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foreign hello everyone welcome welcome welcome go ahead and uh drop a little check-in in the chat if you're watching and we will go ahead and get started here in just a few minutes still going live on all the different platforms good evening everyone hello hello howdy all right lots of people checking in all right shout out to Cameron I see him tuning in all right everybody so if you just jumped on we're just waiting a couple of minutes to go live on all the different platforms and give everybody a chance to tune in here and then we'll get started hope everybody is having a great day today getting a lot done making some phone calls I see some people that are brand new to our mortgage calculator team on here people that got activated today welcome and welcome to the team and welcome to the sales training hello hello hey a lot of people checking in all right let's see here all right cool cool okay looks like we are live on the platform so let's go ahead and get started then so you can take away the chat there Nick and let's talk about what we're going to be talking about today so my name is Kyle Hershey I am the CEO of the mortgage calculator we are a correspondent lender I'm joined here by our president Nicholas Hershey and our sales manager Jose Gonzalez and what we're going to talk about here today on our sales training is how to use a CRM to generate leads so if you're on our team obviously you know we do in-depth training on the CRM so this is not going to be a CRM training but we're just going to talk about the importance of using uh crms to get leads to work leads to nurture leads and how you can do that whether you're on our team or not and so the first thing I want to do here is I'm going to share my screen real quick let me go ahead and share my screen here all right can you go ahead and pull up my screen there Nick and I'm just going to talk about something real simple and just go over a couple of uh Quick stats here on crms and uh just how they can help improve your business in general here and then I will actually take a look at our CRM and go through some of that as well as well is that available yet Nick is what available the can you put my screen on the the screen we're looking at it okay cool oh uh right here great stuff right I'm sorry what was that I think you're Frozen can you hear me a little bit you're cutting out oh okay there we go all right back to life now I see it Okay so sales conversions 391 percent higher when the lead is contacted in the first minute if you are on our team you know that is the motto right speed to lead and here's something interesting that the salesman rate drops by 80 after five minutes so obviously we want to be there within the first minute and as you wait that conversion rate just drops off drastically right but here's some stats more geared towards a CRM which is that companies that automate leads um and automate the lead management see 10 increase in Revenue in the first six to nine months right so kind of more so based on a company but an absolutely great statistic and then over here a real great nugget as well is that businesses or professionals who nurture leads make 50 more sales and it costs 33 percent less than non-nurtured prospects so right there you can see super important uh you know it's not just trying to stay organized it's about actually getting results and the statistics don't lie obviously it works but the key is whether using rcrm or any other CRM you have to work it right it's only going to do as much as you're going to tell it to do in as much as you use it so to pull up our CRM real quick here obviously most of you know how to use this and I'm here on somebody's contact right and obviously I can call them here I can take my notes and send emails and send text messages and set reminder tasks and of course we can send quotes and do all that kind of stuff here but again the system is only going to be able to do as much as you do with it so the key here to using any CRM is really the follow-ups because you're gonna communicate with the client you're going to do all that kind of stuff it's kind of secondhand nature as long as you're following up with your leads which most people would right most people I guess I don't mean follow up I guess I mean actually reach out to them in the first place right most people are at least getting that part done but it's really in the follow-up where most people are lacking so on our team when you click new obviously it pulls up that task where you can set a task to follow up with the client so we're always going to be having that and pushing that client forward word and on our team here if we click edit contact with this is where we can put them on the correct action plan which is going to email them and text them over the course of you know years if they don't respond and that is going to try to engage them now our theme here at the mortgage calculator and uh Nick and I also have a book out which is this is one of the chapters in the book is that a lead is forever and so when you're using a CRM that's kind of the point of a CRM right it's to keep things organized and make sure that no leads drop through the cracks and so you really got to take that to heart and really make sure that you as the loan officer is using it and making sure tasks are set for the future making sure there's action plans set to the contact because just having them in your CRM is not enough right we need to be actually using the CRM to our advantage now we have a CRM if you're on our team obviously you have leads coming in all day right but there is no substitute for calling call call call that is how deals are done whether they are the leads we're providing whether they are a realtor list that we provide whether it is a cold call list or trigger leads whatever the case is there's no amount of maneuvering or uh just emailing and texting that's going to replace picking up the phone right the beautiful part about doing that in a CRM is that it's all tracked and that it can actually equal action right so when you're using the auto dialer here or any auto dialer you are not only calling them but typically like rcrm does you're dropping them automated email and the text message now some people would just say well why not just send the email and the text message because we talk a lot about people tend to respond to Tech more than they respond to more than they answer the phone nowadays right I'm sure you all know that we all know that and so you might think well why wouldn't I just text them well because when you call them first it lets them know that you're a person right if you send them a text and say hey if you call them and then send them a text and say hey this is so and so I just tried to give you a call now they know that you're not just texting a bunch of people and you're not just somebody who's hiding behind something like a lot of uh you know loan officers unfortunately uh you know some some newer loan officers or you know whatever the case may be uh might be a little scared to actually get on the phone which is understandable but the person needs to know that you're a real person that just tried to give them a call so the first step is always going to be the call to get on the phone with them now if they're not answering at that point that's when you're sending texts and sending emails and setting tasks to follow up and all that kind of stuff that we go over on our CRM trainings here at the mortgage calculator but I really just can't can't stress enough how the call is the start of it all whether it's a lead that we give you and it comes in you know from one of our ad campaigns or if it's the auto dialer as you go through and do the calls that is what's putting this the lead into your CRM so when you're using the dialer again anytime you're doing this it's about more than just that initial phone call it's also about the follow-ups and the fact that it's now in your CRM and that that way you can follow up right that's the point of the CRM following up keeping track of everything making sure nobody slips through the cracks so I just see loan officers uh not just at our company at all kinds of companies and all kinds of sales Professionals in general Realtors too we own a real estate brokerage and it's it's it's really the same as well a lot of people just have a CRM they know what it's supposed to be used for but they're just not using it and so a CRM that's not being used is no good right you have to use it and when you're using it you need to get on the phones there's just no substitute for hitting the phones uh you know there's some funny memes actually hit me in Nixie sometimes that are you know what what loan officers or Realtors you know will do besides making calls right people will uh you know buy an entire uh podcast Studio or you know do all this stuff on Tick Tock or something and uh they'll do anything besides make calls which making calls is what's going to generate the business whether it's a opt-in lead or cold call or a trigger lead there's just no substitute from Forgetting on that phone but when you have a CRM and you're using it properly you're you're multiplying the uh you know effectiveness of that phone call right because now it's in your CRM you're using your CRM properly you're following up properly so you're going to amplify that work that you put in to make that call and that way you're not wasting leads and you're not wasting time right it's only a waste of your time if you stop following up that's definitely something that's key so if there's one thing I can stress here is use a CRM use it for what it needs to be used for put in the extra effort to make sure that you're setting your follow-up tasks you're sending people to the action plans so that the little bit of work that you put in on clicking a couple buttons into the CRM is going to you know be exponentially you know pay off exponentially because we're going to let the CRM do a lot of the work for us but we got to put that work in first set it up and when we're in there especially here on our team that auto dialer is your friend make sure you go in there make sure you make calls especially one of the greatest call lists that we have is our realtor call list to call Realtors build those relationships they're they're in there all day you could call hundreds of them right back to back and build those relationships so they're there for the taking and it's something that you should definitely do hit the phones there's just no substitute for that um Jose are you there are you frozen no I'm here okay so what I wanted to do was let me go ahead and unshare of my screen here uh what I wanted to do was just kind of ask you a question and have you talk a little bit uh because when we met Jose you know 27 years in the business you know he wasn't very proficient with crms I guess you could say um but once you started using it obviously our quoting system was a big help for you as well that was a great thing but when you really started embracing it how did that affect your business that somebody who's been doing it for so long somebody who wasn't using a CRM before and you know then started utilizing it to the to the extreme yeah that's pretty good question there that's why when I'm in my trainings I always let them know I put a little part of the training to talk about actually how these leads originate how quickly they come to us because you know when I first started doing this um uh system you know I I wasn't aware obviously where they came from how they just clicked I was seconds later and they're there and they're coming in and all that you know because I had you know the misconception that these were coming from like somewhere that they were being obtained from and you know these are being created right right right then and there you know so obviously uh when we got together to create all of this stuff yeah the the quoting system definitely was a game changer because you know how I was sending out those quotes you know it was just an email it was a nice email I had a nice bullet bullet points and stuff like that but it was just an email I mean easily lost in the shuffle uh no actionable items you know very boring you know just an email you know what could you do with just an email you could do typos and stuff like that is all you could do so no man once uh we got this going with the CRM and the leads and the and the the action plans and all the Automation and just being able to set your tasks and organize everything that's going on a lot better I mean I get people from a year and a half ago reaching out to me that the CRM pinged them you know stuff like that uh so yeah man definitely uh definitely a game changer uh definitely saw the production increase too as well you know with that so uh nothing to say but good really and I was a non-crm person before this you know the cave stuck stuck stuck in this in the Smoke signal days you know stuff like that for sure yeah I mean and for Jose I mean obviously you know partnering with us it was something where it was kind of forced on you right like but it when when you take the initiative Jose had no problem with with getting it done right and so that's kind of one of the things I know some people tuning in are probably uh you know just the type of people who'd you know I don't I'm not good at crms or I'm not good on the computers or whatever the case may be but it's just like anything else if you just take the time to learn the systems a little bit um and put the effort in right the key I think is to not just shut down and say I'm not good at computers or I'm not good at crms right uh it's typically quite simple as long as you have some good training which of course we do here if I don't say so myself since I'm the one who does the CRM trainings but obviously we have tons of you know um tons of resources and trainings and stuff on the CRM and so you know again it's something you just got to get into and tackle and we'll say you know I guess it's so easy a caveman can do it right because Jose was able to do it so just to point there to the people who might be afraid of it or want to shut down just open up to it embrace it and you know it'll it'll make magic happen sure I mean it's not that hard uh it's just just a couple of steps right yeah yeah I mean I was saying that it's not that hard to use it's just a couple of steps and I can tell you um like an example that's going on right now there is an AE that we have that never sends us anything via the CRM there's another AE who's not our AE that is how I find out everything that's going on with that company because she Embraces it and every day I get the alerts it's it's sad that I have to find out what's going on in that company from somebody else other than my AE because the AE is not using the CRM to just send out quick little marketing updates like that right costing a lot of business um okay well I kind of wanted to transition then into Nick to talk a little bit about um you know lead capture pages and how those integrate into crms as well and a couple other things all right sure um yes I wanted to share a couple Pages I'm gonna have to take out my uh my graphic real quick but let me pull up uh just a couple examples just like Kyle I'll just pull up our example and then um from our page and then we'll just talk kind of in generality so I don't want to make this specifically about us always but let me switch up my slide here give me one second pop this over let's talk about that page and go through a little demo here use one of the stuff all right cool and let me throw this back up so the first thing that we want to talk about uh if we are talking about leads is obviously we need to have the lead capture so this is just a simple example of just on our conventional loan program page we have a lead capture form um so obviously there's a million different lead capture forms out there this is just one that we use so we have one up here we also have one down here which is you know the similar but you know the long form um and then there's also links to uh you know another page so few different versions or flavors of our lead capture but a couple things I just want to go over on this page let's just go through it real quick just so we can see how uh you know I kind of like to set them up um which I feel is good but obviously we can always improve we're always doing testing on this so you see it's not very fancy right it's very low uh lightweight on the browser right it should be basically instantaneously loading right there's a bunch of pictures and all that stuff um let's put in some values here just so we can have some money in the system we'll put in the property we really want to have as few um let me put in our off-old office there we want to really want to have as few uh Fields as possible and we want to have auto complete when possible so you saw we have the autocomplete uh so the customer only had to type in the you know basic address and everything else filled in so the customers only clicked uh two things on the other page and now two things here and then typed and then now we just need to know their estimated FICO score and obviously now we need to capture their information right so I'll just pop in some of my info and now we are through the lead capture we've captured that lead now now our cut our uh Lo's you guys are now calling you guys might even be calling me because I actually did a real lead capture page so my phone's probably gonna ring from one of the people that's on this on this uh meeting here uh but now you see we also frictionless instantaneously set them to their 1003 right so we want our customers to be able to go through the entire process frictionless right as much as possible we did have to ask their email and phone number unfortunately that's just what we have to ask in order to capture the lead we gotta get the lead right uh so that's kind of what I feel as the most lightweight example and that's what we use every day but there's millions of examples out there there's all kinds of you know click funnels that do like the long form with like the hundreds of calls to action there's a bunch of different ways to do it guys whatever way you do it nope problem the most important thing is you do it and you put that bad boy into your CRM right so that's what Kyle's talking about unless you're using it you know you can have the greatest ads in the world you can have the greatest leads in the world uh you know but if you're not getting those people into your CRM and and using it and automating it you're really really uh you know missing the phone so I want to switch over to just a general example here and we'll kind of go over the whole thing because no matter what way you do it obviously I have a bunch of fancy stuff going on behind the scenes like we can even capture leads that are just browsing the page if they don't accidentally fill in their full info we'll still try to turn them into leads through all kinds of recapture and retargeting and pixels and all the stuff that you don't see that's in the code behind the scenes but if you don't have this all set up for yourself the best example I can give that I want to show everybody here is for zapier right so this is something that I teach to you know real estate agents and anybody else out there that needs a simple uh way to do it right these are zapier is really just an API for anything right it's an API from anything to anything and that's really if you guys have seen a lot of our marketing that's really how we uh push everything through is an API you know we obviously don't do it with zapier but uh this is how you guys the the average person out there that maybe not you know fully Advanced and have programmers on staff can actually effectively automate everything and anything to anything and that's the beauty of zapier here is it can basically uh automate anything to anything and you can see there's thousands I think there's 50 000 apps that Connect into zapier in one way or another um so this is one of the best sources and it really helps explain kind of the flow that we're going to do right so no matter what you use I like their marketing here because it really makes sense to us right someone clicks on an ad you're gonna get a new lead you need to get those people in your email list and that's a simple funnel right a simple way to automate a step of that obviously you want to make more steps so this other kind of call to action they have here is that they integrate with everything and that's true so they integrate with everything once you get a lead in you can you know email them this is the email icon right this is the MailChimp icon you can add them to your mail list you can zoom them you can add them to a Google Drive document so all these little steps can help push your lead through and automate it through the process if you don't really have your own code per se right so I love to use API I do it for a lot of my clients especially because they don't have these systems robust built out and that's well great you have Facebook we can plug into that you have Gmail okay you don't have your own email server no problem you got Gmail we can still send emails from Gmail to Market your services or whatever so this really works for anybody in any situation and you can plug any lead capture pages and then automate those into your CRM so there's probably 10 000 different lead capture Pages here that work with zapier there's probably 10 000 different crms here that work with zapier uh so you can really connect all those dots easily uh so that's one of the best tools that I can really help explain um here's another just example of just other zaps or whatever when you get a new lead slack this is slack here it's going to slack you know your team or whatever so you can do a slack program as well if you guys know how to do slack you can like have it automate a little bit through there and then obviously the MailChimp thing super common but there's a million different examples of this so I definitely recommend you guys check this out if you're just getting into it because this is really where you can start turning the screws on the automation right if you're not quite automating something as Kyle mentioned I believe it's a 10 return on investment without spending a dollar more just by automating your process right so even though zapier might cost a couple bucks if you guys plug this in you're going to be on the winning side of that equation right you're going to use those statistics to your example of you have to automate the end of the CRM and then obviously you got to automate the CRM in order to take advantage of those stats that without spending a dollar more on ads those same ads the same efforts that you're already doing are going to be 10 more of effective just from the fact that you're going to have a system and as Jose said he was a perfect example he had to get an update from someone else because he wasn't getting it from the person that was there so that's a perfect example of just that little bit of automation obviously makes the difference uh in Jose's daily life there in that example so that's really all I wanted to go through here on this one Kyle unless you want me to go through a more specific example on it no I think that's great just for everybody known what's beautiful on our team is this is all done for us and you know we have the most effective system here uh to do things so great information and just definitely happy to have you know everything automated on our end so I really just want to talk about today just taking advantage you know and just making sure that you understand the power of you know a CRM particularly for those on our team our CRM and making sure that you use it to your advantage and I just can't stress enough you gotta hit the phones if you're a loan officer that's watching this and you think that you're going to survive in this industry without picking up the phone and making calls it's just not gonna happen right even as a loan officer assistant as a junior loan officer whatever the case may be it's just not going to happen you're going to have to pick up the phone and call people you're going to have to do cold calls you're going to have to call leads that might be the wrong number yeah maybe they signed up on Facebook as a lead but you know you call two of them and one of them's the wrong number can't let that discourage you from calling more right that's it it's just gonna happen so you gotta hit the phones and not only hit the phones on the outgoing but also on the incoming right and so I know we can all get a lot of spam calls all the time and stuff like that so it's easy to not want to answer your phone but when you're in this and you're dialing out and you're actually making the moves and making the calls you got to answer every call that comes back in right you can't screen your calls now if you got a person to actually call you back and you missed that call just like anything else it's all a conversion rate right 50 of the people are going to drop off when you don't answer the phone right even when you call them back it's that's it they called they put in their effort you didn't answer they're moving on right and so every single point of contact that you make or that you miss is going to affect that conversion ratio and each time somebody's going to drop off so it's not just about calling out it's also about people call falling in and you picking up the phone now also just a little side note a little less on the sales but uh as a loan officer in general a big part of once so fast forward a little bit from the initial sales part that we're talking about let's talking about during a deal you have to pick up your phone when things are going wrong I always talk about that it's a big point a lot of loan officers don't have enough communication when the client and or the realtor are calling and something's not right and some you know it's about to blow up a closing you're going to miss the closing date the contract is about to expire you know all these different things and you don't pick up the phone you've got to do it right and so not just when you're making the sales but also once you've quote unquote like made the sale and you're actually doing the deal it's just so important whatever the news is you just gotta take it this was my problem when I got into the industry and I was doing calls probably you too right Nick I mean and I was doing calls for you that I didn't want to answer the phone when the things were going bad and trust me we've worked at that bank that had like the worst underwriting and stuff ever so things always went bad and it's uh it's a bummer nobody wants to do it right but I I think what you'll find is that when you're responsive and when you're honest and when you're proactive and uh Jose knows this one managing people's expectations throughout the process you'll find that even when things go wrong sometimes that's when you form the best relationships with your clients when you're in the trenches together uh even some clients they just you know something blows up sometimes they just kind of need somebody to yell at right and if you're there for them to yell at and you kind of took their crap then uh you know they'll work with you or even just trust you or you know feel you know empathy for you right because it's not your fault whatever the case may be it's just I mean I know you know that Nick right like some of your clients you may have had things completely blow up and then they end up doing all of their deals with you because they knew you were there when everything hit the fan right it's definitely a a big thing so be there answer the phone not only dial out but answer it when it comes in Don't Be Afraid whether it's a brand new client or whether it's somebody that's in the middle of your deal that's blowing up either way you gotta pick up the phone you just got to I see a couple people in the chat that's true yep absolutely it it really is there's just no substitute um for making calls I love to follow this uh this guy Ricky Carruth right he's a great uh he's he's a realtor in real estate but he just has a really great take on making calls and you know some some great motivation and it's just it's just so true there's just no way around it you got to make the calls so at the mortgage calculator if you want to put in the work and make the calls with that auto dialer you can call three to five hundred people in a day you know we we've had assistance call 500 people in a day it's a little on the high side that's somebody that we were paying to just sit there and call call call right but 200 300 400 calls in a day is absolutely doable so a lot of people ask me how many calls should I be doing and the answer is all of them all the time when you're not doing something else right so especially as a newer loan officer if you don't have any deals then what are you doing besides making calls every second of every day should be spent making calls then things will start to happen and those will fill in an hour a day of kind of things that are happening and stuff and then you know it's gonna uh you know Snowball from there but I definitely implore all newer loan officers or loan officers that don't have business going on yet I I really what are you doing if you're not making calls right that's that's just you gotta get that to yourself like wait a minute what am I doing how how many things am I doing a day for those eight hours which really in this business it's more like 12 right but those eight hours a day that you're working what are you doing you're probably filling your time with things that you either don't need to or maybe consciously or subconsciously doing everything but making calls right and trust me there's not enough stuff you can do to fill up a whole day uh without making calls I can't think I can't think of things to fill up eight hours a day as a loan officer without six and a half to seven hours of that being phone calls right whether it's following up on old leads or using the auto dialer and when you're following up on old leads just get to it and get it done shouldn't take you that long right you might have 20 follow-up tasks set for that day a lot of them probably aren't going to answer and you're going to set a new test some of them will answer you might have some conversations by the time you're done with your follow-ups you might have got a lot of good stuff done and there's only it's only been an hour or an hour and a half so what are we going to do with the rest of the day right caught up on emails caught up on text and now we got another six hours to call we're gonna generate 200 300 calls we're going to generate more calls back you know etc etc so just um yeah that's pretty much all I wanted to go over today just calls calls calls get on the phone pick up the phone make the calls happen it's not always fun right it's it's definitely funner when they're like the leads that we're giving you right the ones from our ad campaigns and stuff that's a lot more fun to call than cold calls or trigger leads although the trigger leads are good calls too but you know sometimes it's funner uh you know on one list than the other but it's just something we got to do we've all done it right Jose's done it back in the days that's for sure I've heard some of his stories about the the call centers and stuff and when in first in the business where so we had to answer the phone anyway uh and Nick and I have done it too when we first got in the mortgage business and in some of our other businesses so it's just something you know we got to do yeah why don't you talk about floor time Jose so they can get an idea of how they used to do leads back in the day what was floor time are you there Jose or did you beat yourself oh can you not hear us all right yeah my internet's a little choppy here so I hope uh you all can hear me clearly did you hear me one more time yeah did you hear me about did you hear my question oh he's lost in the sauce yeah you're out of here all right yes sir I've been hearing I've been I've been hearing everything I was saying um behind sorry are you have you ask anybody uh back in the day floor time you know you used to have to actually physically be in the office right and physically pick up the phone and physically be there to greet someone that walked in the office it was maybe a customer looking to buy a house right and Jose used to have to he always tells us the MLS wasn't a computer program when it first came out you had to go pick up a stack of papers big old stack oh you okay now you're with us yeah yeah big big old stack it was a book and you'd have to flip through all the pages and everything like that you'd get it like once a week you know stuff like that it was a real but can you explain though how they did the floor time because that was interesting to me how they used to do that and that'll just give some people perspective how spoiled they are right now when you have thousands of leads coming into your phone you know back in the day it wasn't like that right basically there would be some but but the whole thing is you would want to get floor time though because what what it would work out is you know I mean there was exception is out front would answer the call and if the agent who the property was you know their listing agent was there then you would do you know they would pass it the listing agent but if it was like a general call or something like that and you were the floor rep because the office would also do like their advertise their their magazine page their list or that to the office number so people would call into the office and then if it was about a specific listing or to go to the agent if it was in general it would go to the floor person and you would take the call and basically try to convert the lead you know it was a a live transfer basically you know so it was it was good um so how many how many leads would you convert if you weren't there to answer the call none I lived there I lived there in the office bro you know and I I had there with my phone right there remember sink or swim you know so had to get you know what else could you do but as much as you can you know so if I was there I was gonna get floor and if the floor person was on a call they would pass it to whoever next was available and I was always very happy to take the call and um All Those ads were just to get him to call you know and then you convert them to whatever they really need so imagine how how much that hurt though when you guys had to leave for the day and the phone's still ringing right because you you were really going to lose that customer they'd leave a message maybe but uh you know and that's all you got to rely on it might change your perspective a little bit there uh where you guys are getting you know tons of leads texts that do all day and you get your choice whereas you used to have to sit in an office for eight hours and hope that one call would come in or hope that one person would walk in you know man I mean we did there wasn't even that much faxing going on okay so so you if you gotta if you got a buyer you're working with you know you would have to like uh meet them and give them the listings you know what I mean there's no email email you anything there was no email to email anything with nobody had emails only a few people had the faxes so you would just you know send them to stuff or meet meet them and give it to them personally the the offers were presented personally to the listing agent nothing was faxed to present offers totally different way of doing business so now everything everything Jose just explained it took him two weeks we now do in less than five minutes right you guys all we get the lead pick up the phone they get connected with the real person way faster than they did back in the day right it was old school transfers with big buttons and big handsets right so uh yeah we're really we're really spoiled today guys with the speed and stuff but it's the same concept like Kyle says you got to be there right you got to be there got to receive it got to pick up the phone got to take your floor time and take your cut right the the main issue that I see happening now with the mindset of people that have grown up more with this generation is that they all want immediate gratification from something right and it's not going to happen immediately you know like you got to nurture the situation you got to build it and at some point it will hatch yeah we didn't really get into the nurturing part here that's a whole nother course right Kyle that's uh we're just talking about getting them in right once the CR once they're in the CRM there's a whole technique to keeping them satisfied absolutely but first and foremost that's what we went over today is set in reminders to follow up and set an action plans right those are the two most key things uh right off the bat of you know nurturing them and stuff but when you get into the in-betweens is where you're gonna really pull some stuff out as well but you know you all know this that are watching too Fortune is in the follow-up follow-up follow-up follow-up you know everybody knows these things but are we really doing them and I see a couple people in the comments too technology you know spoils us all and absolutely does and because the system will do things for us automatically now it doesn't mean that we don't go do other things and I think that's kind of a a great point and something that I tried to talk about on the CRM trainings is yes put them on an action plan but the system can't automatically call them for you they can text it you know the system can text them the system can email them but the system isn't a person that can pick up the phone right there's no substitute for a person you know uh obviously over the phone is great in person is even better uh Jose likes to do Zoom calls with uh clients or even three-way calls with our loan officers and their clients get face to face that's even better right but there's just no substitute especially when we're remote like this to picking up the phone and um that but first step obviously schedule and follow-up tasks and putting them on action plans at least let the system follow up but it's those in-betweens that say Hey you know we're spoiled but let's use that time for other things right so you don't have to worry about emailing and texting almost worry about calling them right and so half of it is already done for you let's spend our time doing the other half so I think that's a great Point uh there Jose a uh and you know it's not going to be instant we need to nurture them and it's it's easier than it used to be but you know let's not be um lazy right and just say cool it does it for me now let's say perfect it does it for me now so I can do this right we're not giving up our time and saying cool I don't need to do anything we're going to say perfect that's done now I can spend my time on this and so we want to compound our ability here and use technology to you know replicate ourselves and get more done anything else Nick or Jose that you want to go over I think we're pretty good I mean obviously we can go in depth into trainings but I think we just wanted to introduce the concept today um I have a million different lead capture you know demos we could do or you know zapier equations I was going to pull up one zapier equation just to give an example since I didn't have a specific example pulled up um but that was about it okay all right well you can go ahead and and uh wrap it up then I think uh just call Pick Up The Phone pick up the phone and make the calls that way the people are in your CRM and follow up with them and make sure to set things for the Future No lead left behind a lead is forever they either have a task set to follow up or action plan or if you're on our team a quote sent to them and then you're following up on the quotes So a lead is forever no lead left behind it captures the first step that's what that's what we're trying to do today you can't can't even start to use it until you capture them and put them in there so make sure you pop them in there as quick as possible absolutely okay well thank you everybody for tuning in uh you know we do this every Wednesday at 7 pm Eastern for our sales training so we'll see you back next Wednesday at 7 pm eastern time and then every morning we do the daily mortgage rates live where we go over the rates for that day and we do a deep dive so we have another cool topic for tomorrow to do a deep dive into so definitely tune in 11 A.M Eastern as well so thank you everybody thank you Nick thank you Jose we'll see you all tomorrow