Full Transcript for Ep 2 — The Post-Closing Playbook: How Heath Barnes Turns Rate Shoppers Into Repeat Clients

going through the underwriting process up front as opposed to getting pre-approved. 00:05:04.160 --> 00:05:30.720 So Heath, you recently joined um myself and Rick on a webinar, and um, and as we're talking about, you know, you're on Zoom and you want to 100% qualify your barbers, you know, I know one of the things that I think you take a lot of pride in is the fact that, you know, those folks that are truly rate shopping, right, are, you know, you almost take pride in switching that mindset with them, right? 00:05:31.040 --> 00:05:42.560 Um, and and so as we talk about you being on Zoom and we talk about relationships and how much that matters, um, really connecting with your borrowers and and driving that relationship home. 00:05:42.800 --> 00:05:49.439 And with that, you you very much oftentimes will take someone that was so targeted on the rate. 00:05:49.600 --> 00:05:53.519 And by the time it's all said and done, like that's not even that's an afterthought, right? 00:05:53.680 --> 00:05:53.920 Yeah. 00:05:54.319 --> 00:06:00.800 Kind of share with this audience um, you know, how you go about doing that and and how that works for you. 00:06:01.120 --> 00:06:01.920 Yeah, for sure. 00:06:02.000 --> 00:06:07.839 I think uh what most loan officers uh resist is those rate shoppers. 00:06:07.920 --> 00:06:10.959 And as soon as they get a rate shopper, they're like, oh my gosh, a rate shopper. 00:06:11.120 --> 00:06:20.560 But you know, if you can look at rate shoppers in this context, 20% of the clients are gonna shop no matter what, and you're probably not gonna win that. 00:06:20.879 --> 00:06:25.040 Focus on the 60% uh that don't shop. 00:06:25.360 --> 00:06:28.879 And those 60% are more interested in relationship with you. 00:06:28.959 --> 00:06:38.800 And by getting on video with them and building some rapport up front, uh, you're gonna be able to identify those clients that are actually shopping for rates. 00:06:39.439 --> 00:06:42.240 Uh, because the first thing they're gonna say is what's your rate? 00:06:42.800 --> 00:06:48.800 It's also the question most people ask is because it's the only thing that they know is to ask about rate. 00:06:48.879 --> 00:07:03.759 And so what I do is I immediately when I when I speak with them, I'm the one that speaks with uh I talk to the client immediately when I um at the very beginning, and I set up a call within 24 hours, and 90% of my calls are Zoom. 00:07:04.480 --> 00:07:10.879 And with all the loan officers that I uh coach, a lot of them find that clients won't get on Zoom. 00:07:10.959 --> 00:07:14.319 But I I think we're making that assumption that they're not gonna get on Zoom. 00:07:14.639 --> 00:07:15.920 I don't even give them the option. 00:07:16.079 --> 00:07:22.399 So I just say, hey, we're gonna meet on Zoom, and then uh we meet on Zoom, and I'm really trying to build rapport. 00:07:22.480 --> 00:07:28.160 So if someone's gonna build rapport with you, most of the time they're not going to shop rate. 00:07:28.639 --> 00:07:38.319 So I also slow the process down and instead of sharing with them rates, I meet with them, go through the R process, and I meet with them twice. 00:07:38.480 --> 00:07:48.319 I meet with them uh one time to in order to get their documents, and then a week later, I then meet with them again to go over rates if that's what they want to do. 00:07:48.480 --> 00:07:55.920 And so I I I eliminate those rate shoppers because if you give somebody a rate, most likely you're not gonna get that deal anyway. 00:07:56.000 --> 00:07:59.120 So and I give them a range of interest rates. 00:07:59.199 --> 00:08:00.959 So gotcha. 00:08:01.600 --> 00:08:06.720 Well, and then kind of diving a little more tactical now, right? 00:08:07.120 --> 00:08:11.040 Um, so let's let's stay with those folks that are in your database. 00:08:11.199 --> 00:08:15.519 So you've closed their loan, you you built that rapport. 00:08:16.079 --> 00:08:21.519 How do you now work your database so that you are pulling that repeat business? 00:08:21.680 --> 00:08:28.319 You're getting that referral business from your database that's sitting right there, which is a gold mine for you to operate on. 00:08:28.959 --> 00:08:34.559 I think it's the one area that most loan officers could uh do a better job at. 00:08:34.639 --> 00:08:42.240 And so about two years ago, I decided I was gonna change my business, meaning I was gonna meet with clients after closing. 00:08:42.480 --> 00:08:48.240 So a week before closing, I do what's called a closing call where we go over the closing disclosure. 00:08:48.399 --> 00:08:52.000 I then set up a 30-day post-closing call with them. 00:08:52.480 --> 00:08:57.440 So after clients close, they often have questions about why am I getting all this mail? 00:08:57.600 --> 00:09:00.480 Where do I where do I send my first payment and things like that? 00:09:01.200 --> 00:09:08.159 So before I even close, we even close, I set up a 30-day post-closing call to answer all those questions. 00:09:08.480 --> 00:09:12.480 And then I set up a six-month call after the 30-day call. 00:09:12.559 --> 00:09:16.320 So I meet with them 30 days after closing, and then every six months. 00:09:16.799 --> 00:09:25.840 And what I have noticed over the last two years is clients do a lot less shopping when it comes time for them to refinance. 00:09:26.000 --> 00:09:30.879 They trust me because I'm guiding them along the program, uh guiding them along. 00:09:31.279 --> 00:09:37.279 Um because I'm meeting with them every six months, and they're open to that and they like that. 00:09:37.360 --> 00:09:44.320 And there's usually a reason to meet with them, whether it's their interest rate or their escrow's or their taxes. 00:09:45.120 --> 00:09:47.919 And it works really well with first-time home buyers. 00:09:48.000 --> 00:09:52.320 In fact, I had a client last week that came back to me and said, Hey, we really want to go with you. 00:09:52.480 --> 00:09:53.360

We got a better rate. 00:09:53.519 --> 00:09:58.720 If you will split the difference, we'll go with you because we like your post-closing process. 00:09:58.879 --> 00:10:01.120 And I talk about that when I meet with them up front. 00:10:01.279 --> 00:10:13.679 So it's the one area I think most loan officers could easily adjust in their business and find that they'll have a better relationship with their past clients by by having that post-closing call. 00:10:14.000 --> 00:10:14.879 Yeah, for sure. 00:10:15.039 --> 00:10:23.519 Well, I mean, retention, I mean, it's statistically, I mean, it's you know, most loan officers they retain 18, 20% of their business, right? 00:10:23.759 --> 00:10:25.919 The 80% are going somewhere else. 00:10:26.159 --> 00:10:32.159 So, you know, more often than not, it's usually some other loan officer that's swooping in and taking your business. 00:10:32.399 --> 00:10:34.240 And why give it away? 00:10:34.480 --> 00:10:34.879 Right? 00:10:35.039 --> 00:10:36.799 I mean, why not keep it? 00:10:37.039 --> 00:10:45.519 Because it's also, I mean, it's a proven that it's easier to get repeat business from those that already trust you, those customers you already have, right? 00:10:45.600 --> 00:10:52.879 Than to go out and have to actually build more trust and go find new leads or cold call or whatever it is that you're doing, right? 00:10:53.120 --> 00:10:55.919 Yeah, and it also sets you apart from other loan offers. 00:10:56.159 --> 00:11:10.960 So so two tactics that I will share uh that I use often when I know someone is shopping is first, if they have purchased a home before, I will ask them, hey, what was that experience like um when you purchased a home? 00:11:11.679 --> 00:11:14.480 And I'll say, I'll say, I'll say, let me give it a stab. 00:11:14.559 --> 00:11:30.799 I said, Yeah, you contacted a real estate agent who introduced you to a loan officer, who took your loan application, they collected some documents from you, you got pre-approved, you submitted an offer, the offer was accepted, you closed on the loan, and then you never heard from them again. 00:11:30.960 --> 00:11:32.320 How does that sound about right? 00:11:32.399 --> 00:11:33.360 And they're like, Yes. 00:11:33.840 --> 00:11:35.759 And I that's when I say I apologize. 00:11:36.159 --> 00:11:43.679 I tell you personally that if I'm gonna put you in the most amount of debt you'll ever have in your life, I want to help you get out of debt. 00:11:43.840 --> 00:11:52.960 And so what my process is I'm gonna meet with you 30 days after closing and then every six months, so we can figure out how you can get out of debt since I got you into debt. 00:11:53.840 --> 00:11:58.480 And that will that separates me from anyone else if they're shopping around. 00:11:58.639 --> 00:12:04.320 Because I asked them, if they do shop around, ask the loan officer what their post-closing process is. 00:12:04.559 --> 00:12:04.799 Yeah. 00:12:05.120 --> 00:12:11.679 So and that, yeah, so that separates me from most other loan officers, is just bringing that up for them. 00:12:12.080 --> 00:12:20.080 Well, and I applaud you for that because to your point, so many folks just go, oh, I've closed the deal and they move on, right? 00:12:20.240 --> 00:12:23.519 And it's just it's it's out of sight, out of mind, right? 00:12:23.600 --> 00:12:25.919 Like I'm not working on that file anymore. 00:12:26.159 --> 00:12:30.639 And and we don't, you know, I it's kind of like a doctor, right? 00:12:30.720 --> 00:12:37.919 I mean, I I I realize that you know, you're not spending quite the same amount of money, but well, you could be, depending on what you're going to the doctor for, right? 00:12:38.159 --> 00:12:52.240 But if you go in and you feel like you're nothing more than a chart number, you walk out and and you just you don't feel like they heard you, or that are they really working through this problem with you, you know, what have you? 00:12:52.399 --> 00:12:54.879 And so it's kind of no different, right? 00:12:55.039 --> 00:13:08.480 I mean, are you a file number that a loan officer is just closing the deal and like I said, out of sight, out of mind, and so you're done, so they're done, or is it someone that, you know, it's kind of like that annual physical, right? 00:13:08.639 --> 00:13:12.879 You know, it's like, are you someone that's still invested in the health, right? 00:13:12.960 --> 00:13:17.600 And you're still invested in the health of this investment that they've made, right? 00:13:17.759 --> 00:13:24.960 And how can that investment continue to be this beneficial thing for this homeowner in more ways than one? 00:13:25.120 --> 00:13:34.159 And then I love the fact that you say, Listen, listen, Courtney, I'm gonna put you in the most debt you've ever been in, but I'm gonna be right by your side as I get you out of debt. 00:13:34.639 --> 00:13:37.840 Like I love that you actually turn it and spin it in that way. 00:13:38.000 --> 00:13:39.679 That's a great way to look at it. 00:13:40.080 --> 00:13:48.480 Yeah, so well when I have that um when I meet with them uh a week before closing, number one, I'm going over the closing disclosure. 00:13:48.639 --> 00:13:51.360 I'm also asking them how their experience was. 00:13:51.600 --> 00:13:55.200 And I'm asking them, hey, will you leave me a Google review? 00:13:55.360 --> 00:14:01.919 Uh Google, if you're listening to this call, is like it's the one it's the one place where they need to leave a review. 00:14:02.080 --> 00:14:10.799 If you can leave it at Google or Zillow, but Google in the future, it's it's how people are gonna recognize um how you treat other people. 00:14:10.879 --> 00:14:20.240 And so that 30-day post-closing, if they haven't left me a Google review, I followed up on that 30-day post-closing call to ask them for a Google review. 00:14:20.559 --> 00:14:43.679 So here's what I here's another tip that I here did recently is I took all of my Google

reviews and I put it in a chat GPT and I said, Hey, uh, would you read all of my Google reviews and create 25 different reviews for clients that I can give them that will put me at the top of the search engine in Google when people Google me in the future? 00:14:43.840 --> 00:14:48.399 And so now I have 25 reviews that I then can share with clients. 00:14:48.480 --> 00:14:54.399 And most of the time I'll ask clients, hey, do you mind if I just show you what the review is that I wrote? 00:14:54.559 --> 00:14:59.759 And it's already AI, it's AI has looked at it and said, This is gonna move me to the top of my page. 00:14:59.840 --> 00:15:04.799 And so most people are more than happy to to share the review that I wrote for them. 00:15:05.039 --> 00:15:05.840 Yeah, yeah. 00:15:06.080 --> 00:15:13.279 Okay, well, the the the viewers andor listeners, um, I think he just shared a little secret sauce right there. 00:15:13.519 --> 00:15:27.279 So well, and speaking still kind of tactical, um, so we're talking about all this stuff that you do, but what are those tools or systems that you are using that's doing that heavy lifting for you? 00:15:27.440 --> 00:15:30.480 Like, are you truly picking up the phone and calling? 00:15:30.639 --> 00:15:36.720 Like, are you truly, you know, are you using some kind of CRM that's sending out something automatic for you? 00:15:36.879 --> 00:15:42.080 Do you have some kind of AI, you know, outbound caller that's working for you? 00:15:42.240 --> 00:15:47.120 I mean, everybody talks about what's their tech stack, what's working, what's not working. 00:15:47.519 --> 00:15:49.360 Yeah, here at Guild, I'm lucky. 00:15:49.440 --> 00:15:51.200 I'm I moved to Guild about a year and a half ago. 00:15:51.360 --> 00:16:01.679 One of the reasons I did is because we have Salesforce that's integrated with our LOS system, and we have AI that's embedded into our Salesforce. 00:16:02.080 --> 00:16:19.200 And so I just tap into our uh uh type into our AI system within Salesforce and say, hey, what are the top 10 priorities that I need to do today uh according to my uh Salesforce, which has all my leads and all my clients and my pipeline. 00:16:19.279 --> 00:16:20.639 So I get a list every day. 00:16:20.960 --> 00:16:24.879 I'm lucky enough to have AI that's connected to our uh Salesforce. 00:16:25.039 --> 00:16:29.519 So it's giving me the real estate agents the call, the clients the call, everything to do. 00:16:29.840 --> 00:16:31.120 I don't even have to think about it. 00:16:31.200 --> 00:16:34.000 So that's that's really our tech stack. 00:16:34.080 --> 00:16:37.679 It's Salesforce and AI that's connected to our Salesforce. 00:16:38.000 --> 00:16:38.639 Gotcha. 00:16:39.200 --> 00:16:42.879 All right, so very lucky. 00:16:43.120 --> 00:16:58.159 Um, and and I know, you know, obviously we do tons of business ourselves with Guild, and um, and you've got a great team there and such a great group, and I know you guys have amazing tools,

um, but I wanted you to share how you were using those tools, of course. 00:16:58.240 --> 00:17:03.679 Yeah, um, but kind of shifting gears now as we talk about the market pulse, right? 00:17:04.079 --> 00:17:13.920 Um, I'm gonna ask you, um, what would you tell an LO who's literally just struggling in this market right now? 00:17:14.079 --> 00:17:17.200 Like if you were giving advice, because I know you do coach, right? 00:17:17.359 --> 00:17:24.079 So if someone is just grinding, but they're still just struggling in this market, what would be your best advice to them? 00:17:25.279 --> 00:17:31.839 Yeah, well, first of all, is uh when you're meeting with clients, uh, are you meeting them? 00:17:32.000 --> 00:17:35.440 Are you using this telephone or are you doing a Zoom meeting with them? 00:17:35.599 --> 00:17:36.640 That's number one. 00:17:36.799 --> 00:17:45.680 Uh also, if when you're going over numbers with them, if you're not, if you want to separate yourself from someone else, make sure you're using something called mortgage coach. 00:17:45.839 --> 00:17:56.000 So, what mortgage coach does is it makes you look more professional by giving you like an eight-page document to go over loan uh loan terms with clients. 00:17:56.799 --> 00:17:59.599 Um, you know, also I still do it today. 00:17:59.680 --> 00:18:01.279 I cold call real estate agents. 00:18:01.359 --> 00:18:09.920 So if you get if you have one contract and uh there's two agents on that contract, you do a really good job with that specific client. 00:18:10.240 --> 00:18:16.720 There's two agents that you can, or what at least one agent, a listing agent that you can reach out to on a regular basis. 00:18:16.880 --> 00:18:27.839 So when I get a new contract, if I don't know the agent, especially the listing agent, I will call the listing agent at the beginning of the process and say, hey, we're gonna be closing in 30 days. 00:18:28.000 --> 00:18:37.599 If I keep you updated and it's a smooth closing, would you have any reservation in meeting with me at the end of closing just for a 15-minute Zoom meeting? 00:18:38.640 --> 00:18:40.559 No listing agent ever says no. 00:18:40.880 --> 00:18:49.200 Now, sometimes it's a little bit more difficult to get them on the call after closing, which is why I call them like a week before closing the schedule. 00:18:49.759 --> 00:19:02.880 But I think that's an easy way for a a newer loan officer to meet with a real estate agent is to give them a promise, one or two things that you're gonna do during the transaction and that if you close on time, would they agree to meet with you? 00:19:03.039 --> 00:19:07.440 So I think um for new loan officers, that's a great tactic. 00:19:07.599 --> 00:19:14.319 And at the end of the day, if you don't like um cold calling, you can also do what's called social selling. 00:19:14.400 --> 00:19:26.480 So I'm always connecting with agents through social media and and liking their information so that you're seen by them before you reach out to them, so they see you on a regular basis. 00:19:26.640 --> 00:19:38.880 So I have a list of like 50 agents that on a daily basis I'm liking and uh harding and commenting their uh material so that uh they already see me before I reach out to them. 00:19:39.119 --> 00:19:39.440 Yeah. 00:19:39.759 --> 00:19:41.519 Yeah, social selling is huge. 00:19:41.680 --> 00:19:47.759 I mean, like, and and what a way to connect when you know you are new to the business, right? 00:19:47.839 --> 00:20:00.400 And and maybe you haven't really got your name out there and you haven't really been maybe at a conference or any kind of event that you've been able to be face to face and cultivate and start, you know, building those relationships. 00:20:00.559 --> 00:20:01.359 So you're right. 00:20:01.519 --> 00:20:08.079 I mean, that's just it's such a great way to you know get your face seen, get out there, communicate. 00:20:08.319 --> 00:20:23.759 Um, so now what do you find to be um, and I and I only ask you this because I hear different people say different things, and I also hear folks say like it's based on maybe someone's age. 00:20:24.000 --> 00:20:31.759 Um, but if you were talking about LinkedIn, Insta, Facebook, TikTok, where do you spend most of your time? 00:20:33.839 --> 00:20:43.519 What do I spend I spend most of my time on Instagram, but a lot of my um I'm on uh Facebook, Instagram, and TikTok. 00:20:43.680 --> 00:20:46.079 But most of my clients on Facebook. 00:20:46.160 --> 00:20:51.039 So I get a lot of interaction on Facebook and uh Instagram. 00:20:51.200 --> 00:20:57.920 But it's it's really hard to know in social the social media from it's my generation, I'm 56 years old. 00:20:58.079 --> 00:21:08.000 People that are uh Gen, I think it's Gen X are Facebook, millennials are Instagram, and then was it Jim Y? 00:21:08.799 --> 00:21:09.440 Who's on TikTok? 00:21:09.519 --> 00:21:10.400 The younger people are on TikTok. 00:21:10.559 --> 00:21:11.599 The younger people are on TikTok. 00:21:11.759 --> 00:21:14.640 Listen, I'm right, I'm right there with you in the 50s, all right? 00:21:14.880 --> 00:21:21.200 So but I say that because again, like, you know, I mean, I have adult children, right? 00:21:21.359 --> 00:21:26.799 And so it's funny because they'll be like, you know, mom, like it's not we don't do Facebook anymore, right? 00:21:26.880 --> 00:21:28.559 Like we do, right? 00:21:28.640 --> 00:21:37.680 And it's like, okay, whatever, you know, or or you know, it'll be like they'll send you some TikTok something and you'll be like, I don't have TikTok, and they'll be like, How do you not have TikTok? 00:21:37.839 --> 00:21:40.319 You know, and so you know, whatever. 00:21:40.480 --> 00:21:46.799 So why I ask, because to that point, um, you're working with people in different age brackets, right? 00:21:46.960 --> 00:21:47.119 Yes. 00:21:47.279 --> 00:21:51.200 And so when people are talking about, you know, which social

channel do you use? 00:21:51.359 --> 00:21:58.880 I really do often say to all of them, like if people are asking me, I'm like, every single one of them is what you should be using, right? 00:21:59.279 --> 00:22:09.440 Because you You've got to cater to what those, you know, what those different generations are and how someone spends their time, right? 00:22:09.519 --> 00:22:14.480 And that's no different than even communicating with your folks, right? 00:22:14.880 --> 00:22:23.039 Because the different age brackets, like are you know, the older generation, like we like phone calls, right? 00:22:23.119 --> 00:22:25.039 Like we want to talk to someone, right? 00:22:25.200 --> 00:22:29.599 You know, you put a 20-something, if you're talking to a 20-something year old, right? 00:22:29.680 --> 00:22:32.240 I mean, like, you better you better type fast. 00:22:32.720 --> 00:22:33.920 That right, exactly. 00:22:34.480 --> 00:22:37.119 You know, because they're gonna text everything. 00:22:37.359 --> 00:22:47.440 So, you know, I think one of the things, one of the strategy that I'm using currently is I just made three long form videos for YouTube, and I think the future will be YouTube. 00:22:47.759 --> 00:23:00.079 I think the future, if if you're not doing long-term, uh, long form video, which is video that is like 10 minutes or longer, um, on YouTube, that you're gonna be more recognizable. 00:23:00.400 --> 00:23:09.519 People of a younger age are going to YouTube for more of their information to learn uh what the home buying process looks like. 00:23:09.920 --> 00:23:21.759 They can't get that on Instagram, they can't get it on TikTok, but they can see you on Instagram or TikTok or Facebook, and then they can go to your YouTube page and learn more about you. 00:23:21.920 --> 00:23:43.200 And you can easily just go into Chat GPT or Claude and say, Hey, I, you know, as my social media director, can you give me a series of 10 long-form videos for first-time homebuyers uh and give me the scripts, and it'll literally give you the scripts, and all you have to do is put it on a teleprompter and read and record. 00:23:43.279 --> 00:23:44.640 So yeah, 100%. 00:23:45.119 --> 00:23:47.759 Yeah, I think that's a great I think that's a great tip. 00:23:48.000 --> 00:23:52.559 Well, all right, so we're gonna go into the uh rapid fire rounds. 00:23:52.640 --> 00:23:54.480 We're gonna go into the pulse check. 00:23:54.720 --> 00:23:54.960 Okay. 00:23:55.119 --> 00:23:59.920 So one app or tool that you can't live without. 00:24:01.200 --> 00:24:10.640 Uh one app or tool that I can't live without um my Salesforce app that I have on my phone. 00:24:10.720 --> 00:24:18.559 I use it for new applications, and I also use it for um for sending out pre-approval letters. 00:24:18.720 --> 00:24:19.759 Uh, hit them up as well. 00:24:19.920 --> 00:24:27.359 Hit them up as an app where you can send out multiple uh text messages to agents, and it comes from your cell phone. 00:24:27.440 --> 00:24:28.960 So hit them up is the second one. 00:24:29.279 --> 00:24:29.839 All right. 00:24:30.319 --> 00:24:30.880 All right. 00:24:31.119 --> 00:24:39.359 The last thing or the most recent thing that happened that made you rethink how you do business. 00:24:42.000 --> 00:25:03.200 Uh yeah, re I'm getting a lot more um activity through AI, and what I'm doing is I am posting on my Google Business page a flyer plus answering a question that either a first-time home buyer or an investor might have, and it's 1500 characters. 00:25:03.359 --> 00:25:16.720 And I think in the future, if you do not have a Google business page, you need to set up a Google business page and you need to start posting on your Google business page because that's where AI is going to read your information. 00:25:17.440 --> 00:25:17.759 Okay. 00:25:18.720 --> 00:25:22.799 And then what is, in your opinion, what is one thing? 00:25:22.960 --> 00:25:33.200 So, like, if you were gonna ask a loan officer something about their pipeline, what is the one number or the one thing that like that loan officer should be able to automatically spit out to you? 00:25:33.440 --> 00:25:35.680 I mean, all they should always know their leads. 00:25:35.920 --> 00:25:44.079 You should always know how many leads you have for the month and what your closing ratio is from leads to closed transactions. 00:25:44.160 --> 00:25:45.519 So it should be around 20%. 00:25:46.079 --> 00:25:48.319 Anything above 20% is really good. 00:25:48.480 --> 00:26:08.720 It tells you uh what your either there's an issue with your sales process or your referral partners, uh, but knowing how many leads you have for the month, these are leading indicators that's gonna tell you if you focus on your leads, your deals will come, your closings will come, but just focus on getting as many leads as you can every month. 00:26:09.039 --> 00:26:09.920 Love it. 00:26:10.240 --> 00:26:14.319 All right, so we're gonna talk takeaways for the audience here. 00:26:14.559 --> 00:26:26.559 So if our listeners do one thing when they get off this call, if they've taken any nugget information here, what would be the one thing that you think that they should do and take out? 00:26:26.960 --> 00:26:32.079 Yeah, if you want to separate yourself as a loan officer, have a post-closing process. 00:26:32.240 --> 00:26:35.440 It'll help you become more valuable to your clients. 00:26:35.680 --> 00:26:41.119 Clients ask about rate in the what when there's an absence of value. 00:26:41.279 --> 00:26:49.359 And so your value as a loan officer is helping clients understand that you're gonna help them get out of debt because you got them into debt. 00:26:49.519 --> 00:26:59.680 So setting up a 30-day post-closing call and then meeting with them every six months, people want to meet with you, they want to know more about their money, they want to know how you're gonna help them get out of debt. 00:26:59.839 --> 00:27:01.920 So that would be my one takeaway. 00:27:02.319 --> 00:27:09.599 And then my last thing, Heath, is again, I know that you do, um, I know you do do um some coaching. 00:27:09.759 --> 00:27:13.279 I know that you work with folks, I know that there's people on your team. 00:27:13.440 --> 00:27:18.880 But if someone did want to reach out, find you, connect with you, they wanted to pick your brain a little bit more. 00:27:19.039 --> 00:27:21.039 Can you share with everyone how they can reach you? 00:27:21.279 --> 00:27:25.279 Yeah, you can uh just uh send me a DM on uh Instagram. 00:27:25.440 --> 00:27:29.680 It's uh the loan whisperer uh on Instagram. 00:27:29.920 --> 00:27:31.200 You can just send me a DM. 00:27:31.279 --> 00:27:36.319 I'm happy to uh help anyone that needs help uh in their loan in their mortgage business. 00:27:36.400 --> 00:27:44.960 Yeah, if you have questions about anything that we talked about today, or you can send me a text message, 832-771-8194 is my cell phone. 00:27:45.039 --> 00:27:46.319 You can send me a text. 00:27:46.720 --> 00:27:47.359 Perfect. 00:27:47.599 --> 00:27:50.720 Well, Heath, thank you so much for joining us. 00:27:50.960 --> 00:27:53.839 Thank you for being a guest with us on the show. 00:27:54.000 --> 00:27:56.880 And um, and it has been a pleasure chatting with you. 00:27:57.200 --> 00:28:02.960 And guys, have a great rest of your day as you continue on and take Heath's advice. 00:28:03.119 --> 00:28:08.960 Go ahead and get that get that postclose campaign started and um and make sure that you work on that process. 00:28:09.119 --> 00:28:12.160 So until next time, we will talk to you guys later.