The Homebot Masterclass: The Framework Behind $80M of Wally's $200M Production

Opening: $80 million a year from a database inside Homebot

Wally Elibiary: The goal of today is for me to walk you through how I personally use Homebot, and how $80 million of my $200 million a year comes specifically from Homebot. This is series one of three, so I am going to do this with you for the next 90 days. The most important thing we are going to focus on today is how you turn your database into a data bank. How do you monetize your past client relationships?

Wally Elibiary: We all know ballpark how much a loan officer makes if you fund over $200 million in a year. A million dollars of my income, year after year after year, comes from my database, from my data bank. The tool I use to get clients to raise their hand is the 19 different triggers from Homebot. So what you are going to learn today is how I use those triggers, how I adopt my realtors' databases, my financial advisors' databases, and my family will attorneys' databases into Homebot, and how the heck I have a 28,000 person database in Homebot when I have only closed 4,000 mortgages.

Wally Elibiary: The second expectation is that you walk away with a Homebot course that has over 50 different modules. Every script I say, every template I use, all of it broken down so you can actually implement it and monetize your database. I own 0% of Homebot, and I get paid zero from Homebot. The whole point is for you to take Homebot and monetize your past client relationships, because realtors have much less business than they used to.

Wally Elibiary: Here are my four commitments to you today. Number one, what took me years to learn, our coaching clients are now learning in 90 days. What I learned the hard way, failing and failing and failing, they are learning the easy way. The mistakes I made starting out, they are learning to avoid. And number four, my most important one, my goal is for you to take advantage of my losses so you can turn them into your wins.

Wally Elibiary: So you do not think I am some yahoo or some has-been loan officer, if you look me up on Reid you will see last year I did $194 million. There is my NMLS if anybody wants to go audit me. But what I want you to walk through is the volume. 2013 was $36 million. That jumped to $45 million. Then I hit the Mount Rushmore of mortgage, the hall of fame, $100 million in a year. And I realized really quickly that 97% of my business did not come from my database. Only 3% came from my database. If my life was going to be solely focused on realtors, I was going to have a really difficult time breaking through past $100 million.

Wally Elibiary: So in 2018 I jumped back into focusing on my past client database, and look at the run I have had since. 2019, $102 million. 2020, $153 million. I have been able to fund over a billion dollars in loans just in the last five years. How the heck have I done that, and most importantly, how have I done it with 20 weeks of vacation a year? I wrote the book 24-7 Mindset, and our training and coaching is built around it: how do you build a mortgage business that pays you 24 hours a day, seven days a week, while you only have to work in it 24 hours a week, seven months a year. There is no point in having a quality of business if you do not have a quality of life.

Why he rebuilt around quality of life

Wally Elibiary: Before I go through all the great things I have been able to accomplish, let me walk you through where I was. Who knows somebody named Todd Duncan? Has anybody gone to Sales Mastery? Todd Duncan is the OG grandfather, or godfather, of mortgage. So picture this with me. I go to Sales Mastery and I get a thousand loan officers applauding me and telling me how great I am. The unfortunate thing is I come back home and we are about to go on a family vacation. My youngest son sees me walking out with my suitcase and asks, "Oh, Dad, you're coming with us?" How sad is that, that a father's own son was surprised the father was coming on a family vacation? You cannot blame the kid. I missed more dinners than I ever made. I missed more sporting events than I ever made.

Wally Elibiary: The whole point of me rebuilding my business was to focus on building a quality of life, not just a quality of business. The family I have today I am really, really proud of. Alexander, the five year old back then, is at Baylor now, and Braden is at Arkansas. I call them Alexander the Great and Braden the Brave. I have been successfully married for 21 years to the same woman. She has gone through a lot with me, but what we all appreciate now is that we are one solid unit, and I did not get lost in being addicted to making money.

Wally Elibiary: When 24-7 Mindset came out in 2023, we had 91,000 copies sold. Over 3,100 loan officers have gone through our mortgage academy. And since I do not know how to sit on my two hands, I launched my own mortgage company in 2025. My team funded $35 million last month. Over $9 million of that came from our past client database, and the tool we use to get our clients to raise their hand is Homebot.

The player coach, and who this is not for

Wally Elibiary: The framework you are going to learn today is called the six-lane highway. Most loan officers go out, find a realtor, do a great job for the realtor, and close that loan. What I do differently is how I made another $427,000 in commissions from CPAs, financial advisors, family will attorneys, and insurance agents when I started, and how I now make over a million dollars a year in commissions just from my wealth partners, outside of my realtors.

Wally Elibiary: Hopefully we have established that I am a player coach. There are a lot of coaching companies out there where the leader of the company has not done a loan in 20 years. Nothing wrong with them, but I am selling the same 6% and 7% interest rates that you are selling today.

Wally Elibiary: Now that I have shared who I am, who am I not? If you are a loan officer that loves to cold call real estate agents, I am not your guy. I have never done that and I will be the worst mentor possible in that space. If you like to do open houses on the weekends, I am not your guy. If you want to call Zillow leads, again, I am not your guy. If you want to monetize your past client relationships and really crush it with wealth partners, I feel like I am really, really great at that, and hopefully you will be too.

Wally Elibiary: Most of you on this call already use Homebot, and when I ask you to rate one to ten how well you are optimizing it, I get a bunch of ones, twos, and threes. That is exactly why I built the course: the scripting difference between an amateur and a professional, the annual mortgage review script, how Homebot fits into the technology stack of the business, and how I turned my database into a data bank. There is a ton of mistakes I made over my career that helped me figure out how to go from doing the best I can do to doing it the best way it can be done.

Addition loan officers versus multiplier loan officers

Wally Elibiary: Travis Newton is a loan officer that came to us. Just in his first 30 days, he was able to pull four referrals out of his Homebot triggers and give them to his financial advisors, $30,000 in commissions to them. He pulled out two pre-approved clients that he referred to his realtors, another $30,000 in commissions. On top of that, he sent eight referrals to his insurance agents and got an $8,000 commission back, plus another $30,000 to his wealth partners. Long story short, in 30 days Travis generated $96,000 in commissions for him and his partners.

Wally Elibiary: When you learn to build a business that refers out, this is what it looks like. In 2025, in a twelve-month window, I referred out $2.72 million in commissions to my partners. The whole point is understanding how to use Homebot to get your clients to raise their hand, and then what you say when you get that trigger, when you say it, and how effective it is.

Wally Elibiary: There are two types of loan officers out there. Let's be honest with each other: are you a multiplier loan officer or an addition loan officer? An addition loan officer goes to a realtor, gets a referral, gets a commission, and goes back to the same realtor. That is 99% of loan officers, so do not feel bad about it. Today you are going to learn how to become a multiplier loan officer.

Wally Elibiary: A multiplier loan officer goes to the same realtor, gets that same referral, gets that same commission, but refers that client out to four different partners: a CPA, a financial advisor, a family will attorney, and an insurance agent. If you follow our scripts and our models, just like Travis did, you are going to get one to two referrals back. What did I just do? I turned one commission into three commissions.

Wally Elibiary: The only reason I am able to fund $200 million plus a year, a billion in the last five years, is because I have six different referral streams. I get business from my realtors, from my database, from my CPAs, my financial advisors, my family will attorneys, and my insurance agents. 99.9% of the loan officers out there only get business from realtors. If I am successful, at the end of today you walk away understanding how to become a multiplier loan officer.

Results from loan officers running the framework

Wally Elibiary: Jeremy Owens is out of Atlanta. He adopted our six-lane highway framework and in the first three years he was able to three-x his income. Anthony LaForce is here in Dallas. Just in his first 90 days he was able to get $2 million in mortgages. Chad Fleener, feel free to reach out to him, $72,000 in commissions in the first 30 days. When you do not only go after realtors, there is a whole blue ocean of referral streams out there.

Wally Elibiary: Matt was a call center loan officer with no realtor business at all. He went from zero income in 2023 to $50 million in fundings last year, just in three years. Martin went from zero to $30 million in three years. Kim Butler, in her first two weeks, got two referrals from two financial advisors. Tara Hart, my favorite person on here, battled cancer and beat it, but she had to rebuild her business from scratch. Just in the first week she referred out to a financial advisor and got a referral back that made her a $9,000 commission.

Wally Elibiary: Justin Sinclair, I was talking to him this morning. The dude doubled his business, from $45 million in fundings to over $90 million, while everybody else's business went down. Doug, over 20 referrals out to financial advisors just in the first 90 days. Brian Schmidt, a super smart dude, really adopted our mindset and the six-lane highway and two-x'd his income in twelve months. Drew did the same thing, two extra loans in just a few weeks. The whole point is that I focused on the weakest part of my mortgage game and turned it into the strongest part.

The One Thing: stop neglecting the database

Wally Elibiary: Tell me if you have read The One Thing by Jay Papasan. It is one of the top three best books I have ever read, and when I became one of their certified coaches it was instilled in me. I will summarize the whole book in two sentences. It teaches you to ask yourself one simple question: what is the one thing such that by doing it, everything else becomes easy or unnecessary? It breaks down into three parts. What is the one thing, not the 19 things or the 72 things. Such that by doing it, meaning you have to get in action. Makes everything else easy or unnecessary.

Wally Elibiary: What was that for me? I stopped neglecting the gold mine that we call our database. Where most loan officers really struggle is they are so trained to go after a new realtor, new realtor, new realtor. Once I realized I needed to focus on my past client database to monetize those relationships, I built a post-closing process.

The post-closing process

Wally Elibiary: Here is my post-closing process from A to Z. We do a seven-day call after closing, and on it we walk our clients through what the expectations are: how I am going to add value on the 30-day call, on the six-month call, and on the annual mortgage review call. I am in Dallas, Texas, and in Texas we have homestead exemption, a discount on your taxes. We make sure they know where to fill it out, and we have them save the client concierge contact information in their cell phone.

Wally Elibiary: On the 30-day call, we complete the fifth page of the 1003 with them. We make sure they have their mortgage coupons, we build out their Mortgage Coach system, and we cover homestead exemption again. By the time you get to the six-month call, they see you as being more valuable.

Wally Elibiary: What most loan officers do really poorly is call their past clients to try to get them to refinance. I do not do that. I call my past clients to find gaps in their life. They had another child, but they have not increased their life insurance. They had to do a home improvement loan for a renovation and combined both loans together. That is the whole mindset behind being the quarterback of your client's financial goals. You have to add value to them post-closing so they can be more valuable to you.

Wally Elibiary: Before a loan officer tells me they do not have time in their day: my loan officer assistant does annual mortgage reviews for me. My average loan officer assistant produces four to five annual mortgage reviews a day, and pulls referrals out of my past clients, CPA referrals, financial advisor referrals, family will attorney referrals. If you have a loan officer assistant on your team, you can turn them into an offensive tool instead of just a defensive one.

Wally Elibiary: Martin Lorenzen referred out $48,000 in commissions to his partners and got $114,000 in commissions back, just in the first two months. Look at that math. North of $150,000 combined in the first twelve months by using Homebot. All Homebot is, really simply, is a digital mortgage statement that is interactive. And one thing we will break down today, and that you will see in the course, is the power of the Homebot onboarding call.

Wally Elibiary: Blake Hine, in his first 30 days of doing annual mortgage reviews with his past clients, referred out 17 referrals to financial advisors. Remember, we do not cold call agents, we do not do open houses, and we do not call Zillow leads. We focus on our past clients. He got two referrals back from those advisors, which generated $30,000 in commissions to his realtors in the first 30 days. How would you like to refer out $30,000 of commissions to your realtors in your first 30 days? Trent pulled out a CPA referral for a past client on the annual mortgage review and had two more fundings back from that CPA in the first three months, $14,000 in commissions.

120 referrals out, 50 to 60 back, and the top-realtor conversation

Wally Elibiary: I want you to see yourself through a different pair of lenses today. I want you to see yourself as a person that refers clients out to your realtors, your CPAs, your financial advisors, your family will attorneys, and your insurance agents. I refer out over 120 referrals a month to my partners. What happens in return? I get roughly 50 to 60 referrals back from those partners per month.

Wally Elibiary: What is awesome is that 15 to 20 of the referrals I get back from my CPAs, financial advisors, family will attorneys, and insurance agents are not connected to a realtor, because they are early in the process. So now I can take that referral I got from my financial advisor and reward my current realtors, thank you so much for your loyalty. Or I can take that same referral to the biggest realtor in town and go after them. One of my favorite conversations ever is going to the top realtor in town and saying, you don't know me from Adam, but I just got a $500,000 pre-approval from my financial advisor. Can I refer you this $15,000 commission, and let's grab a cup of coffee so I can walk you through our model. It is a completely different conversation.

Wally Elibiary: That is the whole point of the six-lane highway. I get business from and give business to CPAs, financial advisors, family will attorneys, insurance agents, realtors, and my database. And the vehicle I use, the tool I use, is Homebot.

Database adoption: 2,000 households to 28,000

Wally Elibiary: When you start referring out over 120 referrals a month to your wealth partners and your realtor partners, you can do what I did and go from a 2,000 person database to a 28,000 person database. If you look at my record on Reid, over my career I have only funded 4,000 mortgages. So how did I get 24,000 other households into Homebot? I adopted the realtor's database into Homebot. I adopted the CPA's database, the family will attorney's database, and the insurance agent's database into Homebot.

Wally Elibiary: From that 28,000 person database I get over 300 triggers a month out of Homebot. What do I do with them? I say, hey, Mr. Financial Advisor, I referred you two clients last month. In your database in Homebot, John Smith has raised his hand that he wants a CMA. Can you refer me to your past client John Smith? It is an easy referral, and it makes it super simple to add value to your partners and get referrals back from them.

Wally Elibiary: How would you feel about yourself if you referred out to your realtors more than they referred to you? For me, on a scale of one to ten, I am an eleven. That is all I have built. I built a system using technology, and I did not create Homebot, to refer out more than I receive back, which makes me very valuable to my partners. If I am the one that put $2.7 million in commissions into my partners' pockets in a year, the chances of me getting fired are really, really slim. When my realtors refer me, they do not give out three names, they give out one name. When my wealth partners refer me, they give out one name. My referrals come to me already pre-sold, because I focused on adding value to my partners through my database.

Work smarter: eight opportunities on every call

Wally Elibiary: I am a huge fan of Rockefeller, and one quote of his changed the lenses I look through at business: he who works all day has no time to make money. If you work in your business all day long like a regular loan officer, you have zero time to work on your business. If you are working in your business, you are doing the best that you can do. If you are working on your business, you are doing it the best way it can be done. Once I understood that, I finally understood what my coaches were trying to say. Wally, you have to work smarter, not harder. If you look at your mortgage database as a data bank, all you are doing is taking cash out of it.

Wally Elibiary: Where I see most loan officers make their biggest mistake is they get on the annual mortgage review and try to pitch the client to refinance. I do not know how your database looks, but the majority of mine is at 2%, 3%, 4%. I am a really good salesperson, but it is really difficult to sell somebody on going from a 2% rate to a 6% rate. The goal of the annual mortgage review, and the goal of the Homebot onboarding call, is not to sell them a refinance. The goal is to add value to your past clients by referring them to a CPA, financial advisor, family will attorney, or insurance agent, or getting a referral from them to their CPA, their financial advisor, their family will attorney, or their insurance agent.

Wally Elibiary: When you look at that math, there are eight different opportunities on every single phone call you do. On every conversation with a past client, you can get or give a CPA referral. You can get or give a family will attorney referral. You can get or give an insurance agent referral. You can get or give a financial advisor referral. Eight opportunities to make another commission on every one of these calls. The problem I see is loan officers step over a dollar to pick up a penny. They step over eight opportunities to make another commission and go for the refinance.

Wally Elibiary: I was on a coaching call earlier today and a loan officer fell into the same category. He said, I keep calling my past clients, but no one wants to refinance. Of course they do not, they are at 2% or 3%. But find out where their life is. Could you refer them to your financial advisor and get a referral back from your financial advisor? Could you refer them to your CPA, your family will attorney, your insurance agent, and get a referral back from each of them? When we reframe it from how do I get referrals to how can I give out referrals, it completely changes the game.

Your net worth is your network

Wally Elibiary: Anthony LaForce here in Dallas funded over $2 million more in his first 90 days using Homebot, zero from realtors, which is $20,000 to $30,000 in commissions that did not come from realtors. Jeremy Owens, one of my favorite people out of Atlanta, spoke to 23 of his past clients on annual mortgage reviews in a 30-day span. Seven new applications, three referrals out to his realtor partners. The dude generated $38,000 in commissions for his realtor partners in the first 30 days from his past client database, plus seven financial advisor referrals out the door. The vehicle he used was Homebot. Matt Ballmeyer, same thing. Zero to $14 million to $30 million, and he is on track this year to do $50 million in fundings.

Wally Elibiary: Robert Kiyosaki, the author of Rich Dad Poor Dad, coached me for four years. The biggest takeaway I got from that book is that your net worth is determined by your network. If you keep focusing on realtors, realtors, realtors, and you do not focus on wealth partners, CPAs, financial advisors, family will attorneys, and insurance agents, you are massively limiting your net worth. The lenses I want you to look through are being the person who refers out to your clients' wealth partners, or gets referrals from your clients' wealth partners.

Wally Elibiary: So the six-lane highway is six referral streams. You get business from your database. You get and give business to your financial advisors, your tax attorneys and CPAs, your family will attorneys, your insurance agents, and your realtors. The simple reason I am able to do $200 million in fundings a year is that I have six referral streams where 99.9% of loan officers only have one. That is exactly why $80 million of my $200 million, over a million dollars in commissions, comes from my past client database every year.

Wally Elibiary: You have equity in your database, and all you are doing is a cash out on it. The course also covers refinance options if you want to do that: should they refinance, should they pull out equity, should they sell their home, how does the market break down for them. When I adopt my realtor's database, it is me and the realtor in the videos inside Homebot. It is me and the CPA, me and the family will attorney, me and the financial advisor in the videos. I walk you through exactly how to build those out, how to monetize the relationships around life events, and how to brand yourself as the person who refers out.

Kai McBride on the math behind the framework

Wally Elibiary: Now I want to introduce you to Kai McBride. Kai is the president of our coaching division. I just walked you through the why and the who. Kai is going to walk you through the how and the when, and how to build out the framework.

Kai McBride: I am here to explain the mechanism and how this works. Because here is the reality: all of you can go out and try to use Homebot and adopt databases today, but you will not be able to do it, because there is a missing piece. I am going to explain what the missing piece is, how we use our database as a data bank, how we create withdrawals, and how that motivates our referral partners to want to use Homebot.

Kai McBride: As Wally said, $200 million five consecutive years in a row. That is impressive, but what is more impressive is that he did it while the rest of the market dropped off. The way he did it is the way Wally explained: diversification outside of just realtors and database. You have to add your wealth partners, and that is what allowed him to level off.

Kai McBride: I know a lot of you get frustrated when you call your database. During refi booms, one out of every two people will do a refinance or a mortgage with you. But we are at the point where affordability is a problem, and it has dropped to about one out of 25 calls. The number one reason you do not call your database is that you are tired of getting no's. You make 25 calls and you have to withstand 25 "I don't need anything." It is not because people do not know you or do not like you. Some of you have not called people in your database in five to seven years, and you are afraid because you have to make 25 no calls before you get the one. The second thing we are dealing with is how you make yourself different from other lenders, because you all look the same.

Kai McBride: Traditional leadership says maybe it is just you. There is no magic bullet, you just have to be better at time blocking, accountability, scripting, role playing, discipline, maybe a 4 AM wake up. The industry is blaming you, not the strategy, and that is not necessarily true. There is a better strategy. Some of you think, what if I try modern marketing? Social media, webinars, ads. These are great, but not alone, because you will run into the same thing: you can grow your followers, run first-time homebuyer webinars, automate into your database, and still only one out of 25 people reach out. The reason we do not call our database is the weight of that much rejection, and eventually it gets you mentally.

The three-to-one ratio and five times the result

Kai McBride: Wally's mentor was Todd Duncan. My mentor was Tim Braheem. We both learned page five. Wally went to that and said, I remember what Todd said, let's focus on wealth professionals, and here is why. Forget about your database for a second and think about your ten closest friends, somewhere between the ages of 30 and 70. How many of them are in the market to buy a home right now? I bet zero, maybe one. How many of your ten closest friends with a family do not have a will in place? Five, six, seven, eight of them. How many do not have enough life insurance? Most of them. How many, especially the business owners, want a better accountant? As a business owner, I can tell you we always want a better accountant.

Kai McBride: So here is what we figured out. If you talk to 25 people, only one has a mortgage need, but the other 24 have other financial needs. That is where the light bulb came on with Todd twenty-something years ago, and what Wally did was systemize it. What if we took the no's and did something with them so they turned into yeses? We take all the no's and push them over to financial partners. By doing that, Wally was able to achieve a three-to-one ratio. Today he has achieved a two-to-one ratio, but you can expect a three-to-one ratio in the beginning: for every three referrals you give out to a wealth professional, you should get one mortgage referral back.

Kai McBride: Why? These wealth professionals work with people who are better qualified. They have more money, more assets, and they tend to own homes. Family will attorneys, estate planners, insurance agents insuring people with homeowners insurance. Their people are more qualified than the one out of 25 you find in the open market.

Kai McBride: Some of you will say, I have tried to partner with wealth professionals before and they did not give me any business. The difference is that you did it off the intention of doing business together. You set up a meeting and said, let's send each other business back and forth. Now it is a game of chicken to figure out who sends the first referral. What we do is send the referral first. You show up to the table with an ante, saying, I have people that need your services, and I want to talk about how we create a partnership where we support each other. You are making deposits before you withdraw, as Wally says, and it lets you filter for the professionals who actually want to play and support you.

Kai McBride: Here is what it looks like. Normally, when you call your database, you call 25 people and get one mortgage opportunity. What Wally has done, and what a lot of us who have gone through the program have done, is call 25 people, get your one mortgage opportunity, then convince half of the remaining 24 that they still have a financial need to address. If you refer twelve of those 24 using the three-to-one ratio, you get four additional mortgage referrals back from those wealth professionals. You have just five-x'd your results on the same database calls.

Kai McBride: People doing this tell me they feel so much better about making their database calls, because not everybody needs a mortgage. Even a fancy annual mortgage review can feel like cloaking: I want to see if you need a mortgage. If you have real conversations with people about their other needs, it is more fulfilling. You feel like you are helping them, they feel like you are helping them, they appreciate you more, and they send you more referrals from friends and family.

Kai McBride: But it does not stop there. We now take all five of those and send them to our realtor partners. This is how we create referrals for our realtors on a monthly basis, by referring them from our wealth partners. Some of you say, I send leads now. But is it sporadic? And if you are pulling leads from the internet, you know how bad those leads are. These are genuinely better leads, qualifiable, that we do not have to chase.

Kai McBride: And even if you never called your database, and all you did was take your closings and refer them to your business partners after closing, it still works. Say you did 30 loans this year and referred all 30 to somebody on your wealth team. You get ten referrals back. You send those to your realtors and get another ten to 20 back. Instead of finishing the year with 30 loans, you finish with 50 to 60. So whether you are multiplying your current closings or multiplying the no's, you are multiplying your business. The rest of the market is addition loan officers: once they close a loan, they have to go find another loan. We use our closings to leverage new relationships.

Wealth professionals first, realtors biggest

Kai McBride: Realtors should and will end up being your biggest referral partner, but wealth professionals should be your first referral partner. Number one, it is easier to refer to them, because there is an abundance, so you can create relationships faster. I bet every one of you could partner with more wealth professionals in one week using this strategy than by cold calling realtors. You will probably pick up five wealth professionals this week, versus getting hung up on and maybe getting a realtor appointment in a couple of weeks.

Kai McBride: In addition, if you struggle with rate shoppers, or with buyers who lowball the sellers, are picky, and do not qualify, that does not happen when the base of your business comes from wealth partners. You can raise the affluence, the loan amounts, and the purchase prices of your buyers when you use wealth professionals as a base. So what have we done? We have eliminated the one-out-of-25 problem, because now all 25 become a possibility to leverage, and we do not look the same as every other lender to the realtors.

Kai McBride: This is what we call the six-lane highway. Most loan officers work in two lanes, on an island. They either work their database and get one out of 25, or they beg realtors to choose them. If I ask what your value proposition is, I hear: I am great with service, I pick up the phone, I do hard deals, I have 20 years of experience. All of you say that. You think you sound unique, but you are not. What makes you unique is being able to support your agent's business. The way we support it is by installing four lanes in between: the financial advisors, the tax professionals, the estate and family will attorneys, and the insurance professionals. Those relationships in the middle send us business, we send business to the real estate agents, and everybody sends business back.

Kai McBride: How else do you think Wally does $200 million? Do you think he just did $50 million four more times? He would have no life. We multiply every opportunity we have. And he created a system to do it: the client concierge system, which is the seven-day, 30-day, six-month, and one-year scripts you saw, and the partner concierge, which wraps around the Homebot strategy to get agents to share their databases with us and adopt our databases.

A multiplier for any strategy, not a replacement

Kai McBride: This is a multiplier strategy. It does not have to replace your strategy. Wally says if you like open houses or cold calling, this is not for you, but maybe some of you actually enjoy doing that. This strategy makes every strategy better. If you like cold calling, whatever loans you get out of it, you can multiply after close. If you like social media, whatever you get out of it, you can multiply after close. And all the no's you get from those strategies, you can multiply by sending them to wealth professionals. If you do first-time homebuyer webinars, you will have 20 people on and five will buy. What about the other 15? Refer them to your wealth partners, and multiply the five that close again.

Kai McBride: There are only two ways to make more while working less. The first is what the industry tells you: hire somebody. But I have to make enough money to hire somebody first. Do you know how many loan officers I have seen hire an assistant on faith and then have to let them go because production did not hold? You can try to automate the roles or get a VA, but it is not the same. If you create a multiplying engine, you get to five loans faster, you get to ten loans faster, and now the cost of your staff is justified. You have to do both at the same time, a multiplying engine and staff. You cannot simply delegate, otherwise everybody with an LOA would triple their production.

Kai McBride: I have coached hundreds through this already, and you do not need to be a $200 million producer. You can be a normal producer and see results really fast, as Travis, Chad, and Justin did. My last graduating class, these are the loans they received in the first 90 days of implementation. Roy and David got eight to nine loans in their first 90 days. Most strategies take a while to build momentum, and that is always true, but this one produces very quick results, because the financial advisors are going to be shocked when you actually show up with business, and they will be extremely motivated.

Kai McBride: A few people have asked what will motivate the financial professionals to adopt the database and implement Homebot. They are going to do a lot of what you ask when you are giving them business. That is the key. You have heard so much about partnerships and wealth planners, but there is a mechanism behind it. If you understand the math, you see how everything falls into place, and why people are motivated to give you business back and adopt the database.

Sixty-second recap

Wally Elibiary: What is beautiful about the way Kai broke it down is that now you understand the how, the when, and the where. Once you understand the framework, you can duplicate it.

Wally Elibiary: So now you know how to turn your database into a data bank. You know the fifth page of the 1003 and how to pull referrals out of every loan application you do. You understand that there are six different referral streams that feed me business, and all of it stems from Homebot. I start with Homebot and my past clients, and that gives me the opportunity to refer clients out. As you see in the numbers, I am not some sort of unicorn. Hundreds of loan officers have gone through our academy and had massive success. A free course with the scripts and templates was offered to everyone on the call, and the rest of the session was questions from the group.

Questions from the audience

Wally Elibiary: S. Rosenberg asks how we convince partners to give us their database, since many will not share it, and it is confidential for a financial planner or CPA to do it without the client's permission. Super easy. There are six lanes of referral streams. Your realtors, your insurance agents, and your CPAs can legally and very smoothly send you their database in an Excel format. What you are referring to is your family will attorneys and your financial advisors. Their databases have to opt in.

Wally Elibiary: What I do with my financial advisors is connect to their email and put together an opt-in form through Homebot. It is me and the financial advisor doing a BombBomb video email to their past clients, and we used to do ten a day consistently. The financial advisor says, hey, Mr. Past Client, you should definitely connect with Wally, he has a free tool to help you optimize your home equity. Wally, what the heck is Homebot? I jump in and say, Homebot is an interactive digital mortgage statement that helps you maximize the equity in your home. Click the link below and sign up, it is free.

Question: How many relationships are you and your team managing, a CPA for example?

Wally Elibiary: I will answer that as Wally of 2019 and Wally of today. From 2019 to 2021 I had to learn and make my mistakes, and the best thing I ever did was have literally one CPA, one financial advisor, one family will attorney, and one insurance agent. Where 99% of loan officers make the worst mistake is they go get four CPAs, three financial advisors, two family will attorneys, three insurance agents, and spread themselves too thin. Go make a difference in one CPA's life, one financial advisor's life, one family will attorney's life, one insurance agent's life. Now I have done this for six years, and today I have 76 financial advisors that refer me business, 14 CPAs, three family will attorneys, and four insurance companies. That is me in 2026. Stick with one of each when you start, make your mistakes, get your confidence up, have your wins, and you will crush it.

Question: Do you have your life insurance license, or do you just refer it out?

Wally Elibiary: One thousand percent refer it out. I am a specialist, not a generalist, and a brain surgeon gets paid a lot more than a generalist that fixes your cough. I do not have my real estate license, my insurance license, or my financial advisor license. I make a lot more money getting access to that client's network, which increases my net worth. Remember how Kiyosaki broke it down. If you get licensed as a financial advisor yourself, you are picking up the penny. I want you to go get the dollar.

Question: Do you have coaching clients executing the playbook with HomeIQ?

Wally Elibiary: Yes, we do. I am a huge fan of Homebot, but the framework works exactly the same. Take your technology tool, introduce it to your database, do an onboarding call with your past clients, which is basically an annual mortgage review, get them excited about using the tool, and you will see trigger after trigger after trigger, which is another reason to make an outbound call and reach out to them.

Question: Do you refer to your realtors before or after you get the client pre-approved?

Wally Elibiary: One thousand percent after. I want to collect docs and make sure the client is fully committed to me, and I want to make sure I am giving the realtor a referral they can actually earn a commission from.

Question: Who are the wealth professionals?

Wally Elibiary: It is the six-lane highway: your realtors, your CPAs, your financial advisors, your family will attorneys, your insurance agents, and your database. Isaac follows up asking how many wealth partners I have in each field. Same answer. Wally of 2019 had one person in each field, and you want to cut your teeth on those. The mindset is making a difference in their life, referring to them, and getting referrals back. There is zero point in doing any of this if you are just going to give out referrals and not get referrals back. We are in a for-profit business, not a nonprofit. You have a gold mine in your database. Refer it out to your partners and receive referrals back.

Question: I had Homebot and switched to MBS Highway, which uses HomeReport. How many of your students have had success with HomeReport?

Wally Elibiary: Very few, and I could not tell you much about the differences. The King Kong, the OG, the best out there with the highest open rate is Homebot. That is the bluntly transparent answer.

Question: A realtor uploaded 1,800 clients into my Homebot. I have tried calling them, but what is the proper method to get more opportunities?

Wally Elibiary: The way I do it is a Homebot onboarding call. Hey, Mike, it's Wally with Aspire Mortgage. I just shared your Homebot digest with you, and I want to jump on a 15-minute call to walk you through how to use it so you can really optimize your home's equity. As you walk them through it, they self-discover that you can refer them to a financial advisor, a CPA, a family will attorney, or an insurance agent. With an 1,800 person database you should be able to do $7 million to $8 million a month.

Question: How do you find a good CPA or financial advisor? Are there resources, referral networks, or criteria for finding someone reputable?

Wally Elibiary: The best way I do it is by asking my clients, and you will see this in the scripts. One to ten, what do you rate your financial advisor? They give me a seven. Okay, hold on, time out. I can do the best job of building your mortgage with the best defense possible and make it run as efficiently as possible, but there is zero chance you build generational wealth without a ten-out-of-ten financial advisor. Boom, a referral right out the door to my financial advisor. Or they tell me their financial advisor is a nine out of ten. Are you kidding me? How awesome is that? I help hundreds of families a year and I am looking for a great financial advisor to refer my clients to. Two things: tell me what you like about your financial advisor, and can you introduce me to them via email so I can start referring my clients, and hopefully you get a discount on their service. You do that on the Homebot onboarding call, on the annual mortgage review, and on the loan application.

Kai McBride: Let me add to that. We are not going out and randomly starting relationships with wealth professionals from Google, or if you are old like me, the yellow pages. We are getting referred to great wealth professionals from our database. If that is a wealth professional for someone in our database, they probably serve a very similar demographic, so you are not going astray into a completely different demographic that will not serve your database.

Question: How do you avoid over-referring and eroding trust if you are trying to find a referral opportunity on every client call?

Wally Elibiary: There is no eroding of trust. On every single loan application, when the contract comes in and I lock the loan, I bring it up: my role is to make sure I am the quarterback of your financial and generational wealth. Last week I referred you to a financial advisor, give me an update on how that went. This week I want to get you in front of a tax strategist so we limit your tax exposure. If you do not want to do that during the loan process, knock yourself out. I 100% do, because the way my clients are, sometimes I have to remind them more than once, sometimes more than twice. Sometimes they do not want a financial advisor referral in that season of their life, but then they get an inheritance or they change jobs and have a 401(k) to roll over. The lens is consistent: who do your clients know that you want to know, and who do you know that you want your clients to know? That is the whole formula.

Question: Are the financial advisors typically managing dollars, AUM, or more product focused, like life insurance, annuities, and mutual funds?

Wally Elibiary: Very smart question. There are three types of financial advisors out there. There are the asset managers who have 80 clients but manage $100 million. You want to run away from those. Yes, they will give you a $3 million loan for a referral, but when you go to calculate income it is 1,800 pages and 72 K-1s. I am good, I do not want that referral. I specifically focus on number two, the life insurance salespeople who are financial advisors, because they can do both. They can do asset management, and they can also do life insurance and cash value life insurance. The three major companies I focus on are MetLife, New York Life, and Northwestern Mutual.

Wally Elibiary: I stay as far away as possible from the asset manager financial advisors. The majority of them only accept referrals with a million dollars in investable assets. That is not my clientele. If it is yours, high five, but my average loan amount is only $400,000, and those clients do not have a million dollars to invest, so I am useless to those advisors. What I have learned is that the life insurance salespeople from MetLife, New York Life, and Northwestern Mutual have three to five appointments a day with different clients, so I am getting referrals right and left. They also have huge databases, 500 past clients, 1,000 past clients, 6,000 past clients, and I am adopting those databases into Homebot and into my system.

Question: How long do you give a partner to send you a referral after you provide one?

Wally Elibiary: I will explain that as Wally the amateur and Wally the professional. Wally the amateur would probably give three, four, five, six weeks. Wally the professional of today points to a great book by Adam Grant called Give and Take. It says there are three types of people in the world: the givers, the takers, and the people who give and take evenly. The most successful people in the world, and the happiest, are the people who give and take evenly. I share that book as a gift with every single financial advisor I sit with, every CPA, every family will attorney, any relationship. My role is to refer business to you so I add value to your business, Mr. Financial Advisor, but I want you in return to see me as valuable and want to add value back to my business. That makes a great partnership.

Question: I found open rates dropped fast using Homebot several years ago, so I canceled. What are you seeing?

Wally Elibiary: My open rate is something bananas, like an 81% open rate and a 42% click-through rate. I have never had a technology tool with as high an open rate or as high an interaction rate as Homebot.

Question: Can you import an Excel sheet of contacts from your realtor into Homebot?

Wally Elibiary: Absolutely you can. When you sign up for Homebot they will walk you through how to import your database. It is very easy to do.

Question: How do you initiate the relationship with a CPA or financial planner? Is it a video call, in person, or inviting them to coffee?

Wally Elibiary: When I get a loan application and I am going through it, I ask my client, tell me who is going to help you make the decision on this. A lot of my clients have a great CPA or a great financial advisor. Who is your CPA, and would you like me to reach out to them and walk them through the options we have? I use Mortgage Coach, so I have option one, two, and three, and I walk through the tax advantages, the principal pay-down, and the benefits of each. Or would you like to be the only one that makes the decision? Nine out of ten times, if they have a great CPA, they say, yeah, can you reach out to my tax strategist, I want to make sure I am picking the best mortgage possible. Boom, I have a referral to their CPA. All I say is, great, put us both on a joint email, introduce us, and I am happy to reach out.

Wally Elibiary: Then I am calling that CPA and saying, hey, Mr. CPA, you don't know me from Adam, but we have a mutual client named John Smith, and John is buying a new house at 123 Apple Street. I put together three different options for him, and I want to work with you instead of against you. Would you be open to me sharing the three options I prepared for the client, and can you give me your feedback on which one you would recommend? I will walk you through the one I recommended and the one the client wants, so the three of us are on the same page. You have that same conversation with the financial advisors, the family will attorneys, and the insurance agents. It is so easy to differentiate yourself, and so easy to get referrals from them.

Question: If you have so many financial planners, how do you choose which one to refer a client to, and is there a rotation?

Wally Elibiary: Wally of 2019 played matchmaker. There were one or two financial advisors around that time, a small batch of people, so I would connect the client to the advisor I thought was the best match. Today they are on a round robin, there are 76 of them. But when you start, stick to one of each partner. If you try to land five CPAs and you only have one or two referrals to give out per week, that is not making much of an impact.

Question: What should I do to improve engagement if my current email open rate is 70% and my click-through rate is 17%?

Wally Elibiary: A 70% open rate, high five, that is awesome. The click-through rate is really small at 17%. All that means is your clients are opening your emails, which is great, but they are not actually using the technology. What I would do is reach out and say, hey, looks like you are receiving my Homebot and enjoying it. I would love to walk you through how to really maximize your time with it. Let's schedule a 15-minute call, it is called the Homebot onboarding call, and I will walk you through how to maximize your home's equity, minimize the interest on your home, and pay it off sooner. Then you are scheduling Homebot onboarding calls.

Question: Is Homebot your primary CRM, managing closing dates, birthdays, and anniversaries, or do you operate another CRM alongside it?

Wally Elibiary: The answer is the latter. I use Jungo, the Salesforce CRM, and I have had that since 2012 or 2013, so everything is housed there. What is super cool is that Homebot and Salesforce have an open API together. They are Zapier integrated, so it is one data entry that populates in both technologies.

Question: Is anybody successfully doing this with MyHomeIQ?

Wally Elibiary: Yes. And again, I am very partial to Homebot, because they have made me a ton of money, but most importantly the technology is ten times better than any of its competitors. I do not want to get sued by any of them, so I will not say their names. What I have seen with our coaching clients is a higher open rate with Homebot, a higher adoption rate with Homebot, and a presentation that comes across as more inviting than other technologies. The majority of our coaching clients, and the majority of the top loan officers nationwide that I coach, specifically use Homebot, so that should tell you something.

Takeaways from the group

Wally Elibiary: Jennifer said her takeaway was database equals data bank, and do not just rely on real estate agents. One hundred percent. The more valuable you can prove you are in a realtor's eyes, the number one way to do it is to put money in their pocket. The 24-7 Mindset framework is built around putting money in your partners' pockets, and when you put money in somebody else's pocket, they automatically see you as more valuable.

Wally Elibiary: Rodolfo's takeaway was that he should have done this 20 years ago. Me too, Rodolfo. Kent's takeaways were the onboarding calls, optimizing home equity, and starting with just one of each partner so you add the highest amount of value. Dave asks about the size of my team between LOAs and client concierge. I have four production partners and two LOAs.

Wally Elibiary: Sam's comment was that the information is great and scalable, which is the key. One thousand percent. If it is not scalable, I do not want to do it.

Kai McBride: I will make a comment on that. You do not have to take more time to do this strategy. We are just altering what you already do to multiply it, at a minimum. Once that works, you are going to want to put a lot of energy into it. For those of you scared that this is going to require extra work: you should already be calling your database, which you stopped because of bad results. You should be talking to your clients on a regular basis and meeting with your partners. We are just going to make you do it better and get better results.

Wally Elibiary: You guys are awesome. Have a blessed day, and we will reach back out to you to make sure you are on the next one. There is a three-part process, and this was part one.