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several years ago I went after the idea of can I earn during referral 50% of the time that was my initial idea and at the time I was earning them about 20 percent of the time so that was revolutionary for me three years ago and it was about this time last year when I was working on my business plan and I was looking at about 33% referral like I improved a bit but not that much and I was working on my plan for 2019 and I said you know what forget it I'm going for a hundred percent I got through my head over the fence and as soon as I did that by thinking changed it's amazing what that did because as soon as I said no no more 50% it's a hundred percent I'm that good my clients they all know somebody come on so I innovated a little bit and here's what I did so the first thing I did is I realized that I wanted to get my I see time now and improve the IC so I could earn enduring referral in the IC right now 70 percent of the ICS I do I earn at least one during referral in the IC right up front okay so the first thing that I did is I created a video mini course of my presentation and my idea was if I could have the client get my presentation before the IC number one they come in prime number two I didn't take a half an hour a valuable time doing the same presentation over and over again wish I could do that you know just after a while I was just kind of wearing on me to do that even and and I had a feeling that I could say things better if I really produced a good presentation they would be great every time it didn't depend on get I rest enough you know how I was in that moment so the first thing we did is we created that now I'm going to tell you guys the technology and then I'll show you an example but what I did is I created video mini courses my presentation is 15 minutes long and it's hosted on a platform called teachable and teachable is a really cool platform because it allows me to create video mini courses and prevent present them in an educational format so my presentation actually is a course I ask people to take a 15-minute course before their IC and we don't have the IC until they've done that they don't get it done we have them get that done that's that's rule number one so let me show you quickly I'm going to share the screen again so I can show you guys some stuff as I'm as I'm sharing this and if you give me some feedback as we go if you can see things okay let me look it's actually looking really good looking good okay let me see if I can jump back to the main page here I'm probably have to do it this way okay so basically teachable here's here's my teachable page for my initial consultation so here is initial consultation and I've got my little instructor this wonderful language from jail okay imagine what I imagine you want and here's the curriculum and so if I don't know if you guys can see these okay but there's a total of seven videos here you go can you guys see the time okay yeah we actually can wonder you okay so everyone can see that so so they're short now teachable is really cool as a video platform because it's optimized for mobile devices so if somebody most of my clients watch it on a smartphone it looks beautiful on there it's great on the tablet screen on a desktop so I use this platform for that the other thing that I've done intentionally is make these short here's fun day Monday okay guys fun day Monday that idea of being short and punchy coming into a during unit application makes short punchy videos that explain a process to people and what's really cool about this is the way teachable works somebody can if they only have a minute or two they can watch one and come back and watch the other one later you know so I've had people who do that they squeeze it in and they can get that done before they're I see now I'm gonna show you one of these here and sometimes when I'm on the screen sugar it takes a minute to load so I'm gonna start this and and then I'm gonna explain something while this is loading it'll probably take a minute to load the sound here yeah so well it's loading don't don't worry about the video we'll hear it in a minute I'll go back to the beginning once it loads for a client normally this is instantaneous but because we're screen sharing it has a some latency here so so anyway the one thing I want to explain is is there's another piece of technology we've used for these teaching videos and that is software called by table it's the ite a ble by table and by double is a is a platform that allows us to make animations out of slides and it's super easy to use so one thing I want to say is a lot of the tech that I'm using is actually pretty simple stuff I've challenged myself to go at this more with duct tape you know then with like high production value because I want to be pretty down-to-earth and and also nimble so biteable is a great resource if anyone wants to do it you'll notice in this video when I play it that I jump from me talking to Bible videos so I'll play a little bit of this year I think let's see if enough is the loaded for me to make this work how's it know it's got to load the whole thing okay we'll let it finish for a second and then we'll see it well well this is loading I can say one of the thing which is that the the teachable system sends me notifications when people have watched it so I can tell if it's been done and our team member just to make sure that people get this done before the IC so that were so I know that they're completely prepared and when my IC starts the very first thing that I do is I basically we just chat for a few minutes about their experience of watching the video and what questions they have and as they do that I'm listening to make sure that they got the key concepts and if they didn't I can bring those up and fill in any areas of understanding that you know that I want to make sure they've they've gotten okay this should work now I hope let's see let's see if this does most you can get a proof for calling when you find a house just that what we do is different than all these things okay hang on I want to play this one hopefully now that you've learned that we are mortgage consultants who work by referral only in this video you'll learn how the mortgage industry is spending billions of dollars looking for you and how this makes the industry like a posse of bounty hunters with you as their target this may come as a surprise now we're into the by Tamora Jin distri it has an intense focus on finding loans it's common for a mortgage company to count a number of new loans they did last year and set big goals to do even more loans this year it gives sales incentives and push push push to make their numbers grow it makes sense if you think about it mortgage companies are production minded businesses because making new loans is where a mortgage company gets its revenue here's another thing you may not have realized mortgage companies are comparatively low overhead operations think about it there's no inventory no infrastructure no tools not much overhead to be a lender all you need is a license a computer some office space and some people however the most mortgage companies have one huge ongoing expense it's the cost of looking for business advertising marketing sales these are usually a mortgage company's largest discretionary expenses and most mortgage companies spend a bundle on it and that's not all in addition to huge sums of money being spent there's the time people who originate loans are taught to spend fifty to seventy-five percent of their day prospecting as a result they don't have time to do much more than quota rate and take an application the model is to spend time and money looking for someone who needs a loan do the loan for as much as they can as fast as they can and do as many as they can this is transactional focus the mortgage company wants something from you a notch in their belt take a moment right now to think about it how much mortgage advertising have you noticed telemarketers pop-up ads Direct Mail billboards if you haven't observed much in the past you'll see lots of it soon it's everywhere the posses of bounty hunters are spending most of their time and huge sums of money searching for you in the next video you'll learn how this feels at each point of a transaction and its impact on what's important to you so there's one and the message is delivered I mean that really you know we talked about you earlier as Paul is funny Paul is you want to be around him this is a different side this really hit me in the chest of like wow people are spending a lot of money to find me and you've redefined the experience of getting a loan as very transactional and and you've inoculated me against two important things that happen in the loan industry one is that I am they've got time to quote me rate and they've got time to take my application and they don't have time for anything else well I've refinanced in my lifetime several times and you know the experience is is I have time to get a rate and I have time to fill out an application and I'm actually not a person to them until I do fill out that application is my experience you know it's like well yeah we'll talk about that we'll talk about you know I'd fill out at the application and when you felt the application then I could you know and so what you did is you just inoculated any prospect against those behaviors that you know are happening within the industry yes no that's a great observation and the point of the of the presentation is to do that on a number of fronts so that was one topic and how long was that video two minutes and twenty eight yeah so I'm not here's what I've learned by being punchy with video punchi punchi punchi in two minutes and 28 seconds I can I can communicate a lot I can create a lot of result for somebody a lot of understanding is how I put it but you you got it I can see that in your reaction you're like oh I get that I could do that way more efficiently than an in person it's funny how that goes for me I wrote it down Paul you said that the video allows you to repeat the process over and over again in a consistent fashion so if you had to give that speech how'd you give that speech two-minute speech you'd get tired of yourself you'd get bored of yourself and it wouldn't be delivered in the impactful way that you delivered it so you've actually done you you systematize yourself as Michael Gerber has taught the world with the e-myth is like turn yourself in do something that is scalable you've now scaled yourself and you're now out of the way you know that is now going to serve you in your business permanently as long as you send the link and they consume it that message is delivered the same time over and over and over again without you yeah and and part of that too is what it allows me to then do in the IC because really my greatest value is the conversation that I can have with somebody right it's my skill as a consultant it's my skill of the five six seven you know what I mean it's it's how I can help a client focus and get clear on what's important to them that's not doing a presentation or asking for their w-2s or pay stubs or any of that so my perfect I see is a great conversation that lasts for about an hour you know what I mean and this is this is part of what makes that possible you know you know you know Charlotte Walsh Umbro Vance with you and Charlotte vultures up to her initial consultation hour long with one item it's a yellow pad two items a yellow pad in a pen and her listing presentation is her ears because she has a conversation the same way that you're describing that you go through as well you