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Total ExpertLoan Officer Mastermind
CO-Marketing For Top Loan OfficersBest Practices + Tips For Success
Total Expert
Joe Welu CEO and Founder, Total ExpertJoe@totalexpertinc.com
♦ Industry Expert With 15 Year Track Record In Strategy-Marketing-Sales
♦ $1 Billion In Residential Sales Experience
♦ Frequent Speaker and Media Contributor on CO-Marketing and Business Growth
Total Expert
A Software Platform Designed To Be a Central Hub For Lenders and Realtors
CO-Marketing System Of Record Enterprise Grade Audit Tracking and Reporting Learn More at TotalExpertInc.com
Topics We Will Cover
How To: Find And Retain Top Realtor Partners Maximizing ROI With Zillow, Trulia, Realtor.com
And Other Portals Best Practices For Lead Gen Websites
(Boomtown, Comm Inc, Kunversion etc) How To: Centralize CO-Marketing And Success
Tracking
Loan Officer Mastermind
Co-Marketing For Top Loan Officers
Stop Being Leveraged By “Bottom Feeder” Agents
+96 New Closed Loans Per Year
2.5 Meetings Per Week = 10 Meetings Per Month
Generates 1 New Referral Partner Per Month or 12 New Partners Per Year
1 New Partner = 8 New Closed Loans Annualized
12 New Partners = 96 New Closed Loans
Co-Marketing Partnerships:Top Lenders Focus On Listing Agents
Why Listing Agents Make The Best Partners
Millennial Buyers Wait Longer To Engage Listings Are “The Point Of Sale” (Brand Exposure) Real Buyers – Not Dreamers Listing Focused Teams ALWAYS Produce Better
Quality Buyer Leads – Without Exception!!!
How To Find Top Listing Agents
Look For Listing Agents In The Areas You Want to Focus
Zillow – Realtor.com - Local Brokerage Sites Drive Neighborhoods Visit Open Houses Title Companies Social Media Channels
The Wrong Focus
Demonstrate A UNIQUE Value Proposition Add Value and Solve Pain Points Follow Up Relentlessly In Person Visits Have a VIP Agent Program Confirm Your Objectives Are Aligned
Winning And Retaining The Relationship
Maximize ROI On Portals
Be The Lender (Not 1 of 3) Don’t Spend $ Unless The Agent Has Listings! Demand Access To All Leads Centralize All Agent Lead Tracking Automate Follow Up To Leads Require Transparency And Collaboration
Use A Single System Of Record For All CO-Marketing Activities
Best Practices For OnlineLead Gen
UnderstandingTactic vs. StrategyTactic Strategy
Web
PrintSocial
Community
Always Ask Questions First
How Many Other Lenders Will Be Advertising On The Site?
Lender Churn Rates Hover Around 90 Days Are You Willing To Course Correct If The ROI
Isn’t There? Are You Marketing Across Multiple Channels or
Only Buying Paid Click (lower quality) Leads?
Manage Realtor Expectations
Focus On Client Generation
“Lead Gen” Is Hype Truly Predictable Business Comes When You
Focus On “Client Gen” Focus On These Questions:
Do I have a single dashboard to track my business?
Do you send relevant, personalized and consistent messages?
What produces results? Do you know your ROI?
Look At Actual Results Vs. Perceived Results
Make Informed Decisions
Understand Your
KPI’s and ROI Course Correct
When Necessary
Split Cost By Pro Rata Shares
Establish a Policy Guide Use a Single Data Base To Track All CO-
Marketing Events Who Manages CO-Marketing Inside The
Organization? Inspect and Make Adjustments Reinforce
Centralize And Track In ONE Place
Use A Single System Of Record For All CO-Marketing Activities
Build a Predicable Business
Consistency In… Messaging Timing Engagement
SALES
Thank You
Learn More or Schedule A Demo
TotalExpertInc.com
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