Empower Your Business with Lead Conversion Services in Loan Agreements

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[Music] ladies and gentlemen boys and girls children 18 plus you are tuned in to the loan officer podcast with me Dustin Owen and my main man JC John Coleman Dio what's popping dude I am loving that hoodie episode 400 congratulations this is episode 400 man we're still in the OG office Studio it is hey how's the build out coming of the new studio it's empty has a lot of echoey but you know once I clear all the spit cups it'll be good all the spit cups yeah we are uh we're taking over an office that is currently being used by a um tobacco user connoisseur a connoisseur of chewing tobacco so yeah John's a little bit disgusted when he walks in there and he's like what are all these spit cups I'm like don't worry about it it's Florida yeah it happens yeah you don't know about this stuff coming from Massachusetts no we we put in dip some skull when you did papers yeah I got a little Buzz wait you did it with papers no no when I had to like write a paper something oh when you had to write a paper do a skull pop a Aderall bang that out you did that at University of Tampa no I did that in high school in high school oh you were Advanced huh you must have been taking those advanced classes going to that Advance School no no no all right well hey kids we don't condone that behavior I do you ever take out roll never really yo you would go that's you would go Rainman if I'mma get you some I'm serious I want to get you some ad all Revival you would go you would be so laser focused it would be wow youve no I think that's the secret you should that's the secret shout out shout out sponsoring episode 400 of T brought to you by the makers of is it fiser who makes it I don't know one of the two all right well very good no we are building out a new studio so this is episode 400 we are still in our original studio so this is one of the last episodes that we'll probably end up recording in here one of that is really really cool I think you know what the first episode we're going going to have um Mike mallister so Mike mallister Empower Lo Mike's flying in from Vegas to to have dinner with us and then to be on the show that's he's flying here for us like he doesn't have wow I mean it's no Chris Johnstone who flew in from Canada Canada right but nonetheless he's gonna fly in and I believe based on his flight based on our schedule and when you told me you'd have the studio built by I think he's actually going to be the very first official guest in the new studio nice um no this is exciting so when y'all when this drops two days away from the Tulsa event our first event of 2024 we currently have nine events on the calendar Tulsa is it we are already well over a hundred registrations and I just found out the Oklahoma Mortgage Bankers Association jumped on board they're like wait a minute we want to be a part of this so they're coming in as one of the sponsors so shout out to Oklahoma Mortgage Bank Association which once they get it out to their member list I don't see why we won't have 200 registrations to this free event at Cabin Boy Brewery January 11th is the date so if you're listening to this after January 11th sorry you missed it but keep on checking back we may be at a town near you if you want us at a town near you it's pretty simple grab some sponsors pick a venue reach out to my team Nikki over at teop is probably a great person f reach out to and uh we can start discussing what that would look like um here we are January 2024 tlop online is in full swing literally full swing you and Mark have the e-learning platform you're going to be launching that next month I had another faculty call this week all five faculty members are dialed in for all of 2024 so for our members of teop online you are going to receive 84 plus live sales training calls in 2024 plus access to the entire library of training videos which you and I are adding 5 to 10 new training videos per month plus the two dozen downloadable printable Lo resources like all of that is coming at you just by joining the community so that's pretty awesome and we will continue to do for those that are tiptoeing or as our boy Rocky over at ml study buddy calls them silent creepers for the silent creepers who love the newsletter love listening to the show but you have haven't quite yet pulled the trigger to become a part of the community you haven't quite pulled the trigger to invest in your future self no worries we will continue to do one taop exclusive per month and that's going to be the first one is January 19th with she was a previous guest Dr Christy McMullen so I can't wait to have Dr McMullen on because she's going to teach us how to sell and present better so that when we're selling when we're presenting we actually leave with our intended our our intended result which was to build a relationship that's going to generate leads right that's the purpose of sales to have meaningful purposeful presentations sales calls she's going to teach us the best practices to make sure we're not wasting our time so that's January 19th you can mark your calendar or you can just go over to tlop online.com scroll down towards the bottom you'll see it on um the what's happening upcoming events and you can register there that is free that is open um unlike all of our faculty calls which are exclusively reserved for our members by the way we should probably quit calling the things with Dr Christie and like we did one with Mike SMY we did one with Kai McBride we did with Jeff Zer and we called them exclusives but is it really exclusive when it's open to everybody what should we call them instead of exclusive do you think I like exclusive because it makes it feel exclusive okay well it is exclusive if you listen to the show it's for you if you follow us on social it's for you if you get our newsletter it's for you m so okay it is exclusive yeah I don't yeah that's fine but it's not as like it's not Premiere oh Premiere is the faculty cost because that's you have to be part of the community you're a paying member so it's exclusive just not Premiere all right I follow you glad you talked your way out of it yeah hey how about this centerpiece you want to talk about it you want to ask about it not really but since you forced me to it looks like the bottle of tequila that I drink it does look like that nice bottle of tequila I forgot it tastes like ass by the way well don't say that I hate that tequila you know what I'm talking about yes it's the one that looks like a salt shaker it tastes like vanilla it's trash cost like $300 okay well sorry but quit buying it and quit drinking ITN hey I I saw that oh what if I do what if that broke when I oh my it it was once broken I know I could see it was once broken so this is really cool a piggy bank I purchased this if you're tuned in on YouTube it's a um windmill it is a ceramic windmill that I purchased is probably 1999 I was a junior in college and I was doing a study abroad program in England and um some of my classmates and I had taken a trip over to Amsterdam so we are in Holland we did like Amsterdam and we also did Belgium went to Brussels ANP and uh and Amsterdam like over like a long weekend and um you might not know this John because you think Amsterdam you think red light district you think weed oh that's it that's all that's there okay well you have the an Frank house you have van go Museum heard of him um cheese canals bicycles and windmills okay so tulips by the way and tulips so I was there and um there a time in my life when I was like feeling like I had to buy um trinkets gifts for people souvenirs so always crazy as a kid my parents would go on vacation leave me with my grandparents come back and they' bring me like a pocket knife hey son I got you a pocket knife from Mexico thought that counts yeah you know what I don't that was your vacation not my vacation I don't need you to buy me a souvenir like rub it in that you went somewhere that you didn't invite me to souvenirs are what ends up in the garage and eventually ends up in a cardboard box or on that table in the yard seale or that table on a podcast that you can watch on YouTube okay so but this has sentimental value I forgot that I purchased this I purchased this in 1999 and I gave it to my grandmother my mom's mom and my grandmother kept it she kept it she used it it broke they glued it back together that's why the windmill doesn't quite work exactly the way that it should it's designed where you can put a tealight in there so the tealight it'll light it up and the heat was supposed to move the windmill oh okay yeah so my parents have sold their condo they're moving to a 55 plus community and during that they're doing some cleaning out and lo and behold my grandmother's been passed has has has been passed away or passed on or dead for gosh maybe five or seven years now and my mom had still had this and when I saw my parents over Christmas she's like hey do you want this I'm like oh my gosh I would love to have that full circle yes I would love to have it um because it reminds me of an awesome time in my life it reminds me of my grandmother who was the matriarch of our family um and it means something that you know it was kept all this time even though maybe I spent less than $10 on it and I forgot that I even bought it so we're GNA throw it up there plus do you can you name me one book a classic book come on a classic book maybe even a movie Casa Blanca where where windmills were a big theme maybe donot I didn't watch that or read it you were supposed to in English too I in Spanish 2 class all right well anyhow I'm trying to think that's a good question yeah it's chapter eight of the book um and dyot yeah you have donkey hot and and I think Sano pan is his um it's either his horse Zoro or some right and he wants to fight the windmills yeah but what he later learns is is windmills a a metaphor for for all people and and not to fight all people but to respect people for who they are and love them for what they are that's deep it's really deep so anyhow uh shout out to my mom for keeping this shout out to my granny for keeping this shout out to my friends who I'm still friends with Rob Rob my buddy Rob Rob uh was with me on that trip when I purchased this tealight windmill from Amsterdam and gave to my grandmother but anyhow I thought it was really cool that's why it's here yeah okay makes sense that's dovetail into this episode it doesn't dovetail one bit John but hey I like to talk I like to get warmed up kind of you know greas the wheels a little bit it matches your shirt it matches my shirt it matches my glasses it matches my eyeballs and it matches your underwear yeah you bent over mle box I got uh Rick and Morty Christmas boxers on all right who's Rick and Morty are you serious I have no idea cartoon I Think Jesus Christ are they a cartoon I apologize for all the viewers and listeners that had to hear Dustin say what is Rick and Morty is it what or who is it like is it like a brand like Doney and Burke Jesus Christ Calvin Klein or is it a cartoon it's it's an adult cartoon anime is it anime it's not anime it's Maga do you even know what that is make America great again magga my God no it's Japanese anime wow I need you need to catch up man hey I I do my best oh my God I do my best hey you won't let me get on if you let me get on Tik Tok I'll get CAU up no this is great you know what I just learned I just learned I don't think I just learned it but I was it was reinforced my wife and daughter talking last night um girl math have you seen anything that talks about girl math said where are you at sleeping underneath the rock no no so I'll tell you the truth uh my it's not a resolution I haven't been on social media since the new year and I don't plan on ever opening the app again that's deep I can made it five I made it five days I can make it five more a month it'll turn into two months three months I'll be like so I I don't know anyit inst okay well I think this goes back to more than just like five days ago but nonetheless yeah there's a whole entire Trend about girl MTH what is that like like oh well it was um it was buy one get one free so I basically um see I'm I'm gonna butcher it people are gonna laugh at me uh it's it's a way that like you you could say well I had to buy this because it was 50% off like oh we you need another purse no but it was I had to cuz I was saving money correct yeah I saved money by buying this I do that to myself so that's John math too okay or or girl math they say would be uh you return an item that you bought at the store and you're like oh I earned $25 today like you didn't earn $25 money yeah you I felt the same no I felt the same way I returned something to public so like hell yeah I got a $30 gift card that's like my ideology so yeah I do girl math all day there we go all right um how do we get on that subject CU I'm have to transition I'm going to have to and by the way I need someone on our team on social media oh we got the intern starting we got the intern starting so welcome ready go ahead no we'll wait we'll wait we'll let her do her intro okay yeah I don't Is she starting when I don't know there news to yeah jacine shout out Jackie I think it's Jack I know don't call me Jackie yeah I'm pretty sure it's jackqueline or Odell Becky if you're on Tik Tok but nonetheless yeah we're going to bring her on as a uh social media intern like you know we we eventually need a social media manager she's a senior at UCF she's studying marketing she has a an interest in in social media creating reals and video content and and developing a following I figured we need help with our social media with our content creation the universe yeah you won't even log in and Mark says it just it's a bane of his existence so I'm going to go find someone who actually gets excited about this who wants to grow our following who create content and we're going to lean into it it's going to be a 22y old college intern to be 40 years old you think I need to be logging into Instagram and liking come on man yes yes I do and you need to make sure our Tik toks are blowing up but I can't get you to do that nor will you let me get on Tik Tok which is why you don't know girl math there it is in full circle again but I do know girl math you do yeah you call it John math you call that every day all right do you know anything John about lead conversion I do hey time stamp that right now Mark time stamp that where we at I don't know okay wherever we are the episode starts now yeah but some people yeah so I had this conversation with um Brian cvy Brian's a an industry leader um with uh at a at a Nashville Tennessee and Brian and I were on a um a mortgage coach webinar right kind of like Dave Savage of at morgage coach likes to go live We Do It live then he records it and he puts up on his YouTube channel and we did this more for like leaders right this was more for like branch managers area managers divisional president sales leaders in the mortgage industry but something came up in that conversation that I was like oh I had a big aha moment and it was cool how it came about because it was a organic conversation and Dave was asking Brian and I we each lead large sales teams in the mortgage industry what do you think is the number one like Matrix or matric that we should be grading our Originators on is it who pulled the most uh credit applications is it who generated the most leads is it who funded the most loans is it who funded the most volume and we were debating back and forth and Dave just kind of piped in and said you know what I think the mortgage industry should be doing based on my data and my research who converts at the highest percentage I was I was like huh now one could argue well if John converts 50% of his leads but only gets six leads a month I'm crushing it you're only doing three loans a month you are an average producer right okay but what Dave said he goes if you study the people who convert leads at the highest percentage they are also the highest producers because the skill sets that end up being developed the habits that are formed when you focus on lead conversion it also allows you to generate the most leads which then allows you to close the most loans which allows you to have the most units which allows you to have the most credit pools which allows you to have the most volume he said so start with lead generating uh grade and hold accountable your sales teams to those that that that lead convert did I did I just say lead generate I meant lead convert uh make everything about lead conversion everything else will take care of itself I was like huh so I started thinking more about it thinking more about it here we are a month later I'm like let's do a whole entire episode on just that so we're going to title this something along the lines of like dominate your game earn more money strictly by focusing on lead conversion not lead generation lead conversion and then I came up with my five steps for what mortgage loan Originators can do in order to increase their lead conversion okay that's what we're going to talk about let's go you ready to go number one it starts with the referral and if you want to convert leads at a higher percentage you have to make sure you're being referred the right way because if you're not referred the right way that's like getting a bad pass and expecting to make the alleyoop you're not that's like getting a bad pitch and being expected to hit a home run like no if it's home run Dury I need you to lay it right across the table that way I can knock it out of the park right if we're doing if we're playing basketball and this is Penny to Shack Penny I need to have a really good pass so that I can jump up in the air and slam it down by the way I'm dating myself when I say penny a sha can you use me any point guard um you don't even know Mor man you got a long um I mean Steph to who Steph to Klay Thompson but Klay Thompson also shoots from the perimeter he doesn't really the gold state you you're out of it because there the Golden State Warriors are bums now all right well there we go look if Mark was here he would help me out John you're no use but I think the audience is picking up what I'm putting down so step number one is you have to make sure you're being referred better well like what do you mean referred better like how can I be like if I'm not in that person's brain how do I so referred better is working with our referral sources and teaching them how we like to be referred making sure you're referred better is getting rid of those referral sources that don't refer you well or getting rid of those referral sources that refer you bad leads and replacing them with referral sources who who do refer you good leads or do refer you the right way because I just did you and I just recorded a a a training video that we're gonna have hosted on tlop online next month and I covered this on one of my live sales trainings with the teop community where I did a whole entire section or segment on good bad and ugly leads because as loan officers there's such a thing a good lead means you're referred the right way and the person is going to be eligible for financing like they're going to qualify a bad Lead You referred the right way but this person's probably BTR they're born to rent and then the ugly leads they may be 800 credit scored they may have a million dollars in the bank maybe they may make a million dollars a year W2 been on the same job for 20 years they have a 10% debt income ratio and a 50% LTV but they weren't referred to you the right way being referred the right way for me is I want someone to say hey John you have to call Dustin you have to call Dustin because I trust him emphatically to do the best job for you he's the person that is going to advocate for you to make sure your offer gets accepted he's going to be the person accountable to us to make sure that you close on time you have all of your questions answered and he and his team are going to be accessible to you Dustin and his team make sure you get the right loan and that you qualify that's why I recommend solely Dustin right that's I'll refer the right way so when I'm looking at increasing my lead conversion it starts with how am I being referred and I can intentionally work with my referral sources to coach them up on how I like to be referred I can also get rid of or eliminate referral sources that don't refer me the right way or only refer me bad leads and then use some of my prospecting activities to go out and find replacement referral sources who are going to refer me the right way okay so that's that would be step number one step number two y'all if you are looking to increase your conversion ratio which by the way why are we increasing our conversion ratio because it's been proven that those that focus on increas in the conversion ratio will also be those that generate the most leads close the most loans make the most money okay you got to show up online you just have to in today's day and age you have to show up online not showing up online is literally like someone back in 2002 telling you to get email and you're saying no I'll use a fax machine like that's how my the mortgage company I work for it's how we were actually founded right Eric who founded the company his mentor was this guy name by the name of Julius Eric still loves technology he's a tech guy Eric was telling Julius his mentor Julius we got to get computers with email we need to get a server we need to have email and Julius is like nope fax machine Eric didn't want to go start his own mortgage company but Eric wanted to work for a mortgage company that embraced technology well Eric's been very successful in this industry all because Julius as the story was told to me wouldn't get a fa up Julius Caesar how old are we going back I have no idea that was a good joke Julius Caesar did you not get it I did get it John I did get it I just powered right through your jokes are and you're trying to put me on Adderall look at that you're trying to put me on Aderall can you imagine what I would have done you would accomplished talk you you would find 10 more hours in the day if you were on okay we're not we're not even going there you have a better likelihood of get me to eat mushrooms with you okay well start there okay sold sold I will sold all right so but showing up online in 2024 okay you just got to do it that is everything from you do you show up on Zillow to where you have a presence with reviews do you have a Google review page like are you on Facebook do you have an Instagram account are you on LinkedIn are you posting do you have a photo do you have um post do you have your contact information at the end of the day ultimately people will want to do business with people especially like the Next Generation the Gen Z they 100% are going to want your advice they're 100% going to want to talk to you on the phone maybe even meet you in person or do a zoom with you but that's after they've already stalked you online if you're not showing up online you don't exist you don't even know the leads you're missing because so and so told that 28-year-old newly married NBA uh graduate who just got promoted and maybe gonna start a family in three years to call you but when they researched you they couldn't find you on LinkedIn they couldn't find you on Instagram they couldn't find you on Facebook you didn't have a Zillow uh page you didn't have any Google reviews so you just got to show up online and by the way Julius Caesar Rome wasn't built overnight so you start somewhere and you build upon it it's just a matter of taking intentionality and then adding some consistency with that intentionality step number three yall got to be a better presenter you have to stand out if you come across like every other Schmo Tom Dick or Harry Sally Brenda or Mary Karen too thren in there Gotta Throw Ken in there I feel bad for anyone whose name is Karen I feel why would you name anybody Karen like moving forward that you can't don't I think that name is going to be like eleminated like in 20 like 40 hits there's going to be nobody named Karen probably not you know maybe maybe some people um that aren't into pop culture some people who maybe said I'm not getting on social media because it's 2024 shout out to the Karen that's actually sitting next to us in the office next to us though oh that's right yeah um but no become better presenters that is everything from what is your client experience like let's start with how are they scheduling with you do you are you using Kenly like having a simple app that allows someone to click a link look at your calendar look at their schedule and get something booked on their own that sets a professional standard are you just pushing them to your website after maybe you the lead and the realtor texted back and forth three times or are you getting them on a 20 minute Zoom call with you that you can record and send in them afterwards as a followup where you're calling at a home buyer consultation you're asking them the right questions everything from what's your comfort monthly payment or what's most important to you in this transaction what's your timeline when you sit down and do your monthly budget what is it that you are trying to keep your total monthly payment around how much money do you have allocated to go towards this transaction like are you coming across as a financial expert as someone who cares about their overall well-being when it comes to all matters personal finance or you trying to just be an order taker who pulls credit who pushes out pre-approval letters and tries to negotiate interest rates right so step three if you're trying to become the best with lead conversion comes down to your presentation are you using mortgage coach do you get leverage video technology whether it's Zoom like I mentioned or even Co video or Bom Bomb like those are all things that top tier professionals are doing in order to separate themselves so that they have an opportunity to build trust and you want that conversation that they had with you that experience they had with you to look different than if they went to their credit union or they called that 1-800 number that they saw on TV and talk to that call center loan officer so these are things that you should be doing then number four we are talking about lead conversion right John MH lead conversion what do you do to actually follow up like think about that you're in sales you spend a lot of time sometimes a lot of money definitely a lot of energy to generate leads what do you do and actually follow up do you have a system if you don't that's probably step number one right things that you could do pretty quickly you could put together a system that allows you to follow up with your leads better than you ever have and that could be free right you could follow our 31 day Prospect follow-up system which is which is a paper system that would cost you less than probably $30 to put together and automatically your lead conversion would increase just like you could work on your presentation and all of a sudden your lead conversion would increase without taking a whole lot of time effort or money but on top of having a system do you have a CRM like I love crms for so many reasons one the automation aspect two I love having the data housed somewhere so I can easily look it up but then eventually like I need a place to keep notes and if I have a really good CRM and I'm a good CRM user as I become a dominant person with lead generation I won't be able to remember all of the leads but the CRM has my notes and I can tell the CRM when to remind me to call that person next again and when I come to the office it takes all the thinking out of it it just pops up and says the to the eight people that you're calling here to the notes from your last call and then I can from their call and probably the three crms that I would tell someone to look at it's like look if you want something that's out of the box ready to go you're just getting started and you are very much a solo operator check out our friends over at adum a i d i m check out adum if you're really big into like technology and AI I'd also tell you to check out what they're doing over at third floor third floor is an upand coming CRM but doing some really cool stuff when it comes to technology and they are more out of the box as well but if you're a super user of crms and you're like I'm dialed in and I freaking love Salesforce and I know Salesforce inside and out and I have a team and we're gonna scale this thing and we're gonna be Masters like I'll tell you I use jungo I used jungo but it was the third CRM after 15 years of being CRM users we have a CRM administrator who is a super user and collectively we are able to jump into Juno but jungo is a very heavy lift Salesforce is a very heavy lift talk to anyone who loves crms people love themselves some Salesforce but you got to understand it's a heavy lift but when I'm looking at lead conversion and I'm looking at those who do it the best the top producers the mortgage millionaires they all have a CRM it honestly doesn't matter which one it matters that you have one you use it but you have one and you use it because that's the best CRM right the best CRM the one that you use we coach that and we teach that but uh you can check out ADM third floor and Juno but that would be step number four and then step number five you want to take a guess because think about this John we've talked about being referred better we've talked about showing up online better we've talked about being a better presenter up front like what is that initial consultation sound like look like feel like we talked about actually doing lead followup actually having systems in place like what what I love about my CRM it can send a text message an email and sometimes even a voicemail without me having to do anything all based on how I program the CRM so it's working for me behind the scenes in case I get too busy or I forget nothing is ever going to I think replace my intentionality of picking up the phone and calling a lead to check in on them right right sending them a video message and texting it over but if I get too busy or I'm not able B to do that as frequently as I want to a good CRM with automation could do that for me but once we're doing that there's one thing left in the sales process annoy the out of potential leads and clients until they buy or die that's step number four oh that was step number four that's having a system or a process that allows you to intentionally yeah relentlessly pursue All Leads until they buy die or get a restraining order right yep no close strong are you a strong closer well look you you got referred the right way M cool that person stalked you they kind of fact checked the referral source you showed up online they're like okay this isn't a creepy weirdo looks like this person knows what they're doing they have experience I've read some of their reviews I'll go ahead and give them a call they called you you knocked it out of the park with the professionalism and the presentation right you had a cly link you let them pick the time you did a zoom meeting with them you did a true consultation you then sent them that recording hey if you want to share list with your spouse tonight you even told them that you would utilize mortgage coaches you put together some kind of a um presentation for them that walks them through the finan the financial side of purchasing a home and how they're going to build wealth through through real estate you then relentlessly pursued them now they're under contract you got to close strong and in order to close strong you have to study sales script RPS you have to study what it means to actually close and what I would tell you when you go to close someone it's reiterating everything that you've been doing over the past 30 60 90 or even 100 days in the sales cycle you're reminding them hey do you remember John the first time we chatted the first time we chatted you were referred to me by Angie over at Remax and do you remember why Angie referred you to me you're like uh because I'm the person that's going to get to the Finish line congratulations you're under contract I'm excited to make sure that I get you to the finish line and then John remember when we first chatted right we did that consultation you told me X Y and Z and you said that Z was your biggest concern I want to let you know that I've already solved for Z and we're going to make sure that that concern is no longer your concern and John remember when when when I sent you that total cost in analysis I'm going to update that for you I'm going give you three examples three examples for you to pick from or three not examples three options I'm gon give you three options John again like I told you when I first met you it doesn't matter to me which option you choose because I'm not going to get paid any different based on those options what matters to me is that you feel that that's the best option for you that you sleep good at night and that I can become your lender for life and most importantly that I do such a great job you're going to refer me all your friends family and Neighbors so here's what I'm going to do now that you're under contract I'm going to go ahead and I'm G I'm going to price out some some scenarios for you I'm going to figure out what works best for you and your goals I'm going to send you those three options once you receive those options you and I are going to hop on another call we can use my caly link so you can schedule that call with me it's only going to be 15 minutes I'm going to answer any questions you have regarding options a b or c once you choose that option I'm going to get you locked in I'm going get you over to my processor so that she can make sure we get you closed on time and I'm make one more promise for you John during this process myself or someone from my team will be reaching out to you every single week to give you an update on how everything is going and also to get some feedback from you to make sure that we are meeting all your expectations right that is something that a closer would say that is that is a type of dialogue a closer would have with their client so that all of the work that you did up front is going to allow you to take that lead and convert it into a sale h step five of what to do in order to increase your lead conversion and if you just focus on those five things I promise everything else will fall in the suit right your real church will start loving you because you're dominating lead followup and because you're dominating lead followup you're helping them convert more more leads into transactions now they're going to refer you more and they're going be more willing to refer you to other people in their office right like it's a it's a full spectrum of what you as a professional could and should be doing so maybe maybe we've been a little bit off the past five or 10 years focused solely on lead generating maybe if we focus on lead conversion we would trust that lead generation would just follow suit and I want to give you know thanks to Dave Savage for that like Dave was the inspiration of today's episode and hopefully there's an originator or a realtor even who's tuning in like damn yeah I could apply that right like I could apply if I'm a real estate agent I could apply a lot of what was taught right right now to to my business if I was a financial adviser same exact thing right if I sold life insurance if I worked at Tom James selling clothes you're getting my drift if I'm in any type of sales role if I just focused on what I need to do to increase my lead conversion everything else should take care of itself and I would find my myself as being the most admired the most respected and the one of the top producers in my industry solely by focusing on increasing lead conversion well said Dustin you inspired me to get out there and crush it probably not John but hopefully I I inspired a few thousand people to look at what they're currently doing and focusing on look you start with one or two always focus on one or two activities that you can lean into do consistently and grow in order to move the needle because we get as James Clear teaches through Atomic habits 1% better per day and as Julius Cesar taught you Rome wasn't built overnight he also said I don't need that goddamn email just stick to the facts machine well that was not Julius Cesar yeah but that was a gentleman by the name of Julius uh somewhere in the great state of Wisconsin but John do you have any party words for the people before we sign off for today I do natural disasters the biggest ones are predictable by the position of the planets in respect to the sun all right look that up was that a Netflix special or was that a YouTube video Deep YouTube I found this YouTube channel that talk that was so good all right well you are that much smarter because of that John I thank you I love your Athletic Club Snoopy yeah got Snoopy on the hoodie listen y'all his name is John Coleman my name is Dustin Owen you have just tuned into an episode of The Lone officer podcast if you're a firsttime tuner inner please know we're on YouTube Spotify apple or anywhere that you can find podcast do us a favor go back and watch the previous 399 episodes and come at your boy there you go give us a festar review give us a thumbs up give us a follow but give us a share not just once not twice but the three people that you think would benefit from this type of content if you're a morgage originator check us out over at tlop online.com sign up for our free newsletter check out some of our tlop exclusives and keep on tuning in we're going to have a great 2024 and we're going to have a great 2024 because of you not you John Coleman but you the people who are tuning in or watching us on YouTube he's John Coleman I'm Dustin know and that's all the time we have for you today but we do look forward to catching you on the next episode Peace [Music]