GROWING YOUR BUSINESS · • In some markets, only 47% of listings have correct sales prices* • Only 60% of the available listings** Their Objective: To attract your database –

GROWING YOUR BUSINESSLoan Officer 100 Introduction

©2019 Home Buyers Marketing, Inc. Confidential. Patents Pending. All Rights Reserved. Rev 1.24.19 This document contains trade secret information, which is confidential and proprietary to Home Buyers Marketing, Inc. (HBM). This document may not be reproduced or distributed in whole or in part, and its contents may not be disclosed or used in any manner without the express prior written consent of HBM. Any reproduction, disclosure, distribution or use of this document or any of its contents will be a violation of the copyright laws of the U.S. and of other federal and state laws.

PARKING LOT

HBM Client Services: [email protected] / 952-831-1919 (M-F 8am - 6pm CST)© 2019 Home Buyers Marketing, Inc. Trade Secret and Confidential. Patents Pending. All Rights Reserved.

HBM Client Services: [email protected] / 952-831-1919 (M-F 8am - 6pm CST)

© 2019 Home Buyers Marketing, Inc. Trade Secret and Confidential. All Rights Reserved. Rev 01.24.2019

Page 1 of 21

Growing Your Business

Define Your Business Opportunity

Update to match Instructor Guide

Goal: To create a business plan to help you close the GAP

in transactions each month.

CLOSE THE GAP

A. How many transactions do you want

to close monthly?

B. How many purchase transactions do

you currently close monthly (on average)?

C. Line (A) minus line (B) = This is your GAP!



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Three Pillars of Opportunity

The HBM business plan can add 1 – 2 additional transactions, per month from

each of the three pillars.

How many more transactions do you need to close your Gap? ________

(Enter your number from page 1, line C)

HBM will help you find the opportunity to grow your business and close your gap by:

1. C_______________ a consistent pipeline of NEW customers

2. P________________ your customer database

3. G_______________ your relationships with Affinity Groups, including real estate agents

_________________

_________________

_________________

_________________

_________________

_________________

_________________

_________________

_________________

_________________

_________________

_________________

_________________

_________________

_________________

_________________

_________________

_________________

A G Co-op Agents

All Others

Customer

D C

D



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The World Has Gone Mobile!

2008 – Apple introduced mobile Apps; consumers went mobile

Over Half a Trillion – Total mobile Apps downloaded*

Who will own your customers?

Consumer Home Buying Statistics

• 93% of homebuyers start their real estate search online**

• 70% of home searches are performed on a mobile device***

• 1 out of 2 homebuyers found their house online or on a mobile app,

before they called an agent**

Homebuyers will initiate an average

of 8 real estate transactions

in their lifetime**

Will you get all 8?

*Apple; TechCrunch Statista.com, 2016;

**NAR Profile of Home Buyers and Sellers 2016;

***Gartner Research, September 2013



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Where are your customers looking for real estate information?

On lead aggregation websites and mobile apps…

How do these lead aggregators make their money?

• Capture and sell your customers to your competition

• Advertise your competition to your customers

These websites and mobile apps contain inaccurate and incomplete data

• In some markets, only 47% of listings have correct sales prices*

• Only 60% of the available listings**

Their Objective:

To attract your database – your past, current and prospective

customers

What’s at Risk? Whether or not you retain your customers

*Inman News article Oct 10, 2013: Austin MLS,

**Independent study



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It’s no longer just about market share. Today, it’s about App Share™

What’s Your APP Share?

Why are your customers downloading real estate mobile apps?

The Home Buying Process – Two Phases

Loan Officers spend 98% of their time and money competing for 10% of the market

(Buyers in the Transaction Phase).

Loan Officers have a huge opportunity for growing their business when they focus on both

phases (Education and Transaction).

The true opportunity for business growth is in the Education Phase:

• Capture buyers and sellers prior to their point of sale

• 90% of your customers and commissions are in this Phase



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Review: Your customers are downloading real estate apps

• 70% of online home views nationwide occur on a

mobile device*

• A mobile user contacts a real estate agent/loan officer

5 times more often than a web user**

• Your greatest opportunity is the education phase!

* 2015 NAR Profile of Buyers and Sellers

** 2013 Mobile Influence: the New Power of the Consumer by Chuck Martin

What’s the problem?

Your customers are d someone else’s app!



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The Solution:

You need to own your customer!

1. HomeScout® - A mobile app for consumers with _______% of MLS listings.

� Private, your customer’s information in not sold!

� Also available via web browser

2. Loan Officer Dash – Reporting of your HomeScout buyer pipeline.

� Tells you your h_____________ buyers!

3. Sold Home Alert® - A monthly email automatically delivered to your

customers with information of sold homes in and near their

neighborhood.

� Everyone is curious about what’s selling…Nosey Neighbor™

“Instead of selling, we’re adding value. Instead of chasing clients and prospects,

we are attracting them. With HBM, we are empowered professionals who are

once again relevant in our field.”

Bill R., Loan Originator

Lakewood, CO



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1. HomeScout® Web Site and Mobile App

Capture A______ of your Contacts

� Never miss a future customer

Build your mobile APP SHARE™

� Watch your business grow

Create new customers (new business)

� Everybody loves extra value

P______________ your business

• HomeScout only markets you

• Your photo, logo and contact information are embedded

into every listing on every page viewed by your customers

• Your customer’s search activity is reported to you

“I introduced my doctor to the HomeScout app in general conversation, and a week later

got a phone call from her asking for a Realtor name to see a property she found on

HomeScout!”

Diane V., Loan Originator

Clearwater, FL

ALL the MLS listings

(i.e., Active, Pending, Foreclosures)



Page 9 of 21


Mobile Desktop

2. The Loan Officer’s Dash

Reporting of your customer’s HomeScout search activity

You can quickly i___________ h______ buyers.

Predictive Reporting helps you stay relevant to your HomeScout pipeline.

Close more business with higher conversion rates.



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Depth of Transparency – Reporting HomeScout® Pipeline Activity

1. Buyers who are online

2. Buyers who requested a showing

3. Buyers who saved f_________________ listings/added notes

4. Buyers who have viewed the m_______________ calculator

5. Buyers who have saved their s__________ criteria

6. Buyers who requested financing information

How does this depth of transparency give you an advantage?

_____________________________________________________________________________________

_____________________________________________________________________________________

_____________________________________________________________________________________

_____________________________________________________________________________________

“I don’t think I’ve had a more simple business planning model to use and the

fact that you can marry it with the technology and activity reporting and a CRM

product is a home run. Thank You!”

KC S., Producing Manager

Peachtree City, GA



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3. Sold Home Alert® - Your Database Protection Plan

• Your customers receive an automatic email notification every of homes

sold in and near their neighborhood

• Links to an interactive real estate site (24/7)

• View sold homes and listings for sale, side by side

• Over 600 million photographs of sold homes, nationwide

• Your photo, logo and contact information is embedded within every email

Customer Value

• Provides market knowledge

• Tracks the value of their home and

neighborhood

• Provides real estate trends in their area

• Answers c____________ questions

• Create more confidence when listing their

current home or making an offer on

another home

Loan Officer Value

• No personal l__________ required

� Unlimited customer enrollment

� Upload your past client database

• Exclusive marketing of you

• Prompts refinancing questions

• H___________ retention rate of your database

• Keeps your customers off the public sites

• Creates new business opportunities



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Your New Business Strategy – Highly Unique

1. L________ centric business model

• Exclusive marketing of your photo and contact information

2. Mobile App Share™

• New Buyers – App A Day™

• Ability to build a large pipeline of buyers

• You will be positioned earlier in the home buying process, prior to the

point-of-sale

• Consumer-direct lead generation – Consumers self-enroll right into your

pipeline

3. The Dash

• Contact C_______________ system

• Manage a large pipeline of buyers

• Transparent reporting of all your HomeScout buyer’s search activity

4. Database Protection Plan

• Upload your customer database for Sold Home Alert®

• Loyalty follow value – your customers will come back to you



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The Simplicity of your New Business Strategy

The Power of One™

1 HomeScout mobile app per day

________ days = ________ mobile apps

30 mobile apps x _________ % conversion = _________closings per month

_________closings per month x $ _________ (avg. commission) =

$________________ per month

Your Gap: (page 1, line C)

X 20 (5% conversion rate)

= mobile apps

How many mobile apps will you need in your

HomeScout pipeline to fill your Gap?

CLOSE THE GAP



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Three Pillars of Opportunity

HBM will help you grow your business and close your gap by:

Creating a consistent pipeline of buyers

Protecting your customer database

Growing your relationships with Affinity Groups

Affinity Groups Co-op Agents

All Others

Customer

Database

Consumer

Direct



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Example: Real Estate Agent Model

Affinity Group Model

Real Estate Agents, Builders, Financial Planners

1. Help solve the problem

of “Lost Contacts”

2. Move the Loan Officer to

the top of the funnel

Definition of a contact:

Any prospective buyer

or seller who contacts

a real estate agent

25 Contacts



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What’s Next?

3 EASY STEPS TO GET STARTED

1. Complete the Loan Officer enrollment form to activate HBM’s services

(see page 18)

2. Contact HBM Client Services for assistance in uploading your customer database for

Sold Home Alert® at [email protected] or at 952-831-1919

3. Register for the “Power of One” class or webinar ___________ ___________ ___________

www.hbmDash.com Date Time Location

ENROLLMENT CONFIRMATION EMAIL:

HBM will send you email confirmation of your enrollment along with your Loan Officer Dashboard user name

and temporary password:

1. Login to your Loan Officer Dashboard at www.hbm1.com

2. Click on the “LO Info” tab (left menu)

3. Change your password to something you can remember

4. Review your business card for accuracy (photo, logo, contact information)

• If you do not see your photo or to replace your photo, simply send your photo to

[email protected] along with your full name and company name.

5. Verify your VIP code (Use your mobile phone number or your name)

6. Open the HomeScout® app on your phone to ensure your business card is displayed.

You’re now ready to share HomeScout and your VIP code with everyone!

Be sure to attend the “Power of One” class.

Power of One



Page 17 of 21


Appendix

HBM Loan Officer Enrollment Form



Page 18 of 21

HBM Office Use Only

HBM ID #_________________________

OR Complete all fields in Section I

SECTION I:

SECTION II: Complete all fields

Branch Manager’s Name

Office Address City State Zip Code

SECTION III: Check all that apply: ☐ I want my VIP code to be: (we recommend you use your mobile phone number

or your first and last name) Your VIP code personalizes the HomeScout® mobile app with your photo and contact information. Your customers will use your VIP code

when downloading the HomeScout® mobile app from their app store. ☐ I want to upload my past client database for registration into the Sold Home Alert

®. Please have my HBM Client

Services Representative contact me to provide assistance. ☐ Yes, the services of HBM (i.e. HomeScout) were a consideration for me in coming to work for this mortgage company. ☐ I have received, read and understand HBM’s Compliance Statement (see page 18).

Take a photo of this enrollment form with your smart phone and send to [email protected]

CC your presenter/trainer: Presenter’s email address (if applicable)

First Name Last Name Company Name

Office Address City State Zip Code

Office Phone Number

( )

Cell Phone Number

( )

Email Address

NMLS ID# State License #(s) (if applicable)

Place your

business card

here



Page 19 of 21


HBM’s Privacy Policy

We appreciate the opportunity to perform marketing services for you. The customer information you

provide to us is to perform those marketing services. Our only use of that information will be to perform

those services.

HBM will not disseminate that information to other third parties. The customer information you provide

is in your personal database at HBM and should you opt to not use HBM in the future, your customer

database will not be given to anyone else.

Who is Nexgen HBM?

• Home Buyers Marketing® (HBM)

HBM NEXGEN is a technology, media, and business development company, supported by a consumer-

facing technology platform.

• Home Buyers Marketing II, Inc. (HBM II)

A national real estate brokerage services company. HBM II and its brokers provide HomeScout®

and Sold Home Alert® directly to homebuyers as part of its real estate brokerage.

Roles • Lender/loan officer - These professionals are certified by Home Buyers Marketing, Inc. to work with:

a) HBM2 Cooperating real estate agents in increasing sales through serving mutual customers.

b) Homebuyers with mortgage needs throughout their home buying process.

c) HBM II in identifying Real Estate Agents interested in cooperating with HBM2.

• Cooperating real estate agent

These real estate professionals are members of the local MLS that cooperatively work with HBM II

in local markets to find ready, willing and able buyers for listings for sale in those markets.

Real Estate Settlement Procedures Act (RESPA)

The Lender/Loan Officer is not the provider of HomeScout, Home Scouting, or the Sold Home Alert to

Affinity Groups, HBM2 cooperating real estate agents or to the consumer, but rather a participant in the

role of helping the consumer understand financing in the educational phase of their home search

process.

The participating lender does not pay for or provide anything of value to HBM or HBM II for real estate

agents to work cooperatively with HBM II.



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Home Buyers Marketing II, Inc. (HBM II)

What is the MLS (Multiple Listing Service)?

1) Realtors® sign contracts with home owners to sell their home (listings) for a commission. Realtors then

place information about those listings in the local MLS, where other Realtors in the area can find them.

Other Realtors will get 50% of the commission (approx.) the seller pays if they bring the buyer for those

listings. (Listing Agent – Buying Agent)

How do listings get advertised on the internet?

1) Listing brokers can always advertise their own listings anywhere they choose, because the listing broker

represents the seller.

2) An online method where brokers are able to advertise other broker’s listings for sale is called IDX (Internet

Data Exchange)

3) In some markets, MLSs maintain their own websites, which also advertise listings.

4) All of the above methods of advertising listings are designed to drive buyers to the listing agent; this is

called a ‘Listing Agent-Centric MLS model’.

5) Another method for buyers to find listings for sale online is called syndication. Syndicators (i.e. Zillow,

Trulia, Realtor.com, Chase bank app) do not have contractual rights to display all of the listings in an MLS

nor do they have real time property information. As a result, consumers eventually identify this to be an

inaccurate or inferior home search experience.

Why is direct access to MLS listings important to your customers?

1) Access to 100% of the MLS listings is the only way to ensure buyers find a house.

2) Buyers want to know they’ve had the opportunity to select from all the listings for sale in their price range

to match their desired home ownership experience.

3) Public real estate search sites are missing 35% of the listings for sale, nationally. In a recent study, of one

market area, 47% of the listings on a public site were inaccurate.* If a high percentage of the listings are

missing or sales prices are wrong, it can delay the buyer’s confidence in making a buying decision, resulting

in a delayed LO/Agent commission.

4) Closing on the mortgage allows the LO and Agent commissions to start. If buyers can’t find a house, they

can’t get a mortgage.

HBM is the only online Lender-Centric MLS in the USA, Why is this important?

1) HBM Lenders can provide their customers with VIP code registration that leads to HomeScout.

2) Real estate agents can provide their customers with VIP code registration that leads to the HomeScout app

and Lenders can serve mutual customers with those real estate agents in a compliant manner.

3) Every HomeScout buyer has direct access to a Loan Officer to help with financial

discussions throughout the education and action phases of home buying.

4) HBM advertises the lender to the buyer during their home search and buying experience. (Education and

Transaction Phase)

*Inman News



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Growing Your Business Questionnaire

Thank you for taking a few moments to assist us in planning future classes! We encourage your comments

and suggestions. They will be compared to the benchmarks we have set for ourselves to deliver the best training!

Name: Company:

Title: Cell phone:

Date: Email:

1. What percentage of your business comes from?

a. Consumer Direct _______%

b. Customer Database_______%

c. Affinity Groups (Co-op Real Estate Agents and all others) _______%

d. Other _______%

2. Check all that you believe is important to your business today?☐ Serving mutual customers with HBM2 Co-op Agents ☐ Working with other Affinity Groups’ customers ☐ Consumer Direct lead generation

☐ Marketing to your database ☐ Lead generation ☐ Other_________________

3. How many more units do you want to close each month, what is your Gap? ___________________

4. Do you feel the HBM business strategy will assist you in closing more loans?

Strongly agree Strongly disagree ☐ 10 ☐ 9 ☐ 8 ☐ 7 ☐ 6 ☐ 5 ☐ 4 ☐ 3 ☐ 2 ☐ 1

5. Do you feel this business strategy will give you a unique advantage over your competition?☐ Yes ☐ No If No, please tell us why:

___________________________________________________________________________________

___________________________________________________________________________________

6. How would you rate the overall presentation today?

Excellent Fair ☐ 10 ☐ 9 ☐ 8 ☐ 7 ☐ 6 ☐ 5 ☐ 4 ☐ 3 ☐ 2 ☐ 1

7. How would you rate the performance of your presenter?

Excellent Fair ☐ 10 ☐ 9 ☐ 8 ☐ 7 ☐ 6 ☐ 5 ☐ 4 ☐ 3 ☐ 2 ☐ 1

8. Additional Comments

_______________________________________________________________________________________

_______________________________________________________________________________________

_______________________________________________________________________________________

Documents

GROWING YOUR BUSINESS · • In some markets, only 47% of listings have correct sales prices* • Only 60% of the available listings** Their Objective: To attract your database –