THE BENEFITS OF
CHECK OUT THE HUB! The Total Expert resource page offers tutorials and information to walk you through this amazing platform and will guide you to make sure everything is set up correctly. Every LO is given a Total Expert account when they join the company, it doesn't matter if you use the APM brand or a DBA, Total Expert SEAMLESSLY INTEGRATES YOUR PHOTO, LOGO AND PERSONAL INFORMATION for marketing you can access anytime. TABLE OF CONTENTS Optimize your Marketing............ 3 Integrations................................... 4 Contacts ........................................ 5 Co-Marketing ............................... 6 Be Productive................................ 7 Email ............................................... 8 Print Marketing............................. 9 Social Media ................................ 10 Websites ...................................... 11 Contacts ...................................... 12 2
Effortlessly track and communicate with your clients and business partners using Total Expert. FLYERS CONTACT AND EMAIL TEXTING SALES TRACKING OPEN HOUSE SOCIAL MEDIA SITES/FLYERS MONDAY TUESDAY WEDNESDAY THURSDAY FRIDAY REACH OUT TO ALL NEW LEADS & CONTACTS Use bulk action for all new leads (video message via BombBomb or email) CONNECT WITH CURRENT CUSTOMERS Review in-process focused view —————————— Call each customer/referral partner/realtor to communicate current status and next steps (take notes!) ACTIONABLE INSIGHTS Review sales boomerang alerts via focused views —————————— Reach out to each contact with information based on a trigger —————————— Assign tasks to yourself or your team AGENT PARTNERS Review pending agents who haven’t signed up to co-market and reach out to complete the process —————————— Reach out to at least 5 new agents to introduce yourself and TE —————————— Follow up with an invite to coffee and send a thank you note! TASK MANAGEMENT Review your open tasks —————————— Assign yourself or your team tasks for future; DAILY REVIEW YOUR DAILY DIGEST & FOCUSED VIEWS; ADD NOTES & TASKS STAY ON TOP OF YOUR SALES AND MARKETING BEST PRACTICES • Utilize your Daily Digest for planning important contacts for the day/week • Use Focused Views to see your data and bubble up the most important contacts and status changes • Log in daily! OPTIMIZE YOUR MARKETING 3
PAID Quickly take and send videos to your contacts via email or SMS How to integrate and use FREE Schedule and share social media posts on your Facebook business page How to integrate and use FREE Post and schedule directly to your LinkedIn profile How to integrate and use PAID Send MBS's mortgage market trend content to your contacts How to integrate and use PAID Import contacts to MC. MC's marketing guides borrowers to make confident decisions How to integrate and use PAID Sync appointments and tasks to your Office365 and view and send replys in your outlook How to integrate COMPANY PAID Integrate with rate flyers to display current market pricing How to integrate | How to use COMPANY PAID Trigger leads in TE to start a journey or create a task How to integrate | How to use PAID Send SMS text messages to your contacts through TE How to integrate | How to use PAID Easily share and schedule to your Twitter page How to integrate and Use PAID Automatically funnel leads from Zillow directly into TE How to integrate COMPANY PAID Leads and sales data automatically import from Encompass LOS—automatically integrated at sign up INTEGRATIONS Total Expert connects with many of the programs you already use making it easy to communicate with your market. With so many options it is a great opportunity to LEVEL UP YOUR BUSINESS BY TRYING SOMETHING NEW. 4
GROUPS & SMART GROUPS Groups help you organize and automate your contacts for journeys, auto campaigns and focus views. TRACK PERSONAL & LOAN DETAILS ADD CALL NOTES SET UP EMAIL COMMUNICATION PAUSE OR OPT-OUT OF COMMUNICATION CREATE REMINDER TASKS Total Expert is a CUSTOMER RELATIONSHIP MANAGER (CRM) that helps you understand and track your clients. Contacts are added automatically through your LOS and Lead capture, or you can manually add prospects or old databases to the system. IN-PROCESS CONTACTS BUYER AGENT SELLER AGENT REALTOR OTHER PARTNER GROUPS POST-CLOSED CONTACTS CONTACT OPEN HOUSE LEADS SETTLEMENT AGENT PROSPECT JOURNEY GROUPS EVENT LEADS HERE ARE A FEW SUGGESTED SMART GROUPS: GROUPS ALREADY IN YOUR ACCOUNT: NEIGHBORS FRIENDS BUSINESSES TOP REALTORS FAMILY HERE ARE A FEW SUGGESTED GROUPS: SMART GROUPS Smart groups can automatically add contacts to groups if they fit certain criteria. YOU WILL NEED TO SET THESE UP TO HAVE YOUR CONTACTS AUTOMATICALLY START IN-PROCESS EMAILS and other Journeys. They will also help you organize your leads when using Focus Views. You can learn how to set them up on the Hub. CUSTOM GROUPS Groups WITHOUT SMART FILTERS are also helpful, but your contacts need to be ADDED MANUALLY. Say you would like to send a few emails to everyone in your neighborhood. You don't want to find each of them every time you want to send them something. Group them so they are easy to contact. WITHIN EACH CONTACT, YOU CAN: • Use Journey groups to assign journeys • Assign a contact to multiple groups • Use Smart Groups to automate assignments • Set up lead sources for each event (open houses, webinars, lunch & learns, etc) to best assign tasks and journeys • Use the notes section for notes about family, future plans, etc. for future conversations (the more detail, the better!) BEST PRACTICES CONTACTS 5
Don’t just limit yourself to real estate agents… consider connecting with BUILDERS, FINANCIAL ADVISORS, CPAS, LAWYERS, INSURANCE AGENTS or anyone else who can help gain new business. CO-MARKETING You and your partner have access to co-marketed flyers, socials, emails, postcards and more based on APM’s pre-made templates. GET NEW LEADS Lead capture web forms can automatically upload prospects into your TE contacts at open houses or events. SHARE AND KEEP YOUR LEADS Any contacts made together stay with you even if the relationship ends. LISTING FLYERS TE connects to many MLS listings and can quickly create co-marketing Listing flyers and webpages. QUICKLY CONNECT Adding a new partner is easy. Once an email invitation is sent, the CMP must accept the connection and will be provided their own account to access a CMP version of Total Expert. PARTNERS CAN CONTROL THEIR MARKETING Partners can view any shared contacts, co-marketing materials, and edit their information or allow you to make changes on their behalf. SEAMLESS COST SPLITTING If co-marketing pieces are printed through TE, the costs are automatically split according to RESPA requirements. • Use Realtor Partner Approach journeys to attract potential partners • Take the co-marketing training from TE • Review co-marketing stats with your partners monthly • Show your agents how to create co-branded marketing for open houses, mailers, etc. BEST PRACTICES CO-MARKETING 6
NEW LEADS SILENCED CONTACTS CLOSING ANNIVERSARY PRE-APPROVALS MI REMOVAL ARM EXPIRATIONS BIRTHDAYS REFINANCE OPPORTUNITIES OPEN HOUSE CONTACTS REALTORS TO CALL LEAD SOURCES FOCUSED VIEWS Increase your productivity when you call by creating unique Focused Views that organize your contacts. While groups just organize your contacts on the back-end, Focus Views give you a platform to MAKE CALLING YOUR CONTACTS EASY. Set up the groups you would like to reach out to each day, then just open the list and start calling. • Views update automatically • Take notes and update contacts as you call TASKS Use Tasks to stay productive. Set reminders to make calls, schedule your socials, block out time for marketing and more. • Assign to self or team members • Use in conjunction with Focus Views • Emailed notifications and in-calendar meetings (office 365) • Set reoccurring tasks • Used for anything, not just items within TE SAVED CONTACT LISTS Similar to focus views you can save filtered contact lists, making it easier to send bulk emails to specific groups. • Send BombBombs to specific groups • Send market information to referral partners • Use your custom focus view criteria to also create saved contact lists • Send emails, texts or create tasks • Silenced/unsubscribed/archived contacts are excluded. CUSTOM FOCUS VIEW IDEAS • Set up specific days of the week when you will contact people in each view. • Review previous notes and loan information on each contact before reaching out. • Take notes as you call. • After the call log the outcome, create a task for follow-up or add them to a journey. BE PRODUCTIVE BEST PRACTICES 7
Emails give your contacts personalized information that will help them make informed decisions while also KEEPING YOU ON THEIR MIND. TE gives you several ways to easily build and automate emails that will help nurture and engage your contacts. AUTO CAMPAIGNS IF YOU DON'T PLAN ON BEING IN TE MUCH, AUTO CAMPAIGNS ARE YOUR MOST IMPORTANT TOOL. They automatically keep you on the mind of your contacts, so when they are ready for a new loan, you are the first one they call. To turn them on you will need to choose what campaigns you would like your contacts to receive by activating the campaigns and making sure your smart groups are set up to automatically add new contacts. Go to the Hub to learn more. CHECK OUT THESE CAMPAIGNS: JOURNEYS Journeys are more dynamic than auto campaigns because they can include task reminders and can also adapt based on your contact’s activity. For example, If a lead on a prospect journey starts a loan they will automatically be moved off the prospect journey, or if prospects are not opening emails then cadence automatically adjusts. This personalizes the content and helps enable more conversions. HERE ARE JUST A FEW TARGET AUDIENCES: INDIVIDUAL EMAILS If you would like to reach out to a contact or group about a specific loan or topic APM has a variety of emails already created. They are easy to send out, or you can even create your own email within Total Expert. These can be a great way to follow up after a call. LOAN MILESTONES HOLIDAYS BIRTHDAYS REALTOR/MARKET NEWSLETTER BORROWER NEWSLETTER CREDIT CHALLENGED FIRST-TIME HOMEOWNERS VARIOUS REALTOR TOPICS PURCHASE FOR PREVIOUS OWNERS EMAILS • Send all emails from TE for a full history of all communication in one place • Most flyers are also available as emails • Assign real estate partners to the weekly EXPERT UPDATE auto-campaign • Assign all groups (except realtors) to the monthly ELEVATE NEWSLETTER auto-campaign BEST PRACTICES BEST PRACTICES • Time-block 30 minutes each week to review your email analytics (check email bounces and reach out to check contact information) • Most contacts can be assigned to a journey! Review journey summaries for content and audience recommendations • Filter to help match contacts with good content • Assign contact to a Journey group or manually add them to a Journey BEST PRACTICES 8
Whether you work under APM OR A DBA, we have HUNDREDS OF PRINT MARKETING MATERIALS created by our IN-HOUSE MARKETING TEAM to help you build your business. It is easy to create personalized and co-brand pieces with your own photo, logo and information for events, education, direct mail and door knockers. WE OFFER A VARIETY OF PRINT MATERIALS: FLYERS DOOR HANGERS OPEN HOUSE FLYERS SIGN RIDERS POSTCARDS YARD SIGNS GREETING CARDS PRINTING IS EASY These pieces can be downloaded and printed by you or can be ordered directly from Total Expert. We have also TAKEN THE GUESSWORK OUT OF RESPA COST SPLITTING. The system automatically splits costs within the system between you and your co-brand partner. PRINT MARKETING BEST PRACTICES • Send a quarterly postcard (EDDM or Direct Mail) to your database • Create open house flyers for your agents • Provide sign riders for your agent listings • Make a day of it and create co-branded door hangers and go door knocking with your agents • Use tags, folders & the search function to sort through the content more efficiently 9
In today's world, many of your potential clients are looking at your online presence before reaching out. Mortgages are life-changing purchases and they want an idea of who you are and how you will help them through the process. We suggest combining our APM-provided content with your own personal updates and posting at least 2-3 times a week. You also need to respond to comments and really engage your community. Social media is an excellent tool to boost your marketing presence and help you gain active leads, but remember that it needs constant upkeep. • Access to hundreds of unique posts •Integrated with Facebook, LinkedIn, Twitter • Easy to filter and search for posts • Suggested body copy can be tweaked CONSUMER TIPS MOTIVATION MONDAYS MARKET/PRODUCT UPDATES ENGAGEMENT POSTS INFOGRAPHICS HOLIDAYS •Instagram posts can be downloaded from TE • Easy advance scheduling • New Posts are created each month • Use the monthly Social Producing Activities Calendar on our Hub SOCIAL MEDIA • Pre-schedule our posts ahead (weekly or monthly) • Edit the caption to best suit your audience • Use tags, folders & search function to find graphics • Use our SPA Calendar for posting ideas • Search or use tags to find socials for the month (i.e. November Socials) BEST PRACTICES 10
Total Expert has what you need WOO REALTOR PARTNERS and GAIN LEADS. You or your co-brand partner can quickly create a property listing site, or Lead Capture Websites to collect shared leads. SINGLE PROPERTY SITES Quickly create single property sites that are co-branded with Realtors. The website builder uses data directly from the MLS to quickly create a website from a listing. It gives you details about the property and gives you a way to collect leads directly from the site. Once created easily share the listing by using the Facebook, Twitter, LinkedIn, Pinterest and email links included in the website. LEAD CAPTURE APPS The lead capture webpage creates a form that collects leads directly into your TE account. There is no need to collect paper forms and manually input them into your CRM. Just take a wifi enabled tablet to your next event,or use a QR code for your a raffle, you can even add a link to a Facebook post for a social giveaway. Your business partners also have access to create co-branded forms and all leads are automatically shared with both accounts. LEAD CAPTURE APP SINGLE PROPERTY SITES WEBSITES • Create a lead capture app for your agent’s property for them to use as a sign-in for open houses (your agent can create these as well) • Create single property websites and share the URL with your agents (your agent can create these as well) • Share single property websites on social media! • Drop by open houses and leave flyers specific to the price point of the listing BEST PRACTICES 11
Total Expert has a lot to offer, but don't let that intimidate you, once you get started it is easy to understand. Here are the TOP 5 THINGS TO DO WHEN YOU GET YOUR TOTAL EXPERT ACCOUNT. CHECK YOUR ACCOUNT Go to your ACCOUNT SETTINGS (click on your name in the upper right corner). Make sure all your information is correct and check your notifications. INTEGRATE THE PLATFORMS WITHIN TE Connect your social media account, Microsoft 365 and any other programs you currently use. IMPORT YOUR CLIENT DATABASE You don't need to add your current contacts one by one. Organize your contacts onto this Excel Template and fill out as many columns as you can. Once ready, send the file to this secure TE Support link. Check out the Hub to learn more about the upload process. TURN ON MILESTONE UPDATES Under AUTO CAMPAIGNS turn on APM VIDEO MILESTONES. Do this by editing your group assignment to include "contact". SEND OUT CO-MARKETING INVITATIONS Call your favorite realtor and let them know about Total Expert. Let them know you will be sending them the invite. Or if they seem hesitant add them to the REALTOR APPROACH - SERVICE FOCUSED JOURNEY to explain the benefits of working with you! GET STARTED 1 2 3 4 5 12
© 2022 American Pacific Mortgage Corporation. For informational purposes only. No guarantee of accuracy is expressed or implied. Programs shown may not include all options or pricing structures. Rates, terms, programs and underwriting policies subject to change without notice. This is not an offer to extend credit or a commitment to lend. All loans subject to underwriting approval. Some products may not be available in all states and restrictions may apply. Equal Housing Opportunity. • 11/2022 ACCESS YOUR ACCOUNT AT TOTALEXPERT.NET ACCESS TOTAL EXPORT TRAINING RESOURCES CHECK OUT THE HUB OR MORE INFORMATION & INSTRUCTIONS NEED SUPPORT? [email protected] 916.960.1325 [email protected] 3000 Lava Ridge Court, Roseville, CA 95661 joinAPM.com apmortgage.com