Grow Time - November 2024

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 LinkedIn 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) Send the "Agents - Helping Your Clients Lower Their Payments" email to all your agents in Total Expert
Instructions
- Find the "Agents - Helping Your Clients Lower Their Payments" email, click ACTIONS>SEND
- Then click on SELECT RECIPIENTS
- Click the blue filter button on the right of the page
- Under INCLUDED GROUPS, select Buyer's Agent, Seller's Agent, and Misc. Agent groups (plus any other agent groups you might have).
BONUS: Consider sending this to your Title/Settlement Agents too and include the Settlement Agent group
- Exit the filter screen
- Click the checkbox to the left of ACTIONS to select all of the filtered contacts OR pick and choose who in this list of agents you want to send this email to
- You can either send immediately or schedule
- Contact Marketing if you need help

3) Send the "Clients - Is Your Home Equity Working For You" email to all your High and Mid Equity clients in Total Expert
Instructions (read carefully, this process is different)
- Click on the LEADS & CONTACTS tab and click CONTACTS
- At the top of the page, you will see a 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: Clients - Is Your Home Equity Working For You
- Click ACTIONS and then click SEND
- You can either send immediately or schedule. The contacts have already been selected by following the steps above.
- Repeat this process for the MID EQUITY CLIENTS tab
- Contact Marketing if you need help

4) Send the "Clients - It's Time to Revisit Your Mortgage Rate" to all clients who funded when rates were at their highest last year
Instructions (read carefully, this process is REALLY different)
- Click on the LEADS & CONTACTS tab and click CONTACTS
- On the left side, click the filter button, it's right next to the select a list dropdown
- Under INCLUSION RULES click ADD RULE
- Go to MORTGAGE INFORMATION
-- Set LOAN STATUS and set FUNDED
-- Set FUNDED DATE to IN THE RANGE - October 1, 2023 to November 30, 2023 (you can adjust if you wish)
-- Set RATE to GREATER THAN OR EQUAL TO 7.5 (you can adjust if you wish)
- Under EXCLUSION RULES click ADD RULE
-- Go to MORTGAGE INFORMATION
-- Set LIEN POSITION CI to GREATER THAN OR EQUAL TO 2
- Click the checkbox at the top of your filtered results to select everyone
- Click ACTIONS and then click SEND EMAIL
- Search for the email by typing the title in the search bar: Clients - It's Time to Revisit Your Mortgage Rate
- Click ACTIONS and then click SEND
- You can either send immediately or schedule. The contacts have already been selected by following the steps above.
- This method might yield you a pretty small group of clients. You are welcome to adjust the date and rate filters as you need, but the email is primarily geared to folks who funded when rates were at their highest last year.
- Contact Marketing if you need help

5) Don't forget to select flyers and drop them off at brokerages!

We have a brand new automated email campaign that will launch on Tuesday, November 12th

Ever since launch, Homebot has been providing you alerts in your dashboards to clients who may be eligible for a refinance. But with the way the market has been there really haven't been many opportunities. Just like with September's Likely to Sell Campaign, these client alerts are now pushed to Total Expert and loaded onto an email campaign.

How does Homebot know your client might have a refinance opportunity ahead of them? You'll receive an alert if your client matches the following criteria:
- Client has had a loan that is 6+ months or older
- Monthly payments will decrease with a refinance
- They've engaged with their refi modules within Homebot

Action Items Needed:
- Click here to read and review the sample emails
- If you want to OPT OUT of this campaign, you must notify Marketing by end of day, Monday, November 11th

Last month, Homebot unveiled some amazing updates and changes to the platform!

Click the links below to access various recordings showcasing all the changes
- Driving Client Engagement with DEEP SEARCH
- Homebot Enhancement Call for CCM Loan Officers
- Homebot's Likelihood to Sell Webinar
- Click here to learn how the Likelihood to Sell Score works

Reminder! We have officially switched over from MMI to Homebot's Partner Intelligence!

Click here to view a recording of our kick-off call which has valuable insight and training on how to leverage this tool to research and track real estate agents to grow your business.

This is an essential tool for anyone focusing on developing and nurturing relationships with referral partners!

Your Weekly Calling Strategy

Agent Relationship Strategies

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)

Loan Status Update Calls

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. Stick to it!

Alphabet Calls

Each Wednesday, plan to time block one hour to call your funded clients going through the alphabet based by last name. (Week 1=A, Week 2=B, etc).

One letter a week 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.

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

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.

Homebot Motivated Clients

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!

Friday Pre-Qual Check Ins

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!

Become a Total Expert Expert

Want to get the most out of Total Expert? Check out our Top High Value and High Dollar Actions

1) Log in to Total Expert Every. Single. Day.

2) Use Focused View every day as a call list to reach out to clients. We've created many Focused Views tied to Journeys and Campaigns so you can see who is actively receiving emails and texts from you. Be sure to log an outcome for each client within your Focused Views - don't let them just sit there. (Note: Customer Intelligence alerts only last seven days, so be sure to quickly log outcomes for anyone flagged for CI when you receive the user notification).

3) Use Journeys! Over the last few months, we've released a number of campaigns that fall outside of our usual automation strategies. These campaigns require you to add a contact and place them into a group, our use a Lead Capture App. Below you will see our brand new First Time Homebuyer Campaign. Last month we released the campaign and strategy for Divorced Leads. Earlier this year we released a campaign targeting renters. Setting clients up on these Journeys take very little time, and allow you to stay top of mind and provide valuable intel to push people to apply.

3) Connect with multiple co-marketing partners for more business. Think outside the box too! You can add accountants, attorneys, and even insurance agents as co-marketing partners. Remember the Divorce Lead Campaign from July?

4) Make sure your real estate agent co-marketing partners are at 100% completion! The biggest obstacle to this is their MLS-ID and affiliation.

a) When your agents connect their MLS to Total Expert, you'll be notified of new listings.
b) Create a Single Property Website, an Open House Lead Capture App, and a Listing Flyer for every new listing notification you receive. Then congratulate the agent for their new listing and send them the content you created.

5) Clear your tasks! When you receive or create a task, it's important you clear the task so they don't stack up in your account.

Caption:
It’s a big risk playing the waiting game. For a period in September of this year, rates were at their lowest since February 2023, then we watched them steadily grow to where they are now. Those who decided to wait to see if rates would go lower are already paying the price. The truth is, we don’t know where rates are going to go vs where we want them to go. Stop sitting on the sidelines, stop with the maybes, stop gambling with rates, and start taking action. Click my link below to get pre-qualified today.

Total Expert Tags: Interest Rates, Buy Now Refinance Later, Grow Time November 2024

Caption:
Don’t wait for an emergency to create an emergency fund! Too many people will wait to tap their home’s equity in case of a financial emergency. But by the time they need it, their financial woes could make it harder to qualify. With credit card debt at record highs and savings at lows, waiting too long could be a risk you can’t afford. Click the link below to review your home’s potential value and your options.

Total Expert Tags: Debt Consolidation, Cash Out Refi, Home Equity, Grow Time November 2024

Apply Now Call Me Email Me Home Equity Report Home Search