52% Response Rate with 710 Leads Converted
Before:
“If I stay doing mortgages I need to find a new strategy.”After:
"You're the best I cant tell you how this has opened up my possibilities."Vince Mazzarese
Branch Manager
CMG Home Loans
Client: Vince Mazzarese NMLS #62777
Channels: Facebook Page (Paid Ads) and Email and SMS Marketing
Value Proposition: Self Sourced Lead Generation Systems, Automation Technology and Email/SMS Outbound Copywriting providing "Turnkey" Solution for Client
Overview:
Vince is possibly one of my longest running coaching and marketing clients. We first met in 2018 when he attended one of my in-person social media marketing masterminds where I promised every attendee would leave with a working lead generation funnel. Once I taught him how to generate his own leads, he needed a follow up system which I introduced him to my SaaS product FUBots.
Problem the client needed solving:
“If I stay doing mortgages I need to find a new strategy.” One of the first things Vince told me when we first started working together. Vince was tired of not being able to generate his own leads and having to pay outside sources like Lending Tree. He also wanted to ramp up his business by learning to support his current and new real estate agent referral partners. Also, as a value add, he wanted to offer to follow up on old and new leads for his referral partners to solidify their lender / real estate agent referral partners relationship.
Solution I provided:
I physically demonstrated and sat along side with Vince as I showed him step by step how to build a lead generation funnel using Facebook Ads.
This began as a continuous consultation relationship between Vince and me. It only made sense when I came up with or developed more marketing assets and strategies that Vince would get involved. So he signed up to my SaaS product FUBots Follow Up CRM and immediately onboarded him and introduced him to my team who could help him with the customization of his scripts and implementation. I personally wrote his first few SMS and email scripts to be tailor made to his lead sources so it didn't seem generic or spammy. The rest of the campaign was plug and play with ones I had already written that had 600 days with over 100 prescheduled SMS and email messages. We also discussed other ways to leverage his database and the automated solutions I provided, writing more scripts and drip campaigns.
Key Objectives
Contact all leads as fast as possible and consistently: Vince found that not only does he have to try to follow up with the lead as fast as he generates it, but he also has to touch them multiple times. This was humanly impossible when dealing with leads in the thousands.
Educate the audience: Vince was purchasing leads from sources where the clients we're typically unique in terms of qualifying. Vince worked for private lenders who had special programs and financing that could help where traditional Fannie/Freddie lenders could not. He needed to communicate this to his database in a fast, efficient, but professional manner. He also provided down payment assistance programs.
Drive interest in working with Vince: Generate conversations about loan products that are able to help clients qualify if they've been denied before. The idea was not only promote these products, but brand Vince as the go to expert in these type of products and to stay top of mind. Ultimately to convert leads into loan applications.
Target Audience
Online leads from sources like Lending Tree, Zillow, Realtor . com, and his self sourced Facebook Leads who are looking for either down payment assistance or "creative" loan products since they most likely were denied by traditional bankers and lenders.
Key Messaging
Introducing alternatives to traditional loan products: By doing so, he now becomes top of mind to anybody who receives and reads his automated emails and SMS messages.
Real-World Applications: Vince would qualify clients who were denied by their original lender, some who were referred by a real estate agent. Vince would convince the applicants they should trust him to find a better real estate agent and then would have a fully pre-approved referral to provide to his current real estate agent referral partners or to use as bait to find new ones. This grew Vince's referral network.
Next Steps
Consistently seek out potential lead sources or real estate referral partners that require a lot of nurturing and would be interested in alternative options for loan qualifying while developing and improving self sourced Facebook Lead Generation. Increase investment in lead sources spend, allow the FUBots automation to do it's work, and increase amount of closings every month. Hire and train loan officer assistants as needed. Build a team.
Marketing Results
Total Lead Conversions as of 2023: 710
Total Response Rate on Personalized Campaigns I wrote for Him:
15% for non-disclosed source
38% for Lending Tree Leads
52% for Zillow Leads
12% for Boom Town Leads
25% for Facebook Leads
24% for Follow Up Boss Leads
11% for Realty . com Leads
25% for Real Estate Agent A's Leads
19% for Real Estate Agent B's Leads
23% for Real Estate Agent C's Leads
6% for Real Estate Team D's Leads
Total Conversion Rate on Personalized Campaigns I wrote for Him:
1.4% for non-disclosed source
15.8% for Lending Tree Leads
9.6% for Zillow Leads
1.6% for Boom Town Leads
5.7% for Facebook Leads
9% for Follow Up Boss Leads
0.7% for Realty . com Leads
4.5% for Real Estate Agent A's Leads
14.6% for Real Estate Agent B's Leads
13.7% for Real Estate Agent C's Leads
2.6% for Real Estate Team D's Leads
Business Results
ROI for 6 years straight
Consistently achieving 3-4 loans closed with my help
Current Client Success
Won "Loan Officer Of The Year" from the Agents' Choice Awards
Consistently achieving 9 loans for 3.5M a month in a tough market
Key Takeaways
Automation Allows for Massive Immediate Growth
When Vince first started, he was self-sourced generating and purchasing only a few leads a month and noticed he was letting things fall through the cracks the more leads he added to his database. This made so that his growth was very slow. After employing my SaaS product FUBots - he ramped up his lead purchasing and even started signing up for additional lead sources on top of increasing lead acquisition by reaching out to more and more real estate agents he did not have a prior relationship with and massively growing his database. He was confident he would provide ultimate value to the real estate agents because his ability to follow up on leads has scaled to handle the capacity.
Discussions of Additional Services Proving Quality Account Management Increases Sales
After 6 years of working with me, Vince is constantly trying to get more leads so he actually inquired about my other "done for you" marketing services several times including building lead generation systems. This would possibly 10-20x the amount of business I receive from him on a monthly basis. He also has referred me to many of his coworkers for both FUBots and "done for you" marketing services.
Testimonial:
"You're the best I cant tell you how this has opened up my possibilities."
Reference:
If you would like to speak to Vince Mazzarese as one of my references - please let me know and I will provide his information for you.
