisal has been received when you check that box and hit save that's the trigger the appraisal campaign takes over so I'm gonna show you how that works let's give you a couple examples though first of some of the types of triggers right things to think about in the real world loan origination process a new lead came in from my website or from Zillow or homes.com or op city or referral lead or whatever an appraisal came in I mentioned I'm beaten I'm gonna beat that one to death it's a good example um I got the application just now from the customer they filled out the 1003 the loans been funded I mentioned an example of that a moment ago how that's a useful trigger to have and how about the borrower this is a terrible one but it's a real-world situation the borrower has bad credit what should I do next how do I maintain a relationship with someone who I told I can't help right now right well we've thought a lot of that through and so I want to show you that so what the campaigns are doing are answering the other half of the question here right if the trigger is saying what happened then the campaign is saying well here's what I want to go do a new lead came in well I want to text the borrower an appraisal came in I want to email the selling agent I got the application well I want to email the refer right you can kind of start to see how these things are happening and the fact that you can have Cadence's built out over time where it isn't just a single action for a single triggering event the fact is you can have a host of actions and I'm going to show you specifically there the appraisal the lead and the credit repair campaigns to illustrate so let's jump into whiteboard real quickly and take a look excuse me so this is getting familiar for you by now I would hope I would hope at this point that you've logged into white board and kicked around a bit and created some test records and whatnot so you're starting to get used to this launching point to the dashboard here but what I want to show you real quickly is to how to get to campaigns now I should clarify depending on your role within the team you may not be able to follow along here the ellow or administrators or the owners or whatever your organizational structure is may have made decisions to restrict certain pieces of access from certain folks and you know if that ends up being a challenge for you to help with your role and get in touch with us get in touch with your boss and and we'll come together and figure out the best way to mix that up but in the meantime I'm going to assume that you have access and I'm going to ask you to watch me go up here to this menu on the right-hand side and click it and before I move on to the campaign's section here I want to point something out when we talk about that left side right side right when we go back to the deck here well we talk about daily use versus administration for most of you daily use happens right up here at the top I want to get inside of a contact record or I want to look at a mortgage in my pipeline or I want to have a texting conversation with someone or I need to accomplish a task that daily you stuff is all right there across the top right I want to search for Nathaniel that the the agent we were talking about the other day right so your daily use stuff is in this navigation bar across the top for the administration side for building campaigns creating content that kind of stuff that stuff lives over here so for most of you most of the time you're never gonna need to go to this three line menu so it's great that you know where it is I want to demystify this automation but know that you're almost you're probably going to forget this little menu even exists for most of your day to day now we want to go look at campaigns so I'm gonna go down here and click on campaigns under the marketing section now we talked last on Monday about how there's an inherent difference in the way that you talk to a person a client or a partner as opposed to the way you talk to that same person about a sales opportunity meaning a mortgage right and so because of that if you recall we break information out in three types client information partner information and mortgage information right your birthday isn't on a mortgage form that's on a client form because a person has a birthday a mortgage has an interest rate and so we take that and break it out in the campaign's as well so birthday texting Christmas emails Easter emails whatever all of these all of these are relational in nature these campaigns right so it's always asking is it this person's birthday and if so send them a text message send them an email right same thing for partners but a little bit more robust we know that partnerships are at the absolute heart of what makes it successful Ehlo successful and so you'll see here that we have all the holiday stuff living in here but also call cadence stuff I think I showed you on Monday how to set a reminder within the forum within the partner forum I want to make sure I call Jose every Monday I want to call George every every month right or every two weeks I showed you how to set those in the partner forms well this is the back end logic that you never have to go mess with that manages how that happens okay and we've already built this for you now for the mortgage stuff all of that lives over here in the mortgage campaigns let me go here there we go need to expose them all so you can see here that we've written mortgage campaigns that run the gamut all the way from the very first 30 days of a lead the brand-new lead coming in from some outside source whether you types it in manually or if we help you automate it in from your website or whatever to prospects which if we recall that's just a lead that was referred to you applications pre-qualifications the milestones during that application phase funded canceled credit repair refinancing right we have written campaign logic for every possible step of the process so let's think about one of our triggers from earlier a new lead comes in well here we have the first 30 days lead campaign and I'm just going to jump into this one real quickly as a quick example and I'm gonna go to the actions tab and so the idea here is out in fact I'm gonna open up a mortgage record here to illustrate something real quickly if I go into this this mortgage record the number one field the most important field and we covered this somewhat last week was this pipeline sequence field when you select lead and hit save and that's all you've done or if we're bringing something in madinah matically that automatically selects lead right when this record is initially created all you've done on the form is is that okay you've not gone to the campaign you've not had to create a task you don't need to go to the campaign to make sure that Glen here is inserted into it all you've done is click lead okay when you do that the campaigns always ask in this question is the mortgage pipeline sequence equal to lead well simply put yes it is in this case yes it is right this is a lead and so the campaign sees that it's always listening always asking that question and and the second it sees that it's yes this is a lead then it kicks off this series of actions this sequence of events on an interval cadence okay so let's let's read some of these like a sentence right that way again it's just really easy so when you go mark something as a lead and they get inserted into this campaign a lead alert notification goes out via email within one minute to the loan officer so that means you get notified right also a task entitled make a new lead intro call is pop is created in one minute also for the loan officer so you're the yellow a new lead just appeared in your system and now you've got a new task that's saying hey call this new lead Glenn right you've also gotten an email notification in case you're not in white board at that particular moment saying you've got a new lead his name's Glenn give them a call right so now you've got two promptings excuse me to make this phone call and on top of all that while you're reacting to a new lead white boards being proactive for you regarding that new lead and so an email called meet your loan expert an email sent out during that same minute to the borrower and if there is one a co-borrower right and the one that we pre wrote you've got it already it's included with your white board looks like this and if you've got an online this is going to go to our website but if you've got an online application then we'll have this linked for you to where when they click here or the apply now and your signature it's gonna take you to your wet to their wet to your online application right I guess we don't have the link set up in our test environment your phone number is gonna be merged in here you don't need to go through and create this I've done it for you we've done it for you okay so within one minute of a new lead coming in you've been notified in two different ways the clients also gotten an email on top of that there's a companion campaign to this for those of you who purchased texting that also sends a text message out in that first minute - so we've already touched the customer two times and touched you two times to try to get this conversation started now let's say that initial phone call doesn't result in an application that's popular enough it's common enough you can see here that we've mapped it out to where another phone call is scheduled for the two-hour mark and the four hour mark you don't have to make all these but we're gonna prompt you with tasks if if two days later you still don't have an application end meaning you haven't toggled this from lead to something else then two days later the borrower and co-borrower get another email let's get started right again it's prompting them it's driving them to go to your website and fill out a fill out an application and you can see that this story continues on for 30 days right emails calls and again there's a companion texting campaign here I think the texting campaign touches them around seven times throughout that first 30 days if I'm not mistaken but you get the idea that we've mapped out 30 days worth of relatively aggressive touches so what happens at the end of 30 days right at the end of 30 days they still have not filled out an application we know that because you have not changed this from lead to something else if they had filled out an application you to move them on to pre-qual but you haven't at this point it's 30 days later and so notice here that we have a long-term lead both for texting and for not texting campaign in place that takes over and it's just much less aggressive it's all open this one up notice here that it's monthly touches email them at two months email them at three months make a phone call at three months make a phone call at six months make a phone call at nine months right new lead comes in I'm gonna help you stay in touch with them for a solid year and that's assuming they never once get back to you with any kind of follow-up right so let's get back to the house rule fast how did that happen this field is LEED and you hit save you never moved it from that field and so it stays here until the end of that 12 months and then at that point we kind of considered a cold lead you can reinsert them at that point right we can make decisions as to what would do what what to do with the lead after twelve months is it ever really cold we can come up with ways to answer that question that are particular to your business but we've pre created the environment for 30 days out let's talk about that appraisal received one real fast I'm gonna filter here by appraisal and I'm gonna look at the appraisal received campaign and you'll see how it's really really similar let me go back to the record here so all you are going to do as a loan officer or an Loa or whatever your role is is you're going to in the mortgage at the appropriate time when it actually happens of course go down and simply click appraisal received save you're done you're finished using white board at that point right well white board is going to do on your behalf is always listen to that checkbox is the mortgage box contains appraisal received is that checked this is what that's always asking well yeah it is it is now I just checked it and so what happens well within one minute let's read it like a sentence a status update appraisal received is sent via one email in one minute to the selling agent buying agent builder sales rep builder borrower and COBOL right and it simply says this hey John hey Jane wanted to let you know that your appraisals been received etc etc so it doesn't have to be super detailed and of course you can make updates to this if you want it to say something else then no problem guys I'm gonna edit the content and here I'm given just a basic Microsoft Word editor or I can change what it says right and if I save that then that's what it says going forward so that's how that works you can see that there's no tasks in this the purpose of this campaign is to simply keep everybody in the loop there's no phone calls you need to make because you've already sent an email and by the way you've already sent a text at this point too if you have whiteboards texting capability you've already done that it's like a one more example I mentioned credit repair when we were talking about triggers so let's say you get off the phone with someone they have filled out the application you're excited you're gonna move them onto pre-qual but it turns out that they've had some bad decisions in the past or had some poor luck and for whatever reason their credit score is below the threshold of which you can help them so you want to help them get their credit score up but at the moment there's not much you can do right so you just sort of want to stay in touch but you want staying in touch to be purposeful you don't want to stay in touch just to stay in touch there's nothing worse than a check-in call when I hear someone say whenever I hear one of my salespeople say hey I'm just checking in that's a useless phone call and it is for you guys to you want to have a reason for the phone call a check-in is a waste of everybody's time so let's give you a reason right Glen here has bad credit so I'm gonna pop them in credit repair and hit save and that's all I've done all right again I'm done using whiteboard I can step away from the keyboard whiteboard on your behalf is always listening to that form field we've got a campaign saying okay is it credit repair is it credit repair is the pipeline sequence credit repair then this one this campaign gets excited and all the rest go oh I don't have anything to do right now and the the credit repair one gets stoked because now it gets to do something right well what does it get to do well kind of like with how we've mapped out the first year of a lead we've mapped out eighteen months worth of credit repair content okay so the idea here is that one day so nothing immediate right this is an unfortunate situation this is this isn't an aggression situation this is one where we you need to be really cognizant of the feelings of our potential borrower here and so we're sending them a message and says don't give up by email one day after you mark the box to the borrower and co-borrower it looks like this unfortunately we were unable to provide you with a mortgage at this time etc etc keep your head up right a week later credit score's let's educate them what do they not know about credit scores that we do they're in bad credit maybe because they don't understand how it works right and so we can send them some helpful information notice these subject lines over here sample dispute letters right maybe it's not their fault maybe they filed bankruptcy nine years ago and somehow something is still showing up on the credit that shouldn't be and they need to dispute it right so you're gonna send them helpful instructions for 18 months automatically and you don't have to do any of it white boards doing it for you the only thing you have to do is in four months when white board prompts this call task is to accomplish your tasks so let's go back to the three the three keys right I've logged in I've updated this as credit repair four months later a task is going to appear and I'm gonna make a phone call one two three simple as that you do not ever need to go back here into this campaign and insert the person you don't need to tell the campaign hey put this person on the credit repair track alright that's really old-school we're actively listening and automatically inserting them into the campaign okay so one of my agenda items was understanding how tasks are created and I hope this gets you there I want to make a credit repair follow up call four months after I marked this as credit repair right that's all there is to it if we go back to our graphics and we think about borrower has bad credit what do i do my trigger is I'm changing it from pre-qual or from application or from whatever it is probably lead a prospect at this point I'm changing it to credit repair right that's my trigger that's what the campaign is looking for so what do I want to do I might want to eat in this case email them and call them at different cadenced moments immediate tomorrow four months from now whatever the case may be right so hopefully that illustrates this point here of understanding how and why campaign automation works the emails are scheduled and sent automatically the tasks are scheduled automatically the only thing you've got to do is accomplish them okay so let's look a little bit more detail at the actions themselves and remember that the actions are the individual things that happen at particular intervals right at one day at seven months at thirteen months and so on so though what do I want to do part of this so what happened is the trigger that's the form field the what do I want to do is what the campaign is doing for us right that's the action so I want to send a text I want to send an email and I want to assign a task well you saw already what that sort of built up in but I wanted to straight this for you to again just demystify how all this stuff works so that if you want to customize this later you can do it so what it needs is information that's what you're providing that's the trigger this is credit repair the appraisal has been received this is a new lead this was funded right when you pop something into the form that's giving the action the campaign the information that it needs to act or to not act the cadence is what it does win right that's this scripting out of saying well on the 14 month send this on the 11th month send this on the 8th month remind me to make a phone call right so the cadence is when things are happening when to do this action versus that action the content is what it says you saw me jump into edit conscience a minute ago I'm gonna pull up one more thing real quickly all of this content that we could create has a corresponding template and so I'm gonna go into the templates section here and bear with me there's a bunch of them we got a load I'm gonna expand this where it shows more of them and you can see here that we've got call scripts set up for you know weekly partner calls oops I meant to go into preview not edit but we've got call scripts set up for weekly partner calls you know where you can hand this off to your Loa this would have the person's name on it you know so hi George it's been with ABC lending I can't believe it's really been six months etc right so we've got templates for call scripts we've got templates for emails and we've got templates for text notice all these texting templates there's a lot of texting automation built into the PlayBook let's look at an example of it birthday so a borrower's birthday comes along and they automatically get a text this is the template for it hey John just want to take a moment to wish you happy birthday from your friends at and of course that's where your company name would be from friends at ABC lending and it would be signed by you not whiteboard sales/demo we even put the emojis in there to tell a little story of the fact that it's the birthday there's something similar to that for funded there's something similar to that for the appraisal coming in or being clear to close we've got we've got templates for every action out in the campaign and you noticed that there were a lot of campaigns some of which have dozens and dozens of actions in them right and so if you ever want to create a new template because you want to slot in a new campaign action or you've got an idea for a whole new custom campaign you can simply come here and hit create content right I'll go ahead and click one and say well this is going to be a NOAA texting piece of content I mean I hit cancel instead of create regardless it opens up that same editor you saw a minute ago where I can type things just like I'm using Microsoft Word and then save that and when I go create the new template I'm just grabbing the excuse me when I go to create a new action in the campaign I just grabbed that template right so pretty darn easy stuff we're getting too far into the weeds though I don't want to spend a bunch of time there I just want you to know that it's all malleable you can change it you can edit it we've got you a an amazing head start but you can put your own spin on this thing you can add a 19-month a 19th month you can add additional recipients to who gets the appraisal received right you can change the cadence the aggression of that first 30 days when a new lead comes in so so what's involved in concurrent slight what's involved in in doing that action well it's the information the appraisals been received the cadence I want to send a text to the borrower immediately letting them know that the appraisals been received and the content the actual words being sent hey Alice your appraisal just came in right those three things come together to create a text or an email or a call reminder like that right so you've heard the term playbook a lot and I haven't used it a ton during I don't think Monday or during this conversation so what it is is a combination of everything we just talked about it's a combination of all the campaigns of all the templates of all the scripted actions the cadence it's asking the questions what happened what do I want to do and when do I want to do it right and so that's the camp Lane campaigns the templates the forms and the assets that all come together to make that happen and I want to point out to those Cadence's excuse me that those Cadence's are in no way spray-and-pray mass marketing I may have mentioned this on Monday but I'm not sure so I'll say it now we all get those emails from Dillard's and JCPenney and Best Buy and and so on that are telling us that a refrigerator is on sale right now Best Buy says they're so excited because this particular French door Samsung Refrigerator is on sale and there's some cross-section of people who get that email who happened to be in the market for that refrigerator right now but if I just bought a refrigerator last month then I'm probably not in the market for that refrigerator today right so there's a large cross-section of people who receive that email from Best Buy who are not really applicable right there they're not a good audience right now and so why send a single email right now to many many people about one thing when you know that that's probably not going to be relevant to a large cross-section of people this is why mass email has become less and less reliable as a marketing tactic over time whiteboard is built around not doing that very specifically it's built around the inverse we want to help you automate your one-to-one communications when the appraisal comes in you're not telling all of your clients and all of your partners in the world that an appraisal just came in right you're telling that client that partner that that specific appraisal came in just now so everything is relational everything is one-to-one there's a newsletters functionality of your interested in doing one too many but guys the playbook the campaign's they're all about automating what you're already doing over and over and over and over we've taken those made them best practices and systematize them right so that so that you don't have to worry about letting five people know with five different emails that an appraisal just came in we can do it automatically but don't confuse that with one too many email there's plenty of tools out there on the market that are less expensive than white board that do one-to-many email as a as a as a focused goal we're not very good at it because that's not what we're meant to do we do have newsletters again I want to mention that ask your success coach about them we do have newsletters for instances where you want to do newsletters where it is one too many but even then we've developed it in such a way that helps you target specific subsets of your of your audience to make sure you're not sending a partner centric newsletter to borrowers okay so ask your coach about that if you're interested in one too many marketing sort of things ours is all about the transactional though the playbook helps you do the transactional stuff automatically and efficiently and professionally professionally without ever dropping the ball and it does so by actively listening to those form fields right we talked about all I do is click one thing in the drop-down or click one checkbox and hit save and I'm finished as a user I'm done until a task comes up and then I just go do the task right you never need to go to the campaign to do stuff unless you're making changes to the campaign and if that's the case then that's great as long as you've got the permissions to do it you know what you're doing that's awesome if you have trouble doing that if that's going to be a key thing for you then holler at us let us know but remember that what's there right now is very much built off of years of experience and working with some very much top producers so our recommendation if you feel the need to customize and to vet what's in the playbook is frankly to turn it on turn it on let it run you're going to get some replies to emails and someone's going to be like hey thanks I have a question about something and when you look at the original email you sent you're gonna say every now and then you know that doesn't sound like me that's not my voice I would have never said this thing and so if that's the case easy to add it and frankly if there's an inaccuracy we want to know about it so that we can fix it for future customers but but it's really easy to edit after the fact but there's no reason you shouldn't benefit from the from the automation immediately and and get out of your spreadsheets so let's take a moment to talk about a whiteboard and mobile probably about five minutes here or so coming soon is is on the screen and that is a very legit real thing in fact I'll give you a bit of a tease I'm going to on my phone here open it up and just show it to you to make sure you know that it's real right this is me logged into the whiteboard app and if I tap birthdays its loading up they're the three people who have birthdays in my whiteboard environment right now but that was terrible so I'm going to show you some some nicer screenshots also by the way taken directly off of my personal phone I happen to have a samsung galaxy s 9 plus so that's what I used has a little surround here that's obviously not my hand but these screen shots are real from the production product these aren't like Photoshop these are real coming off of off of my particular phone now what whiteboard mobile is going to help you do and and not gonna help you do let's talk about that it's very focused around those those three keys of daily use right accessing and interacting with your contacts and mortgages so you'll be able to log in from here and go look up I don't know why Bobby Bobby Middleton we can't we've got on the screen there or Bob Liz Emma or a mortgage or a partner or whatever with Bob in the title works just like the search at the top of whiteboard you'll be able to accomplish your tasks so you'll be able to log in and say well I need to make this phone call because it's been four days since a new lead came in and I need to make that phone call so the tasks that the campaign we were just looking at are those tasks that it's generating are are being served up to you both in the product as well as here of mobile II and of course if you accomplish it in one of those places it's also accomplished in the other that you don't have to double double do you'll be able to create new clients new part new tasks from here and the texting that we've looked at you'll be able to do that from within here as well so this is going to help you get texting conversations into the CRM without having to go to a web browser to do it you'll be able to send text back and forth from directly within the software so this is the home screen and you can kind of see that it's a launching this is the analogy to the dashboard we've looked at where I can see my tasks both due today and overdue and my birthdays and I can search here's where I can add some records add a task at a client and all the same functionalities there as in the the full web version and that I can create records on the fly that then my team back at the office can interact with and I can have those texting conversations and again from a compliance point of view I just want to again state how important we feel it is that you'll now have your texting conversations right there living automatically inline chronologically along with everything else in the notes so so that's it for mobile we should have that out before the end of March we're really excited about it it'll evolve of course there will be things in the early days that it won't do especially where the administration side comes from you're not going to be creating campaigns you're not going to be you know building content the sort of stuff we've covered today you're not going to be doing a lot of that stuff on mobile it isn't the right tool for it you want to be sitting at a computer at a desk for doing that sort of work maybe down the road we'll tackle that but frankly I would I would expect the mobile app is gonna focus on the big three keys for success now one more pivot the last thing that was on our agenda for today was lead automation so we've got clients all over the country and we've got clients of all types some folks wants to type things in manually we want to help you automate everything that is automatable okay so on screen here you can see just a few examples if you don't see one that you are using right now then then let us know you know if you're using op City for example I happen to know that we just recently helped people get off city leads into whiteboard automatically as well so I should update this slide with op city's name but boom town homes comm lead point leap ops we don't necessarily have direct integrations as it were with all these folks but they all have the ability to throw leads and we have the ability to catch them all right for a quick sports analogy if they can throw it we can catch it we speak all those languages we also host internally a tool that you may or may not have heard out in the industry called zapier you might have also heard it called zapier the people at zapier say zapier so I tried to say zapier but zapier is a workflow automation tool that turned out to be really really really useful down this down this road but we don't expect you to learn how to do it right it's sort of it's out of bounds for what we should rightfully expect a nello to know how to do and so we created a commercial zapier account and we just tell you hey if you want to get information in from boomtown then provide us your username and password and we'll set it up right your boomtown username and password and we'll set it up we'll host it will troubleshoot it in the event something goes wrong so if there's a lead source or some sort of data source it doesn't have to be leads but if there's information living outside of white board that you want to automate populating inside of white board then please get with your success coach on that let's talk about it in detail and I bet you we can probably get it in if they can throw it we can catch it to that end I want to show you an example of that happening live I'm going to take a moment here and jump over to a different test environment where I have a nice little example of this setup okay so use your imagination for a moment here this simple little form with a first name last name email address and phone number this simple little form is an example that's supposed to supposed to take the place of say your Zillow forum or your your own lead capture form on your own website everyone out there probably has on their website some sort of form that allows a potential borrower to put in information and then you'll give their phone give you their phone number and hit submit and you're probably right now getting an email with that submission and then following up with a cell phone call right now that's something similar to that I would bet and then you're typing that information into a spreadsheet or into your old CRM or whatever what have you but it all starts with the borrower putting their information in now what I want to do is is get it into white board so I'm going to make up and I'm going to pick someone from from the past here let's let's do Buzz Aldrin right so does Buzz exist right now in my whiteboard environment okay the answer is no no results have been found so you know I'm not cheating so if my name is Buzz and I'm at your website and I'm typing in my information and I want to get Apollo 11 at tranquility base dot I gov alright and I popped my phone number in so I'm Buzz Aldrin I'm looking for a home mortgage and I've landed on your website I'm giving you some basic information it could be way more than this but I'm giving you some information and I hit submit right from Buzz's perspective that's all that's happened right he's done now from your perspective what's happening well back here in white board I'm gonna type in Buzz and you'll see here buzz has appeared so in that snap of a moment there's buzzes information populated into white board automatically I didn't have to type it in Buzz did all the typing for me okay now the lead campaign at this point if this if this had mortgage data then what we're doing for most of our customers is automating the creation of the actual mortgage right and so the lead campaign is out there remember actively listening is it a lead is it a lead is it a lead and if it is then that lead campaign is gonna take over an email buzz and text buzz and email you and create a call task for you so at this juncture you have done literally zero work you haven't had to do a thing right buzz went under your website and putted information whiteboard automatically snagged it put it in there and if appropriate to to the information being gathered if appropriate dropped it into the right campaign right away that's automation guys that's what whiteboards gonna be doing for you so think about places that you have information outside of whiteboard and what pieces of that you want to get into whiteboard and then let's talk about those with your coach so that we can get that stuff automated for you that's it for today guys so make sure you register for Friday's webinar we'll have another link in there and this is going to be yet another kind of logistics sort of conversation so if if some of these topics don't look relevant to your role if you're an LOA or a processor then it might not be valuable for you to be here on Friday but if you're an administrator or an owner or the ellow him or herself that would probably be valuable for you to be here you'll want to we're gonna be covering things like how whiteboard licensing works because likely you know there's a particular path that our clients follow they they have some number of people who they start with and then over time because they're finding greater success they'll hire folks and they'll need to get licensing so I want you to understand how whiteboard licensing works I want you to know what's included with your whiteboard subscription as well as as well as with your success coaching so that you're not surprised if we say hey we can absolutely totally completely do that custom thing you want but it's going to be a paid professional service I want to help you understand where that line is and then I want to handle any questions you have I've got maybe five to ten minutes worth of content here and then we're gonna want to talk about your questions so Friday can be an open mic or open chat you know stump the chump where I'm the chump sort of session that we that we try to answer any questions that you have lingering about using whiteboard on a daily basis what's possible what's not possible whatever's been and been bugging you and then finally next steps making sure that that you stay with your your stay that goal here stay the path and stay the course that's the term stay the course and get your and get rollin in white board I've heard it said very accurately that the best CRM is the one you use and guys white board is amazing it's really good that's why you bought it but it's useless if you don't use it it doesn't do anything if you don't use it if you don't provide those triggering actions if you don't fill out the forms if you don't put information in then it can't do anything for you and you're left back with your spreadsheets back with your sticky notes and back you know pulling air out so let's not allow that to happen finally if you haven't booked a session with your success coach I've got their links at the bottom so please please please do that and let's be talking about your lead sources let's be talking about any custom needs you might have let's be talking about you know ways to get whiteboard into action getting your you're funded data and your partner data and so on into whiteboard so that you can you can start using it all right that data is useless sitting in a spreadsheet and and that's it we are done for today I want to thank you all for your rapt attention I appreciate your time we appreciate your partnership I'm so excited that we're working with you guys and wish you the absolute best want to real quickly again remind you if you're having any kind of trouble I want to remind you how to get in touch with our team I went too fast firm within whiteboard click support our contact support section right here helps you get in touch with our team need to add or remove a user there are forums right here that you can select if you just need to give us a quick phone call or shoot us an email this is where it lives so once again thank you thank you thank you we wish you the absolute best we can't wait to work with you for years and years to come