The Affordability Advantage: Help Buyers Find Better Deals in Any Market

What this session covers

Wally Elibiary: My focus today is going to be around my Homebot onboarding call. You're going to give me an hour of your life, and I don't want to waste it. So I want to make sure I jump on what you actually want to walk away with.

Wally Elibiary: What I want to help provide each one of you today is three things. Number one, you will learn what I do in my database business. Last year I funded about $200,000,000 in the same 6%, 7% interest rate market. How do I do $80,000,000 plus a year from my past client base? How do I make a million dollars plus in commissions using Homebot, turning my database into a data bank? That's my goal for you today. I can only give you an hour today, so if you want more help, you're also going to walk away with a free course that has 50 different modules, with every script, every email, every template. I don't want to drown you with content right off the bat, so we'll go through the lesson, and then you'll walk away with some goodies on your end.

Wally Elibiary: So my four commitments to you today. Commitment number one is what took me years to learn, our coaching clients today are learning in ninety days or less, because there's a specific step by step manual of how to actually bring this to life. When I was building it, I was simply failing forward and failing and failing until I figured out how to succeed. What I earned the hard way, our coaching clients are earning the easy way, because the frameworks today are built on the best way it can be done, where when I was building it ten years ago, it was built on the best I could do. And I promise you, I made a ton of mistakes. What mistakes I made starting out, our coaching clients are learning to avoid. Where did I drop the ball with financial advisors, with CPAs? Where did I get rejected by wealth partners not wanting me to adopt their database? And how did I overcome that? So number four, the goal today is for you to take my losses and turn them into your wins.

From 97% realtor business to a database business

Wally Elibiary: Before anybody wonders who the heck I am or if I've done any production, here's a quick snapshot of the last ten years or so. We went from a $36,000,000 producer to a $45,000,000 producer, an $81,000,000 producer, a $100,000,000 producer, and I hated my life in 2016. The reason I hated my life in 2016 was not because I made over a million bucks a year. It was because 97% of my business came specifically from realtors. And you get really frustrated when realtors treat us like vendors instead of true partners. Or it might just be me.

Wally Elibiary: But I came back and I started focusing on my database. I broke $100,000,000 again in 2019, and then look at this climb: $153,000,000, $201,000,000, $200,000,000, $208,000,000. That's a billion in the last five years. And I don't say that because it's a ton of production. I say that because the most important thing on this whole screen is right there: all while taking twenty weeks of vacation plus a year. I've got a great quality of life and a great quality of business.

Wally Elibiary: Am I perfect? Absolutely not. Do I struggle and do I cry from time to time? Absolutely. Everybody's got their own challenges, but this business will rob you of your sanity. It will rob you of your time, rob you of your family time, rob you of your mental health if you allow it to. When my business was 97% realtor business, all those negative things I just shared absolutely happened. But when you fast forward and understand that you can build a business and actually have a quality of life, that is my goal for you today. The way you build a quality of life and a quality business is focusing on your database.

A celebrity in public and a phony in private

Wally Elibiary: Before I tell you how great the system is and how great the frameworks are, I need to be vulnerable for a minute. What I wrote on the screen is something I really struggled with. If you're a father or a mother or a parent, you may have struggled with it too. One of the biggest challenges I had is I always felt like I was a celebrity in public and a phony in private.

Wally Elibiary: What did I mean by that? Todd Duncan has a thing called Sales Mastery. I won the lifetime achievement award, which is his mortgage hall of fame, and I had 2,000 loan officers give a standing ovation. What sucked about that was when I got home the next day, our family was going to Disneyland. Everybody at Sales Mastery was applauding me and my success, but here's the patheticness of me as a father. Alexander is my youngest. He was five years old at the time. We're on the way to Disneyland that morning, and he sees me rolling my suitcase out at the front foyer. And the dude looks at me and goes, oh, Dad, you're coming with us?

Wally Elibiary: Pause for a second. How pathetic is that, that my own five year old son was surprised his father was coming on a family vacation? You can't blame the kid, because I missed more dinners than I ever made. I missed more sporting activities than I ever made. If you feel like you've got to provide for your family but you're taking time away from your family, it's something I really struggled with through my career. And that's why I started focusing specifically on database, database, database.

Wally Elibiary: I've got an awesome life now. There's Alexander right now. He's 20 years old. He's at Baylor. I call him Alexander the Great and Braden the Brave. And I've been married to my best friend for twenty one plus years, thank God. She's very patient, Nikki. The whole point I want you to understand is there's a lot of production that everyone can have and be able to produce, and the mindset is being able to have not only a quality of life, but also a quality of business.

Wally Elibiary: The book 24-7 Mindset sold 91,000 copies, and 3,100 loan officers have gone through the academy. Thank you for that. I launched my own mortgage company in 2024, and my team just funded $35,000,000 last month. Now that's not the impressive part. What I want you to understand is $9,000,000 of the $35,000,000 came specifically from the system that you're going to learn today. It came from Homebot triggers, from the Homebot onboarding call, from the database adoption through Homebot.

The six lane highway and wealth partners

Wally Elibiary: One thing I've learned to track is referrals out and referrals back from wealth partners. When I started on the framework that you're going to learn today, the six lane highway, I get referrals from six different referral streams: realtors, CPAs, financial advisors, family will attorneys, insurance agents, and my database. In 2019, I made over $400,000 in income specifically from CPAs, financial advisors, family will attorneys, and insurance agents. Then it goes to $800,000, and it breaks a million. Just last year alone, over $1,000,000 of my income came specifically from wealth partners, not realtors.

Wally Elibiary: The whole point is that the framework and the model you're going to learn today is how do you do nothing new. How do you do the same loan applications that you do with borrowers in a normal case, but get a relationship with your borrower's CPA, get a relationship with your borrower's financial advisor, refer them to your CPA, and get referrals from them? When you understand that framework, you understand how to multiply your business.

Wally Elibiary: Do you feel like we've established that I am not a rearview mirror loan officer that did loans when rates were at 2%, 3%? I'm in the trenches just like you are today, selling the same 6%, I wish, close to 7% rates. So let's establish who I'm not before we get started on the lesson. If you love cold calling agents, I am not your guy. I know absolutely nothing about cold calling agents. If you love doing open houses on the weekend, I am zero help to you. If you love focusing on your Zillow leads or converting Zillow leads, I am not your guy. If you decide to watch the rest of this free webinar, what you're going to walk away with is each framework to focus on your database and turn it into a data bank that you're able to take withdrawals out of.

How Homebot sits in the middle of the highway

Wally Elibiary: We've got a lot of Homebot adopters in the room. Today I'm going to walk you through how I do my annual mortgage review using Homebot, how I do my Homebot onboarding call using Homebot, and how I adopt over 24,000 households into my Homebot through my CPAs' databases, financial advisors' databases, family will attorneys' databases, insurance agents' databases, and my realtors' databases.

Wally Elibiary: So what Homebot is to me: think of the six lane highway, and Homebot is in the middle of it. I use Homebot to get access to my realtors' databases. I use Homebot to get access to my insurance agents' databases, family will attorneys, financial advisors, CPAs, and then past clients. I started 2019 with about two loans in my database. The next year, I had 11,000 households in my database. I did not close 9,000 loans. What was beautiful about that is being able to adopt my CPAs' databases into my Homebot, my financial advisors' databases, family will attorney databases, my realtor databases, insurance agents' databases into my Homebot.

The Homebot onboarding call

Wally Elibiary: The number one vehicle I use to do that is called a Homebot onboarding call. Let me go through with you what features I look for in a Homebot onboarding call, and most importantly, I will also give you the script and the template. I would highly recommend you install this in your business. The top Homebot features that have made me millions of dollars in income, and empowered me to land whatever whale realtor I wanted to land, is getting my clients to use Homebot as part of the Homebot onboarding call. Once they've completed the Homebot onboarding call, it was trigger after trigger after trigger, and I'll go through what the triggers mean in a second.

Wally Elibiary: When I started with Homebot, it was years ago. Homebot today is so much more advanced, and one of the absolute coolest features is the Homebot AI feature. On the Homebot onboarding call, I walk a borrower through how to use Homebot. I walk a borrower through what their net worth is on each house. I walk a borrower through the widget that maps out, if you added $50 extra a month to your mortgage, how many more years you'd save on the mortgage and how much less interest you'd pay. There are 19 different widgets in Homebot: is my market hot, and so on. And the three major ones that I really focus on, especially when rates started to climb in 2022 for everyone, including me, is the Homebot AI affordability section.

Seller concessions and assumable mortgages

Wally Elibiary: The three major areas I focus on in Homebot are the concessions section, the assumable mortgage section, and the likely to negotiate section. Homebot is not trying to be Zillow. Homebot is not trying to beat Zillow. What you see on Zillow and the other portals is the price, the number of beds, the photos, the maps, and you can get this anywhere. What I walk a borrower through on my Homebot onboarding call is different. I share my screen, we do it on Zoom, and I'm walking them through: hey, look at these houses in your subdivision or your area. Look at the seller concessions they're offering. This house is offering a $10,000 seller concession.

Wally Elibiary: If you ever want to buy another house, but you don't want to go from your 2% rate and jump to a 7% rate in this market, look at how there are assumable mortgages. Check out 123 Apple Street. It's got an assumable mortgage at a 3% interest rate. What's cool about that is I can give you a mortgage for the remaining difference. So if it's a $500,000 house and they've got a $300,000 mortgage that is assumable at 3%, the first lien could be at 3%, I can give you a second lien for $150,000 or $200,000 at 7%, and once rates drop, we can refinance them together. What's cool about using that feature is it's allowing borrowers to actually dream again of homeownership.

Wally Elibiary: Homebot AI also walks you through which sellers are likely to negotiate, and it lets you search by payment, not just the price of the house. So I walk each borrower through these specific features on the onboarding call, which gives me the ability to show them: if you go to Zillow, Zillow shows you ABC house, but it doesn't show you if there are any seller concessions. On Homebot, it tells you right then and there that yes, there are seller concessions. This house is new on the market, but here's what it pulls out from the comments section, and it tells you what the seller is offering right off the bat.

Wally Elibiary: So on the onboarding call I have with a borrower, it's: hey, look, this house at 3710 Julian Street in Denver shows there's a $10,000 concession. We can use that $10,000 concession toward doing a 3-2-1 buydown, and let's run those numbers together. When I'm doing annual mortgage reviews with clients, I'm walking them through specifically the concessions section of their Homebot digest. A lot of loan officers say, I don't know what to say on the Homebot onboarding call, I don't know what to say on the annual mortgage review. I just give them a tour of Homebot and make it conversational as we go. There are three major filters I look at, and number one is the concessions.

Tracking borrower activity and who is likely to negotiate

Wally Elibiary: After the Homebot onboarding call, your borrowers are going to start using the tool. And as they start using the tool, you get to see the track record. I log in to Homebot and I can track that John Smith went into Homebot three weeks ago and looked at 123 Apple Street. So I can follow up with the borrower and say, hey, you looked at 123 Apple Street on Homebot. What do you think about the house? It opens up the conversation. Then I pull the buyer's agent, the realtor, into play.

Wally Elibiary: I even walk them through assumable mortgages: they're sometimes very difficult to obtain, but this house right here has a 3.375 assumable mortgage. Sometimes you can get that, sometimes you can't. I can do a second lien for the difference. Would this house be a lot more affordable for you if 60 percent of the loan to value was at 3.38 and I gave you a loan for the difference? There's a search feature in your Homebot that I walk the borrower through to pull out different assumable mortgages. So not only do they see what concessions the sellers are offering, but also what the mortgage interest rate is and whether it could be an assumable mortgage. That allows you to have that conversation specifically with your borrowers.

Wally Elibiary: Lastly, what I love about Homebot AI is it looks at analytics around different sellers and different behavioral steps from each seller, and it pinpoints who is likely to negotiate. When I show this feature to my realtors, the buyer's agents start reaching out to listing agents and saying, hey, this house on 3225 Blake Street in Denver, walk me through how motivated the sellers are. You're seeing a lot more sellers right now drop their prices. But if you can understand which ones are giving concessions and which ones are going to be assumable mortgages, you as a loan officer can have more empowered conversations with your borrower during your onboarding call or the annual mortgage review.

The two calls and what the free course covers

Wally Elibiary: If you're struggling to understand what to say to each of your borrowers and how to add value back to them, there are two major calls I do in my database. The onboarding call, which we just went over, and the annual mortgage review. I'm going to give you a systematic step by step process for how to do both. The course I'm giving you today walks you through verbal scripting from A to Z: the annual mortgage review script I just talked about with my past clients, the exactly-what-Wally-says scripts I use on every single annual mortgage review and every single onboarding call, and a word for word breakdown of the onboarding call I do with Homebot for all my clients.

Wally Elibiary: Now I do not expect you to learn these word for word or say these word for word. Use the scripts and the templates I built out for you as frameworks to make the words your own. Make the words exactly what you want to say, but use the frameworks, which have made me millions in income using Homebot. Then I'll walk you through how to build the foundation. What's the first level of foundation? How do I use Homebot as my most valuable tool to build my $200,000,000 team? How did I use Homebot to monetize my data bank?

Wally Elibiary: When I say monetize my data bank: most loan officers have a database that is just names, numbers, and email addresses. I built a system that allows me to turn my database into a data bank I can take withdrawals out of. I also break down how I see loan officers using Homebot as amateurs versus how I see loan officers using Homebot as professionals. And lastly, I walk you through how I've adopted over 24,000 households into Homebot: my realtors' databases, financial advisors' databases, family will attorneys' databases, and insurance agents' databases.

Addition loan officers and multiplier loan officers

Wally Elibiary: There are two different types of loan officers out there. Where I was, and where 99% of loan officers out there are, is an addition loan officer. You go to a realtor, you get a referral, you get a commission, and you go back to the same realtor asking for another deal. That's how I spent probably the first twenty years of my mortgage career.

Wally Elibiary: Where I've built today, in the system you're going to learn and the rest of the framework you're going to learn, is a multiplier loan officer. I go to that same realtor. I get that same referral. But once I do that same loan application, I refer that client out four different ways: to a CPA, to a financial advisor, to a family will attorney, and to an insurance agent. At minimum, after a loan application, I refer that client out to four different partners.

Wally Elibiary: What happens is I get one to two referrals back from those partners. I just turned one commission into three commissions. I don't do $200,000,000 in fundings a year because I'm any smarter than anyone else. I haven't done a billion over the last five years because I'm any better than anyone else. All I do differently is I go to the same realtor, I get the same loan that you get through the 1003 and through collecting documents with the borrower, and I figure out where their financial life is. Then I refer it to a CPA, a financial advisor, a family will attorney, and an insurance agent.

Wally Elibiary: What's cool about this framework is that when you get those two referrals back from those partners, at least one of them, if not both, is not connected to a realtor. I didn't know this was going to happen. Chew on that for a second. The referrals I get back from my CPA, I go find the biggest realtor in town and say, hey, you don't know me from Adam, but I just got a $500,000 preapproval from my CPA. I can refer this client to you. It's a $15,000 commission. Can we grab a cup of coffee and I'll walk you through how I'm different than your current lender? How's that relationship starting off? I'm referring him a $15,000 commission because I got that referral from my CPA.

Wally Elibiary: Or I go to my top realtor that's been loyal to me for years, who does not give out three different names when they're doing a loan. They recommend me and give out my one name and number to each of their clients. I say, hey, thanks so much for your loyalty. Remember that client you gave me last month? I referred them to a CPA. I got a referral back from that CPA. Here's a $500,000 preapproved client, and it's a $15,000 commission to you.

Wally Elibiary: The whole mindset behind being a multiplier loan officer obviously makes me a lot more money, but more importantly, it's so much more fun because you're able to give back business. And what's cool about the chapter I'm at in my career is I get to watch people transform their lives.

What students have done with the framework

Wally Elibiary: Jeremy Owens 3x'd his income by becoming a multiplier loan officer in just three years. Anthony LaForce is a newer loan officer. He had over $2,000,000 worth of referrals from financial advisors in just the first ninety days. Chad Fleener is a stud and a half. He's out of North Carolina with Movement Mortgage. $72,000 in commissions, and you're reading that correctly, that he generated in the first thirty days. Travis is one of our certified coaches. $96,000 in commissions in the first thirty days.

Wally Elibiary: Then look at Matt, who was a call center loan officer in 2023. He had no business, no database, and no realtors. He started focusing on Homebot, adopting databases, doing a Homebot onboarding call, and doing the annual mortgage review. His first year doing that, he went from zero to $14,000,000. Second year, $26,000,000. And in 2026, he is on track to do $45,000,000 this year.

Wally Elibiary: My favorite story, though, is Tara. Tara is a sweetheart and a half. She was battling cancer, and thank God she beat it, but unfortunately she had to rebuild her mortgage business from scratch. She started focusing on financial advisors because other lenders had taken her past realtor base from her while she was battling cancer. In her first week, she referred out a deal to a financial advisor and got a referral back from that financial advisor. We talked to Tara not too long ago, and she's absolutely crushing it in the space.

Wally Elibiary: Justin St. Clair out of Oregon doubled his production without working more hours. You don't have to work more hours to make more money. Becoming a multiplier loan officer and turning one loan into three commissions is a really easy framework to do. There is no magic pill. It isn't like I send you over a Word document and all of a sudden you are doing bazillions of business. It's a system that we install in your business and that we teach in your business.

The one thing question

Wally Elibiary: If you've read the book The One Thing by Jay Papasan and Gary Keller, it absolutely transformed my life. When I read that book and became a certified coach with The One Thing certification, this question got tattooed in my brain, and it's the question I want to ask you today. What is the one thing such that by doing it, everything else becomes easy or unnecessary in your mortgage business today?

Wally Elibiary: What that meant to me was I had to stop neglecting the gold mine in my database. It's cool that it did $100,000,000 in production, but it's not cool that 97% of it came from realtors. I realized really quickly that if I was ever going to last in this business with quality of life and quality of production, I had to learn to focus on partners other than realtors. That's where the focus on the database came from.

The post-closing call cadence and the fifth page of the 1003

Wally Elibiary: Here is the holy grail of what I do post closing. With every single borrower, we do a seven day call, then a thirty day call, then a six month call, and then an annual mortgage review with them. I won't go through all of them today, but I'll highlight two points.

Wally Elibiary: The first point is the thirty day call. On the thirty day call, we're completing the fifth page of the 1003. If you're an old fart like I am, and I started in the mortgage business in 1999, back in the eighties somebody in mortgage, I don't know who, coined the phrase "the fifth page of the 1003," because if you print out a 1003 there are four pages. The fifth page has been modernized over the years, but with every single client there are eight different opportunities to get or give a referral.

Wally Elibiary: The fifth page of the 1003 is you completing that data with the client. You can get or give a CPA referral. You can get or give a financial advisor referral. You can get or give a family will attorney referral. You can get or give an insurance agent referral. That's eight different opportunities on every single closed loan and every single loan application that you do.

Wally Elibiary: So I make sure on the thirty day call that we've completed that. I know the borrower's CPA, and I get the borrower to introduce me to their CPA. I know the borrower's financial advisor, and I get the borrower to introduce me to their financial advisor. What's cool is that with every single loan application you do, you're getting access to each one of your client's network. The more you focus on building relationships with your client's network, the more you're going to grow your net worth, which does not suck.

Wally Elibiary: I do a seven day call post closing, a thirty day call post closing, a six month call post closing, and then an annual mortgage review every single year with my past clients. This system allows me to fund $80,000,000 of my $200,000,000 a year specifically from these calls, from the annual mortgage reviews, and from the Homebot onboarding call. So before you tell me you don't have time to do this, when rates are 7%, us loan officers have nothing but time.

Handing the system to a loan officer assistant

Wally Elibiary: If you've got a loan officer assistant, the framework you'll learn today in the course is what my loan officer assistant now does. Today my loan officer assistant does my onboarding call with each one of my clients, and she completes my annual mortgage reviews. She completes about five annual mortgage reviews for me a day, and she pulls out a minimum of three different referrals to wealth advisors. I pay her $5,000 to $7,000 a month, and she helps me produce far more than that in commissions because she's now doing my annual mortgage reviews. That's the ROI you get from your team.

Wally Elibiary: So if you have a loan officer assistant, take the scripts, the frameworks, and the systems you got today and have your loan officer assistant start doing them. We're going into the winter months. Business is much slower now than it was last year or earlier this year. If you've got a loan officer assistant and you're wondering whether you have to lay them off because you can't afford them anymore, teach your loan officer assistant how to do the Homebot onboarding call. Teach them, or we can help teach them, how to do the annual mortgage reviews. What they're going to be able to do is get you referrals to financial advisors, CPAs, family will attorneys, and insurance agents.

Wally Elibiary: Blake Hyatt, absolute stud and a half, one of my favorite people ever. He did annual mortgage reviews for thirty days. He just committed himself for thirty days, the same month about two years ago. He got 17 referrals out to his financial advisors. 17 of his past clients said, yes, I don't have a financial advisor, please refer me to yours. He got two referrals back from the financial advisor that funded. He made over $40,000 in commissions from those two referrals.

Wally Elibiary: But here's what's cool. Those two referrals were also not connected to a realtor. He referred his realtors $30,000 in commissions each. Please explain to me how you can't call your past clients, add value to them, figure out which past clients need a referral to a financial advisor, refer that client to a financial advisor, get a referral back from that financial advisor, and give that referral, a preapproved client, to your realtor.

Activating your past client database and working Homebot triggers

Wally Elibiary: Before you tell me, hey, I haven't talked to my clients since 2015. Cool. Neither did I. When I started calling my past clients and doing the Homebot onboarding call in 2019, I had not spoken to them unless it was a big refi boom. So I teach you how to set up and reactivate your relationship with your past clients. I teach you how to position and deliver value back to those past clients, and how to position it so the borrower adopts Homebot. The more they adopt it, the more triggers you're going to get. Then I walk you through what triggers to look for, what scripts to use to monetize those triggers, and how I introduce the Homebot tool to them on the seven day call.

Wally Elibiary: So, triggers. I get asked this a lot: what the heck do I do with a trigger? You pick up the phone. You call your past client. Your client sent you a trigger, and the trigger is, hey, I want to see my house. I want to understand, is my market hot? Should I list my house? Should I buy an investment property? Should I do a home equity line of credit? Should I do a debt consolidation loan? Should I do a home improvement loan on my house? If I make my house a rental, how much can I rent it out for? There are 19 different triggers inside Homebot, and when your client hits that widget, you get a text. All I ask is that you pick up the phone, call your past clients, and educate them.

Wally Elibiary: When a client hits the trigger, should I turn my house into an investment property, why do you think they're doing that? They want to turn their house into an investment property so they can go buy another house, or they're relocating states. So you walk them through it, and then you're preapproving them for the next house they want to purchase. Homebot triggers are a super easy thing to do, but watch how each step stacks on the next. You do the Homebot onboarding call I shared earlier. You teach your borrowers how to use Homebot. Then you start getting triggers from this borrower, and this borrower, and this borrower, and now you're back in relationship with your clients because you're truly adding value to them.

Wally Elibiary: The number one trigger I see the most is asking for a CMA. That's what Chad Fleener did. He focused on doing the Homebot onboarding call with his past clients, and as he did, he was able to turn around and generate $72,000 in commissions in the first thirty days by focusing on these triggers: CMA referrals, listing side referrals, and new purchase opportunities from his past client database. Chad was already a $40,000,000 producer when he started this, so he's not a schmo. He was a big producer, top 1% nationwide, but he was doing all his business the hard way, just like I did my business the hard way, just like most of you are doing business the hard way, which is realtors, realtors, realtors. Then Chad learned that he can give out referrals to his realtor partners from his database, from his CPA referrals back, and from his financial advisor referrals back.

Working on your business and growing the database to 28,000 households

Wally Elibiary: One thing I like to do is study successful people, and I studied John Rockefeller. There are two quotes that really changed how I look at business. One of them, hopefully you write this down: he or she who works all day has no time to make money. If you spend all your day working in your business and not on your business, there is no way for you to grow.

Wally Elibiary: So I encourage each one of you. This framework, this Homebot onboarding call, this annual mortgage review process, this turning your database into a data bank, becoming a multiplier loan officer instead of an addition loan officer, has made me millions in mortgage. But that's not the cool part. The cool part is I have my sanity, because 70% of my business does not come from realtors. I have my sanity because just last year alone, in 2025, I referred out $2,700,000 in commissions to my partners: my CPAs, financial advisors, family will attorneys, insurance agents, and my realtors. He or she who works all day has no time to make money. Take a moment, slow down, and focus on working on your business, not always in your business.

Wally Elibiary: As you get into relationships and refer clients to your realtors, your CPAs, and your financial advisors, here's what I experienced. Back in 2019, I only had 2,000 people in my database, and I ran out of people to talk to because I was doing annual mortgage reviews with everyone in it. In 2020, I had 11,000 households in my database. I did not close 9,000 loans that year. I adopted my realtors' databases and my CPAs', financial advisors', and family will attorneys' databases by walking them through the value of Homebot. Again, that's in the course and it's what we teach in our academy. From there, it jumped up to 28,000 households two years later. What's cool about those 28,000 households is that, remember the triggers I told you about earlier, the CMA and is my market hot, they produce over 300 triggers a month from my technology stack.

Working Homebot triggers through your wealth partners

Wally Elibiary: I focus on using Homebot as a tool to get my borrowers to raise their hand, and to get the borrowers I've adopted from my financial advisor's database to raise their hand too. I don't cold call them. Let's just say I get a trigger from Homebot, and the trigger says John Smith in your CPA's database wants a CMA. I'm not calling John Smith. I'm calling the CPA.

Wally Elibiary: I say, Mr. CPA, remember the two referrals I gave you last month? Somebody in your database right now named John Smith at 123 Apple Street just asked for a CMA on their house through Homebot. Can you reach out, introduce me to that client, and then I'll refer them to my realtor. Now the CPA wants to keep getting referrals from me and wants to refer me to their clients.

Wally Elibiary: The next three modules cover partner expansion, buyer conversions, and monetizing the widgets. Partner expansion is how you grow the relationships using Homebot to adopt databases. Buyer conversions is how, in a high interest rate environment or a buyer's market, you get your borrowers to use the Homebot AI to search homes for concessions and assumable mortgages they can negotiate. It's step by step of how I've been able to make north of $1,000,000 in a year specifically using Homebot on my database and my wealth partners' databases.

Wally Elibiary: Jeremy Owens, another stud. First thirty days: 23 annual mortgage reviews, seven new applications, three referrals out to his realtor partners, and $38,000 in commissions he put in his realtor partners' pockets by using Homebot. Why can't that be you? You just have to get started.

Wally Elibiary: Robert Kiyosaki, the author of Rich Dad Poor Dad, was a great mentor for years, and one thing he said is tattooed in my brain: your net worth is determined by your network. Your borrowers know CPAs, your borrowers know financial advisors, your borrowers know family will attorneys, your borrowers know insurance agents. Those wealth partners have referrals to give you. All you have to do is learn the framework of how to get your borrowers to introduce you to their network, which will turn around and grow your net worth.

The six lane highway: from 46 realtors to three

Wally Elibiary: Hopefully you're digesting that there's a lot of equity sitting in your database. Using a term from our mortgage world, you now have the ability to cash out on your database and pull out that equity. The goal is to turn your boring old database, a bunch of names, numbers, and email addresses that make you no money, into a data bank with a fortress of cash and cash flow, so you can choose whatever you want to do with your day. I'm all about quality of life, not just quality of business. And the tool I use is Homebot.

Wally Elibiary: I got a question today: do you have ownership at Homebot? No, I do not have ownership at Homebot. I wish I did. Do you have any affiliate accounts with Homebot? No. Nothing I've said here is "sign up for my affiliate link." I have zero ownership at Homebot and zero affiliate link at Homebot.

Wally Elibiary: At the end of the day, my focus is to help you build a six lane highway of referrals. How to turn your database into a data bank. How to start getting and giving referrals to financial advisors, to CPAs, to family will attorneys, to insurance agents, and to the real estate agents you actually want to work with.

Wally Elibiary: When I started this, I worked with 46 different realtors, and I hated my life doing $100,000,000 in production because I was always at their beck and call. Within twelve months of implementing the system, I let go of all 46 realtors and worked with three mega agents, because they valued me giving them referrals. They valued me introducing the realtor to the CPA and the CPA referring business to the realtor. They valued me introducing them to the financial advisor and the financial advisor referring their business. I became my realtor's partner instead of my realtor's vendor.

Wally Elibiary: When you understand how to monetize your database, it adds up. Over $80,000,000 of my fundings come directly from my database using a simple tool called Homebot. And the number one way to turn your database into a data bank you can take withdrawals from with ease is learning how to do a Homebot onboarding call.

Wally Elibiary: Brian Schmidt is out of Chicago with Preferred Rate. $31,000 in commissions in the first sixty days by implementing the Homebot onboarding call with his six lane highway database. I talked to him about three weeks ago, and he's gone from being about a $35,000,000 producer to on track to do $90,000,000. That doesn't suck. Most people's mortgage business in 2026 is going down while his is going up, because he's not focused solely on realtors.

The gaps in your borrowers' lives

Wally Elibiary: The majority of loan officers saw their business decrease in 2022 after rates went up. If you look me up, my business has maintained. When you understand how to focus on CPAs, financial advisors, family will attorneys, and insurance agents, you realize very quickly that a lot of your borrowers have gaps in their life. Here are the stats I documented.

Wally Elibiary: When I started doing annual mortgage reviews, 58% of my past clients felt like they were behind on their retirement, because they rated their financial advisor really low or they didn't have a financial advisor. 76% of my clients did not have a will or a trust. I'm in Dallas, Texas. There's this thing called probate in the state of Texas, and if someone passed away, their house and their equity and everything they worked really hard for goes to probate. And 67% needed life insurance and had none. Can you imagine dying and your family having to sell the house and move into an apartment because you never had life insurance?

Wally Elibiary: When you understand these stats, you understand the gaps your borrowers have. There are massive needs in your database, in your clients, in your past relationships with your borrowers. You're not reaching out to your past clients to sell them something. You're reaching out to help them get ahead on retirement. You're reaching out to help them get a will on their house. You're reaching out to help them get life insurance so their family doesn't struggle when they pass away.

The opportunity scorecard: the Olivia example

Wally Elibiary: I'm going to walk you through a mechanism I use, and I'm going to go a mile deep and an inch wide here because I think it's really beneficial. A lot of loan officers tell me, well, I don't have wealth partners. I don't know any CPAs. You might not know a CPA. Your borrowers know a CPA.

Wally Elibiary: On the left hand side are your borrowers, the loan applications you do. Let's say Olivia is one of your borrowers this month. When you're going through the loan packet with Olivia, you're going through: you work at ABC place, you make X, Y, and Z in income, here's your debt to income ratio, here's what you qualify for. All I'm asking Olivia is, hey, on your loan application the cash value life insurance section was left empty. How much do you have in cash value? Olivia says, I don't have cash value life insurance. I say, well, Olivia, you're never going to build generational wealth unless I refer you to my financial advisor to walk you through it. What's cool is my financial advisor will give you a free thirty minute consultation to educate you about the power of life insurance. Boom. I got a referral right out the door to my financial advisor.

Wally Elibiary: Then I say, Olivia, I've got your tax returns, I'm calculating your income. Megan is your CPA. What do you rate Megan, one to 10? She says, Megan's the bomb, she's an eight out of 10. I say, are you serious? Can you put Megan and me on a joint email and introduce us, because I want to start referring my clients to Megan since she's an eight out of 10. Boom. I got a referral right out the door to Olivia's CPA, Megan.

Wally Elibiary: Then I go forward: I see your trust in the packet, what do you rate your family will attorney? She says, Madison is amazing, she's a 10 out of 10. Then, Olivia, what do you rate your insurance agent? She says, I don't have an insurance agent, can you refer me one? So this borrower has no financial advisor, and you're referring them to yours. They have no insurance agent, and you're referring them to yours. But they've got two rockstar partners: their CPA is an eight out of 10, and Madison is a 10 out of 10.

Wally Elibiary: When you go through every single loan application you do and follow the scripts and the templates, look at all these opportunities. In the bottom left hand corner, you've got 27 opportunities out of your 25 loan applications. When you went through all your applications for the month, you had eight borrowers who said their financial advisor is an eight out of 10, and you get those eight financial advisors referring you. You've got six CPAs your borrowers rated an eight out of 10. You've got nine family will attorneys at an eight out of 10. You've got nine insurance agents at an eight out of 10.

Wally Elibiary: The next question I get asked all the time is, Wally, it's great that I'm getting referred all these partners, but how do I refer them business? You had 17 clients for the month who said their financial advisor was a zero out of seven. You take those 17 referrals and refer them to those eight financial advisors. You had 19 clients who said their CPA is a zero out of seven. Take those 19 clients and refer them to those six CPAs for tax strategies. It's really easy, if you understand the scripts and the processes, to pull referrals from the clients you have in process and refer them to your clients' network. That's how you turn your database into a data bank.

Wally Elibiary: A sixty second recap. You've learned that you're leaving a ton of money on the table because you have a database and not a data bank. You've learned the 100 opportunity scorecard, turning the fifth page of the 1003 into getting or giving a CPA referral on every call, getting or giving a financial advisor referral on every call, getting or giving a family will attorney referral on every call, and getting or giving an insurance agent referral on every single call. And you've learned how six different referral streams can refer you business, which increases your income.

Q&A

Question: What if you are just ramping up this year? I was previously working as an underwriter and doing this part time, and I don't have that large of a database.

Wally Elibiary: How many loan applications do you do a month? About 10. Okay, sweet. So you don't need a large database. We're going to do this together, and hopefully everybody grabs the same exercise. Grab your calculator, and remember there's eight different opportunities on every single loan application that you do. You can get or give a CPA referral, get or give a financial advisor referral, get or give a family will attorney referral, get or give an insurance agent referral.

Wally Elibiary: Multiply eight different opportunities by the 10 applications that you have access to. Simple math, that's 80. Now let's just say that 75% of the clients that you talk to say they do not want a referral from you. They do not want you to refer them to their CPA. Take that 80, multiply that by 0.25. So 75% you miss out, and that's still 20.

Wally Elibiary: From those 20, and I know this is probably not true, I'm sure you've got great low interest rates, but let's just say you work at the mortgage company with the highest interest rates in town, the highest fees in town, and the worst bedside manner. You have 20 referrals back to you, but 75% of those 20 go with different lenders. You're only able to capture 25% of those. That's an additional five fundings a month. If your average commission is 2,500, five times 2,500 is 12,500 that you're leaving on the table without even touching your database. That's month after month after month. There's eight different opportunities on every single loan application that you do. If you're doing 10 applications, we lost 75% of them, then we lost out on another 75% of them, and there's still 12,500 month after month that you're leaving on the table by not doing the six lane highway with the 10 applications that you have right now.

Question: In Homebot, the contact information for referral partners is not visible to the loan officer. How do you get around that?

Wally Elibiary: Part of our Homebot onboarding strategy when someone signs up with Homebot with us is that we upload their database in there. When you upload your database, there's a feature in there where you both get notifications and you both get access to each other's database. My commitment to my partners is that I need to be able to visually see full access to every single one of your clients and the triggers on them. My commitment to you, Mr. Partner, is that I will not call your past clients. I will not reach out to anybody. I will not be emailing anyone. I'll only communicate with you.

Wally Elibiary: Then when the trigger pops up, I'm reaching out to that CPA and saying, hey, Mr. CPA, remember my commitment? I'm not reaching out to your past clients. But John Smith has raised his hand for a CMA and he's a referral to a realtor. Can you reach out to John Smith and introduce me so I can refer them out? That's also in the academy. There's literally a video of me doing it, script by script, and every text and email template to do that for the triggers.

Question: If you have Homebot but not a dedicated database, how do you track all of this?

Wally Elibiary: I'm assuming you mean a dedicated CRM. You're probably not going to like my answer, but I would get a CRM. I built this in 2019, and you'll see in the course, literally with paper and pen. I didn't get my first CRM, sad to say, until 2020. The whole entire time I used the company's CRM as a database. But I would recommend getting your own CRM. There are a ton of great options out there, BeInTouch, Jungo, all these great different options, and they're maybe $100 a month. So they're super affordable.

Question: What do you suggest if a large portion of your database is just emails? I left companies along the way and lost some information.

Wally Elibiary: You are not going to get very far with turning your contacts into a database if all you have is email addresses. Step one, there are five different data aggregators out there, and we go to the five different data aggregators and build the database. We get the correct full names, the correct interest rates, the correct loan terms, the correct original loan amounts, the correct addresses. Then we take that a step further, because now you've got the correct data integrity, and get the correct contact information for every person in the party. Party number one, what is the cell phone of the borrower? Did it change? What is the new cell phone? What is their new email address? And obviously, confirm the correct address.

Wally Elibiary: What I do, and I teach the script for this in the academy, is when you are calling your past clients and you're doing an annual mortgage review or a home onboarding call, I walk you through how to turn around and pick up the phone and call the buyer's agent. Hey, we've not talked since 2019 when you referred me John Smith, who bought 123 Apple Street. I just did an annual mortgage review with them, or I did a home onboarding call with them. Do you want me to take five minutes to catch you up to speed on what's been going on in the Smiths' lives? You're just giving the realtor an update on what's been going on. And by the way, do you have any open houses this weekend? Do you have any new listings? How can I earn new business again? You're getting back in relationship with buyer's agent after buyer's agent after buyer's agent. But it first starts with building your database. Emails are not going to get you very far.

Question: What would you say to people who don't have time to do this or don't want to do this? For example, I don't want to go call Jeff, who I closed a few months back, and grill him on these four things.

Wally Elibiary: Then don't. You don't have to. If you want to keep doing what you're doing and you don't want to communicate with your database, remember what I said in the beginning. I'm a database guy. If you don't want to reach out to your past clients and you don't want to add value to your past clients, you don't have to. There is no need to if you don't want to.

Question: I had a Northwestern Mutual insurance agent last week who was trying to get me to send her all of my pre-approvals, and she became angry when I told her I couldn't do that.

Wally Elibiary: This is probably not the healthiest answer, but it's the most honest answer I can give you: move on. At the end of the day, if someone does not want to do business the way that you want to do business, then you don't need to be in business with them. I do have a ton of business with Northwestern Mutual. There are three major companies I do business with, Northwestern Mutual, MetLife, and New York Life, because they focus on life insurance clients more than asset manager type clients. In my academy, I teach you the difference between how you speak and how you adopt databases differently from an asset manager versus a life insurance agent financial advisor.

Question: I have tried for years to get clients to do an annual mortgage review, but I have trouble even getting them on the phone.

Wally Elibiary: I struggled with the same thing, and if you notice, there is the five step process that's built on there. I learned a long time ago that to have a friend, you've got to be a friend. What I mean by that is I just apologize, and I am a big fan of it. Have you ever gotten a text video and not watched it? Have you ever gotten a handwritten note mailed to your house and not opened it? No to both of those, I bet.

Wally Elibiary: All I do is grab my cell phone and say, hey, Mr. Borrower, I've tried to reach out to you a couple of times and I want to reach out and apologize to you. I closed your mortgage on 123 Apple Street back in 2019. There's a ton of value that I've learned now that I can add to you on your home to help you pay more principal and less interest for fewer years. The link below is my calendar. I'd love to spend fifteen minutes with you. It's me apologizing via video text. They watch it, then they schedule. A lot of people will do all these fancy things, like, I'm going to call 14 times. At the end of the day, I've never received a video via text from anybody and not watched it. I've never received a handwritten note to my house and not opened it. So the two tools I specifically teach you to use are what to say on a handwritten note and what to say on an apology video.

Q&A: wealth partners and referral tracking

Question: When you state the amount of money you have referred out to your partners, what figure is that? Is it their commission, the purchase price of the home? It's different for a financial planner versus an insurance agent. How are you determining the dollar figure you referred to a financial planner or CPA?

Wally Elibiary: If it's a financial advisor and they run the firm, it's how much revenue is generated for the firm. If it is a financial advisor and they just work at the firm, it is how much revenue is generated for their commissions. In the scripts and templates I walk through in the academy, when you are onboarding a relationship with a financial advisor, I walk the financial advisor through and say, hey, I want to understand how many meetings you normally have a day. The average Northwestern Mutual financial advisor has a minimum of three meetings a day, which is awesome.

Wally Elibiary: Then I say, hey, out of all the great success you've had in the last twelve months, I am a competitive guy. I want to understand who the number one referral partner is that you have out there. They say, it's John Smith CPA. Okay, awesome. How many referrals did they send you last year? They sent me 15. How many did you actually close? They sent me 15 and I closed 10. Okay, awesome, so you're batting about a 65% close ratio. Why am I asking all these questions? There are two things I want to understand. I want to understand how much revenue your partners are giving you, but I also want to understand who the number one person is and what their conversion rates are, because I want to become your number one referral partner. If I become your number one referral partner, I'm going to continuously be able to earn referrals from you. We're going to grow together.

Wally Elibiary: I'm giving a summary of it, but in the academy I teach step by step how to lead a financial advisor or a CPA or a family will attorney down the path so you clearly understand from them who their biggest referral partner is and what their average commission is. Then you just add that up every single week, every single month that you're giving out referrals.

Question: What were the three insurance companies you mentioned?

Wally Elibiary: MetLife, New York Life, and the biggest one that I wanted to focus on is Northwestern Mutual. I'm in Dallas, Texas, and my average loan amount is a whopping 400,000. My borrowers get gifts for down payments. They don't have a million dollars in investable assets. So in my academy, I teach you specifically that there are three types of financial advisors out there. There are the asset managers, who I've learned I want nothing to do with, because the asset managers might manage $100,000,000 in assets, but they've got 80 clients. I get their tax returns and, cool, it's a million dollar loan. However, the tax return is 1,200 pages with 81 different K-1s. It just clogs up the pipeline. It takes two days to calculate income.

Wally Elibiary: Then there are life insurance salespeople that are disguised as financial advisors, and there is a combination of both. What I've learned to focus on is the combination of both. The top three financial advisor firms in the US are MetLife, New York Life, and Northwestern Mutual. In the academy I teach the differences between the asset managers and the life insurance financial advisors, and how to get in relationship with both, because they both have different goals and different values. These are things I've learned by failing forward and learning best practices over the years.

Question: Homebot doesn't have co-marketing for financial planners, insurance agents, or anyone other than realtors. How do you co-market with these wealth partners?

Wally Elibiary: The same way you do with a realtor. You go into the co-marketing, you go into the realtor portal, and you change it. Each template, each email that goes out, each widget, you can edit the format. So I just remove the word realtor and I put in financial advisor, or remove the word realtor and put in family will attorney, or remove the word realtor and put in insurance agent. Each one of those templates is editable.

Question: Is your team at this point making these calls for annual mortgage reviews and so on?

Wally Elibiary: My team today, 10/06/2026, yes. My team does the annual mortgage reviews. My client concierge team schedules them on my loan officers' calendars. I've got four production partners, and the reviews get scheduled on their calendars, then they do the annual mortgage review and pull out referrals. I'm involved when they pull out those referrals to a CPA or a financial advisor. I'm the rainmaker that stays in relationship with these wealth partners, referring directly to that CPA or that financial advisor or that family will attorney, because I've got the loyalty with the relationships, and I can also get referrals back from them. Then from there, my team hands out referrals to this realtor, to this realtor, to this realtor.

Question: Why wouldn't you get the fifth page info during the transaction? Why would you wait until after?

Wally Elibiary: I do that at time of loan application. Remember how we walked through how many loan applications you do, and we also did the 100 opportunity scorecard. All of that's done at time of application.

Question: But you also said you did it on the thirty day call or sixty day call. One of those calls, you said you did it there too.

Wally Elibiary: Yep. I do it in four different sections. I do it one time at loan application. I do it a second time at the thirty day call, and I do it again at the annual mortgage review. Then the second year and beyond is called a mortgage efficiency checkup call. So there are four different times that I do it, for the simple reason that life changes. Not every single time are they open to a financial advisor referral. Not every time are they open to a family will attorney referral. So there are four different spots within the first two years that I do it.

Question: How do you know which referral goes to which financial planner if you have multiple financial partners?

Wally Elibiary: I'll answer that question two different ways. Number one, I'll answer it as Wally of 2019. Wally of 2019 started with literal paper and pen. I had it next to my screen here. Loan application was Joan Smith. Patty C was my financial advisor. It was such a scientific way: it was an open box, and if I got a referral back from them, it was a box with a check mark. Today, in 2026, everything is built into Jungo CRM. Everything is built in automatically, each financial advisor has their own dashboard, and I have the ability to track how many referrals I give to them and how many referrals they give me back.

Q&A: Homebot, CRMs, and assumable mortgages

Question: Have you ever tried to get your sphere on social media to sign up for Homebot just to add to your database?

Wally Elibiary: I've not. I've seen loan officers try to do that. Unfortunately, it's a really low conversion rate, like really, really low. What's phenomenal about Homebot is I've got an 81% open rate and a 67% click-through rate with the digest. We also have a 91% call to schedule rate. So 91% of our past clients that we call allow us to schedule them on our calendar. I don't want to go do cold traffic for that, because at the end of the day, that will massively decrease my efficiency.

Question: And you guys will build out our CRM, correct?

Wally Elibiary: Not CRM. I don't do CRMs. I'm not in the technology space. We build and enrich your database on an Excel spreadsheet that we provide to you, and we make notes and add those to the same Excel sheet, but you've got to get your own CRM. The other four technology stacks that I walked through, Homebot, BombBomb video email, Sales Boomerang, and Mortgage Coach, those are not CRMs.

Question: When are you having these buyer calls for Homebot?

Wally Elibiary: I'm assuming you mean the buyer onboarding call, and I'm having those. If I'm walking the borrower through Homebot onboarding, then it's post closing. I'll do that on the seven day call or the thirty day call. But I'm telling them about Homebot at time of loan application. I'm getting them excited about Homebot at time of loan application.

Question: Do we get the Jungo dashboard?

Wally Elibiary: Jungo is a dashboard, and whatever CRM you choose to have is up to you. We are not in the CRM business, but here's what you can get. We have an arrangement with Jungo. If you get your own Jungo account, I think it's a whopping $100 a month or whatever it is, Jungo will take my whole framework, my whole automations, my whole scripts, my whole templates that I have inside of my Jungo and copy them over directly to you. So my advice is, if you have your own Jungo or you want to get your own Jungo, have Jungo copy my system over directly to you.

Question: Tell us about your loan assumption pitch.

Wally Elibiary: You want me to give away all my secrets. Alright, I'll spend one quick moment on it. When I'm going through it with the borrower, it's, hey, you're buying a $500,000 house. Here's a house that has a $300,000 mortgage, and let's say the rate is 4%. That principal and interest payment is X. Now let's say it's a $500,000 house and you want a second lien for $100,000. I can give you a second lien. The rate on the second lien is 7%, 8%, 9%, whatever your second lien rates are, and that monthly payment is Y. So you've got the original payment, X, plus the second lien payment, Y. Then, if you had bought this house at a 7% rate, see how much higher the monthly payment is. I'm simply walking them through how big an advantage it is right now to assume the current mortgage, with me giving them a second lien. And what's great about that is, God willing, when rates drop, I'll be able to refinance them and combine both loans together.

Question: How much have you used Homebot AI? What are the best uses you have found?

Wally Elibiary: The number one best use I have found for Homebot AI is getting my clients excited about it, getting my clients to want to use it. What's super cool for you is you get access to everything they're clicking on and running through with it. So I just frame it as, hey, if it's Friday night at ten p.m., don't call me. Just ask your Homebot AI the question. I would say the chat feature that the AI has is probably the number one coolest thing, because it can give advice, and it's brilliant advice. I hope that helps.

Wally Elibiary: Any other questions? Alright. You guys have an awesome day. Let's go crush it. Cheers.