287: Your Pre-Approval Playbook...Without the Chaos

(upbeat music) Welcome to the mortgage game. I truly, truly believe that building a mortgage business, a successful one is like playing a game. There's winners, there's losers, there's certain things you try. Some of us are playing checkers, while others are playing chess. I've had the ability to coach and mentor hundreds of mortgage brokers. I myself built a very nice business. So now I wanted to steal all that information, all the things I've learned from that, and bring it directly to you in a simple to understand why. I hope you enjoy. All right, welcome to the mortgage game podcast. Whiteboard Wiley here coming from the Dodge brand studio at the beach. Let's get into it. So this is a little different one. This isn't like motivational and get you jacked up. Maybe this, I don't know. I just got out of some pre-approval training. And I know you're like, ah, pre-approval's last. Ryan, I need files to work on. I don't need to learn how to, now no, no, no, hear me out. This 20 minute, I mean, this will be 20 minute podcasts. Give it a try. If I can save you 15 minutes on every single pre-approval you do moving forward over the next five years, that's like weeks of vacation. I just came up with best practices using in the pre-approval journey. I'm gonna go through, I'm gonna give you an overview, with what that looks like, and then I'm gonna go into each section, I'm gonna share our best practices. And this is me, I did this with a bunch of brokers, some of them season, some of them not so much. There were big takeaways from everybody on that training. So I wanted to bring that in here, live to you, okay? That's what we're gonna do. And in my opinion, the pre-approval process is the most inefficient process in a mortgage broker's client journey. I see top mortgage brokers spending three, four hours on pre-approvals. It's just insane, absolutely insane. And when I get in there and I break it down, I'm like, oh my God, it should be an hour and a half, two hours tops. And then you start seeing layers to the onion. You're like, well, no shit, because you're working with everybody, you're doing B, and private, and A, and all that. And you're trying to solve every problem, like pull a rabbit over a head, be a magician to everybody. And then you have, and how many times do you have clients? I know I'm talking to a bunch of you here, where they're like, you're like, yeah, I'll find a thing for you, they're like, okay, cool. And you don't even know if they're gonna work with you yet. But you don't have a lot of schooling on, so you start working on that deal. And then all of a sudden you're sending out emails to BDMs, your phone calling, you're putting posts and Facebook groups, and you're just paying so much time and energy. And then you run into brick walls and then you get exhausted. And then you sort of push it to the side because something else that sounds easier comes up. So you work on that and then the client reaches out to you three days later and they're like, hey, that pre-approval, like how we doing? What do we, and you're like, oh, shit. And you're like, deep down and you're like, oh, yeah, I don't really want to do this anymore. I don't have the answers. It's not easy anymore. It's hard and blah, blah, blah. And then you have to brush them off or you have to go, I'm working on it, I'm coming back. I got some feelers out there. That whole game, right? That's what happens. We saw that in the training. That sort of came out to some people. That's what we're talking about today. That was just like a sidebar. So I'm just going to go through the pre-approval process. I think there is, we have client journeys as mortgage brokers. And I don't think we have one big client journey. I think we have two. I think we have a pre-approval journey and an approval journey. Because clients come into your world, you might pre-approved them, send them off. They might not buy for eight months. So you're just saying the journey picks back up. Like it never stopped. I think we all need two. And can it be mapped out on the same one? Sure. I think you have to look at it differently. Pre-approval approval. And there's one call method. There's a two call method. And then I'm going to walk through that. And then there is a taken application over the phone method. And then there's a no-dock, no-talk method, which is sold school broker. And I don't know who does that anymore. And there's a lot of things we're going to break down here. And we'll give you some tidbits. We'll give you some software to use. We'll give you some best practices from top brokers. And so the cool thing is with this, I get to take everything I do as a broker. And I get to take everything I've done from coaching. Hundreds and hundreds. And we're probably close to like 5, 6, 700 agents, maybe more that we've coached, that it can take all their models. And I get to go, and I get to be like a rainman. And I get to come out here and go 74, 83. And let's do this. It's so cool. I get all these perspectives. And then I like to bring it here and just share it with you. So standard pre-approval process. You've got the lead intake. I'm going to go just do a quick overview. And then we'll dig into each one with a couple of best practices. You got lead intake. And then we go to typically discovery call. Now, some-- there's an old school way of brokering. Used to be no-dock, no-talk. I will not jump on a discovery call. And yes, I'm doing a fake yell. Until I have all the docs, and I just think it's such an old method. It's such a broken philosophy. It's such like, think about it. Someone gets introduced to you, hey, my neighbor said to talk. OK, cool. Send me an app in docs. It's like, ah, excuse me. You want my sin number? And I don't even know who the fuck you are. OK, let's just assume some people do that. Now let's just say they're like, yeah, my neighbor says you talk to you. So what do I do next? Well, me, I say book a call. Some other brokers say, no-dock, no-talk. Here's an app in docs. And then we'll get this thing on. And now you send all the docs in the app in. And then I look at it. And my team processes, and we go back and forth. And then all of a sudden, we have to jump in the call. And then on the call, I tell you, hey, yeah, you make 60 grand a year, and you have $8,000. Can't do anything. So thanks for sending all that stuff in, though, because I have no-dock, no-talk policy. Like it says bullshit. It's just such a-- it's just-- you create so much work and energy up front. I'd rather have a 15-minute, you triage the call and go, and you crush your discovery call and decide, OK, am I going to let them in the club? Remember, you're the balancer. Do I let them in the club to hang out the party in the club? Or do I kick them out? You're not here. You're not ready for the club. You're not even old enough, right? So let's go back. We've got lead. And we go discovery call. After discovery call, if you side a partner, then we're going to go to apps and docs. And then after apps and docs, we go to underwrite the file. After underwrite the file, we go to present the pre-approval in whatever form. And then after that, we go to follow up. And when you're presenting the pre-approval, this is where the one call versus two call strategy. And this is like talking politics in our broker world. I've seen-- I see agents doing both. I've done both. There's one I like trust we more than the other. But I get the pre-approval done. And then we present the video. We record the budget, the numbers. If you're not giving-- you've just a broken record here. But if you're not giving numbers, broken down with closing costs, appraisal and land transfer tax, and pay out of debt. If you're not doing that, I don't know what you're doing. For pre-approvals, you're letting your clients down. You're letting your business down. It is a massive value out. I'm just going to assume everybody's doing it because I've been talking about for so long. And you need to be doing that. So you can present it with a video. You can jam it all into a long email where people are just going to read paragraph on top, paragraph where you can put into a 3, 4, 5 minute video, walking through the budget. Those are recorded. Or you can jump on a strategy call. And so I've done all three of those. The-- I'm going to let you do what you do. The recorded video, I like it because I'm not going back and forth with scheduling the strategy call. I'm making sure the decision makers are going to see it. It's recorded. It covers my ass on a lot of things. It also lets them rewatch it. It answers all their questions if they have others. They can come back. Usually, it answers 95% of the questions. The strategy calls are very clunky. I think the strategy calls more if you want to hear the sound to your own voice. And you want to-- it could be sticky, sure. Not my jam, though. Now, depending on how many files you're doing, it kind of makes it a little-- but I'm not going to debate that. So we're talking about it. That's the overview. So let's go into each category. And I'll give you some value ads in there, some best practices. And these aren't all mine. These are ones I picked up from other people. That's working. Before I do that, though, this podcast is brought to you by-- Mocha. Yeah, Mocha. It's like 2 o'clock in the afternoon. Oh, nothing like a lukewarm Mocha. Man, I don't think you make that hotter. That's not even Starbucks. It's some other shop. OK, let's go. Lead. Lead comes in. Some best practices around that. OK, we had a one hour turnaround time. We respond within one hour. We had a wow email. The wow email going back has a recorded video in there. It has a link to the calendar. It has all your Google reviews and your email signature. So you're whiling them. You give them social proof. You can quick turn around. You have the recorded video. We used to do custom videos. Hey, Tom. Nice to meet you, man. Can't wait to work through the next call. It's just a book of call below my calendar. But I stopped doing it because I was the bald neck. Then we went to recorded eight different videos for refinance, investment property, property ladder sale. First time, I'm like, all this thing. And there's just too much. So we went to new client, past client. So with two recorded videos, you just drop it in with the template, boom, boom, boom, and you go here. So that's the next step. The only thing I'm doing in that video is telling them book of call. I'm not going, hey, then we'll get documents application. And then instructions will be sent later. No, no, no, I'm just going, hey, this is who I am. Can't wait to talk to you. Book a call on my calendar. Let's get it. Let's get it going. Then you'll direct access to my calendar. I can't wait to talk to you. This is a superficial way of setting the soundplushes go. OK, so there's that. That lead comes in. Now what happens if you send that and you don't get a response back? What's your follow up? So some of us will tag it in a CRM. And the CRM will automatically follow up, which I don't necessarily like that setup. But OK, sure, because then you have to shut it off. OK, some of you are dialed in, and that's awesome. Some of you, you create it. You add like a lead tag to it, new lead, throws in your CRM. And then it creates a task for you. And this is what drives me bonkers about CRM's is I'm just like building this never ending to do list of shit over and over. And I guess it doesn't fall through the cracks, but it's like I hate the idea of waking up every day and looking at this never ending task list that just creates all these tasks and some of you geek out on it and you love exiting out the task or putting a check box done, done, done. And for me, it gives me massive stress. I'm like, this is not my life. I am not. If I'm here, just waking up looking at a fucking task list called that of all these mundane things, I can't do it. That's why I love to rather have automation in and I just it's a mental thing. I don't like someone giving me a list. Just never ends. Rant over. It works for many of you. And I respect that. We're just wired differently. So what do we do? Well, we use boomerang. Boomerang is a, you can use it now. Look, you can use a Gmail. Super awesome, easy concept software. You'll load in the widget. Super easy. Boomerang, go check it out. So we send out the lead. Hey, great. Here you go. Here's our wow email. And then we boomerang it to respond. If they don't respond to this email, I'm going to boomerang back in 24 or 40 hours. I get to say, and what does that mean? It means when I wake up the next day or 24 hours later, it's going to pop back up to my inbox and it's just going to go, Hey, this person never responded. What do you want to do? That way your assistant could be notified and you could just boom fire back. Okay, cool. Hey, I'm just following up on this, pushing it to stop your inbox. You still want to book a call. You should use boomerang in a lot of different ways because there's a lot of stuff that you can't go, you send emails out asking questions of people that you can't put in the CRM or you have to go create a fucking task. So what if you use boomerang when you reach out to the lawyer and you go, Hey, confirming you got instructions, right? Boomerang into 24 hours. If it doesn't, if it shows back up, go follow up. But what am I going to do? I'm going to send that and then I'm going to go into my CRM and create a task to fall. Like it's like so backwards to me to do that. Use boomerang. It'll just keep all the times you reach out to people asking questions where it's not in the client journey specifically. Put a boomerang on it. Fire it back in a week, three days, two days, one day. I don't know. If you send a boomerang to a realtor to meet for lunch to break bread, put a boomerang of three days and then it's going to come back to the top and then you're going to reach out, Hey, I just want to reach out and send you a text. Send you a text, right? This is a software that very underutilized the people I know who are using it. Absolutely. So that's part of the lead side. That's the best practice. This podcast is brought to you by Mocha. I'm sorry. I got to drink this thing because it's so lukewarm right now. It's like if this goes cold, I can't do it. I paid $7 for this because I tiped. They gilded me into the tip. They didn't say anything, but they looked at you. It wasn't Starbucks. It was like one of those boutique shops. You six boxers with a tiny thing and then they looked at you and they passed the thing over and they just like stare at you with like their granola sweater on and I'm like, "Fuck, I'll give you a dollar." I got looped into that. So anyways, let's carry on. Okay. Lead practice, follow up, right? Pre-simple. You get back within an hour, you give them a while email, a build to book and follow up. That's it. Next. Discover call. But I'm going to say booking to discover call. Okay. So now the client clicks the link and it goes to my calendar booking software. Okay. Here's some best practice for that. And like this was not a hot moment for a lot of top brokers in the training. It was like number one. Top brokers, me included when I broke, you could not get access to me that day. There's nothing you need for me today. I don't care if my calendar is wide open, it's a filter. I'm going to allow you to book tomorrow and I will have the time slots because I don't want your stress on me, I don't want your pressure on me, I don't want you skipping the line from other clients. Just because you need me today, that's not the energy I wanted in my book. So I make it the other day. So I set that up in the calendar. Next. I just lock out each day two to three hours where I will take discovery calls. And so it might be 10 to one one day, it might be nine to 12 one day, it might be two to five another day. It doesn't matter what you do is your time blocking. So when they go to click, they're going to have 15, 20, 30 minute increments within a compact two, three hours. And it's not even about them. This is about you. This is about you protecting your time so you can stay disciplined and focused on other areas of your business. If you are constantly going from, oh, an 830 colleges booked in a 130 call of 430, 515, 1045, like, and you're just all over the place and you just switch gears from satisfying conditions, prospecting, social media, discovery call and you're weaving discovery calls all within there. Do you think you're going to be at your best? Do you think it's going to keep you distracted from the other things in your business you need to do to make money? Hell to the yeah. See a book out the times. Some people don't even have certain calls on certain days. I know some brokers were Tuesday ones a Thursday. They're like, I'm not doing a discovery call and Friday. I'm not doing one on Monday. I'm going to work on the other is my business. It fits here. Make it work type thing. And so it's a scarcity mentality. You feel like you're going to miss out on stuff, but I promise you you don't. You set the rules, right? You run the daycare. Don't let the inmates run the asylum. Right? That's what happens when you just go, my calendar is open. When I'm even available right now, I'm even available right now because I promised if you tracked all this, I didn't track it. I did a mental track, but over my career, the people who wanted me access to me right then and there, they had never worked out. And when it did, it was horrible. And it wasn't worth the money. And you're like, fuck that. I don't want to do that anymore. I want this to be a business where it's like, you know, there's always one off. So I get it. You time block your calendar, you make it so they can't book that day. And then last but not least, you're scoffed, what are your scoffed recalls of two long? And you're on there. So what do you want to do? You want to do refinance? You want to do blah, blah, blah. Are you employed? All the stuff you could already have info for by just adding questions into the calendar software. So when they go to book a call and they put name, phone number, email or whatever they're putting in there, you have questions below of the things you're going to ask them anyways. Just don't click the required button. Make it so there's no aster. Make it so they just put it and guess what? They will. Majority people will fill out a bunch of it. So what did you just do? You shaved off four, five, 10, 12 minutes off the discovery call because you have the info. Promise you way better. Just do that. It's already in the software you're using. And then you're going to want to use the software to follow up. There's four things we're talking about scheduling discovery call. So now you click it on and it's got these follow-ups built in. And if you have SMS, sure, if you have email, whatever, it's going to follow up for you. So just turn it on and set it to, I don't know, 24 hours, 40 hours, 72 hours before and it starts hidden and we all have this. People falling up with us. Does it annoy you? Well, they're taking your time for like a half, they want a half a million dollars. Like, it's not like we're talking about like, give me a quote to clean my barbecue. Like, and you take it, it's, this is like real deal stuff here. So if you can't do that and you want to hit people, then you're not valuing your time enough, right? We're running a business. This is a business. This isn't a hobby. A lot of you are running, this is hobby to you. And you're just trying to dip in your, I'm running a fucking business, right? The essence of business is to make profit. That's what we're doing, right? With the least amount of time spent. And so do this, turn that off. That's it. Okay, that's it. Okay, that's it. You set that up. Now we go to discovery call. Some of you do a phone, fill your boots. They're both awesome. I can pros and cons to both love it. We're not going to break that down for this cover call. There are certain things you want to hit on the discovery calls. I'm just going to share a couple of things here. Out of the gate number one, I've talked about this before, but there's some additional. I'm going to ask who referred you and what they say. I already know or I'll be like, if I knew who's Tom, he referred me, I'd be like, hey, it's like Tom referred you to me, mentioned my name. What did he say? Why do you say we need to talk? And I want them to say, like, oh, Tom said you're good at this and that. I want them to like say it out loud. It just sets the tone for the call. There's some psychology there. I want to take control of the call. And I know this is a big difference. We found this in the training. Some people want to build a rapport and build an awesome, I'm going to build that within my questioning and small talk. And I find that more women want to build more of a rapport and a warm and fuzzy and hug. Get out and build that relationship and more guys want to go a little more like, hey, let's just get to stick the numbers. I'm going to keep us on pace. We're going to go and there's no wrong answer there. That's awesome. That's just we're wired different, right? And some of you will cross over and do the other one. And that's cool. But I always like to take control of and just set the expectation. This should take 20 minutes. I'm going to ask you a bunch of questions. I'm looking for red flags. I want to really see if we can make sense for us to partner. Does that sound good? Yeah. And at the end of it, if it makes sense, I'll walk through the next steps. I'll answer some questions for you. Let's get into it. Okay. Start asking questions. Scale 1 to 10. How goes your credit? What are you trying to do? Blah blah blah. I'm going to get into all that. There are some questions that are non-negotiable though. I want to ask you know how I get paid. Right? I'll explain. I don't want bad information out there around how I get paid as a broker. I don't want the banks telling them lies. I don't want past brokers screwing up for me. I don't want the peanut gallery they're talking to getting in the rear. I want to just tell them I earn on average 1% of the mortgage amount. If your mortgage is half a million dollars, that's $5,000. I earn. I work really hard for it. But it does not include it in the interest rates. Not baked in somewhere. There's no hidden fees. I represent only you. So it's like that stuff. I'm going to have that spiel down. But I want to know that I'm going to ask for a commitment at some point. I'm not going to get you to sign anything. I'm not going to charge you anything. I want to show you how I operate after I pre-approving and show your proposal. Then I will ask if we're a commitment to that sound fair. I'm going to keep going. If we partner, if we decide to partner together, this is what I'll do. If we decide to partner together, I'd love to show you this. If we decide to partner together, based on what we talked about, I receive some opportunities to save you some money. That could be from, hey, an increase on your tax refund to, hey, prepayment strategy. That's sort of sitting in front of us right now, but could shave four or five years off your mortgage without changing your quality life. I'd love to present that to you. How does that sound? I'm always going to be mentioning if we decide to partner together. It makes it so it's not transactional. It's a partnership is what we're doing. So I'm going to do that. And then at the end, the call if I decide at some point would just make sense for us to work together. The next step, I'm always going to go, I just want to let them know the next step. I'm going to do X, whatever that is, but I'm going to need these documents. And I'll go through the documents. And this was a big aha. It was, I'm going to list out the documents verbally. This takes an extra five minutes. So be it because I've already determined their worth my time. So I will, I will spend more time because this will save me a lot on the back end with the back and for it. If I just go great, I'm going to send you apps and docs. I need an app and docs. I need and then they get hit and there's 12 things on there and they're like, what the hell ride? I'm going to preface them. I'm going to go, I'm going to need this T1 generals saving to these activities. Anyway, blah, blah, blah, blah, blah, blah, blah, probably to say, even more to stay, I'm going to go through it all. Does that all make sense? Do you know where all that is? Yes, they ask questions. Okay, that's cool. Now they're not like caught off guard. And then at the end, before I leave, I'm going to go, are you crystal clear on the next step? I want to know this. I don't want to be like this gray area of like expectations and what I'm supposed to be doing. Are they waiting for or so? Are you crystal clear? Yeah. Cool. You're going to get the email from me. It has the link to this. And then by time I get everything back, I'm going to give you your pre approval proposal, custom within 24 hours. How does that sound? Wow. That's quick. That sounds awesome. That's my service. Okay. That's why I'm going to deliver. That's the white glove concierge style. So my pre-approvals go to the top of the list over live files. Because live files, I can like play with the condition of financing. I can play with the documents. I can play obviously the time on that. I'm telling them. I'm still in the audition stage, right? Just because they're say they're going to work with me. Doesn't mean they're going to. And so I'm always auditioning. I'm always earning the business. I'm never taking for granted during my client. I'm always earning it. I'm going to hold myself accountable. One hour turnaround. I'll lead 24 hour turnaround pre-approvals. None negotiable in my head. If I can't make it because we get into it in some drunk, I'm going to let them know. I'm going to apologize. I'm going to give them a reason why. And I'm going to tell them 48 hours now. Okay. That's that. So we got to. That's the discovery call. Now after discovery call, we go to apps and docs. After apps and that's you requesting apps and docs. Everyone has a different system for this, different submission platform, different email scraps, different whatever. I'm not going to get into that because it's very specific on how you're running your business there. But essentially, you're asking for apps and docs. The only thing I will say is we sit on our hands. We sit on our hands until we don't underwrite the file until we get all that stuff in. Should go without saying especially as new agent or people without stuff on your play, you're going to have to resist the urge to creep and get in there and look at the stuff. It's start plugging it into the thing because they could just ghost you and you wasted 25 minutes. Right. I'm not going to do that. I'm not going to go into we have everything. Okay. You have everything. Now you're going to go in and underwrite. So underwrite file. Pretty standard stuff. You're going and underwriting based on the situation that they came to you with and your lender or the notes you took from them. Discover call. We just had a rule of thumb, especially on the a side was we underwrite everything as if it's going to scotia bank because I can go up to 50 TDS. There is no GDS. I don't need exceptions on 50 TDS. It's just the standard now. That's what I need. As long as the credit's good. I can go there. They have the best non-subject rental offset on the a side subject property rental sure not as great now. But I'm going to underwrite the files because the guidelines are easy. I don't need a spreadsheet and I can. It doesn't mean the deal is going to go there. I just want to give them a rock solid pre approval. But here's the thing. When I pre-approved them, I'm not pre-approving them up to the 50. I'm pre-approving them based on a 44 44 if it's uninsured 44 39 insured insurable. And if I know I can push it above that for the uninsured stuff, I'll go, Hey, you're pre-approved at 500,000 for the standard guidelines. But I believe we can get you to 5 50 or 600 over here. We'll ask for an exception after I see all the docs and everything. This is what we're going to or sorry. Once you execute on something, we have a property. You put your hand on this is what we're going to look at doing over here. If that's some of your ins today. So I'm going to give that back to them. I'm going to show them to a mission on the standard. I'm going to show them what I think we might be able to do. And what that's going to do is stand out. So if they go talk to RBC, RBC is going to give them the 500,000 on pre-approval. I've given them the five, but I've also given them 5 75 because I can push my ratios. I know if we decided to go there. Some dangling of care. Okay. So I go build all that up. Different scenarios. I'm losing my train of thought here. I got a mute. We're going to or not mute. Mocha. Mocha is Mocha time. Sorry, there's this old couple in front of me. Blowing up a paddle board. And I'm like, it's in November. And I'm like, where are you going? Like are they? That's kind of caught me off track. I'm like, that's the thing we do. The podcast, the beach. You get all these sites in this old couple. I've mad respect for them. But like, man, oh man, like good for you. So we've underwritten the file. We've built out the custom proposal. We've showed them different options based on I'm always showing. I must be an orator. I'm going to show them other things they might not have thought of depending on the original call. Right. And all the questions I ask on that discovery column looking for opportunities to weave in value. I'm looking for opportunities where they have $30,000 seeing a rainy day fun at a frickin high end your savings account. I know that's a death swap move where I can bring it in. I don't need an accountant to tell me how to do this. I don't need an accountant to sign off on this is basic shit. I'm going to weave that into my proposal and go, oh, I have a way where we can do. I'm not going to show them. I'm going to I've a way where we can do XYZ. If we decide a partner, you give me your like, and we make a commitment to each other. I'll help you execute that plan. I'm going to weave that into my proposal. I'm going to look at any opportunity if it's paying out debt, paying out a car, even if it's a low interest rate, but one on proof cash flow. But depending on the situation, I'm building my proposal as such. I'm not just coming back to can you pre-approved me? Here's my thing. Bubble, I'm going to show you something. I'm going to show you something you haven't seen. I might show you a 5, 10, 15, 20% down payment. I might show you that. I might show you how you're at 10%. I'm going to show you how to get to 20% and avoid the insurance premium and get and extend the the amortization up a bit. I'm going to show you why, right? I'm going to show you something. I'm not going to be an overtaker and that proposal is going to come in because that's how I'm different. That's how I'm different than everybody else. So I'm different than the bank. Okay. So now I've got this proposal. Then I present it back to them. We talked about this already. I can present it back in a recorded video. I can present it back in an email, which please don't do that. That's just no one wants to read eight paragraphs of an email. Nor do you want to write one up. The budget proposals are the best. My opinion. And then the other one is, hey, this is your pre-approved. Let's book a strategy call now. Okay. I'm not going to argue that on that. I think it's a little clunky. You do get more FaceTime, but I just think it's unnecessary step. But it's only because I ran in my worth recorded video for 10 plus years. And I saw how much success we had and how much I could protect my time. Okay. Now they get the proposal. We're still in the pre now they go out shopping. And so we're going to empower them to send us MLS listings for any property. We're going to empower them. And then we're going to reevaluate the numbers, readjust the numbers for that specific property. Give it back. Go here's a layout. You're fully pre-approved. Just want to show you the real numbers for the properties you're going to go look at best a lot. Okay. So that's ongoing stuff. Plus we have the ongoing drip campaign. As soon as they come into our CRM, we're throwing them into their master drip campaigns. They're getting nurtured that way. Plus we have Monday follow ups. At least to do every Monday we fall with everyone in our world. Plus you have the boomerang follow up with pre-approvals or you can boomerang it back to the top of your inbox. I know other people that build up a drip campaign, a pre-approval drip campaign and they throw people into that. To me, we already have our master drip and they get 70, 80 emails. So I don't want to layer more emails like that. I let that big master drip cover us in a lot of different ways. It covers us so we don't have to do post funding, email drips, pre-approval drips. It's a one drip that covers everything and keeps us top of mind. And then my weekly follow ups and my boomerang follow ups supplement everything else. Now the clients are pre-approved. They're out shopping. I asked for the commitment. I've seen a lot of pray. I love to get your commitment. That's my pre-approval process. So those are best practices on that. This is 29 minutes. Man, that's long. But that's okay. I talk fast. There's a ton of value in there. Top brokers are doing all of this. So it's like the question is, what's your takeaway? What's your one or two things you can put in here? And obviously you need a master template with all your scripts on it. We used the last thing I'll say. We had our journey mapped out, like on a board. And each spot in the journey had a number associated to it potentially. So we had our email script over here. We had all the email scripts we used in our business and we just labeled them one to whatever. So let's just say one to 15. All the emails we're going to send at any point during our client journey. Then in our, when we map out our journey, like at the beginning, lead intro. Well, we have email one. So we know that anyone on the team, we include it, can go in and see the master drip. We're sorry, not a drip. The master script template and its email one. And then throughout the journey, there'll be a two. Well, we know that means we go to the template and its email number two. So at every part in the journey, We knew what email to send. And then some people build that out in a client journey and put in the CRM and they automate a lot of it. There you go. That's it. I have some thoughts on that, but I'm not gonna get into it. This is a little too long. 30 minutes. That's it, kids. I hope, I hope, I hope you got some from that. 30 minutes your life could save you 10 to 15 minutes or increase your pre-provol to app ratio and time will stop. Okay, that's it, kids. Appreciate the sport. Peace out. (upbeat music) (upbeat music)