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hey everyone tom hall here from blue mortgage today i'm going to show you a pretty end-to-end version demo of blue mortgage to give you a full sense of exactly what's involved in the blue mortgage product to give you a really fair sense of what you might be walking into and using this product i'm going to highlight a lot of the features a lot of the main benefits as we walk through to kind of contextualize the conversation that i'm going to have really there's kind of three main things that i like to talk about so the first one is kind of lead management the second one being kind of your deal flow when you actually do have a live deal what that looks like and that's very intertwined with our integration so i'll talk about that as well and then the final piece is marketing so those are kind of the three things that i'll be walking through so let's get right into it here so as you see on your screen this is actually our home page to blue mortgage now i don't like to spend a lot of time in my demo on this page because really what it is is it just summarizes all the information that i'm going to actually walk through step by step but with that in mind i will give the two second version which is when you're looking here you can see exactly what i just described and that we have on the left-hand side these are lists that summarize that information so things like open tasks your to-do list you know upcoming renewal so if you have maturity dates in the system we'll be able to track that and remind you in the next six months when those are coming up and on the right hand side more visual if you're more visual this might be more interesting to you where the top one is a donut shows your live deals and the bottom one is a speedometer that gives you kind of a track of hey how am i doing this here against my target mortgage volume so all this here like i said summarizes everything else i'm going to show you today but the last thing i will mention on the home page is that it is actually customizable so that's one of our big big benefits is that when you're looking here you know this doesn't have to be your homepage if you like certain things in different spots you could do that so in your blue mortgage version when you get it for the first time you'll be able to come in here and it hit reorder and you might be able to say you know come in here and say you know what i really want you know something like this i don't know i just quickly did that but maybe something a bit more visual a bit more spread out like that you know don't like the list as much it's completely up to you so that customizability really is key i'm just going to hit cancel and i'll go back to the way it was so getting right into it here so let's start with the borrower side here so when i click into this borrowers is what it sounds like it's the people that you'll be interacting with and actually we like to think about borrowers uh as kind of three different classifications so you start with your prospects and that's what i'll talk a lot about today because you know that's the lead management side but when you are through with the lead management process they then become potential clients and so if you're doing a deal with these people these borrowers they are potential clients and then finally when you close the deal with them they become a client to close client so we're going to start with the prospects like because like i said that's really where people use this screen a lot and so what this screen is what you can see is that every single column here is a different stage in your lead management process so starting from not contacted all the way over to in mortgage underwriting and complete right so each of these and they're very kind of tactical steps you can see at the beginning i even have you know not contacted to attempt to contact to contact it so really kind of every step as you're interacting with the lead we can record and we can see here so as i was kind of highlighting each card as a person and with each of these different stages i can click and drag to monitor my pro progress before i get into the progress and what that actually looks like what that means i do want to talk about hey how do we even make these cards in the first place these little white boxes here and the cool thing is that first of all you can do it manually so i can just come up here and hit create borrow or if i'd like to what opens up is basically a little form where i can fill out all the information that i might know about a borrower so first name last name you know what are their current terms their mortgage how do i get in touch with them communication links and maybe one of my favorites the lead source information where i can record hey where did i actually get this borrower so you can do that for individuals or if you have an excel sheet maybe you're migrating from another system you could even import your borrowers so when i click that you can see that from a file i can click and drag a csv or an excel file to actually import many borrowers at once my favorite the last way to do it is through an integration and so this system does integrate with a lot of other systems out there and namely maybe some of the most popular ones are facebook so if you're doing facebook leads we can bring that in we can integrate with your website so if you have a form on your website that people write into we can bring that into here we can even integrate with gmail so if you get a new email coming in we actually have what we call a little widget where it can open up and you can automatically take that contact detail from an email in gmail and put it into the crm last one i'll mention is just a lead aggregator so if you are working with you know big companies that are sending you you know mortgage leads or loan leads we've integrated with those as well so no matter what method you use to get the actual information into the system once it's in here like i showed earlier you could come in and you could say okay well this person here blue data test for example i'm going to come in here and say okay they were not contacted and maybe you know i can see their phone over here so i give them a quick call the cool thing is is that if you do have like an internet phone so ring think ring central that's probably the most popular one this button actually becomes clickable right where i could actually click that and actually start dialing blue data test in this case now i'm not integrated right now so that's fine but what i can do is i can you know call them maybe on my phone i give them a call and after the phone call maybe i don't get through and i just click and drag to attempted to contact and just by me doing that just by me clicking and dragging actually what happens is that mr blue data test actually receives an email from me that says hey you know what i tried reaching out couldn't get through to you those emails are pre-built all you need to do is choose to turn on that automation or not and you can even tweak those templates if you want that's the case if i don't get in touch with someone but let's say i do get in touch with someone maybe jane doe here so when i click in to a particular person you just get a lot more information about them so i can see their email phone number we saw that on the previous page but i get that form that i filled in before this is where it really kind of shows you know mortgage balance emails you know lead source information income information address information i can see all of it here so if you're a detailed person that's great i have that right at my fingertips if you're not a detailed person you can actually just collapse that and it creates a nice more compact space for you so when i'm sitting here and i've maybe collapsed it i think okay what can i do with jane so like what i can actually do is right off the top you can see here so we have the email phone number but the next two are actually different types of campaigns so that's might be the first thing i might want to do where i could come in here and i could say i want to put jane into my actively campaign i do that and just by me checking that box actually jane is going to start receiving emails from me that introduce myself as a mortgage professional give some value add that sort of thing and just encourages them to reach out to you for an introductory phone call if you're further down the line with jane maybe she said hey you know what please send me you know the application i want to get started whether you're using an online app whether you use a pdf we can load that into a template and by checking that box again we're going to actually send that out to jane saying hey here's the application please complete it the really cool thing is that if you do are using as an application one of our integration partners like velocity like finmo that sort of thing we actually know when the application is complete through our integra uh through our integration so what that means is that we'll actually keep reminding jane until she completes her application and then we'll stop that what we call drip campaign so what else can i do with jane maybe i do get her on the phone and i want to write some notes so i could do that say jane is great right it looks like i said that below but i'll say it again and the cool thing with this is actually i can interact with my teammates so maybe jane knows someone or maybe i'm going on holidays and i want my assistant to step in i could tag them so i could say at my assistant's name is jamie so i say hey jamie you know please help with jane right something like that and actually jamie the broker here now is actually going to get a notification from me by the email and also in a bell in the top right corner because i've actually tagged them in a note so it's a great way to really collaborate as i scroll through here i can actually see some other interesting things so i see actually jane i've actually done a mortgage with gene in the past and i can see those details here again this information can very easily come across from one of our integration partners right like file logics like velocity like finmo a lot of these different ones out there we integrate with so if you had done a mortgage in the past we can capture that and that's what's going to go into there we'll talk about more of these mortgages when we get to the mortgage tab and then the other kind of two areas i like to talk about as it relates to just managing jane as a person is the email section so this here yeah i can actually see the emails i've sent to jane again the really cool thing with this is our integrations i'm talking a lot about integrations but they're very powerful in that we can integrate the other using your outlook whether using gmail whatever you're using we can integrate with it and so what that means is that hey let's just say for example you're using gmail so you're in your gmail you're sending these emails as soon as you hit send as long as you use jane's email the crm is going to be smart enough it knows to grab that email and bring it into the system and we do that set up that email integration as part of your onboarding that's part of our services the full history all communications that you have with jane and that's across your team too so if you do have an assistant your assistant is emailing jane as long as your assistant's email is integrated again we can capture that and the last one here i'll talk about just open activities so tasks meetings calls we talked a little bit about calls already meetings what it sounds like it's a meeting with jane and then task may be my favorite just a place where i can say you know i like to follow up with jane i'd actually like to do that on wednesday and i could even assign you know jamie and my assistant to doing that or i could do it myself just keep it as a messy blue mortgage and hit save and that's it now i don't need to have it on a pen and paper or need to you know set some kind of other reminder it's in the system and as soon as wednesday comes around i'm going to get that reminder the system's actually going to say hey you were supposed to do this today you know you better reach out to jane and then as soon as that's complete i can check that off so i get that full history of everything i've done with jane so a lot of great tools to kind of keep yourself up to date of what's going on it's also a really great tools for your team and that sort of thing and so if i go back to this screen here you know when i look here one of the stages that we have is the send portal link and so let's just say jane you know she was contacted i could even either check that box that send the online application box or i can click and drag and put them into sent portal link there and when i do that just kind of clicking and dragging and doing that that sends that application and now jane can you know do the work maybe she works with you maybe you do the application with her and you know you're working through that and this is exactly what we call the transition point the conversion point to converting them into a live deal so as soon as you send that application that lead now long no longer becomes a lead it becomes a live deal for a live deal this mortgage screen is where you're going to manage that and so when i'm on this mortgage screen here you can see that it's very similar to the previous screen the lead management screen but instead you can see that the stages along the top are much more tied to what you probably do the steps you do in actually closing a deal and completing a mortgage so starting with that pending so that's where we would have been with jane to collecting docs to pre-approval underwriting progress all the way over to mortgage closed you know this one having the added benefit of you know i could look at conditionally approved and i can actually see the total loan volume about 2 million over 15 deals for any of these given steps the cool thing is and i don't know if i mentioned this for the lead is that this is actually customizable so if you want to add or remove certain stages or tweak certain stages based on the way you do things absolutely you can do that again that's actually part of our onboarding service so we can actually do that for you so now that you're in here and you have all of these deals again let's talk a little bit about how these deals actually get populated because again for a lot of people they say well this is great but am i going to have to actually type in all this information so again this is where our integrations really come into play so if you're using some of our integrations most of our integrations they get the direct input from the system to come right into here so let's just say like our integrations being velocity phi logics finmo these big mean the big ones if you're using one of those and we are integrated with any of them then what's going to happen is that automatically as you're doing what you would normally do in those other systems you know completing the deal starting the deal that sort of thing what's going to happen is that as soon as you make progress one of those other systems that data is going to come over from those systems and come right into blue mortgage and so you know you can come in here and you can see you know roger roderigo here for example might have been you're waiting for an application and as soon as that application is complete it's going to go to the next stage and then as soon as you're starting to underwrite the deal or you submit it to lender we go to underwrite in progress that sort of thing so you can imagine that this view here is a lot is going to be managed just for you based on our integration but it's just up for you to come in here to see what's going on and to kind of understand it so now that you've done that you've seen this view the data is coming across that sort of thing let's get into a little bit more detail of what it means to really manage the deal within this system here so let's just click on really doesn't matter any one of these jonathan as an example here so when i click in the first thing that might be apparent is you say hey this is very similar to lead management and we do that on purpose right we want it to look like you know what you're doing in the lead management side is the same here because you know what you don't want to have to learn process a process twice there's a couple key differences that i want to talk about so the first one here is up at the top so we have our stages and you can actually see we can see who's on the deal so i can have many people not just jonathan i can see who the realtor is i can even put in a lawyer right as you're looking to close the deal maybe around conditions fulfilled or broke or complete you know who the lawyer is that you might want to be working with and so it's really nice for for tracking that's not the only thing it does there's actually other benefits of the ability to come in here and say okay i was at collecting documents but now this deal is at underwriting progress so i can manually do that or like i said the data could just come over come over as an integration by just but just by doing this what actually happens and this is a big part of our deal management is we have automations triggered on that stage change so just by me saying hey we're at underwriting in progress you can see that automatically the system says okay well i know that i'm done writing at underwriting in progress we need to submit the application to the lender and make sure the docs have been sent to the lender so those two tasks have been automatically made for me which is really nice make sure nothing falls to the cracks but beyond that i can actually have the system and we have this again set up very much like the lead management email setup automation setup all you need to do is turn them on and what i'm getting at is by changing that stage jonathan can receive an email so you know we click underwriting in progress and now jonathan is going to start receiving emails or receive a email from you saying hey the deal is now at underwriting we'll let you know as soon as we hear something back from the lender to take it one step further we even keep in touch with your realtor you know in this case saying hey you know we're both working with jonathan and again hey the deal is at underwriting in progress we'll let you know when we hear anything but even when we get closer to the end our conditions are filled or broken complete maybe you want to start looping in the lawyer and we can do that as well so by managing your deals through blue mortgage not only are you staying on top of things but you're really keeping it in touch top of mind for your realtors for your clients that sort of thing and it's just a great way to build trust among your clients you can do this by email you could even do this by text if you wanted to so you hit a stage just automatically a text goes out to your realtor describing the situation really cool the only other thing i think worth talking about on the screen because as you start to scroll you can see it's notes and open activities and emails very similar to again like the the lead so there's no point in talking about it again but what i will talk about is this area here in which you know i can come in here and i could say okay well for jonathan here i work with i actually am going to need some pay stubs and i need two forms of id so it's really just like a checklist again for yourself internally to keep track of you know what's outstanding in general i need a gift letter because this is how they're paying for the down payment and for any one of these i could say okay you know forms of identification you've sent that into the lender they're reviewing it this one here is complete and you know for jonathan since this is complete i have a one out of two progress and i can collapse that for you know simple management so that sort of thing is really really cool for yourself again if you're working with a team that's useful the other really kind of interesting thing about it is that i can actually compose an email and i'll just change my share for a second and what we have built in here is actually a email template called outstanding conditions and when i put that in you can see it takes all that information that i just put in and puts it in a nice simple email for jonathan you know it says pay stubs are complete the two forms of identification have been sent to the lender um and you know we're basically just waiting for that gift letter so you can change it maybe you want to add in some other things and you can quickly hit send it's a very simple way to manage those conditions so now that we're back here that really kind of takes you through the deal flow management side of things very similar to the lead management but of course we just add in some of these tasks these emails that are very specific to the stage and things you'd be doing at that time so the last thing that i said i would talk about i promise i talk about it's just the marketing side so with marketing i'm going to go back to here and i'd like to think about things in marketing in two big categories again so these are kind of sub categories because you know marketing was my third big category so these are two smaller categories and that is drip campaigns and newsletters so we already talked a little bit about drip campaigns when we talked about leads because you can send out drip you know dripping a series of emails to introduce yourself to send the online application but even from this screen you can send drips so maybe our most popular drip out of all these is what we call our post-close strip so if i'm working really doesn't matter any one of these deals i'll just pick a random one so winnie here and when he closes his deal so i click and drag happens and again this could happen automatically based on our integrations but when that happens winnie can now again based on your selection if you choose to do so winnie can now enter what we call a post closed strip really what it is over five years we have 19 different emails and they can regularly go out and these emails are what you would expect so uh mortgage anniversaries happy birthdays as the maturity date approaches will actually automatically reach out in what we call renewal reminders we'll even send out homeowner tips if it's a new purchase so all these types of things automatically send out all you need to do as a user is click and drag it into this mortgage close call we also have uh what we call a pre-approval campaign again if you choose to have it in your system when i click and drag darcy into pre-approval hey i pre-approved this person now again they're going to receive regular communications from you more so just checking in seeing how things are going that sort of thing really powerful to really increase conversions through the pre-approval the second sub-category under marketing would just be newsletters right so sending out regular emails to your customers so you can do this from your borrowers tab but you can even do it from your mortgages tab saying okay all my close deals all my close clients i'd like to select them all and oh let me refresh here see something's not showing up as it should let's bring it up let's try that again that's what i was looking for so when you click it you can see that this little menu appears here and i can choose to send an email so this is great for like you know happy holidays that sort of thing rate changes something you need to know all your close clients to know about this is a great way to do that you can even send it as a text message so we have this sentence you know say happy holidays something like that easy enough to fire up but my favorite thing to do as it relates to newsletters those being a little bit smarter about it so being able to come in here and say okay um i'm gonna filter and i'm actually gonna say show me everybody who has a mortgage rate that is greater than i don't know 3.5 percent and it's a fixed rate mortgage so let's apply that filter and what you can see happens a lot of my mortgages go away but there are some that remain and the ones that remain match this criteria and so you can look here i got about 14 deals that i've closed actually with a 3.5 or higher interest rate so maybe i could refinance these guys so what i might want to do is come in here select all of them and again i can do the exact same thing shoot an email and you can actually see we have templates for you we have over 100 templates that we're going to give you where you can choose to come in here and say hey you want refinance opportunity maybe i want to do that you know later today and i can actually have it that if someone opens my email so maybe shows a little bit of interest i could create a follow-up task so you're almost creating these cut this mini customer journey uh related to these folks who you might want to refinance the last thing that i'll show you in terms of the marketing and really everything that i've talked about so far i'm going to spend just a minute or two getting into the back end and then we can really kind of wrap things up so um for the back end that's in the settings here but actually before i do that um i do want to just be complete in these different tabs here and really what these last two tabs are what they sound like so partners being you know realtor partners financial planners lawyers people you work with who aren't actually borrowers and for any one of these folks you could click in and it's just like a borrower in which i can come in see their information make notes and the only difference is hey i can see their business referred that's really one of my favorites i could see okay richard realtorson you know he sent me a lot of deals probably a good partner lenders very similar idea in that you can you know if i look at let's just call blue root lender maybe this is a private lender that i work with you can keep track of those a lot of this information just comes again across from our integrations but when i look at someone like blue root lender i can put in some notes so some people like to put in the products certain lenders are offering maybe some information that's relevant but again maybe the most powerful piece is hey what are all the deals i've done with mr blue root lender here and i can see okay just started this one these ones are about to close this one we did close all these different ones here so yeah that's that main area there and how you can kind of manage those different tabs along the top and yeah as i promised to be complete i'm to spend two minutes here talking about the back end and then one actually bonus and then we're going to wrap things up so when we look at this in the settings area there's a lot of stuff here and you're never going to have to know all of that and a lot of this stuff we actually walk through with you as part of our onboarding and setting it up but i think for the purpose of this demo there's two areas i'd like to talk about the first one being templates so as i promised you know we have a lot of different templates here that you can use they come out of box ready to go for you and for any one of these emails you know this is one of my favorites to use as an example is this is a thank you email so right after you close the deal hey thanks thanks for working with me and you can see we personalize it already for you you put your company logo we put in your user signature but if you wanted to personalize it even more you can absolutely do that you just hit that pencil edits and it really opens up almost like a mailchimp type editor and then you can come in here and you can say okay well you know make that red you know maybe we'll throw in a couple images i could even maybe throw in a button if i wanted to leave a review all these different kind of things here and of course you can you know write whatever you want that sort of thing so very easy to customize these these templates and if you wanted to of course you can make a brand new template it follows the exact same editor so that was the one that i said worthwhile talking about and then the other area in the settings we're talking about is our automations workflow rules so again like the templates we give you a lot and this is kind of i was talking about throughout of saying hey it's your choice to turn these different types of automations on or off here's how you do it right you can see on the right we have a lot of things on but when you get your blue mortgage version most of them are going to be off and so when i come in here you can see that there are a lot of different automations we have set up but how they work and how you can think about them i'll just click any example here this is how the setup is and so this is important to understand if you ever want to make tweaks or create your own and really what it is is there's three parts there's a trigger so this one just said hey when a mortgage is edited right so i just want i change the deal the condition on it is that the stage is underwriting in progress so basically what it's saying is that hey as soon as this deal hits underwriting in progress that's what these two things are saying together then what happens is i get two tasks and actually if you remember when i changed it underwriting in progress i got two tasks so this is exactly what was driving it actually what happened also is we stamped the date in the deal so that's cool and what we didn't see is that actually two days later if the status doesn't change if we're still at underwriting in progress we're going to get another task to follow up so for you you can come in here and you can change the trigger or the conditions by hitting this edit button if you'd like and it's all very easy to do or you could even add more actions right you can come in here and send emails if you don't want to do tasks you could even just change certain fields in the deal it's all very easy all very straightforward to do so i'm not going to save those changes so the cherry on top with all of this that i like to say is okay so we talked with the crm at length and that's a huge tool but blue mortgage is built on a system called soho and maybe you saw that as we were clicking around there it is in the url but the bonus with it is that as our customer since we are on zoho you get access to this area which is called zoho one and really what it is is just a bunch of business tools it's a bunch of um each circle here that you see is a different tool that you can use to help you with your business so crm is right there we talked about that great but then there are a couple other tools i like to highlight there's actually about four that i'll run down in probably order of popularity so there are a lot here but the next most popular one is actually sign this is almost like a doc you sign actually a lot of people who sign up for blue mortgage end up canceling their or hello sign or whatever it is because they can use this so that's a great tool there bookings this is kind of like calendly uh so again a tool you can use to book meetings with your customers get time on your on your calendar this is a great tool to do that the next most popular one i would say maybe a social this is a social media manager so if you're getting big doing lots of posts on social you can kind of use this tool to queue them up so you could say you know today's monday and i want to post to go tuesday another one to go on thursday and another one to go to friday all on different platforms and social allows you to do that right so that's really what that does and then the last one when i said four to talk about would be just work drive so this is like a cloud storage this is like dropbox like drive like google drive all those types of tools very similar to this just some online storage that you can use put files there great for your team great if you need a folder for which your borrowers to upload their documents workdrive part of me is very popular for that so that's really it um so that kind of summarized the whole demo there i hope i covered everything i hope i answered your questions if you have any other questions at all please feel free to email me you can also hopefully get some of those answers by simply going to our website bluemortgage.ca here i'll bring it up it might look like this now it might look like this later it depends if we've changed it since i recorded this but you know you can always reference here for the most up-to-date information and if you like i said if you have any other questions at all please do let me know thanks a lot for listening today and uh hope this was helpful i hope to hear from you soon bye for now