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0:00For this year 2025, our total revenue is right at 423,000. >> Okay. >> Profit is 275,000. Uh industry mortgage broker. >> Okay. >> What we sell, >> okay, >> is we are hyper niched into I'm an airline pilot and military pilot. So, we help airline pilots and military pilots

0:25>> buy homes with their VA loan. >> Okay. And the problem we're trying to solve is I think we have so many different kind of marketing strategies right now. >> Yeah. You got to pick one. >> It's tough to kind of pick >> Yeah. >> which to put them more on. Yeah. I feel like we get started, then we stop, then we start, then we stop. >> Word. Okay. Well, what are the different ways you're getting customers right now?

0:46And what's LDvc on each channel? >> Okay. So, this is fantastic. So organic uh that's where we get uh LTV is 11,17. >> Our CAC is 3,200 >> and we have 18 we had um 46 deals we closed this year. So 18 came from there >> from realtor referral networks.

1:11>> Okay. >> Our LTV is 7800. >> Okay. >> Like just real >> Yeah. Um, CAC's still the same, right? At 32 across the board on the CAC and then clients >> really by channel is that or you just took all your marketing spend and divided it? >> I just did a a gross like a fully loaded CAC across the board. I didn't break it per per group though. >> It it is okay. Well, I'll actually be able to figure that in a second. How many people did you get from the realtor thing?

1:39>> Uh, we only got 14. >> Okay. So, 18 then 14. Okay, got it. And then what was the third uh third channel? just past clients. 14 coming back for, you know, more loans. Yeah. >> Okay. Got it. Just repeat business. Okay. Um and then how many did you have there? >> 14 on repeat business. >> Oh, interesting. Okay. And then what was LTV on them?

2:02>> LTV on them was uh 7756. >> Okay. Okay. And so organic for you right now is content. >> Yeah, it's pushing out content. We were sending messages out about 25 a day, >> okay, >> to people. >> How'd that do? >> However, it wasn't converting. They're just reaching out to us when they're ready. Like they're super warm. They ask us for an application and

2:28>> no friction almost. It's almost one for one. It's kind of crazy. >> They're like, "Yep, you like we solve the problem of underwriting for airline pilots. It's super complicated and we know exactly how to solve it." >> That's I love that you're niched on this, by the way. I think it's really good. It's really So, I I like the model. There's also a ton of pilots. So like love all like like all of it. All right. Um Okay. So you've been making content. Um so let's put a pin in that for a second. So the affiliates, so the realtor networks that you have access to, how do you recruit the realtors?

3:01>> Well, that was thing. Last year we we recruited very heavily, but we realized the LTV was so like it was lower, almost 30% lower, we kind of quit messing with them. So we really don't mess with realtors anymore. We're looking to get back into realtors. Kind of seeing I really need the affiliate to keep the money model going. >> So, we really haven't done much with realtors this year. Just these are some leftover ones from last year. >> So, let me ask you a question. How much how much did you do outbound? Is that what you did for the realtors?

3:29>> Yeah, it's just calling them up. Look them up in the local area. Just calling them up and great, >> you know, meeting with them and then they refer business to us. >> Got it. So, how much would you say of your time last year was allocated towards doing that? >> Almost 80% of our time was doing that last year. >> No way. Really? >> And what we >> And what we kind of realized was like this year we've had 42 qualified leads come from them, but only 14 of them we closed and only one of them was our ideal client of an airline pilot. Oh,

4:02>> they just think you kind of just generic. They just think you just like people. Yeah, they're kind of generic people and and we and it >> creates more churn in the system, more work, more credit pools, everything. >> Yeah. Yeah. Heard. Okay. So, given the fact that you're in a niche, going after generic realtors is going to be tough because the likelihood that they sell a pilot is going to be super low statistically, right? So, I think that your best bet is probably going to be an organic plus ads rather than organic plus affiliates unless there was un like actually, you know, said differently, this actually makes way more sense. So instead of going after realtors, I think your outbound strategy is the right idea, but I'd be going after group owners or community owners who have pilot related businesses or like pilot related merchandise because actually, it's so funny because I um I want to say two years ago, I had a call like this with a guy who did pilot merch. So all it was was just like merch for pilots. U and he had a community owner of pilots and he ran it was an e-commerce business and so he was running ads. So, I don't think it's one I don't think it's very hard to find these pilots. Um, I would also recommend starting a school community for all the customers because they're all the same. And I actually think that just be cool. It's just like a cool benefit that you have um that other people don't can't normally do in your space. And I think you'll be able to generate a shitload of referrals from that.

5:24>> That's kind of what we were kind of thinking. We do have a finance course that we built out that we just haven't really been able to use because I kind of get stuck in this. Hey, I need to go back to doing more. But like we've built out Yeah. >> courses just for pilots, just for the veteran exactly how to fix your problem. >> Here's what I would do. Here's what I would do. So, you're going to take your course, right? And you're going to make that as a lead magnet for your organic. And I would drive them into a group because to your point of like some of them aren't ready. That's fine. They can join a group in the meantime. That will spin up the wheel. That will then get you leads and then it will also get you referrals because you can tell them, hey, send your friends to this group. They're they're all welcome as long as they're pilots.

6:04Pilots only. >> Okay. >> So, they get this lead magnet when they join the group for free. Thing one. The second thing is I would start experimenting uh with Facebook ads and I would use the lead magnet yet again. Um and then what I would do is I would include because I would send them to the group and give them a onboarding call for free. So they get the lead magnet plus an onboarding call and then you can talk to them. you can gauge where they're at in the life cycle and that that that group can basically act as your as your long-term nurture in the meantime. But I think the referrals from the community are going to be big and I think paid ads now in today's day and age can get super targeted for this type of avatar.

6:54>> And that's what we identified on social media. >> Yeah. >> It's almost 75% are our exact clients. >> Yeah. Dude, the algorithm is already done. Like the algorithm is finished. They know what's inside. AI gets it. AI knows who the pilots are and they just send that. It's it's interest media, not social media anymore. So if you want to make if you want to get pilots, you have to make pilot stuff which you've already figured out, right? So it's like >> yeah, >> number one, I think by and large for sure this strategy is a more strategy because what I want you to do is make way more pilot content. Number one, I would also experiment with like pilot related humor and memes because I think those will probably do really well and they'll still bring people in because that's fine. I normally I'm not like pro meme, but I think for stuff like this, like inside jokes for pilots, I think would be a great content type. Not like not every day, but like you know, a few of those a week I think would do well just top of funnel awareness.

7:43>> Um, but what's cool about that is that like I want you to pump way more content so that when you take the winners of that content, take the content and then slap on a CTA at the end, run that as the ad. >> And then the offer is going to be the lead magnet you already made. They can facilitate the the course or they get the the onboarding call for free. we can score where they're at in the life cycle and then you can follow up with them accordingly. >> Okay, >> that's what I would do. >> Well, cool. That was really the decision was go after realtors and just keep going after

8:11>> Dude, I don't think No, I don't think realtors is the play. I don't think realtors is the play because it's if you want to stay in this niche, I don't think that's the play. >> Okay, perfect. >> Rock and roll, dude. Appreciate you.