How a Top Producing Loan Officer Turned Agent Partnerships into 300+ Closed Deals

Background: A Commitment to Connection

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Joe Massey is a 23-year mortgage veteran and branch manager at Castle & Cooke Mortgage in Denver, Colorado. With a business built entirely on repeat and referral clients, Joe focuses on delivering consistent value and building trust over time—not buying leads. His aim is simple yet powerful: stay connected with clients and partners in ways that feel personalized, timely, and useful.

Joe’s early adoption of Homebot—sparked by a cold call and live demo—was immediate: "A sales rep added my house as an example to Homebot, showed me the value of it,  how the product worked... and I was immediately impressed. I’ve been a customer ever since." That early impression turned into a long-term strategy, using Homebot to nurture thousands of homeowners, support a wide network of agents, and deepen loyalty with every touchpoint.

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The Challenge: Client Drop-Off and Unscalable Follow-Up

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In the mortgage industry, retention is often treated as an afterthought. While most loan officers focus their time and budget on chasing new leads, they’re often ignoring a far more efficient path to growth. In fact, acquiring a new customer can cost 5 to 25 times more than retaining an existing one. Yet, retention strategies are rarely prioritized.

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Joe Massey saw the disconnect clearly:

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"82% of people say they’d reuse their agent for their next transaction, yet only 17% actually do. I’ll bet it’s the same for lenders, because they don’t stay in touch."

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Without consistent, value-driven communication, opportunities were being missed. Not due to client dissatisfaction, but simple disconnection. Joe knew he needed a way to remain visible, relevant, and helpful, without adding operational friction or complexity.

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The Strategy: Seamless Integration, Scalable Impact

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For Joe, Homebot isn't a platform that lives off to the side or gets occasional attention. It's a central part of how he builds trust, identifies opportunity, and stays relentlessly present with both clients and partners. From automating onboarding to refining how he follows up, Homebot provides the insight and structure that make his high-touch approach efficient and scalable. Here’s how he’s integrated it across every facet of his workflow:

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1. Co-sponsorships at scale:

Joe has built an ecosystem of 51 co-sponsored agents, expanding his indirect client reach by more than 4,725 homeowners. But he doesn’t stop at signing them up. He makes onboarding personal. When a new sponsorship request comes in, Joe calls the agent directly to understand their business, their buyer pipeline, and how they plan to use Homebot. He then reinforces those relationships through quarterly check-ins and training sessions, ensuring each partner is equipped—and motivated—to maximize the platform’s value.

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2.Behavior-based follow-up:

Homebot’s activity log and Likelihood to Sell Score allow Joe to focus his attention where it matters most. He uses the activity log as his daily call sheet, sorting by the most active users and initiating check-ins that feel organic and intentional. Instead of cold calls, Joe connects with homeowners already engaging with their equity insights, transforming data into timely, meaningful conversations that often lead to new business.

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"If someone clicked 10 times, they need to hear from me. That’s just good customer service."

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3. Automated, yet personal:

By integrating Homebot with his CRM, Total Expert, Joe ensures that every client is enrolled automatically after closing, no manual entry needed. This level of mortgage automation creates a seamless experience, where clients begin receiving personalized, high-value insights about their home’s equity and market position right away.

For Joe, it’s a way to show up monthly without lifting a finger—until it’s time to lean in. And when he does, the insights waiting in Homebot’s dashboard allow him to act fast and with purpose—connecting with clients when they’re most engaged, and providing value when it matters most.

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“Homebot shows clients how much equity they’ve built and what they could save by refinancing. That opens the door for conversations about HELOCs, second mortgages, and other opportunities—without me having to chase anyone down.”

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4. Agent training & engagement:

Joe knows that engaged agents become referral partners. That’s why he leads quarterly Homebot workshops, inviting his co-sponsored agents to sharpen their skills, learn new scripts, and deepen their understanding of the platform.

These sessions not only educate agents, they create community and accountability. Whether 10 agents show up or 30, Joe treats each event as a chance to reinforce the value of the partnership and uncover new opportunities to collaborate.

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"There’s a ton of opportunity in Homebot, just by leveraging your database. If you take the initiative, it works."

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The Impact: Relationship-Driven ROI

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With Homebot as a cornerstone of his client engagement, Joe has realized measurable, lasting results:

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1. 25+ transactions in the last year tied directly to Homebot

Homebot has become Joe’s frontline system for staying in front of past clients and identifying the right time to reconnect. Whether it's refinancing needs, second homes, or investment properties, these touchpoints often translate into deals. In just the past year, Joe credits at least 25 closed transactions to his Homebot-driven outreach—proof that consistent visibility leads to repeat business.

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2. 300+ closed deals with co-sponsored agents over time

Joe’s investment in agent partnerships through co-sponsorships has yielded long-term results. With 51 active co-sponsors, he estimates he’s closed over 300 transactions through these relationships, averaging at least six deals per agent over time. By providing value through Homebot and reinforcing it with consistent check-ins and quarterly trainings, Joe turns digital engagement into real-world partnerships.

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3. Enhanced client loyalty and referral flow

Clients frequently reference the Homebot digest in conversations, using it as a go-to resource for home value insights and equity tracking. Joe often receives calls from clients and prospects specifically because of the digest, creating more opportunities for connection and service. This organic brand recognition keeps him top-of-mind, even months or years after a transaction.

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4. Smarter outreach with behavior-driven insights

Rather than guessing who might be ready to engage, Joe leverages Homebot’s engagement data and activity logs to focus his outreach on the most active users. This prioritization allows him to have more relevant, timely conversations—and spend less time on cold leads. It’s smart, efficient, and directly tied to the behavior signals that matter most. 

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"Homebot tells me who’s most engaged. That’s who I call."

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Conclusion: Retention is the Real Growth Strategy

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In a market where attention is scarce and loyalty is hard-won, Joe Massey has built a thriving business by doing one thing well: showing up for his clients and partners—consistently, personally, and with value. But showing up isn’t enough. It’s how you show up that matters.

Homebot has become Joe’s system for doing just that… turning passive homeowners into active relationships, and agent co-sponsorships into lasting referral pipelines. With over 25 deals in a year directly tied to Homebot, more than 300 closed transactions with agent partners, and thousands of homeowners nurtured automatically, the impact speaks for itself.

By integrating Homebot into his process, Joe has created a strategy rooted in consistency, connection, and insight.

Ready to start making retention part of your growth strategy? Try Homebot today.