Start seeing HUGE success with Co-Marketing and learn the secrets used by Top Producing Loan Officers across the country. Push your business to new heights with these co-marketing best practices and success tips including: - Finding and Retaining Strong Realtor Partners - Secrets for Maximizing ROI on the Big Portal Websites - The Truth and Strategy Behind Online Lead Gen Websites - Centralizing your Co-Marketing and Success Tracking For more information about co-marketing and to learn more about our Co-Marketing Platform, visit www.totalexpertinc.com

1. Total Expert
Loan Officer Mastermind
CO-Marketing For Top Loan Officers
Best Practices + Tips For Success

2. Total Expert
Joe Welu
CEO and Founder, Total Expert
Joe@totalexpertinc.com
♦ Industry Expert With 15 Year Track
Record In Strategy-Marketing-Sales
♦ $1 Billion In Residential Sales
Experience
♦ Frequent Speaker and Media Contributor
on CO-Marketing and Business Growth

3. Total Expert
 A Software Platform Designed To Be a Central
Hub For Lenders and Realtors
 CO-Marketing System Of Record
 Enterprise Grade Audit Tracking and Reporting
 Learn More at TotalExpertInc.com

4. Topics We Will Cover
 How To: Find And Retain Top Realtor Partners
 Maximizing ROI With Zillow, Trulia, Realtor.com
And Other Portals
 Best Practices For Lead Gen Websites
(Boomtown, Comm Inc, Kunversion etc)
 How To: Centralize CO-Marketing And Success
Tracking

5. Loan Officer Mastermind
Co-Marketing For Top Loan Officers
Stop Being Leveraged By
“Bottom Feeder” Agents

6. +96 New Closed Loans Per Year
 2.5 Meetings Per Week = 10 Meetings Per
Month
 Generates 1 New Referral Partner Per Month or
12 New Partners Per Year
 1 New Partner = 8 New Closed Loans
Annualized
 12 New Partners = 96 New Closed Loans

7. Co-Marketing Partnerships:
Top Lenders Focus On Listing
Agents

8. Why Listing Agents Make
The Best Partners
 Millennial Buyers Wait Longer To Engage
 Listings Are “The Point Of Sale” (Brand Exposure)
 Real Buyers – Not Dreamers
 Listing Focused Teams ALWAYS Produce Better
Quality Buyer Leads – Without Exception!!!

9. How To Find
Top Listing Agents
 Look For Listing Agents In The Areas You
Want to Focus
 Zillow – Realtor.com - Local Brokerage Sites
 Drive Neighborhoods
 Visit Open Houses
 Title Companies
 Social Media Channels

10. The Wrong Focus

11.  Demonstrate A UNIQUE Value Proposition
 Add Value and Solve Pain Points
 Follow Up Relentlessly
 In Person Visits
 Have a VIP Agent Program
 Confirm Your Objectives Are Aligned
Winning And Retaining The
Relationship

12. Maximize ROI On Portals
 Be The Lender (Not 1 of 3)
 Don’t Spend $ Unless The Agent Has Listings!
 Demand Access To All Leads
 Centralize All Agent Lead Tracking
 Automate Follow Up To Leads
 Require Transparency And Collaboration

13. Use A Single System Of Record For
All CO-Marketing Activities

14. Best Practices For Online
Lead Gen

15. Understanding
Tactic vs. Strategy
Tactic Strategy
Web
PrintSocial
Community

16. Always Ask Questions First
 How Many Other Lenders Will Be Advertising
On The Site?
 Lender Churn Rates Hover Around 90 Days
 Are You Willing To Course Correct If The ROI
Isn’t There?
 Are You Marketing Across Multiple Channels or
Only Buying Paid Click (lower quality) Leads?

17. Manage Realtor Expectations

18. Focus On Client Generation
 “Lead Gen” Is Hype
 Truly Predictable Business Comes When You
Focus On “Client Gen”
 Focus On These Questions:
 Do I have a single dashboard to track my
business?
 Do you send relevant, personalized and consistent
messages?
 What produces results? Do you know your ROI?

19. Look At Actual Results Vs.
Perceived Results

20. Make Informed Decisions
 Understand Your
KPI’s and ROI
 Course Correct
When Necessary

21. Split Cost By Pro Rata Shares

22.  Establish a Policy Guide
 Use a Single Data Base To Track All CO-
Marketing Events
 Who Manages CO-Marketing Inside The
Organization?
 Inspect and Make Adjustments
 Reinforce
Centralize And Track In
ONE Place

23. Use A Single System Of Record
For All CO-Marketing Activities

24. Build a Predicable Business
 Consistency In…
 Messaging
 Timing
 Engagement
 SALES

25. Thank You
Learn More
or Schedule A Demo
TotalExpertInc.com