Grow Time
June 2024

Important Note: Starting in June 2024, all of Grow Time should be considered your Monthly Marketing Plan! We will be breaking up business development and growth strategies into sections instead of cramming them all into this section.

We'll begin with our recommendations on how to leverage content, and then lead into sections to grow your business below.

1) Schedule all of your social media posts! Click here to jump down to our social media calendar. All posts (except the one locked for Mastermind attendees) are loaded and live in Total Expert and ready for you to pre-schedule to your channels. Pro-Tip: Delete and redo your Facebook and Linked In integrations before you start scheduling. Why? This will ensure an updated connection between the platforms, and will get you in the habit considering Linked In needs to be refreshed every 2 months. This won't affect your currently scheduled posts.

2) Do you have leads who are renting? Send them the "Say Goodbye To Renting" email in Total Expert!
Instructions
- Find the email you want to send, click ACTIONS>SEND
- Then click on SELECT RECIPIENTS
- Find the recipient(s) you wish to send the email to and click the checkbox next to their name(s)
- You can either send immediately or schedule
- Contact Marketing if you need help

3) Reach out to your high-equity clients! Send the "Need More Space For Your Summer Toys" email
Instructions (read carefully, this process is different)
- Click on the LEADS & CONTACTS tab and click CLIENTS
- At the top of the page, you will see a new tab: HIGH EQUITY CLIENTS. Click on this tab. This collects funded clients with 25% or less LTV
- Take a careful look at the clients who appear in this list. Then click the checkbox next to Name to select everyone in this list
- A new blue ACTIONS button will appear. Click that and select SEND EMAIL
- Search for the email by typing the title in the search bar
- Click ACTIONS and then click SEND
- You can either send immediately or schedule. The contacts have already been selected by following the steps above
- Contact Marketing if you need help

4) Reach out to your mid-equity clients! Send the "Not sure how much equity you have?" email
Instructions (read carefully, this process is different)
- Click on the LEADS & CONTACTS tab and click CLIENTS
- At the top of the page, you will see a new tab: MID EQUITY CLIENTS. Click on this tab. This collects funded clients between 26% and 60% LTV
- Take a careful look at the clients who appear in this list. Then click the checkbox next to Name to select everyone in this list
- A new blue ACTIONS button will appear. Click that and select SEND EMAIL
- Search for the email by typing the title in the search bar
- Click ACTIONS and then click SEND
- You can either send immediately or schedule. The contacts have already been selected by following the steps above
- Contact Marketing if you need help

3) Pick the Say Goodbye To Renting flyer, download it from Total Expert, and print 100 copies. This section should not be new to any of you - divide them up into groups of 25 and visit four different real estate brokerages. OR divide them into two groups of 50 and visit two offices. If you know any agents in these offices and they are a co-marketing partner in Total Expert, then co-brand the flyers before downloading and printing them!

Thanks to everyone who joined our Marketing Mastermind on Thursday, June 6th!

Together we learned how to create a Dream Home Lead Capture app, and how to pair it with a social media post.

The post for May 9th has been unlocked and is now available in Total Expert, but be sure to watch the training video before you schedule it, so you can ensure you include the URL for a lead capture app with it!

The Suggested Social Media Calendar has been updated, and the post has now been included below.

We also learned how you and your agent partners can leverage Lead Capture Apps together at Open Houses, and then utilize an automated co-branded email campaign after borrowers sign-in!

The next step in our business development is to have you start time blocking your week to focus on placing strategic calls to agents and clients.

For those of you who attended (or watched) the LO Panel on Day Three of our Virtual Sales Rally, you may remember Joe Massey talking about his weekly calling strategy.

Monday's are where you should plan to time block two hours to call approximately 40 agents. Whether it's your best referral partners, or someone you're trying to develop a relationship with, these calls will help you grow your business.

These strategies are proven and everyone has the time and capacity to follow this path! You can do this! Stick to it!

Sample Script:
Hey [Agent], it's [Your Name] from Castle & Cooke Mortgage. How was your weekend? Did you host any open houses?

I'm just calling to check in and see how everything is going with your buyers. Have they all been pre-qualified and set with their home loans? Do you have anybody you'd like me to chat with to help them get started? Are there any challenging buyers who are having trouble getting pre-qualified? Any buyers having trouble getting under contract?

Last questions - What can I do this week to help make your life a little easier? Do you have any open houses this weekend you need help with? Let me know if you need any flyers, websites, or loan scenarios. Or if you need help setting up, I'm happy to come early and put out signs, bring some water and snacks.

If there's anything else I can do, call me any time. I'll check back in with you next week.

Start setting up your calendars in Outlook to time-block two hours on Mondays for these calls starting next week!

Instructions for listing content
(Note: Agents MUST be set up in Total Expert first as a Co-Marketing Partner before you can co-brand any flyers or websites!
Step 1 - Create a Single Property Website
Instructions
- Go to WEB MARKETING > SINGLE PROPERTY SITES
- Click CREATE
- Enter the MLS in the SEARCH BY MLS field and click the magnifying glass
- Click on the home that pops up and wait for the page to refresh
- DON'T FORGET!!!! Click ADD next to your name under Lender Partners, and select your agent's name under Agent Partners.
- You can either leave the page as is and click ACTIONS>SAVE or click NEXT and play with the site layout, etc.
- Click ACTIONS>VISIT SITE to see the site live and to copy the URL
Step 2 - Create a Listing Flyer (or Open House flyer)
- Go to PRINT MARKETING>CREATE NEW
- Under the FOLDERS drop down select LISTING FLYERS
- Pick a flyer and click ACTIONS>SELECT
- Select your agent under CO MARKETING PROFILE
- Enter the MLS# and click the magnifying glass
- Click SELECT under the home
- Click CUSTOMIZE AND PUBLISH
- If it is an Open House flyer, be sure to enter the date and time in the appropriate field
- You may need to edit the home description so it can all fit
- Click SAVE FIRST DRAFT, then PUBLISH
- Click ACTIONS and GENERATE PDF
- You can either save the PDF to your desktop or copy the URL to the PDF
Step 3
- Now, open an email in Outlook, and send the link to the Single Property Site, the link to the PDF (or attach the file) to your agent!
- Don't forget to offer your agent the ability to purchase Open House Kits at EXCLUSIVE wholesale pricing (requires 7-10 days advance notice)

Ask any successful loan officer, and they'll tell you about Loan Status Update Tuesdays. This is a strategy our team has been sharing since the very beginning and when done properly, can ultimately save you time!

Each Tuesday, time block an hour to contact the borrower (it's ok if you just call the primary), buyer's agent, and seller's agent with an update on the home loan. It doesn't matter if there isn't any change to the loan's status from the previous week. The goal here is to provide weekly updates to calm nerves and anxiety through the process.

Sample Script:
Hey [Buyer], it's [Your Name] from Castle & Cooke Mortgage. Just giving you a ring with your Tuesday update call. I wanted to let you know that your home loan [insert status or update here]. Everything appears to be in good shape. Let me know if you have any questions and I'll be glad to help. I'll check back in next week with more news.

Hey [Buyer's Agent], it's [Your Name] from Castle & Cooke Mortgage. Calling to update you on the [Buyer's Name} loan at [Subject Property Address]. I wanted to let you know that [insert status or update here], and everything looks like it's in good shape. Before I let you go, do you have any buyers you'd like me to speak with? Do you have any needs for open houses you or your brokerage may be hosting this weekend? I'll check back in next week with more news.

Hey [Seller's Agent], it's [Your Name] from Castle & Cooke Mortgage. Calling to update you on the [Buyer's Name} loan at [Subject Property Address]. I wanted to let you know that [insert status or update here], and everything looks like it's in good shape. Are you hosting any open houses this weekend? Do you need my help setting up or can I bring some waters and snacks? How's everything going with your other transactions? Any challenging situations I can help with? I'll check back in with you next week with more updates on the loan.

The key here is to decrease your incoming calls from agents who constantly call you to check in on your borrower's home loan. 

Be proactive! Stick to it!

Each Wednesday, plan to time block one hour to call your funded clients. One letter a day for the next 26 weeks. When those six months are up, you start over! This allows you to give a personal call to your clients twice a year.

Sample Script:
Hello [Client], it's [Your Name] from Castle & Cooke Mortgage. It's been a few months since we chatted last, so I just wanted to call and check in. I wanted to make sure you're getting your mortgage statements and that everything for your home loan is going smoothly.

Do you have any questions or run into any challenges lately?

Have you been reading your Homebot report you get each month?

We happen to have some new loan programs that can help people [pay down credit cards], [buy investment properties with their equity], [upgrade or downgrade], [get cash out for home improvements].

If you happen to know of any friends, family, or neighbors who might need help in that area, would you be so kind to pass them my contact info?

Thanks for being a great client - please call me any time if there's anything I can do to help. 

All it takes is time-blocking and sticking to the plan! You can do this! Stick to it!

Homebot does a great job in setting up your daily dashboard to show you clients who are motivated to sell (and also refi, but we are focusing on sellers for now).

For those of you who attended (or watched) our Homebot Best Practices on Day One of our Virtual Sales Rally, you may remember our rep, Bethany, showing us how to leverage and communicate with Motivated Sellers.

Each Monday you receive a report from Homebot showing your most active leads. When you click on VIEW ACTIVITY FEED it will bring you right to your Homebot Client Activity Feed.

Click on the MOTIVATED TO SELL filter and here are the folks you should call weekly.

Sample Script:
Hello [Client], it's [Your Name] from Castle & Cooke Mortgage. I just wanted to check in and see how you're liking your Homebot Digest? Do you have any questions about your home's value or some of the options you have? Based on your equity, you might have an opportunity to purchase a new home if you're thinking about a move. Should we set a time for your agent to do a CMA for a more accurate estimate? Have you been thinking about making a move, or using some of your equity? If you want, I can pull up your Homebot report and we can review your options together if you have time?

There is a reason they are called Motivated Sellers! They've explored their options in Homebot - get in front of them first to help them understand all the ways they can use their home equity. Stick to it!

Every Friday, time block two hours to call everyone AND their REALTOR in your pipeline who is pre-qualified but hasn't gone under contract.

Sample Script:
Hello [Client], it's [Your Name] from Castle & Cooke Mortgage. I just wanted to check in on your home search. How's everything going? Have you taken a look at your Homebot Buyer Report lately? Do we need to adjust your price point? Are there any contingencies we should re-think like appraisal or inspection? Anything else I can do or help with your home search?

Hello [Agent], it's [Your Name] from Castle & Cooke Mortgage. I just got off the phone with [Pre-Qualified Client], and he let me know they're still shopping for a new home. I wanted to ask if you thought maybe we need to revise their price range or change any of their contingencies? (If any changes are needed, let them know you'll send a revised pre-qualification letter). Are you working with anyone else this weekend I should chat with?

If you want to avoid people calling you in a panic over the weekend, this is a great way to cut down those calls. Stick to it!

We know what you're thinking... you don't have time to make these calls weekly...

But let's take an honest look at the time commitment we're suggesting: 
Monday = Two Hours | Tuesday = One Hour | Wednesday = One Hour | Thursday = One Hour | Friday = Two Hours
Total time commitment: Seven hours of prospecting per week!

Let's do some math...

• Seven hours per week x four weeks per month = 28 hours of prospecting per month
• Total working hours in a month = Four weeks x 40 hours = 160 hours
• 160 hours - 28 prospecting hours = 132 hours for other activities
• Right now most LOs are averaging closing 2 loans a month. Some less, some more...
  • 132/2 = 66 hours per file. Even if you read every single page of a loan file, it still wouldn't take up 66 hours.
    
    

YES YOU HAVE TIME FOR THIS!

It's easy to come up with excuses to not do this. Start your week off right and time block your calendar to kick off these calls NEXT WEEK. Stick to it!