Transcription:

00:01 Alright, guys, welcome. This is the CRM training call. So, uh, it's deep. It's geared especially towards newer members. However, if you guys are happy with this a while, it's always good to get a refresher.

00:13 And, um, you know, fine-tune your skills as far as using the actual software, uh, itself, uh, because, uh, guys, success boils down to repeating the fundamentals over and over and over again.

00:26 And, uh, so it's always good to learn as much as you can about that. a little bit of housekeeping is on the left-hand side of lead hackers.

00:36 If you click events, you'll see our event calendar and please note they're all in Pacific time, okay? All Pacific time zone.

00:44 But you'll see all the calls we do. We do 60 coaching calls a month, slash support calls. Right now we are on the CRM training.

00:51 So we're going to keep this focused on that. If you guys need more technical support, you'll handle that on these tech support calls.

01:00 They're ten times a week, you guys can get live hands-on technical support for any of that weird stuff that might happen, like maybe you have some Facebook's glitches going on or something.

01:12 That's what those are for, but today is CRM training and we're going to keep it focused on that. Now, the training portion, it's going to take about 20 minutes to get through the training and then we're going to have Q&A, where you guys can ask me questions about what we're going to train on, what I 

01:27 found is it's best to get the training done first and then answer questions. Otherwise, we may not get through the whole training.

01:33 So I'll just knock that out. So if you guys have questions, please either write them down or you can put them in the chat because I will get to them.

01:42 And then at the Q&A portion, I'll just have you guys put it in the chat or raise your hand and you know, we'll go from there.

01:48 So that said, as we go through the training, If you miss anything, okay, if you miss anything, it's okay, because all I'm doing is I'm going over the week one training.

02:02 You guys all should have gone through. So over here on the left, if we go to our help center We have road map to success or training We have week one.

02:14 So all I'm doing is I am reviewing the week one training Okay, specifically the CRM portion. So if you miss anything, you can just come back here and rewatch any of these.

02:26 And if you guys want to watch past CRM trainings, we do have at the bottom of this help area, we've got live training recordings.

02:35 Excuse me, we do not put a lot of them in here, but if we have like a really good one, you know, we'll go ahead and put it in here.

02:40 Like the last strategy call, guys, I would recommend you guys go watch that. It was freaking killer. But anyway, that's to say, If you guys get lost anywhere, we're gonna have a Q&A portion and you can rewatch those videos as often as you guys want.

02:54 So the training, the goal of this call is that by the end of it, you guys are gonna understand your daily success plan and how to do it.

03:04 Okay, your daily success plan and how to do it. That is the most important thing that you guys get out of this call.

03:09 The daily success plan has three steps. Number one is to dial your leads. All right, we're calling on our leads guys.

03:16 we're calling all of our new leads. Number two is respond. We want you guys responding to your leads because we send out automated texts and emails and you're going to have leads that reply to those.

03:29 So it's important that you're checking your replies and getting back to them. And then number three is reactivating your contact list.

03:38 So for example, maybe you guys have an old list of just sitting there collecting dust. You can actually load them into lead hackers and text an email, those leads to get some business from it, okay?

03:49 So that's the daily success plan in a nutshell, is number one, dialing your leads. Number two is responding to your leads.

03:56 And number three is reactivating your leads. So number one, dialing your leads. How do we do this? So in lead hackers, you're gonna go to dashboard which is here on the left, and if you click dashboard, you're gonna locate manual actions.

04:10 Now, some of you guys will have it along the top. Some of you guys might have to scroll a little bit, but your manual actions, okay, it's right there.

04:18 You want to make sure that you're doing your manual actions every day. So, a manual action is something like a phone call.

04:26 There's texting as well, we don't do that, we just do phone calls, but it's making it so it's really easy to call your leads.

04:32 So, once we've located manual actions, we're gonna click, go to manual actions. And once in here, you're gonna see a list of all the leads that we need to call.

04:41 These are all of your new leads. So you're going to have new leads here, and you're going to have new leads who've requested a call back.

04:47 So maybe you actually got a hold of them, but they're like, hey, I'm busy right now. Can you call you back tomorrow?

04:52 Or can you call you back in a couple of days? You're going to have that here as well. This here is a power dialer.

04:57 If you guys don't know what a power dialer is, or have never used one, it means it's a tool where all you got to do is click this button and it'll start automatically calling your leads back to back to back.

05:09 That way you can get through a lot of leads very quickly and efficiently. What's beautiful about this is you don't have to hunt down leads and dial their phone number and then do that again for the next one.

05:22 It's just back to back to back to back to back. Okay? And every day the leads you're supposed to call are going to show up right here.

05:28 Okay? Now I'm going to walk you through how to do this. Okay? And I want you to keep in mind all I'm doing is I'm showing you what's in the week one training.

05:41 So if you guys miss anything, all you gotta do is come here and you can watch this power dial or slash manual actions.

05:46 Okay, you can watch that training. So you're gonna click, let's start. And you'll see in the top right, it's gonna start calling that lead.

05:57 And it's calling them from the phone number that you guys set up during your onboarding is what's happening. So when I call the lead after the phone call, Whether or not they answer, it says, how do the call go?

06:09 I'm going to select one of these. Completed means that you spoke to them. The rest of these mean that you did not speak to them.

06:16 So I'm going to go ahead and say, completed, I spoke to this person. Next is, it starts this timer. So you'll see this, it's filling up green.

06:24 That's before it automatically calls the next lead. We're just going to pause this. So we're going to click the red pause button because after we call somebody, we need to update some things.

06:34 So over here on the left. We have a folder called automation. You're going to click that and it's going to open up your call outcomes here.

06:47 So, we have three of them. We have no answer, which is if somebody does not answer the phone, we have contacted callback, which is if somebody, if you talk to somebody, but they are busy and need to callback.

07:00 And then number three is an outcome, like a major outcome. like you schedule an appointment to talk to them or you send them an online application, something like that, okay, a major outcome.

07:11 Now, after I talk to somebody, I'm gonna come over here and I'm gonna update one of these. That's it, just one.

07:17 So every time I talk to them, I'm only updating one of these because only one of these is ever gonna happen, okay, these will never happen simultaneously, ever.

07:27 All right, they're either gonna not answer, they're gonna answer and request a call back or a major outcome. So I call this person, they answer, I talk to them.

07:39 That's, if they say, hey, you know, I'm busy right now, Brandon, can you call you back tomorrow? I'm gonna click here and I'm gonna click call back in a day, you know, so call back tomorrow.

07:47 If they say Brandon, can you call you back in a couple days? I'm gonna click here and I'm gonna pick one of these, let's say just five days, click save, and move on.

07:55 If they say they call you back next week, a couple weeks, a month, you guys get the idea. So it's just general time frames, You know, nothing, nothing crazy years.

08:04 I'm in line at the grocery store. Can you just give me a callback? Yep, no problem. You know, when should I call you back?

08:09 I call you back in a couple of days. Boom, safe, okay? What this does is it's gonna automatically put them back in your manual actions, your power dialer in three days, or seven days, or a week or a month.

08:23 It'll automatically put them there. So as long as you guys are doing your manual actions every day, you're gonna follow up with these people.

08:29 it's automatically built in. It's awesome. Now, let's say I talked to them and a major outcome happens. Okay, a major outcome happens.

08:39 So if we look here, we can look at the list. We've got disqualified by credit. We've got appointment set. We've got application sent.

08:48 We've got, you know, under contract, we've got funded loan, hot lead, warm lead, cold lead, disqualified for other things, opt out, you know, people that don't want to be contacted anymore.

08:58 These are major outcomes. Okay, they're actually things that move the ball down the field, okay? So if I schedule an appointment, I'm just going to click a appointment set and click save.

09:07 If I send in my application, I'm going to click here and click save. That's it, okay? So that's why we call this the automation folder because when you select an outcome, automation happens.

09:18 So for example, I already explained this one, what happens if we do application sent. If you update somebody to, hey, I sent them an application three days later, you're going to get a task in your task list, which I'll show you here in a sec, that's going to remind you, hey, you sent this person an 

09:36 application three days ago, follow up on that, okay? So it helps you to not let these leads slip through the cracks, especially if they're super hot, like application, like they wanted an application.

09:46 So all these automations fire, Okay, it helps you, it helps make your life easier. Now, that's if they answer, what if they don't answer?

09:54 So if they don't answer, that's what this one is right here, no answer. So if I call them the first time and they don't answer, contact attempt one, I'm gonna click save and I'm gonna move on to the next lead.

10:05 What this does is it takes them out of the dialer for the day and then tomorrow morning, it's gonna put them back in your dialer so they're ready to be called tomorrow.

10:13 And if I call them tomorrow and they don't answer, I'm gonna contact attempt two. the next day, et cetera, all the way to five days.

10:20 Now, if they don't answer for a total of five days, what happens is it's gonna take them out of your dialer and give them a break for a couple of weeks, and then it's gonna go back in your dialer once per month for a couple of months, okay?

10:34 The reason we do that, guys, is we wanna be following up super hard with new leads in the beginning, and then as time goes by, we still wanna follow up just not as often.

10:43 Okay, we're always prioritizing new leads over old leads. in the process, okay? But that's how you do these phone calls, guys.

10:51 Is you're gonna call them? They're gonna answer or not? And then they're gonna select the outcome, okay? Either they didn't answer, they requested a call back, or something else happened, okay?

11:01 Something major, all right? So whenever you update these, just click save and move on to the next lead. Now, a question I get is like, well, Brandon, what if like, you know, it looks like this, like, do I need a, you know, like, if I update, like, I talk to somebody and they say, climb back tomorrow,

11:18 do I update this and then make this like empty? The answer's no, you're only gonna update one of these, whenever you talk to somebody.

11:24 Okay, so if you talk to the new lead, you're only updating one, okay, because it supersedes all the others. Now, we did this to make your guys life easier because for the no answers, for example, if I do contact attempt one and click save, not only does it queue them up to be called tomorrow, but it 

11:39 also sends them a text in an email. And we get responses to those, okay? And it does that every time.

11:46 So whenever you do a contact attempt, it's going to send him a text in an email. Now one last pro tip here is we have these tools over here.

11:55 So if I talk to somebody, I can click this pencil icon and leave notes about our conversation. Like you can see an example here, it has three kids looking to move to Colorado, busy right now wants to call back tomorrow.

12:07 Okay? That's just an example. You just click add note, you can add it and save it. You can also edit existing notes if you want.

12:14 And then also we have a task feature here, so you guys can use this as well, just to remind yourselves of certain things you need to do for that customer.

12:21 That's pretty much it. Now, once I interact with this lead and I've updated everything, I'm just going to click the next lead.

12:28 So that's how you use the power dialer. Now that I've explained it, I'm just going to show you a few quick examples of how simple this is.

12:35 Because it sounds like a lot, I promise you, it's simple. You know, I'd say after about a week or two of this, you'll get the hang of it, I'm going to click next lead and it's going to automatically start calling that next lead.

12:47 I don't have to dial them. It's just automatic. And let's say they don't answer. I'm going to click no answer.

12:55 And I'm going to pause. And then if somebody does an answer, I actually double dial. So I'm going to double dial by clicking here to call them again.

13:03 Okay. If somebody doesn't answer, you always, always call them again. You double dial. And a double dial doesn't mean you call them again in an hour.

13:11 It means you like count to five and you call them back again. So that way, the call is coming in twice from the same number.

13:17 So if they think it's spam, they might think it's more serious and answer. So all you do is click this green phone icon to try calling them again.

13:26 And if they don't answer again or whatever the outcome, then I just come over here to my automation folder. I update the status boom, I click save.

13:34 If I spoke to them, I'll select one of these other ones. I'll add it any notes and then click next lead.

13:42 And then it's calling the next one. Okay, so just back to back to back is how this works. Now, the only time this process changes is that right here, where if you call the last lead of the list.

13:56 So if you have a list of three people, it'll call all of them back to back. And then the last one, when you select your outcome, it actually just takes you to screen.

14:04 and it says, good job or good work. We still need to update the status. It's really easy. All you do is you come here to search.

14:12 And it's always right here recently viewed. It's this top one. I'm just gonna click that and I'm right back where I was.

14:17 So I can update the status, click save, add any notes, and then I'm done, okay? But that's the power dialer guys.

14:26 Sorry, give me one second. We're in the middle of a move. So I need to respond to this real quick.

14:40 But that's the manual actions guys, that's the power dialer, it will make your life more efficient, you do need to call your leads, okay, our system will text them, it'll email them, but you guys still need to call them so that way we're hitting them from all the different directions, all right.

14:56 Crow tip here guys, I highly encourage you to use the notes and the tasks because the centralized your stuff in a CRM, the easier your sales process becomes.

15:07 So a CRM should do the thinking for you, meaning when you log in for the day, it should tell you who to follow up with, what you're following up about, et cetera, okay?

15:17 So that's why I'm a huge fan of the notes and the tasks. All right, that's the dialer, okay? So step number one your day success plan dollar your leads.

15:25 Step number two is responding to your leads. Okay, we want to respond to your leads. So the way we do that is on the left, you click conversations.

15:35 And you'll see where we got a couple columns here, unread. These are all the people that you have not gotten back to yet.

15:42 And this number represents how many times they've reached out to you before you responded. Okay? So like this one, hey, they've tried hitting me five times and I haven't got back yet.

15:51 So what you do is you just start from the top. You click on it and you see what they did they call you a text yet email you and then you're just going to reply back to text them.

15:59 You'll see here we got text. We can just do that and send. Oh, you got email. So see, that's texting.

16:10 An email looks a little different. So email looks like these gray boxes and you'll see a number here. That means they replied and they have two emails there.

16:18 I'm just going to click this to read it. So I can read the email and I'm not just going to come here and send it.

16:23 I'm going click this reply button, okay, reply. Now I can send the email because it will reply to that email and keep it in the thread.

16:31 If it's a phone call, you'll see, you'll see here inbound call means that they tried calling you. All So what you do is just start from the top, just see what they did.

16:41 They texted that email. You call you. You're going to reply to them. And then you're going to move on to the next lead.

16:47 All right. Now if you want to call them from here you can also do that right here from this little phone icon.

16:53 So you see here their name right under there you just click this and you can call them. But that's the conversation manager.

17:01 Reply to your leads. Do not let them sit there. I recommend replying at least three times a day. So you want to zero out your unread messages at least three times a day.

17:12 The reason for that is speed speed matters. Speed matters. So when You guys get leads, you need to be replying to them, you need to be calling them, et cetera.

17:20 That's how you squeeze the most juice out of your leads. Okay, as you do it that way. All right, now some of you guys might be thinking, man, that sounds like a lot of work.

17:30 I don't want to do all that. We are not asking you guys to do anything that top producers don't already do.

17:38 Cause I promise you guys, the people who are most successful in lead hackers, they were doing this stuff before they became lead hackers.

17:44 Okay, they called their leaves, they followed up with them, and got back to them quickly. That's all we're teaching you guys to do, and you will have some killer messages in here.

17:54 You'll have some people that reply back saying, hey, you know, I'm looking to move to Colorado. I'm looking for a three-bedroom, you know, four-bath home.

18:03 And then you're able to pick up that conversation, okay? So, and the goal of all conversations is to eventually get them on the phone, but you don't go straight for the phone.

18:15 Okay, because you're probably not gonna get it. So if somebody's texting you or email you, just respond, hey, cool. What's got you looking in Colorado?

18:21 Oh, you know, my mom lives out there. Oh, awesome. You know what, what kind of budget are you looking at?

18:27 Oh, you know, I'm looking at this. Okay, cool. You know, hey, is it cool if you hop on a quick call and see, you know, what kind of options you have?

18:33 You know, available to you? And no pressure, it's okay if you're just looking, you know, but it's good to know what your options are.

18:39 And yeah, yeah, let's hop on a call. So always have that conversation a little bit first through text or email and then hop on the phone with them at that point You know that way you're building that trust.

18:52 Okay. It's all about building that trust. Okay. They need to know hey this person's a real person They know what they're talking about, you know, they they they want to help me So I'll hop on the phone with them.

19:03 Okay That's the conversation manager at a basic level. So you have unread You have resince, you have all, which is just everybody, and then you have starred.

19:18 So it's cool about starred conversations is if I'm talking to someone and someone's super interested, I can click the star icon right here and it moves them into the special column so that way I can keep track of the ones that are like super high priority for me, which I like.

19:35 And if somebody says, hey, you know, can you follow up with me tonight? I can do one of two things, I can click here and schedule them, or I can just add a task for myself to remind me to follow up with them tonight.

19:45 You know, add task, boom, follow up. And then also here, you can move them in the pipeline. So if I have a, yep, so if I have a lead, that's in my pipeline, I can just click here.

19:59 And then click the opportunity, and then here's the stage. I can move it in the pipeline from right here. All right, so if I talk to them and send them an online application, just through text, I can just click here and click update and then that's good to go I can also leave notes, right?

20:14 But that's the conversation manager super powerful. You're gonna have your text messages, emails, phone calls, and direct messages here. So if you guys get DMs to your Facebook business page or your Instagram, those are also going to show up here.

20:27 So it's one inbox for everything, which is awesome. And if you guys want, you can turn on call recording so you can record phone calls, so for those of you guys who might have a team, you can keep tabs on how their calls are going and train them.

20:41 But super powerful guys, especially if you have a team, it's great to see, hey, either applying to the leads, what are they sending them?

20:47 Are they doing a good job? Do I need to train them? That type of stuff, all right? I think that's everything for conversations.

21:01 Oh, one thing here is you'll get a lot of spam here, if you're new at running ads. So whenever you're new at running ads, you're going to get a lot of spam messages to Facebook and Instagram saying, hey, you're violating our policies, hey, your page, you know, sucks, we're going to shut you down, ignore

21:17 all that, if they're scams, ignore them, do not click the links, leave all that crap alone. All you're going to do is if this is spam, I'm just going to click delete.

21:28 I'm just going to delete it, get it out of there. I'm not going to click any links or anything. That's normal, and it's OK.

21:35 But guys, do this every day. I promise you if you do this at least three times a day, your inbox will never get crazy, and you'll stay on top of those leads, you'll have more conversations.

21:46 Now, last thing, and then we'll get to the Q&A, is reactivating your list. Okay, reactivating your list of leads and contacts.

21:55 So the way we do that is over here on the left, we're in click contacts, which is your address book.

22:01 You can click this button here to import your list, okay? It can be leads, it can be referral partners, it could be customers, but you wanna load that list and when you load them, you can tag them.

22:15 Okay, you can say, hey, these are all my new leads. These are all my DSCR leads. These are all my customers.

22:22 These are all my real estate referral partners, etc. You can tag them. Because what's cool is when you tag them, you can actually filter by the tag.

22:31 So it's like, hey, I just want to send a text in an email to my DSCR leads. And then you can go ahead and send out a mass text in an email to them.

22:38 You just select them. You can come here and write out a message and send it on out. Or you can use one of our pre-made campaigns that we already have, they're called DBR for database reactivation, you know, we'll restore and just combine a home, I can send that out, okay?

23:00 So, uh, I'm not going to go through how to do this necessarily because in our help center, okay, the help center, we have a training right here in your core training, called Reactivation Campaigns, set up and run your database.

23:18 It walks through it, click by click. Guys, they're super short videos, and if you get stuck, you can always hop on a strategy call or a support call we can help you out.

23:26 Now, why do we do this? So we call them Reactivation Campaigns because we're getting them reactivated. Okay, we're getting old contacts to re-engage with your business, to become customers.

23:39 So to give you an example of how powerful this is, okay? I'm going give you guys a pop quiz. If rates dropped, let's say, I know this is crazy, we'll say they dropped 2% tomorrow.

23:50 Are you prepared to capitalize on that? And what I mean is, if you have, let's say you've closed like 2,000 loans in your career.

24:01 If your customer base is uploaded in here and rate dropped tomorrow, you can literally send them a text, saying, hey, customers, it's brand in here, I helped you with your mortgage.

24:11 just want to let, you know, rates just dropped. If you've ever thought about lowering your mortgage payment, we're getting a new home, you know, let me know.

24:20 You will get so many people reach back out to you. You will get so many people reach back out to you.

24:25 And if you don't do that, somebody's doing it. Somebody's contacting those leads to refinance them, okay? That's one example. Another example is referral partners.

24:34 You can send out messages to them and mask to nurture them. If you have new leads, you can send out a message, like, hey, you reached out a while back about looking at home options.

24:41 Are you still looking to move? Something as simple as that gets responses. So are you guys going to get get bad responses from that?

24:52 Yes, you're going to have some people saying, hey, never contact me again. You suck. Take me off your list. Stop unsubscribe.

24:59 That's okay. That is normal. Totally normal. We don't care about those people. We want them off our list anyway. We're looking for the people who raise their hand that say yes, which is about one to ten percent depending on the quality of your list Okay, one to ten percent of people that actually respond

25:17 positively that want to talk to you about your business I noticed it averages out to about three percent. So for those of you guys who are like man that math is making my brain numb like me For every 100 leads you should get about three appointments from that like three solid appointments for every 100

25:31 contacts you guys have okay For reactivation campaigns So to give you a real-world example of this, I had one of my first mortgage customers, we'd even run ads.

25:44 All we did was reactivations to his list. He tripled his business in three weeks. He got 60 refinance applications in three weeks.

25:54 Okay. Now, full disclosure, it was back when rates were the lowest they had been in history. If you guys remember that, But when rates were the lowest they have been in history, we sent out a message to his customers, letting them know, hey, rates are the lowest they have ever been.

26:09 Let's get on the phone and do it. He cached in on that. We have another guy, he's probably been with us about two months.

26:17 When he first signed up his first month with us, he launched ads like everybody, but he also uploaded. He only had 300 contacts.

26:23 He had about 100 leads, I think 100 referral partners and about 100 customers. That list kept them busy for like a over a month just by sending text messages to even a list that size It kept them busy, okay?

26:38 So don't neglect this reactivate your leads and and to drive this point home How many of you guys have leads that I've just been sitting there collecting dust like you guys have paid for them They're already there and maybe you fall it up with them like two or three times and then never did it again 

26:56 guys. There's a gold mine in those leads. There's a gold-mine in those lists. So get them uploaded, send out those reactivation campaigns.

27:04 Okay? It's so powerful. There are agencies that do nothing but reactivation campaigns. They don't even run ads. Okay? So it's not, this isn't something to sleep on.

27:14 It's something to make money with. Okay? Trevor grabbing calls it, turning your database into a data bank. Okay? He's a loan officer and he loves his stuff.

27:23 So to recap, Dayly success plan, that's the most important thing you guys get from this call. The daily success plan is number one, dialing your new leads using the power dialer, number two is responding to your leads that are messaging you, texting you emailing you, calling you, you need to get back

27:42 to them. And number three is uploading your leads, reactivating those suckers and turning them into deals, right? That's it in that shell.

27:50 Now those you guys who are late or weren't able to get in here right at the beginning, over here on the left, if we click Help Center, okay, so that's over here on the left, Help Center.

28:02 Today's training is part of week one. So week one, all I did on this call is I reviewed these two videos.

28:11 So if you miss anything, just go back and rewatch these as many times as you need, I'm going to put this link in the chat.

28:23 Okay, and guys, don't neglect these trainings, man. The Alex and I, we do not teach you guys anything just because, okay, there's a reason we teach this stuff, this stuff works, and we didn't invent this.

28:35 This is sales. This is literally a sales process. This is no matter what industry you're in, this is how you close business, okay?

28:43 You get leads, you follow up with them, you close them, and then the ones that don't do business with you, you reactivate them.

28:49 You send them text and emails like once every, you know, 60 days or so, checking in with them and seeing if you can do business.

28:55 Okay? So that's the training. Let me open it up to some Q&A and then I do have a pro tip at the end.

29:02 You so if you guys stick around and give it to you, but like a really killer one that is super ninja and it's awesome.

29:11 But anyway, questions, guys, feel free to raise your hand using Zoom or you can put your question in the chat.

29:17 And Ivy, she says, if we are out of the country with internet connection, are we able to respond to our leads?

29:23 Yes. So what's cool about lead hackers is it is a web based app, meaning no matter where you are, as long as you have an internet connection.

29:32 You can log in. And the phone numbers, a digital number like Google voice. Okay, so you can still call your leads, text them, all that stuff.

29:41 So it's awesome. Thank you. Yeah, I mean, no problem. Other questions, guys. Where can we review the messages in the Reactivation Campaign?

29:58 That is a really good question. Okay, so to do that, over here on the left, if you click Automation, and look at database Reactivation, and I'll probably update this to what DBR and parentheses, but here's where you can see all the ones that we already have.

30:14 But we even have some for referral partners. But what you do is you can just click it. And then you can look at the text in the email that we send out.

30:26 Oops, there you go. There you go. You can see it right there. And we actually, just so you guys know, just this example here for your referral partners, we actually got this from a lead hacker who crushes it with his referral partners.

30:37 This is literally what he sends them. But that's how you can preview it if you're using one of our. So if you're using a can one, like a just one that we already have, that's how you can do that.

30:48 If you want to send your own, like your own custom one, you can literally just select your list and click text.

30:57 And you can type it out. And you can use, you can use this little tag box here. So it can be like, hey, and if I click the tag icon, we can put people's names in there.

31:07 Like, hey, John, Brandon here from such and such and here's the message in Yadiyada and then we can send it.

31:15 Now I encourage you guys if you are sending reactivations, please, please follow my video. It's short, do not skip any steps because there's a right way in a wrong way to do it and you want to do it the right way.

31:33 So just watch this, step one is uploading your list and step two is sending your message. Okay, you can do one of ours or a custom one.

31:41 Okay, either way. And there's super, look, five minutes, two minutes, two minutes, uh, super short. Okay, um, but that's how you can review that.

31:52 Oh, let's see, read. If you are double dialing, you don't need to do anything in the automation tab until the next or until the second dial correct.

32:01 Correct. Yep. So I'm going to call them. If they don't answer, I'm going to click that red pause button and then I'm going to call them again by clicking the green phone icon and it's not and it's not this green phone icon here you'll know what I'm talking about when you need to go to dial it'll look

32:15 like it's a sky right here you just click that and you can call them again and then you update the status and guys double dialing works just so you know Alex and I have both been in sales our whole career I was an insurance double dialing works So do it.

32:31 Do it too. Oh, good. Oh, just saying thank you. Oh, yeah, no problem, man. My pleasure. All right. I think guys, don't think you're going to annoy people because most people think it's spam call in the beginning, but when you double dial, it's like, Oh, you know what I thought you were spam.

32:48 It's like, oh, that's why I call twice in a row. Yeah, yeah, very funny. Then conversation, okay. All right. So Jonathan Barry, all of my text conversation, say, unsuccessful.

32:57 Sotomayon, right here. Okay. I'll jokes aside. Here's why. So if you see a message that says, unsuccessful, there's little icon here that tells you why, chances are your A2P has not passed yet.

33:10 So whenever you guys start with us or any software company that sends text messages, is you have to do an A2P phone registration, Brandon, what the heck is that?

33:20 That sounds stupid, it is stupid, but you have to do it. So what it is is you have to register your brand with the cell phone carriers, like T-Mobile, AT&T, et cetera, because they're monitoring for spam harder than they ever have before.

33:38 So an A2P phone registration, our team takes care of it, okay? But it takes time. Sometimes you can take it a couple of weeks and that's normal and that's not a lead hacker thing That's not a lead hacker thing.

33:50 That is a United States thing Someone can get approved same days. Some take a couple of weeks normal. So if you guys see that your messages are unsuccessful What do you do?

34:01 You shoot him a text from your personal cell Okay, I know it sounds simple. I also know it sounds a little tedious and it is However, just in the beginning, you're just going to shoot a text from your personal self.

34:13 Keep it super simple. I promise you this works. I promise you this works. We have loan officers, same situation, because everyone does this, no one's exempt.

34:21 And they'll send text from their personal self. And they will have conversations because of it. Nothing complicated either guys. Like if you look here, and you see that the first message is unsuccessful, you can literally do the same message, just personal self.

34:37 So I'd be like, hey, Brandon, thanks for signing up, see what home options you have available to you, what area are you looking to move into?

34:44 Okay, I'm just gonna copy the same dang thing. I, you want to identify yourself too. So you just let them know, hey, you know, this is Brandon from Brands Mortgage's, that type of stuff.

34:54 But guys, keep it simple. It does not have to be complicated. I promise you, simple, friendly texts go a long way.

35:01 And is everyone gonna reply to you? No, but a lot of people will, okay? a lot of people will and actually really close to that is, well, Brandon, like the people I talked to say that they didn't sign up for this, so they don't know what I'm talking about.

35:18 That's also a normal and lead generation. And guys, it doesn't matter if you get your leads from Google, Facebook, direct mail, whoever, you're going to have people that tell you, like, I don't know what you're talking about.

35:29 It's super simple to overcome. It's, oh, hey, man, totally you know, I did get your name number and email on my online form.

35:38 Maybe, is there like a family member or a friend that may have submitted it for you or, you know, you have kids or grandkids, maybe they were playing with your phone and submitted it?

35:47 And that will start, I know it sounds silly, that will start conversations. Okay, it's like, oh yeah, you know, my sister, this is a real life example from one of really, like, like, the guy was like, oh, yeah, our sister, like, my sister wants me to get a home, so she price submitted it.

35:59 And they joked around for a sec and then Eric, our advanced coach just told him, I was like, hey, you know, I have to ask, are you looking for a home in the next 12 months?

36:09 And the guy said, you know, it actually I am. So it turned into a home buying conversation. So the long answer to the question is, A to P registration, you have to wait for it to get approved, wants it to prove it'll work.

36:24 In the meantime, send texturing a personal cell. And then lastly, if people are saying they don't know what you're talking about or that they didn't sign up for anything, you just have to have the sales skills and ability to turn that into a conversation.

36:38 Okay. If you're struggling with that, it's a skills, it's a skills thing. You just gotta get better at handling leads because leads is a different ball game, especially if you guys are used to referrals, this is a totally different ball game.

36:52 Okay. You're generating leads online. Okay, you have to build that trust. You have to, you know, have conversations with them and then turn that into an application and go from there.

37:02 Okay. All right, so then Jonathan, okay, we just answered that Johnny says, why is it that some of the contacts don't have name?

37:12 I have three like that and see some on your screen too. So those would be calls. Um, so the phone number that we set up during your onboarding, it's a real telephone number.

37:21 So you might get spam calls to it as well. That's what that would be. So like this one, that's probably a spam call.

37:27 Probably somebody trying to sell me like internet or something. Um, so that's all that is. Or if you guys have your Google listing attached and you set up a Google call tracking, that could be inbound calls from leads from your Google listing as well.

37:41 Thank you. Yep, no problem. And if we have an appointment or a schedule call, how can we set that for the specific time as a reminder, really good.

37:54 So here's how you do that. And by the way, Paul Adams, good to see you, man. So the way that you do that is, if I'm like, let's say I'm talking to someone and they wanna schedule a time to talk, I can just come over here, so that that same contact view where we're making those phone calls.

38:11 Right here, I just click the counter icon and then add and I can go ahead and schedule that. And then you don't have to name it that the title is actually automatic.

38:22 But you would just select, you know, which calendar it's not right now. There's one calendar in here, but eventually we'll have like recruiting calendars.

38:28 So just select the calendar you want. And then you set the time. Okay, hey, what about, you know, tomorrow at, you know, 3 p.m.

38:37 for one PM and they just click appointment and it'll book it and it'll send them text and email reminders if you use that and guys what's cool this can replace count only so if you guys are paying for count only you can actually use this and you don't mean you don't need count only anymore which is super

38:53 nice now the other thing you could do is you can just use tasks some people will do that those do a task and just say appointment with you know well you don't and then assign it to yourself and then click or set the day in time and click save.

39:13 You can do it that way too. I'm a fan of using the calendar, so anything appointment-based, I like using the calendar, and you can also over here on the left.

39:22 This is your calendar view so that we can see those appointments. Okay, and you can book them from here too.

39:30 And if you guys need help with that, guess what, in the help center, the hand-to-handy help center. Let's see, book.

39:40 How to book an appointment? If we click that, I think it goes over all the ways. Okay, because there are several ways, so it just goes over all of them.

39:49 So if you guys ever want to go revisit that, you guys can. And man, I so encourage you guys, I'm telling you the more you have in your CRM, the more effective you're going to be, and you're going to close more deals.

40:02 Okay, your CRM should do the thinking for you. If you're using your CRM correctly, it'll have your notes, your tasks, your calendar, your leads, your phone calls, your emails, your text messages, all in one place.

40:17 So you don't have to think about, well, crap, where did I write that note down? Or hey, what did I talk to that person about?

40:23 And guys, I know salespeople, salespeople suck at keeping their CRM updated. Okay? And it bites them in the butt because of it.

40:30 So, once I got that, I was a prolific note taker in the CRM because I never had to guess what I talked to that person about.

40:37 It's like, oh, this is exactly what I'm following up with them about, because I took detailed notes. All right. Also, a lot of my emails show as failed.

40:50 So that is unique. So if you have failed emails, I would hop on the daily support call. So over here under events.

41:00 You have the support calls that they're twice a day every day. That's more technical. They can look at that because that, it could, and if you stick around, I can even help you with that after the call.

41:14 So maybe stick around. I'll just take a look at it real quick and just double check that. Because yeah, that's what they got.

41:19 I think I know what it is. So yeah, it's, I got it fixed. Okay, very cool. Awesome. Thank you. No problem.

41:28 If you do need help though, just let's know. All right. Other questions, guys, because those are all the questions that run the chat.

41:35 Any other questions you'll have? I'm going to wait around. See what Charles? I'm going to wait around. No problem, man.

41:50 Is it because you have a question or you just want to learn? Yes. Yes. Good answer, good answer. Okay, fair.

42:03 Other questions, guys. Okay, so I'm going to wrap up with this and I'll give you a pro tip and then we're done.

42:15 So with your CRM utilize this help center. If you guys need help, please use the support center. You can email us.

42:24 You can hop on. We could do 60 freaking calls a month, okay? That are live, that you guys can get help on and support and ask questions.

42:31 And you can even ask the community questions. And you know, we're more than happy to help you guys. We only win if you win, okay?

42:40 Us winning is keeping you guys forever. That only happens if you guys are winning, if you guys are enjoying the software and if you guys are getting the help that you need.

42:48 So please, we take support very seriously help us. help you, hop on these calls, let us know, and then we can help you out.

42:57 The Help Center, please watch your week on training. If you haven't, do not ignore that. But you need to watch this to understand, at the minimum, like, what do you sign up for?

43:09 Like, how is it all work? And why do we do things the way we, like, why do we have you guys target statewide with the general campaign in the beginning?

43:16 Like, why do we do that? That's this video. Okay? How do you launch an ad? That's this video. How do I know when I get a lead?

43:23 how do I talk to them? That's these videos. What kind of automation happens? That's this video. Okay, so watch this week one, all right.

43:31 Crote tip. Okay, this is super ninja and it works and it works very well. So put a two in the chat if you guys actually have a Google listing and when I say a Google listing, that's a fact like if I'm looking up like home-worn near me, You know, and I'm like looking at maps.

43:54 Like this is your, this is a Google listing. Put it to in the chat if you guys actually have one.

43:59 Marianne's got one. Who else has one? Paul's got one. Johnny. So for all the people on the call, if only three of you have one, Holy crap, like get one yesterday and if you need help just use YouTube, how do I set up a Google listing?

44:32 And you know, how do I put my business on Google and you'll be able to set one up? Please do that.

44:38 So Jonathan's got one awesome So Lead hackers gets confused with lead generation companies a lot. We're not a lead generation company we're not a lead generation service, we don't generate leads for you, we don't ever.

44:58 What we do is we provide you the software, we are a software company that gives you the tools to launch your ads in a couple clicks, but we also have other tools like Google Reviews.

45:07 You can actually increase your reviews online. We have a social media planner, so you can actually schedule out your social media posts on all the platforms, LinkedIn, TikTok, Facebook, Instagram, Google, a lot of people don't know that Google, it like let's post stuff, you can.

45:23 So you want to get familiar with these tools and learn them. And over here on the left on Help Center, we have a training on Google reviews.

45:32 So you have social media planner, over here's Google reviews, okay. So you want to set that up. It takes less than 10 minutes.

45:39 You want to set it up. Here's why. So I want to ask everybody I talked for a Google review. And it's really easy.

45:48 All I got to do is click this thunderbolt and click send a review request, select who I'm sending it to, and then click send.

46:02 Okay, and if you're new to send it via email, all right. Now, that's how easy it is. So once you set it up, it's super easy.

46:10 Here's the ninja strategy. Most of your leads are not to be qualified, okay? Shocker. And it doesn't matter where they come from.

46:19 It doesn't matter if it's Google. It doesn't matter if it's Facebook. It doesn't matter if it's direct mail. It doesn't matter if it's radio.

46:24 It doesn't matter if it's billboards. Wherever your leads are coming from, a lot of them are going to be not qualified, okay?

46:30 Now what do you do about that? And by the way, guys, that's because of the Fair Housing Act. So no matter where you go, no one has better quality leads because no one can target by income, loan amount or credit score.

46:44 It's illegal, okay? No one can do that. So knowing that, if I'm talking, let's say I talk to 50 leads this month and let's say, you know, 30 of them aren't qualified, don't waste those leads.

47:00 What you do is you spend an extra couple minutes with them and give them a positive experience with you. So and then ask them for a review.

47:07 So the way this looks is if I'm, you know, talking to a lead and I find that they're not qualified for whatever and psychamory, you know, we're looking at your stuff.

47:15 Unfortunately, I know you probably already know this, but based on your information, we actually can't help you with anything. However, is it cool if I give you a quick game plan, so you can put yourself in a position to get a home?

47:27 Oh, yeah, brand, that'd be great. Awesome. And I'm just gonna spend an extra five, 10 minutes, not nothing crazy. Five, 10 minutes, because time is money, I'm not gonna waste my time, but I'm also gonna help them.

47:38 Hey, here's what I would do. Like, you know, it looks like your DTI could really be helped out of all you did was knocked these out.

47:44 That'll probably take us six months and then you can, you be in a position to get a home, etc. Once you're done, it's like, oh, man, thank you for, like, that was awesome.

47:53 Brandon, thanks for helping me out. Hey, Mary, is it, can you do me huge favor? Could you take, if I sent you my review to, or my link to leave me a review online?

48:01 Can you take 30 seconds and just leave me a review on Google? It would mean so much to me. Oh yeah, Brandon, send that on over and while I'm on the phone with them, I'm going to click that lightning bolt, I'm going to select them and I'm going to send that to them and then I'm going to ask them hey did

48:14 you get the link and then that's it and then you leave it to them like if they want to fill it out at that point great but I'm at least going to walk them to the link as a sales professional I maintain control the situation so I'm going make sure they get there.

48:25 Um, if I email it to him, hey, check your spam folder, you know, let's make sure you get it. If you do that, you will grow your reviews online.

48:34 And what happens when you grow your Google reviews? That's a podcast, guys. What happens if you start getting more reviews on Google?

48:43 You can put it in the chat. What happens? Come on, don't tell me you guys don't know this. More leads, oh man, yes, more freaking leads, ranking improves, yes, people will find you easily, yes, visible, yes.

49:10 Are those, like, how many of you, how many of you want to be more visible on Google? How many of you want to be easier to find online?

49:23 You know what I mean, so this is why you don't neglect this because I promise you, if you guys aren't neglecting your online reviews, you're giving actual commission checks to your competitor down the street.

49:37 Okay, because if your competitor has more reviews than you, guess it, like look, if I'm looking at this right now near my house, am I going with this person or am I going with person.

49:46 Who am I calling? Not this guy. I don't even care that it's five stars. This is probably his mother and his brother and sister.

49:55 You know what I mean? Or mother and two friends. You know, but I'm going to call this guy and the next person I'm going to call is this one?

50:04 Okay? So what you want to do is look at your group listing and you want to look and see, hey, where do I fit in this?

50:11 Like how like, because remember when you got a facetary It's like if you've been neglecting it, you need to face that.

50:16 But number two, use this tool. It works, you will get more reviews. And if you do this consistently for six months, a year, two years, guys, you're going to be stacked with Google reviews and guess what?

50:33 Now you're going to get your competitors' commission checks. Now, I have an abundance mentality. I believe there's enough business out there for everybody, but make no mistake about it.

50:41 I'm a businessman and a sales professional. I want, I want the commission. I want the customer. Not my competitor. I want it, okay?

50:49 So this is how you do that. All right, is you get more reviews on Google. So that's my pro tip for you guys.

50:56 You're already paying for these leads. Don't waste them. Do not waste them. If you talk to someone and they don't qualify, give them a positive experience, help them out a little bit, and send them an ask them for a review.

51:08 Okay? Someone does not have to be your customer to leave you a review online. It can be anybody that you help.

51:15 So when I started teaching this, we had a guy within two weeks. He got three new Google reviews, two of them were from unqualified leads.

51:23 One of them was from a real estate agent that came through his ads because of investment properties. He was actually looking for a DSCR loan.

51:31 So this stuff works. All right, you just got to do it. So anyway, don't neglect your online reviews. If you do shame on you, you're like if you guys like giving money to your competitor then keep neglecting them Okay, because it's very real like if very real money, that's being missed out on that All

51:50 right guys that is true yet for the training. That's all I got for you today