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what's up mortgage coach community dave savage coming to you live out of portland oregon i think this is the first uh interview i've done in over two weeks where i've actually been in my base camp headquarters and i am interviewing clint hammond out of columbia north carolina or south carolina so i caught it i caught it south carolina good to see you man you too man well you know last time we did this call like this i don't know if it was one year or two years ago but we we we called it a hyper local modern mortgage experience and you you lived up to that billing in every way there is today we're going to talk about optimizing your conversion because for the amount of volume you do your your conversion rate is pretty pretty special and and i just think it would be a great conversation like how are you optimizing conversion and then i'm sure there's things you can do that you're not doing but let's let's just give a conversation to everyone that no matter whether they're new in the business whether they're doing less than 100 million whether they're doing 200 million and they're trying to even go to another level they can get some meat from this conversation sure so so clint real quick if you could just describe your current production for the year and last year and give us an overview on your your mortgage platform yeah um i'm the the branch manager here in columbia uh producing branch manager i've got one of the loan officer uh he he does his own thing does a great job travis wright but my team is basically myself i've got a an assistant uh aaron killen and my processor catherine trobe and then we've got a another uh uh sort of floater i call her she uh valer uh val lahu she helps whoever needs the help on any given day so that's our structure um from a production perspective you know we did 477 closed loans families served in 2020 for about 126 million and some change uh this year we will close uh about that same number of units if not a little bit more and dollar volume will actually be a little bit better loan amounts have improved so we'll probably be somewhere in the in the 140 150 range for production this year when it's all said and done um you know and and and we are a very hands-on group i mean i'm talking to everybody i'm i'm on the phone with each client i'm putting the strategy together with each client um and and and a very hands-on loan officer we're not we're not you know we're not doing a ton through the automated version where we're not really building that report it's a very relationship driven business so you know to hit high production numbers it's amazing still to me that we're able to do it with the way that we do it but it's because i've got a great team and obviously mortgage coach is part of that team well you you really epitomize a a high touch hyperlocal but when it makes sense to use technology to improve the advice or improve the communication you guys you use it so it's this really beautiful blend and you know so anyone listen to this 400 you know over 400 families served you notice you know it wasn't loans it was families so there's this culture of you know families not files uh and then i mean 150 million dollar producer i mean that's an epic amount of production you're killing it uh let's go through conversion you know what how many leads have you generated uh you know how do you calculate conversion well i mean the the calculation for conversion i just look at how many times we plug somebody in the system and pull the credit report and put put something together for them and then how many closed loans does that mean that we've got so you know i i actually don't have that number sitting directly in front of me i think i sent it to you but it's 650-ish uh prequal loans have gone in this year and we've closed uh through the 12th anyway of october we've closed 360 or whatever it is but it's about a 52 percent credit pull to uh to actually funded loan um and that's the that's the number that i look at because you know each one of those leads that comes in the door that's a conversation that's at least one conversation if not multiple um and that's where my time is obviously spent i try to stay in that space where i'm advising directing assisting uh strategizing etc with with each client so the fact that i can convert that number um is you know that that's where i i want to push that number as high as i can get it so you know the fact that we're at 50 or better when you account for credit fallout and non-qualifiers etc i think it's a pretty good number yeah and so guys the numbers that you can send it to me is is actually six 78 credit polls divided by 358 loans funded which makes it a 52.8 um you know funded to pull through rate so guys that's that's exceptional if you're watching this i i'm telling you nothing would give you more value than to figure out your conversion and guys that's one way to look at conversion that's i'd call it the the the tail in because you got closed loans but lots of times and when we did the the tc well not dead we still do the tca a day challenge and we do some group coaching we we look at credit pulls versus disclosures so we're kind of looking at the front end like how many times we pull a credit and we really opened a loan so even if it didn't funded it was converted uh and obviously the number would be higher you know it would be probably in the 60s if you really looked at it looked at it from a front-end perspective so that's that's one thing i want to throw out to the community what is your conversion uh and and feel free to tell me hey front end and then back in funded and and just know that there are a lot of loan officers that have over a 50 conversion now that does require a quality referral source these are not zillow leads uh so describe your lead source real quick uh 70 if not more of my business is is borrowers coming back to me for for the next transaction or for a referral from my borrower that that is the that's the bulk of my business the other 30 is uh i've got five or six very good realtors uh that are close tight-knit uh partners of mine uh and them plus about three or four of my financial planners uh that that's where that other that's where that other 30 comes from so they're all very warm referrals they're they're the solid hand-offs from trusted source did you i know you listened to some of the content in the mortgage coach community and and last year at the modern mortgage summit jeremy shared a script for how he asked current clients for a referral so like when a client's in escrow and the way this all came out was he was looking at his conversion report and he said my single highest conversion lead source was when i get a referral from someone who's currently in escrow like past clients really high referral leads really high but his single highest conversion lead source was a client in in process do you get a lot of referrals from clients in process and have you heard the script yeah i mean my script is um off the top of my head i'm not remembering jeremy's script because he's probably a it's probably similar to mine but mine is often very casual and uh i like to just drop it in there that i don't mind one single bit if somebody wants to hand my phone number out to somebody that might need my services you know especially if we've solved a problem when you've overcome some sort of an obstacle or you know you've hit a you've hit um what they otherwise would have thought was like a stopping point or a stumbling block and and you find a way to to work through it or around it or to come up with some sort of a contingency plan and they're ecstatic and that's a great time to say and all you owe me is is a is a referral of at least you know two people in the next six weeks and we'll call it a deal all right well let me let me share jeremy's real quick because one of the things we call this how to how to optimize your conversion one of the ways you optimize conversion is your lead source and this is a great lead source for everyone listening to this whether you're brand new in the business you got a few loans or whether you're experienced you got 20 loans um or you know if you're closing 500 loans a year you got a lot more than that but he waits until someone's in the process and i'm gonna put a link down below so you can hear it from jeremy himself and so they're beginning the loan process and he waits until they say thank you and usually they say thank you at clear to close they say thank you and approval so he's kind of waiting for that little magical moment where they're like thanks and they're feeling the love and then he sends this email and clint i would love for you to test this and he's got it like a template where he literally just says the same thing we love helping you can you help me with something my goal this year is to work with more people i like can you introduce me to two people i should know or that i can help and and and and i've had a lot of folks just tell me like hey what i'm doing works but they've implemented this one thing when someone says thank you email hey i need your help what do you think of that script by the way i like it it's short sweet casual that's perfect that's what works so give it a give it a whirl and let's see if we can get you a few more referrals over the next couple of weeks all right and everyone listening uh this is live in our facebook group so if you have a question uh for clint while we're talking put your question and comments i'll bring it into the conversation so let's let's break down okay forget about lead source now you get a lead what are the key steps in the key things that you do that you think optimize lead to loan conversion break that down for us uh the the first thing that i try to do personally i'm sure there's other ways of doing it that work just as well but i try to take everything out of the mortgage world in terms of uh jargon etc and and basically say look let's let's talk real life stuff um and we start talking about hopes and dreams the the wish list so to speak of of what is going to at the end of everything when the dust settles what's going to make them uh ecstatic to have talked to me uh so i get a good sense from the 10 000 foot view of what we're trying to accomplish uh and then we kind of jump into the to that nuts and bolts conversation of gathering information if they hadn't filled it out on the website uh and and basically birthing the baby from the standpoint of putting everything together and then from there i basically let them know uh you know by the end of the day today or you know tomorrow what you know whatever my time frame looks like i'll i'll be sending everything over to you uh don't feel like you've got to pick it up click the link and immediately become an expert really what we want to do is after you've had a chance to get it let's get on the phone so i can walk through everything with you and then we'll figure out what's the most efficient way for us to accomplish what we're trying to accomplish and and you know so so from there it kind of sets them up to know that we're going to be getting something a little bit more than a a refi proposal for example and if it's a purchase you know i'm i'm not talking about a prequal uh i'll let them know i know your realtor wants that prequal letter i know that you want that uh pre-qualification letter that's going to be a byproduct of this of this conversation what we're really going to do here is we're going to build a financial strategy that helps you basically get from where we are right now to the house that you want to be living in and so it sets a certain tone on the front end for how uh for for how they're gonna their expectations are gonna be for the rest of the relationship uh at least on the front end so so anyone listen to this you know this came out in i've interviewed shayla gifford on her perfect pre-approval process plus she delivered one of the keynotes at the modern mortgage summit and and and i've interviewed a lot of top folks and they're playing a different game you know like most loan officers are playing the transaction game and and they're just you know i close the load on time i've got great rates i keep my promises i'm a problem solver i'm a hustler and again i'm making it up but you get it they're playing the transaction game and clint is playing that i'm going to help you achieve your goals dream and your dreams and he's finding out information beyond the transaction so you're just playing a different game and and a lot of folks loan officers think well that takes too long i'm too busy for that and you know guys clint does not have that big of a team and he's closing over 400 loans a year i got four kids and you got four kids so speak to that like for the loan officer it's like oh you know i don't have time to you know do that uh tell them tell them your vision on well i would i would say i don't have time to do it another way um to me to me the uh addressing what their needs are cutting right to the chase and getting right to what we want the the end objective uh to be to you know like i said how everything sets up and how does it look once the dust is settled um that's that's the meat of it right there so getting right to that uh the simple data entry portion is going to be the same regardless of what your methodology is uh and then and then you know knocking out the mortgage coach to get that strategy or the starting point for the strategy at least put together that's quicker than me sitting here trying to put you know four or five pdfs or spreadsheets together that i'm going to email over to them that you know who knows whether they'll be 100 accurate or not or whether it'll it'll make any more sense i just try to put it out there in such a way that when we have that follow-up conversation you know we're five six minutes into into the call they've got a good grip on what it is we're trying to do and we can wrap it up and move it forward so i can move on to the next um to me i don't have time to do it the the way that it feels like many others are already doing it so time's not the reason got it so let's let's go through the whole whole thing so you've asked hopes and dreams now you're giving every family a total cost analysis could you walk through when you're doing that on purchase and when you're doing that on a total on a on a refi i mean i'm doing a total cost analysis on on every beat it doesn't matter the price point it doesn't matter the the transaction type uh because i mean i'll say the same thing here that i say to my borrower which is i i don't i don't know what's going to make the most sense to them i know what's going to make the most sense in terms of which options do we need to discuss but as far as what's going to actually make the most sense to them the only way to figure that out is to stack up two three four options and figure out what direction do we feel pulled based off of what looks and feels to be the highest and best use of our time and money and the resources that we've got so um i'm doing one for everybody so it's not like i'm picking and choosing who gets one they're all getting them yeah and guys notice the you know the humble he's just humble i don't always know what makes sense i'm gonna ask questions i'm gonna crunch the numbers and and guys i will tell you you know even loan officers that close over 400 loans a year a lot of officers that close over a thousand loans a year they get surprised like oh i didn't i didn't see that it's all done and and so and i see a lot of loan officers like oh i can ask three questions and i don't know what makes sense for them and and and you know what if you think that it's because you haven't done it the other way you have it been humble been curious ask questions give options and you just haven't seen like oh wow there's another way to deliver value so so walk them through your again it's your mortgage coach total cost analysis experience but but you know guys you can just call it your advice experience like when you go from i've asked you questions now i'm delivering you advice and i'm presenting strategies talk to us when that happens and how you do it well i mean so i i once i have sent over the the mortgage coach or once they've got the tca we get on the phone we both got it pulled up in front of us and we i walk through very very quickly actually in fact i don't do much of the talking on that follow-up call what i basically do on that call is i just we run through the two or the three or the four strategies that i've put together and i give them a very broad brush here's the thought process with this one here's the overall thought process here here's why i included this one etc now you take the mic it's your turn tell me what your thought was when when you first opened this up and looked at it tell me what questions you've got what intrigues you what do you feel drawn to uh etc um and then and then from there we will get sort of down into the more of the nitty-gritty so to speak and it's usually no surprise we usually are going to be drawn if i send them four options we're gonna be drawn to two of the four and so we'll go deeper dive into those two and then kind of uh uh you know chop up what are the differences in these two and then and then they kind of have a good sense of what direction they want to go at that point so they've done most of the talking by asking me questions for clarity for you know further detail etc uh because they know their finances better than i'll ever know i'm going to see them but i don't know them i don't feel them i don't live them they're not mine and so so by matching it up with with what uh with what their approach is it gives them a it gives them a different perspective on it um and and how to proceed with either you know buying the house that they thought was too expensive for them but they've now found out that they can afford it and they can do it in such a way that it works or or you know the the refinance that that frees up six seven hundred dollars of cash flow a month that they didn't think was an option and now all of a sudden they've got a better path towards retirement or a better path towards how we're going to pay for uh little little johnny's college experience uh because we sure hadn't started saving yet you know just the different things it's gonna they're going to come to their own conclusions and normally the right conclusions if i've done my due diligence on the front end by putting those out the right options in front of them and sometimes just to miss sometimes you miss on all four and say hey no big deal i'll take this one out replace it with that take this one out replace it with that shoot you an updated link and and and we'll do a take two you know um but most of the time one of those first several options resonates with with that borrower love it so let's do this because the i really want to help everyone that listens to this optimize their conversion and and so you've i think you've covered the the questions we're not getting into details on that and guys there's a lot of interviews in the mortgage coach community uh if you want to get all the questions that top producers ask and just listen you know when i interview top producers i've got a whole series of interviews called how does different loan officers use mortgage coach and and to do a total cost analysis you got to ask good questions uh so just listen to those so let's let's talk about um give it a total cost analysis you want to do a purchase or a refund first i purchased ready um so let's do a purchase when now what percentage of families come into your office now um not a ton not not a time most of it's digital and yeah it's a it's a i'd say five percent at most are coming in here for these types of conversations but you know it still happens on occasion okay but let's focus on the the most common uh it's digital um do you give them the link while you're talking to them do you email it before you're talking to them when do they actually get the link to the total cost analysis on a purchase most of the time it'll vary depending on the situation i mean you know the the the uh the guy that's going to look at the house this afternoon who i've just now gotten on the phone with uh this morning he i i get the quick and dirty information so i can quickly move it and get it sent over but most of the time the more standard would be i put everything together and try to get it over to them within a 24-hour window of my initial conversation so that it's fresh and and then we and then we normally try to set that follow-up call within 24 hours from me sending the link so hopefully if everything goes the way that i like for it to go uh initial conversation to uh to actually follow up conversation reviewing the mortgage coach together all happens within a day day and a half okay so so first initial conversation where you're doing discovery also call it the high trust conversation how to describe it and then the presentation it could be same day and then it could be you know next day but it's as fast as it needs to be to develop service so so let's pull up let's show your desktop and why don't you i don't know if you want to just create it or you want to show it um what do you want to do you want to show but what i did was i pushed over this loan from our loss but i have not done my work on the mortgage coach side of it uh i was going to just run through it quickly because it only takes me about three or four minutes to get that part done um you know it's a it's relatively quick and dirty process so it would be start to finish on what i do for the mortgage coach if you want me to do that i'm happy to do it or i can pull up one that i've already completed no no no i okay that's another thing you know we all the time especially when we're selling a mortgage coach they're like how long does that take and we always tell them it takes less than five minutes and a lot of people are like skeptical and i'm like you know no i mean even if you don't have good keyboard skills i mean give me two minutes to do a tca so why don't you show your screen before you start creating it i just want to make sure some folks see a few things on your screen so show your desktop and mortgage coach now before you dig in click on settings in the upper right-hand corner settings and yeah i want you all to notice that clint has created 2588 total cost analysis uh i'm actually going to write that down 2 588 and go go back up to the top and they have been viewed sixteen thousand and seventy four times so guys that you know i'm just doing rough math i mean that's like seven eight times per tca that whether it's a family member a realtor someone is clicking on it so like every one of these he's creating they're getting viewed like over six times so so that's that's a lot of value uh and i just want to remind everybody if you're a new loan officer watching this click you see where that that red don't click on it but you see the red badge for your grand master badge put your mouse over the top of it don't click on it and then you see that little box to the right about two inches it's a box with an arrow pointing out of it just to the right click on that box yes yep click on that so i just if you're new you start with white belt you create 20 tcas you're an orange belt a blue belt a purple belt 100 tcas is a brown belt and then once you've done this 300 times you know you you're pretty damn good at it uh i don't know when did you feel when you first started using a mortgage coach how many did it take you to where you're like you know what i got this thing down not many um once i ran through probably i don't know 20 20 20 to 30 somewhere somewhere in there i mean um it actually probably didn't even take that many to be honest with you i mean once i kind of got my bearings on where things were uh it was which i'm not the most computer savvy guy in the world in fact i'm i'm probably well behind most people in terms of my technology skills um but once i had done probably 10 to 15 i i i i had it down pap well we always tell people 20 is the magic number you know if you could do 20 within a couple weeks no more than a month you're good to go you'll be able to do these in five minutes or less so let's let's get into it let's build one out i'll let you take it from here and i do want to kind of time you because i want to i don't want to like necessarily teach people how to do it because we got trainers to do that but i really want you to kind of prove out to people that this is a pretty fast process so i'm going to say go and will you tell me what to say go well as i said my the only background i was going to give you was that uh i i the integration with our loss i pushed this loan over but nothing has been done on it other than the fact that it's got the borrower's name and stuff in the filled in so and footnote for anyone listening to this you know we integrate with most crms we integrate with you know pricey engines optimal blue uh the company that clint works with they have integrated mortgage coach into their proprietary loss and it it does save times so uh you know you have to have the enterprise edition so if you're listening to this and you're not working for a company that provided this then you may not have the enterprise edition you may be using what's called the broker edition of mortgage coach uh and the only integrations that come with the broker edition mortgage coach are an integration with jungo and an integration with homebot and also our newest partnership with lone sense which is a student loan optimization program so anyways we'll check it out okay so it's it's in your automated tab go ahead and show us what you do so pull it up oh man i'm gonna hit i'm gonna hit um timer's going man all right i'm even going to change his name because he goes by bill not william and i'm also i also like to have the phone number in the right spot don't really worry about too much of this stuff and so he's doing a purchase kind of fast tracking things a little bit here that's right we're just the question we've got is how much down basically so i'll just call this one we use cash to close so he's always even if you integrate this from optimal blue you know you want to be thoughtful and strategic about the titles how you're positioning it for the family um i don't break everything down i just i prep my total my totals um off and just split out my lender fee versus other fees taxes and insurance did port over as did the mi i'm gonna add another product we'll call it 10 down copy it by the way guys he's using some templates here so there's some templates that you've set up your company is set up no it's it just it that's why all that was blank is i'm not using some of those templates all it did was just push over loan amount and purchase price got it so you you might be able to speed up what you're doing here i'm doing four products for this one wow well even not using templates you could have done a well looks like you are using the copy feature you're copying it from the previous program so that's another one over yeah so he's copying from the previous program and while he's doing this by the way guys we're at two minutes and 15 seconds we do have integrations to closing corpse and other fee automation solutions that could have made some of this faster and more detailed uh could have also used some templates but to say this is your workflow and you know we're seeing how it works four programs analysis click through i i don't where i check myself i come over here give it the quick preview boom preview so guys we are right at two minutes in 56 seconds and look at that ladder's up with cash to close ladders down with monthly payment which was what my objective was got my little review down there everything looks good i'm ready to roll so wait hey go back to that real quick i just want to see that and i'm going to stop recording so guys it three minutes and 15 seconds i just stopped recording and and look at that it's got his his personal brand it's got his company brand you scroll down at the bottom we have a you know awesome integration with experience.com so his most recent five-star review is showing up and he's got four options to help a family make an informed decision with full transparency around down payment options uh so walk us through it yeah so and then uh you know after i've checked it i generate my link and then i pull up my email and i go right here to my signatures edge for purchase boom it fills out what i want to fill out so then i just put a hyperlink for my edge here i put a the raw link down here i attached the prequal letter along with our home journey uh pamphlet or it and hit send and borrower has tca uh prequal letter as well as our our welcome packet so you know three three minutes and 45 seconds if you add the email piece right love it and uh someone just commented on facebook jeff just commented said mortgage coach is awesome thank you jeff uh classic example scenario four options sent one last night at one a.m uh this email came through and it took me about five minutes um so anyways thank you for that nice comment and it looks like your customers are loving you uh if you do jeff if you do have any questions let us know what they are and we've got guy you know we got a dozen people that are coming in and out of this live right now so if anybody has questions let us know what they are so anything you think you need to share on that purchase or do you feel like you know that's the key and is there another key to your conversion you know is it really as simple as ask great questions at the front end that are beyond the transaction deliver options and that is obviously you're executing great service standards obviously you're a likable highly personal person that loves people but is there any other like key ingredient to your conversion yeah i mean i think that i think when i when i tell somebody and it doesn't matter it doesn't matter if it's a first time home buyer buying a 135 000 house or if it's you know the guy buying the two million dollar place down in mount pleasant you know the way that i approach from the beginning and saying that we're going to do a financial strategy for you i think that that resonates with the full spectrum of borrower it doesn't matter who it is so if it's the if it's the 26 year old newlyweds that are buying the starter home and i tell them that they're going to get a financial strategy nobody's ever made them that important because i mean it and i mean it i'm very sincere about wanting to put them in the in the best possible strategy because i know that in within five years there's going to be some job changes there's going to be the possibility of addition of children and there's going to be a scenario where they're most likely wanting to make sure that they can come back to me to buy the house that's going to meet their needs at that point when i'm talking to the high net worth guy buying the buying the the million dollar house at the beach and i say i'm gonna put a financial strategy together well that's what he expects that's how he's treated most the time anyway and if you don't treat him as such then you're not gonna get that deal so i think that by showing that you genuinely genuinely are trying to put them in a position to succeed whether that's me closing a loan for them right now or not if i'm giving them the information and the tools that they need to ensure their success from a financial perspective that's they're they're going to convert you know they're going to convert so it's the but it is that financial it by the way is that what you call it like financial strategy do you call yourself a loan officer do you have another term i'm a mortgage planner i'm a you know how do you position yourself with the family and how do you describe yourself at some point in the conversation and and and what do you call the total cost analysis do you call it your financial strategy or what do you call it yeah yeah i mean i i i i will title my email total cost analysis and pre-qualification but when i'm referring to it uh in conversation with them that it's the strategy right i mean it's this is the this is the the hub we're going to come back to this whether i've updated the link 17 times or how many times we've viewed it or changed from this property to that property etc that's where we're always coming back that's the meeting point because that's where we can sort of really flesh everything out to make sure that what we're doing has them on the right track and you know that's another thing that that i'll say a lot is the second that i feel like we're off base or that we're not moving in the right direction that's that's normally where we're going to see that is is through that total cost analysis review we're going to catch something um but yeah i mean that it's that's the strategy that's the hub that's where it all goes down is through that mortgage coach um link beautiful well i loved how you did it thanks for showing how quick it is does a refi take more time or less time yeah about the same it depends on it depends on how cute i want to try to get with their options i mean i can do a refund real quick if you want me to are you kidding me yeah i'll put you on the spot and do you often show like hey here's your current loan here's a refi loan and then here's an option where if you prepaid your mortgage look at how fast much faster you could pay it off do you do that move very often um not with my initial link so so that that's actually a good question from you there uh i used to what i started doing was actually just sending them over the the sort of the raw data so to speak and and then on the follow-up call i say okay we've got a couple of options i can apply this savings difference to your to your new payment where in other words we're making your payments equal uh but just doing it at this new loan on the refinance and it's going to give us your freedom point so so do you want me to do that is that yeah i do so then i'll go in and do it live with them so that it's updating while we're actually on the review call where i'll say look the other option is is we can apply that delta in the payment we can apply it to uh to your morgan stanley account would you tell me that that one's averaging as far as the rate of return and i'll go in and i'll update you know the savings information under the assumption stream and then i'll then i'll apply the payment delta to to savings the only reason i don't do it out of the gate though is is because sometimes it can create some confusion if they're not paying attention to um well it looks like all of these payments are the same no they're not really all the same they're that's where the delta is so if i do it live then that confusion is no longer in the uh in play no it's brilliant and they love it when i'm doing it live because they always go oh this thing is updating on mine i say no i know it is well let's show everybody that real quick why don't why don't you in fact share me a link in chat here of zoom i'm because we got a number of folks watching this live and let's let them kind of be the borrower and see see this thing move you cool with that yeah i mean what um let's see let me let me um why don't you just build out a quick refi you know current loan future loan then give me the link and that'll be i got you i got you and then we'll go oh and we'll kind of emulate that experience of hey someone got the this is what the refi looks like and then we'll kind of put the cherry on top and wallam with a strategy a financial strategy let me show you a financial strategy here's your refi and then here's a refi strategy i'll tell you when i see your screen you just hear the screen while i'm doing it today yeah if you don't mind yeah we want to we want to see you operate man all right i'm going to get some shortcuts and it doesn't look like this if i fumble a little bit you know don't don't be too harsh on me because i'm since i'm not porting it over from the los no don't don't worry about it and so for everybody watching this now you're getting to see like if you don't have integrations and you have the broker edition um yeah you're seeing what it looks like to go from scratch and it's still pretty damn quick for mortgage coach days yeah and then i do want to remind folks use strategy templates like prince you know that you clint i am gonna assign a trainer to you because there's a few speed tips you know some templates that could be set up the strategies trampoline that could be set up cut a minute off of each one of these that would be fantastic yeah and hey minutes add up when you're you know doing 600 credit reports a year yeah that you can say that again and uh remember guys put questions down below uh also guys integrations really do make a difference when i was doing my prep call with clint you know prior to the integration it was taking him a lot longer to to do a lot of things and you know he's got a team and so he's found with an integration it's making it faster and it's helping his entire team so if you are with a company that doesn't have an integration turned on uh i highly recommend you guys upgrade to our enterprise edition mortgage coach all right so we'll call this one debt reduction okay so you're already putting in that option three yeah i was this is how i would send this yeah show us what you would do and how you would do it and then it looks like you usually do bulk fees you don't usually yeah so can i explain that and i explain that in more detail on my call with them uh that they'll get an itemized breakdown uh if i can send them a worksheet after we've selected which product we're going with but obviously on their le there will be an itemization of these same fees and when they add them up they will equal exactly what i had quoted them here so got it and do want to remind you guys you know i interview a lot of top producers and some do it like clint's doing it where they're putting the bulk in mortgage coach and some put the itemized fees in fact i'd say the majority of mortgage coach users now are using either our closing corp integration or they're using fee templates and they're putting fee templates in here so i do when you do your coaching session with one of our success uh coaches success managers i would love for them to show you just how quick that could be just so you can see it all right so you know the first one was debt reduction second was going to be asset building i'm not going to change a single factor or or piece of this uh of the first one because they're going to be the exact same loan the only thing that we're going to do is just simply compare how do we time out time out before we do this give me a link so that our facebook community okay so i'm not going to do that part yet then let me get you the link yeah get me the link and then i'll share that with our facebook community and then we'll uh you'll notice that he's you know enabling the notification so that when someone i always preview that's habit i'm gonna hit that every single time just to make sure that everything's what it needs to be so when i see that link in chat guys i will share it with our uh facebook community so everyone who's in facebook stay tuned uh we're gonna call this clint's refi tca put that in chat got it all right i don't see it yet oh there it is got it clicking on it myself and boom share and here it comes facebook let's give everybody just a second you want me to stop sharing so you can share no no no i want you to keep doing it all right all right guys facebook it is in there go ahead and click on that now so all right so you guys anybody that clicks on that link whether you're listening to recording if you're watching this in youtube there'll be a link to this down below you're seeing the borrower example so and if you're watching this live you're actually going to see it move um so but we're looking at clint so i'm on the phone with him at this point because i've sent it over exactly the way that it is with the link uh the loans are identical both refinances are identical you know we got a 453 dollar a month difference in payment versus their current mortgage so i'm going to go to adjust reinvestment strategy debt reduction so i'm just going to go to the penny 453.62 all right and then for asset building i had plugged in this information just pulled it out of the air and i'm going to plug in the 453 62. notice i'm using the exact number so you know with the interest saved in 15 years here now what i'm actually going to do this shows you this where your freedom point is obviously right of course with the current loan 23 years and change uh apply the delta to your to your as additional principle and you actually knock this thing out five years early right so interest paid perspective this one this one seems to win out there but we also got to give the asset a chance right so let's flip from long-term interest paid let's flip it to the net worth chart and then look at this guys it's changing right before your eyes you know like literally boom right before my eyes that all change so now you've got you've got this one uh is kind of leading the pack in terms of uh where the where the maximizing benefit comes into play um and that's going to vary borrower to borrower you know that's where that initial conversation on the hopes and dreams side of things uh is so crucial because if i know how dead averse someone is or if i know that their anxieties and what keeps them up at night is the fact that they haven't properly saved for college or properly saved for retirement then we can address wherever it is that that that's going to hit home the most for them and it's going to give them the most value because both of the transactions from a mortgage transaction perspective they're identical there's no difference but the difference is that what we do and i and i will say this almost verbatim on the phone with them as i say once we have determined what our plan is i need for us to commit to it because in order for it to work we've got to commit to it right you know it's all great to talk about it and say this that the other uh but but if we commit to it this is how it plays out for you you know so i would say that on a on a deal like this hypothetical one um you know you're probably looking at um 50 of the people that i talk to are going to go one route and 50 percent are going to go the other way but because it's not my decision to make it's theirs right right well stop sharing stop sharing i want to so i feel like guys we've delivered on this you know how can you improve your conversion rate i i want to remind anyone watching this we have a lead conversion playbook i'll put a link whether you're watching this on youtube it'll be in description down below in comments in our facebook group we'll put a link to this this has been viewed over ten thousand times and and it's just pure gold guys if you want to look at all the ways you can improve your conversion check it out if you want to if you want to hear this what is it one minute and 52 second video and actually here jeremy share this script himself check it out so we talked about that earlier in the call how to get more of the most convertible leads from your current database and then how can you actually ask the right questions deliver the right presentation do it in the right sequence so you optimize conversion we've covered that now one last thing i want to make sure everyone reads if you have not read this this is something that we opened up the modern mortgage summit with last week it's called the the modern mortgage summit manifesto and this is also the mortgage coach manifesto i wrote this myself with a little bit of collaboration from a few folks literally the night before the modern mortgage summit and i had really watched all of the the content all of the keynotes and it it just hit me that literally every single person that was you know guys it was some of the most successful loan officers in america they're playing a different game like like they want to make sure that the family is more financially literate before after they talk to them so like you saw clint he's showing people financial planning strategies you know he calls it financial strategies and and so guys make sure you read this manifesto clint i sent this just a few minutes before the call have you had a chance to read this by any chance i i haven't actually looking at it right as my calendar reminder was telling me that we had to jump on this okay no no problem well i'm not going to read it out loud guys i would just push everybody give it a read it's in our facebook group i'm showing it on the screen but here's my push to you have your manifesto like you're local you're referral based like don't just you're a manifesto is it the one we wrote like what's what's your manifesto as a mortgage professional uh i would just push you guys to get that and then if you get that done you get clear on it conversion will just take care of itself like like all these metrics will just take care of themselves your price exceptions will go down your your profitability will go up you'll get more referrals you'll kill it so so i know we've got a little over clint any last words of wisdom you want to give to folks before we wrap it up just kind of tag on to what you just said um the the the turning point for me personally from a production perspective was was when i found when i found a way to ignore the transaction and and just said you know i've got to add value to the conversation and i started gauging success or failure based off of when i got off the phone with somebody did i feel confident that they were better off worse off or the same is before they talk to me and so if they were better off then that's a win so you know it when you treat it that way i think that that opens you up to to putting more focus and energy and effort into into the strategy piece of it which you know to me that's what our job is right so clint i'm going to give you one last push because kids that graduate from high school don't graduate financially literate and and most kids that graduate from college even if they have a business degree they really don't you know they don't understand prepaying their mortgage and what that means they don't understand or rent versus own and and the power of home ownership and they don't know how to do a move up analysis uh so i think i think the mortgage industry is well positioned to like fix that financial literacy gap and and so i'm going to push you to go maybe reach out to some local schools you know whether it's colleges high schools and and do some you know some some mortgage coach you know get that get out there and let's get them early doing some of that are you what are you doing what are you doing i've got i've gone over and taught uh several classes at usc for some professors in the business school that i've written mortgages for and they want me to come talk to their class so i've been i've done that on a on a relatively regular basis it's harder to get into the to the local public high schools and stuff but the the university of south carolina i've i've been over there numerous on numerous occasions have you ever showed him a total cost analysis like actually used it as part of your teaching prop uh i think so um i feel like that uh actually i think that the professor that one of the professors that i went over there to to speak to his class i think he pulled up the one that i had sent him but yeah a little by the way if that ever happens again get a picture let's get that on social media i i think you know mortgage coaches are you know heck you you helped that professor and then that professor played it forward with the students so let's let's have more of that happen guys so clip i really appreciate all the time you've taken man uh it's been a great interview and uh let's my pleasure doing stuff like this together absolutely all right everybody if you got value give it a like share it with your mortgage friends ask us questions down below this call is a wrap take care of