Mindset, Preparation & What To Expect
GO THROUGH THIS WHOLE SECTION!!!! (And the next one)
(The next section is mostly tactical, CRM related training.)
We know going through this takes time, but please take your investment seriously so it's not a wasted one and you're not surprised by anything later that we're sharing here.
Print Off Your Success Roadmaps
Yes, really physically print these off & keep them at hand.
How To Print These
These are Google Docs so do as shown in the screenshot if you don't know how to print these, but please PRINT THEM OUT!
Our Coaching Calls Are Critical, Which Is Why We Call Them Mandatory!
Everyone needs coaching, even if they think they don't!
Usually those who think they don't, need it the most.
How To Attend
Add The Calls To Your Calendar
Just click each button below to add the events to your own calendar or alternatively save the link (it's the same for all meetings).
Zoom Technical Tips
We'll be able to help you a LOT more if you join by the Zoom desktop app. You can join by the browser, tablet or phone, but we won't be able to control your screen or screenshare, which is what we do on these calls 90% of the time.
Make sure you have a working microphone on your computer. You can call in by phone and join by computer simultaneously, but it will be easier if you can just do it all by the computer.
Mac's/Apple computers do have some additional settings you'll need to approve/setup to participate fully since we frequently want to control your screen so you can see what needs to happen in the CRM live, and in-real time. You'll just need to adjust those settings once. Here's a link on what needs to happen CLICK HERE.
What Are We Doing On The Calls?
This is where we can proactively spot lead handling issues, opportunities for improvement and keep you abreast of changes within the ecosystem.
This is also where you will get the best CRM training & lead conversion insights specific to your situation. On these calls we do control your screen & look over what you're doing right and wrong. Of course we're answering questions too!
You will get 1-on-1 attention on these calls. You can get insights from other LOs in the program here too.
You need to attend these calls these even if you don't have questions, or think you're doing fine. We've yet to ever see someone who didn't have room for improvement.
How Often Should You Attend?
We'd recommend no less than 2 or 3 times per month for the first 2-3 months. That would be a bare minimum.
We're largely covering the same topics on these calls. We have several per week to for flexibility reasons.
You never know what you might learn on them, so the more the merrier!
STRONG RECOMMENDATION!
Add these times and links to your own work calendar so it's top-of-mind and super easy to get to. You'll be sent to the client training page when done with this training but here are the links for DFY Clients if you want to add them now.
(Just copy the link from the buttons below and paste it in your calendar or click and copy the URL from the browser window)
Call Links In Our vip@dovetailmktg.com Signature
Our signature will always have all the call links and it looks like this:
Join Our Telegram Deal-Sharing / Lender Recommendation Group Chat
THIS IS ONLY FOR NON-QM / COMMERCIAL BROKER CLIENTS
CLICK HERE to join the Telegram group chat or scan the QR code below:
If you don't have telegram yet: The link should have you install the app. It does require that you have the phone app, however there is a desktop app version as well but you must initiate the telegram app membership (it's free) with your phone and real cell number.
What is this group chat about?
For now, this is a test environment. We are hoping this helps everyone close more deals by sharing deals with other clients when you can't do the deal because it's not in your wheelhouse but you know it's a viable one.
Ideally you'll work out your own referral fees etc. or co-broker as needed.
This is just to allow clients to connect with each other. You certainly can share lender resources too and we hope you do. I know a lot of people are tight-lipped about this, but you really shouldn't be - there's enough to go around for everyone and any lender is ultimately accessible by anyone.
This is not a monitored group chat so keep it productively and friendly. We reserve the right to remove anyone for any reason at any time. Client's who are no longer with us will be removed from the chat.
FAQS & Other Things To Note & Remember
Keep this stuff in mind if you can and NOTE these are for Done-For-You Clients only!
When should I expect my first leads to arrive?
Leads typically arrive within the first 24-48 hours of launching, in some rare cases it may be up to 72 hours.
How will I know when I'm live?
On or about the day you go live, we'll put you into an email campaign where we drip a lot of tips to you. The first email in that campaign will let you know you're live or going live.
When does my billing start? When do I pay again?
We will determine whether you're launching on the 1st or 16th while onboarding. Typically we need 7-10 days to build your systems, so it depends when you finish onboarding whether you're launching on the 1st or 16th.
If you're paying by the month, your billing cycle will be in lockstep with whenever you launch, although we do bill about 3 days ahead of time to allow time for potential failed payment issues to be resolved ahead of that time.
Don't forget your 'other' bill from us! It's probably $75/mo or more if you have a team of sub-users
Don't forget that the CRM is a standalone tool that has its own bill processing. Individual users will likely see a $75/month bill.
Teams will see a bill equivalent to $75/month times the number of additional users. The billing cycle on the CRM is every 30 days, so the next bill will happen 30 days from the day you signed up for it. (Sub-users will also be in lockstep with the same billing cycle as the primary member has.)
This was already in your agreement and shared with you by a rep prior to joining in case you forgot.
Want to talk with us 1-on-1 / privately?
We do have a chat feature and a support phone line, however email will result in the fastest responses (we usually reply within a few hours during business hours), but if you need to talk with us, in most cases you'll need to schedule a call.
Our small(ish) team have our many clients to help and that makes it difficult to take or make random calls that aren't scheduled. Our calendar are often already booked up 1-2 days in advanced. We try to help with 'quick needs' when possible but please understand there are only so many hours in the day. That means it may be difficult to book calls with us the day-of, but again, we handle things by email efficiently and quickly.
We can help with most things on our coaching calls as long as it's not a personal/account related issue.
More FAQs:
It's worth a quick glance at these. There are a few other FAQs in here beyond those directly above.
Prepare For The Marketing To Begin!
Get your mind, body & schedule ready for leads & marketing!
CLICK HERE for the follow-along document (same as one of those above we told you to print)
What Kind Of Results Should You Expect?
We've created some charts based on averages we've seen over the years with other clients.
CLICK HERE to see some extremely conservative projections on a separate document.
3rd Party Resources
Need A Private Lending Processor?
This is a great outsourced company for processing. They really are amazing!
TXTM
Jessie & Samantha
Transaction Manager's || TX Transaction Management LLC
Need A Private Lending LOS?
We highly recommend Lending Wise. It's the leader in the industry for taking applications and organizing your files. Many brokers and lenders use it.
Need A Credit Repair Specialists?
Here are a few resources we've been told by other clients that are good.
My Credit Guy
Need A Way To Do Soft Credit Pulls?
Soft credit pulls are a lot faster, easier & much cheaper than a full application. If you don't have the ability to do soft credit pulls currently, you may want to reach out to our highly recommended provider.
Matt Scherer
Need A Good National Title Company?
Debunking the outdate myth of the need to call leads within 5 minutes
Big Picture Thinking: The Secret To Making Leads & Marketing Work For You To Build Momentum In Your Business
Make sure you watch the previous video for this one to make sense
This insight and information is based on years of experience as a marketer that is very important for you to understand and keep in mind as our process unfolds.
how lead-flow & the process works
Understanding Round Robin
Important Info For Booking Calendars With A Team Using Round Robin!!!
CUSTOM JAVASCRIPT / HTML
How Lead Filtering (Automatic Qualified / Unqualified) Settings Work & What's Possible
CUSTOM JAVASCRIPT / HTML
Note: We do not setup lead filtering from the beginning with Non-QM/REI leads. We do with Homebuyer leads though. If you want to update your lead filtering right now, please use the button below to fill out a quick form.
We highly recommend you do NOT add filtering at the beginning other than what we provide so you have a good working knowledge on what you actually want to filter by. It's usually best to wait 2-4 weeks. We can always adjust this in the future.
Yep... We can even call aged leads or leads from other sources too!
As time goes on, you may find yourself falling behind in working leads fully and properly. This is the #1 reason to use our appointment setter team. Most people don't need them from the onset, but most people can benefit from them sometime in the 2nd, 3rd or 4th month to help you catch up.
This is a month-to-month service that starts at $500/mo. They'll call your leads, manage your pipeline, un-pause automations and do many of the things you should be doing but may not have time for or errored on in the lead handling process. This service can be well worth it.
Think you might need appointment setters or live transfers? Our clients get a discount on our Appointment Setter Team.
Our team is made of in-house team members who are highly experienced with 5+ years of sales experience. The speak English perfectly without accents. They know how to handle the CRM and lead like pro's (probably better than you).
As of 1 September 2021, active paying clients do not have to pay a setup fee, Inactive or paused clients only pay 50% of the setup fee!
Need A Private Money LOS?
Our partner, Neufinance, has an option to sign up through them to use their Lendingwise LOS as a sub-user.
This gives you nearly all of the same functionality as a primary user but for a lot less money!
Prefer your own, full-blown version of Lendingwise instead?
Scripts & Tips From Other MLOs
Sometimes it helps to hear it from one of your own. Not necessary, but helpfu.
An interview with a broker who has been able to close $30M in deals off our system over the course of a year and he's got the 'right mindset' about this indeed.
In the first half of the video he discusses tips for LO's doing conventional purchase.
In the 2nd half (about the 16min mark) he talks about DSCR/Non-QM conversions tips.
Agent Stacking (our Realtor referral strategy) explained and some other great scripting and language tips from an MLO that knocked it out the park with our program and went on to build a large team and referral network with our system as the basis.
Credit Score Heatmap
For conventional lenders, we find this is important data to see and keep in mind!
As we've stated a few times on this page, the ads show to the 'general public' and therefore you'll have plenty of 'average Joe's' become leads. There's obviously nothing we can do about your market/geographic area. It is what it is, but by no means does that mean you can't succeed even in the 'worst' markets. We work with plenty of people in every market in the US doing just fine.
Our years of lead data do align with what you see on this heatmap below - meaning lead credit scores trend a bit in the direction as shown on this map:
You can also get really detailed data about delinquent debts by county here: https://apps.urban.org/features/debt-interactive-map/?type=overall&variable=totcoll
You can use this information as a guide to determine how good or poor the average credit scores in your state or county are likely to be.
Below is a screenshot from that tool of the entire USA. The darker the area, the higher the debt delinquencies percentages there are for the area:
Household Income Heatmaps
Visit https://www.census.gov/quickfacts/geo/chart/US/INC110220 for more precise details
By area / region:
By state:
Renters By Per Capita
CLICK HERE for an extremely detailed list by-city.
This is useful info for both Non-QM brokers and owner-occupied/conventional MLOs.
NON-QM: The more renters, the more real estate investors their likely are in an area and therefore the more lead opportunities for you.
CONVENTIONAL: The same applies to your lead type although you may have to take into consideration some market dynamics that are causing high renter-ship in your area. Is it average home cost or income creating so many renters? Is it low inventory? These things can obviously change, but the more you know, the better decisions you can make about targeting.
NON-QM Info: Average Rent Prices By State
Visit https://worldpopulationreview.com/state-rankings/average-rent-by-state for more precise details.
There are additional charts encompassing all states on that website and their average rent prices which usually correlate to the home values and therefore loan sizes.
You may also want to search "number of rental properties by state" or "rental properties per capita by state" in Google.
Some Recommended Non-QM / Commercial Lenders:
Velocity Mortgage - https://www.velocitymortgage.com/
Lending Types:
- 1-4, 5+ Multifamily & Commercial PERM loans
- 1-4 Fix & Flip
Contact:
John Neufer - jneufer@velocitymortgage.com - 253.719.9358
A&D Mortgage - https://admortgage.com/our-programs/
Lending Types:
- Wide variety of 1-4 unit non-qm products (owner occupied / bank statements incl.)
- DSCR speciality
Contact:
Nikita Vernidoub - 760.546.6813 - nikita.vernidoub@admortgage.com
Search For More Lenders Here:
Move On To The CRM TrainingThis Is CRITICAL!!!!
In the next section you'll learn the 4 key skills you need to leverage automations, minimize effort and time and convert leads easier!
