The Database Playbook: Close $80M+ a Year from Clients You Already Have

Opening: $80 million a year from a database

Wally Elibiary: Homebot brought me in, and I have been a Homebot customer and client avatar for years now. I fund about $200 million a year, and we will go through the framework of that today. What is beautiful about it is that $80 million of that comes from Homebot, and specifically from my database. The goal today is to walk you through what I do with Homebot.

Wally Elibiary: First I want to make sure we are on the same page about the why. The why is not necessarily to make you a better loan officer. My why was to be a better parent, a more present parent, a more present spouse. Before, in my business, I was owned by my business. I did not own a business. The goal for you today is to own your business. The big takeaway is how I withdraw, how I do a cash out of my mortgage database on a yearly basis, to where it is north of $1 million in commissions a year from my data bank, not my database.

Wally Elibiary: If you are the type of person that wants to work your tail off, evenings and weekends, I am not your guy. I am your guy if we want to focus on working smarter, not harder. So here are the expectations. Today you will learn how I withdraw over $1 million in commissions every year out of my data bank by optimizing Homebot. You will learn how I do a Homebot onboarding call, which is a call I created, and why I created it. You will learn how I have been able to adopt 24,000 people's databases into my Homebot through my realtors, my CPAs, my financial advisors, and my family will attorneys. Attendees were also offered a free self-paced course covering the same scripts and steps.

Wally Elibiary: The verbal script roadmap is the difference between an amateur and a professional. There is the annual mortgage review script, which is what I do post-closing and which gets me so many commissions, and the secret weapon, which is the Homebot onboarding call. Every single client I have, every single client we adopt into the database, we call them and walk them through A to Z of how to use Homebot. The more you get your clients to adopt Homebot and use Homebot, the stickier they are and the more triggers you get.

Wally Elibiary: My four commitments to you today. What took me years to learn, our coaching clients are learning in 90 days or less. What I learned the hard way, they are learning the easy way. The mistakes I made starting out, they are learning how to avoid, which matters so you can keep up your momentum. And my goal is for you to take advantage of my losses and turn them into your wins. The goal of today is for you to have a crystal clear roadmap: step one, step two, step three, step four, step five. There is no guessing and no figuring it out on your own. Everything is broken down for you. All you have to do is implement.

The track record, and the phony-in-private moment

Wally Elibiary: If you do not know who I am, my name is Wally Elibiary. Here is my NMLS number if anybody wants to look it up and confirm for yourself. Last year I did $194 million, and I sold the same high interest rates that you sold. Here is a breakdown of my production over the last ten years. What is most important is that I have done $2.1 billion over my career, but I have done $1 billion of it in just the last five years while maintaining 20 weeks of vacation or more.

Wally Elibiary: I need you to understand where I have been so you understand where I want to help you go. Todd Duncan, the godfather of mortgage, does an event every year called Sales Mastery, and I was inducted into his mortgage hall of fame with the Lifetime Achievement Award. They had me on stage in front of over 2,000 loan officers. Great experience. Celebrity in public. However, I was a phony in private, because I missed more dinners than I ever made and I missed more sporting events than I ever made.

Wally Elibiary: We got back from Sales Mastery and we were going on a family vacation. I have two sons, Braden the Brave and Alexander the Great. Alexander sees me walking out of the front foyer with my suitcase, with his little Mickey Mouse hat on, and my five-year-old at the time says, "Oh, Dad, you're coming with us?" His words, not mine. How pathetic was that, that a five-year-old was surprised his father was coming on a family vacation? Why? Because I cared so much about my ego of success that I did open houses on the weekend, I called Zillow leads for my realtors, I worked my tail off. The biggest thing I want you to understand is that there is such an easier way to do business, and I will break down the framework for you today.

Wally Elibiary: Today Alexander the Great is a freshman at Baylor, and Braden the Brave is 20, about to be 21, and a sophomore in Arkansas. That is my pride and joy. My wife Nikki and I celebrate 21 years of marriage today. She has put up with me for 21 years, which is a feat in itself.

24-7 Mindset, a new mortgage company, and a $35 million month

Wally Elibiary: In 2023 I wrote a book called 24-7 Mindset. It hit Wall Street Journal bestseller and sold 91,000 copies, which for a loan officer being an author was really funny. Then we launched the 24-7 Mindset Academy. I have no idea how to sit still and I love accomplishments, so now being an empty nester, I launched my own mortgage company. What you are going to understand today is the framework I built my mortgage company on. If you are a branch manager or a regional, this is what you can build in your branch or your region.

Wally Elibiary: My team and I funded $35 million last month. That is not the impressive part. The impressive part is that we withdrew over $9 million in loans that came out of our data bank. We have a department that I built that does a seven-day call, which is the Homebot onboarding call, a 30-day call, a six-month call, and then schedules the annual mortgage review on the loan officer's calendar. There is a ton of horsepower there to grow your team and your business, and what you will learn today is the framework and the cornerstones of how I built it.

Wally Elibiary: Travis Knut installed this framework and in the first 30 days he received four referrals back from his financial advisors using Homebot. He got $30,000 in commissions from those four referrals. He then pre-approved two clients from another advisor that gave him another $30,000 in commissions, sent eight referrals out to his insurance agent and got one $6,000 commission loan back, and was then able to refer out $30,000 in commissions to his realtor partners. The dude generated $96,000 in commissions in his first 30 days, and he did not attend one single open house or call one single cold lead. This is the gold mine he unlocked in 30 days in his own database.

Wally Elibiary: Hopefully I have established that I am not a has-been loan officer who only worked when interest rates were 2%. I am a player coach just like you. I sell the same 6% and 7% rates that you sell today. I wish they would get back into the fives, but right now they are clearly in the sixes.

Wally Elibiary: Let me make sure I am speaking to the audience I want to speak to. If you are a loan officer who loves to cold call agents, I am sorry, but I am not your guy. There will be nothing of value for you here about cold calling agents. If you love doing open houses on the weekend, I am not your guy. I have not done an open house in north of twelve years, so I would not even know what to do. If you love getting Zillow leads and calling cold leads for your realtors, again, I am not your guy. If you decided to stay on, my goal is to walk you through how to work smarter and not harder.

Wally Elibiary: For those of you who are Homebot users currently, the goal is to help you add more horsepower to your Homebot and more ability to monetize it. For those who are not, the goal is to turn that into a yes. When I ask people to rate one to ten how much they think they are optimizing Homebot, I see ones and twos. Thank you for being honest with yourselves. The more honest you are with yourself, the more you can financially benefit from taking withdrawals out of your mortgage business.

The multiplier framework: one loan, paid three times

Wally Elibiary: The 24-7 Mindset multiplier framework is that you get one loan and get paid three times. I use Homebot, and I use it on steroids. An addition loan officer goes to a realtor, gets a referral from that realtor, does a great job, and goes back to that realtor groveling for another deal. If that is you, today is the last day that you will do that.

Wally Elibiary: I am a multiplier loan officer. I go to the same realtor that you do. I get that same referral. I do the same good job. But during that process, I refer that same client out to four different partners: a CPA, a financial advisor, a family will attorney, and an insurance agent. The framework you are learning today allows me to get a minimum of one to two referrals back. What did I just do? With the two referrals I got back from my CPAs, financial advisors, family will attorneys, and insurance agents, I just got paid three times. I did the same amount of effort you did, but where you got one commission, I got three. That is exactly how I have been able to close over $1 billion in fundings in just the last five years.

The 2019 model: $100 million to $204 million in twelve months

Wally Elibiary: For my analytical friends, I am going to walk you through my model from A to Z. This is back when I was a $100 million producer, which is about half of what we do now. In 2019 I sat down with my team and said, we do $100 million of production right now, and I feel like we have more horsepower. We can get to $200 million. I walked them through what a loan officer and loan officer assistant do on my team, what a transaction coordinator does, and what the client concierge team does post-closing. It is not rocket science. Each of you does the same exact steps.

Wally Elibiary: Here is the difference. I asked my team, where do we feel the highest, most positive experience for a client is? That is where we need to ask for referrals from clients in process. So at time of loan application, I am talking to them about Homebot. When we lock the loan, I am talking to them about Homebot. During the whole loan process, the whole team is talking to them about Homebot. On a purchase loan there are eleven different opportunities to ask for referrals in process. On a refinance there are eight.

Wally Elibiary: Here is where the math gets interesting. Take the lower number, nine on average. Back then we were only doing 300 fundings or so a year. That is 2,700 opportunities, 2,700 milestones during the loan process where we can ask for referrals. Let us say 75% of our clients hate our guts and we do not get a referral. Say one out of four gives us a referral. That is 675 referrals from clients in process if you implement this model. Now say we have the highest interest rates in town and the worst customer service in town, and we only convert one out of four of those referrals. That is an additional $50 million in fundings, right at our fingertips, that we were leaving on the table.

Wally Elibiary: Then we took it a step further. We were going to start giving or getting a referral to a CPA, a financial advisor, a family will attorney, and an insurance agent. All I taught my team is that when we go through an application, we confirm the same things you confirm: who do you bank with, who is your employer. The only difference is that we say, I am looking at the cash value life insurance section on your loan application and it is left blank. How much do you have in cash value? They say, I do not have it, I have term insurance, I am with Fidelity, whatever the case. I say, whoa, time out. I can do a great job building your mortgage and playing defense. But if you do not have a financial advisor helping you play offense, you are never going to reach generational wealth status. Boom, I have a referral out the door to my financial advisor.

Wally Elibiary: Or say they tell me their cash value life insurance is $300,000. I say, holy smokes, you must have an awesome financial advisor. Can you introduce me to your financial advisor via email? Then I will start referring my clients to your financial advisor, and maybe they will give you a discount on their service. It is right at your fingertips. Six of those opportunities on average across 300 fundings is 1,800 opportunities. Say 70% of the time we never get the referral. That is still another $81 million in fundings. On top of the $50 million, we were leaving $81 million in fundings on the table.

Wally Elibiary: Then you add the fifth page of the 1003, which you will learn about today. Our Team Wally realtors were already doing $60 million back then, and we were already doing $36 million from our past clients. So I sat down with my team and said, we can do $227 million a year. That is our horsepower. We failed at our goal, but we did $204 million the next year. We went from $100 million in production to $204 million in twelve months. The number one way we did it is the framework you will learn today.

Early results from people running the framework

Wally Elibiary: Martin Lorenzo is with New American Funding out of Chicago. He implemented the same exact framework. He referred out $48,000 in commissions to his partners from his database using Homebot, and in just two months he got back $114,000 in commissions from his realtor partners. Blake Hyatt, in his first 30 days of doing annual mortgage reviews using Homebot as the vehicle with the Homebot onboarding call, sent 17 referrals to financial advisors, got two fundings back, and referred out over $30,000 in commissions to his realtor partners. Please explain to me why this cannot be you. You just need to implement the framework.

Wally Elibiary: Trent at Nexa Lending pulled two CPA referrals out of his past clients using Homebot, and the dude made another $14,000. All it took was Homebot and learning how to do the Homebot onboarding call.

Wally Elibiary: My book, 24-7 Mindset, is about how 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. I take over 20 weeks of vacation, and now you understand why. So two questions. If your business looked like this, would you view yourself differently? And how would your partners view you if you learned to put money back in their pockets? You can be the biggest referral partner to your realtor partners. All you have to do is learn how to use Homebot, learn the Homebot onboarding call, then refer business to your CPAs, financial advisors, family will attorneys, and insurance agents. You get business back, and you are handing out $500,000 pre-approval letters to your realtor partners that you cannot provide to your financial advisor. There is no magic pill. You have to really focus on your database.

Wally Elibiary: The One Thing by Jay Papasan and Gary Keller absolutely changed my life. I have read it eleven times. The book teaches one simple thing, the focus question: what is the one thing such that by doing it, everything else becomes easy or unnecessary in my mortgage business today? My one thing was that I stopped neglecting my database, and I learned how to adopt databases using Homebot. If you look at the climb I had from 2019 to 2021, it was not because I got better at doing loans or got better rates than you. It was 1,000% because I learned how to adopt databases from my partners.

Database adoption: 2,000 households to 28,000

Wally Elibiary: My database today is about 28,000 households. I have only funded about 4,000 loans out of that 28,000. In 2019 I started with only 2,000 past clients, and from those 2,000 I grew it to 28,000. Where did the additional 24,000 come from? My realtors' databases, my CPAs' databases, my financial advisors' databases, my family will attorneys' databases. Today I have 76 different financial advisors in there. Why can you not get one? I have 14 different CPAs. Why can you not get one? I have four family will attorneys and four insurance companies' databases in there.

Wally Elibiary: All I do is, once the triggers come through, I reach back out to my financial advisor and say, it looks like in our Homebot one of our past clients asked for a CMA, or asked to do a refinance, or asked to get pre-approved. Can you reach out to your past client and introduce me to them? Boom, I get a referral back from my partner.

Wally Elibiary: When I learned how to do this, it turned my loan officer assistant from a cost center into a profit center. Most loan officers' assistants do grunt work: collecting documents, updating files. I taught my assistant how to complete the Homebot onboarding call, and now she produces five annual mortgage reviews a day, scheduled on my calendar, through the Homebot onboarding call when we adopt databases, plus a minimum of three wealth partner referrals. Wealth partners are CPAs, financial advisors, and family will attorneys. I pay my loan officer assistant about $5,000 a month, and she makes me somewhere in the neighborhood of $20,000 to $30,000 in commissions just by doing the Homebot onboarding call with the databases we adopt. Again, why can this not be you?

The six-lane highway and Homebot as the hub

Wally Elibiary: In the book I write about the six-lane highway. Lane one is CPAs, lane two is financial advisors, lane three is family will attorneys, lane four is insurance agents, and it goes on. I have six different referral streams that I receive. But the hub I use is simply Homebot. All my referral partners drive their databases into it, and I use the Homebot onboarding call to get their clients to raise their hands. I do not cold call anyone. I reach back out to my CPA or financial advisor and say, we have a mutual client who just raised their hand in our Homebot. Can you introduce us? And they say yes every single time. I have never had one financial advisor or one CPA tell me no. Why? Because I do the multiplier effect and refer every single client I get out to four different partners.

Wally Elibiary: By installing the post-closing referral generating system, I have turned over $1 million in commissions a year into residual income that comes year after year from my database. John D. Rockefeller has a quote that hit me right between the eyes: he who works all day has no time to make money. What he meant is that if you keep working in your business and never work on your business, you will always work for an hourly wage and never have residual income. Why not take this earned income industry we call mortgage and turn it into a residual income industry by making our jobs easier using Homebot?

What the annual mortgage review is really for

Wally Elibiary: Most loan officers' number one mistake on the annual mortgage review is that they call to pitch a lower interest rate. That is 1,000% amateur level. You are not there to get a refinance. You will make massively more money if your goal on the annual mortgage review is to find out: did you change jobs, did you get a new job, did you get a new bonus, did you receive an inheritance, do you have a 401(k) rollover? My role on the annual mortgage review is to find where they have a gap in their life.

Wally Elibiary: When I look at a client's tax returns, I am not just there to calculate income. I say, last year you paid 27% in taxes and the year before you paid 31%. You have an awesome CPA who is helping drive down your tax rate. Can you please refer me to your CPA? Or I look at the returns and say, dude, you are paying 35% or 40% in taxes. It does not sound like you have a tax strategist you meet with once a quarter to coach you on more write-offs. Boom, I get a referral out to one of my CPAs. The one phrase that opens every wealth partner conversation is the annual mortgage efficiency checkup call. I do this with every single client from my financial advisors.

Wally Elibiary: Here is how I explain it to clients at loan application. Every other lender out there charges you closing costs, closes your loan, and moves on. What I do differently is that I charge you the same closing costs every other lender charges, but I view myself like an attorney, and that is the retainer for my post-closing services. I earn your business because I am going to stay in relationship with you post-closing. We will do a seven-day call together, a 30-day call, a six-month call, and then an annual mortgage review every year after that. The tool I use for that is Homebot.

Warm introductions through the partner

Wally Elibiary: You have to start thinking through this differently. Earlier, when I got a Homebot trigger, I would just reach out to the person, but they do not know me from Adam. The tweak I made is that I reach out to my wealth advisor instead, they introduce me to their client, and the conversion rate is so much higher.

Wally Elibiary: The next piece is partner expansion, becoming an agent magnet. I have taken my realtors' databases and put them in Homebot. I have taken my wealth advisors' databases and put them in Homebot. What is beautiful is that my CPAs now refer business back to my realtors. My family will attorneys refer business back to my realtors. My insurance agents and my financial advisors refer business back to my realtors. Think of the moat you can build around your realtors by being a referral generating machine for them, and then how to turn cold buyers into clients using Homebot, which is where the Homebot onboarding script comes in.

Wally Elibiary: Anthony LaForce at CrossCountry Mortgage became a multiplier loan officer, and in his first 90 days he funded over $2 million. Not from realtors. If you keep chasing realtors the rest of your life, you are going to be working 24 hours a day, seven days a week. When you learn that you can grow your business without chasing realtors, you can work 24 hours a week, seven months a year.

Wally Elibiary: Jeremy Owens is out of Atlanta. In his first 30 days he did 23 annual mortgage reviews. That equated to seven new applications for himself, three referrals out to his realtor partners, $38,000 in commissions given out to those realtor partners, and seven referrals out to his financial advisors, all by using Homebot and the fifth page of the 1003. Matt Balmire is a loan officer here in Dallas. He was a call center loan officer with zero business after 2022. In his first year he did $14 million from his realtors' databases, and his business went from $14 million to $30 million by adopting realtors' databases, doing annual mortgage reviews, and doing Homebot onboarding calls with those databases. If you look him up on Reid now, it is closer to $45 million a year.

Wally Elibiary: So my database is 28,000 households, made up of my past clients plus my CPAs, financial advisors, family will attorneys, and insurance agents. That is the six-lane highway. From those 28,000, the triggers I receive and the onboarding call produced $80 million in fundings. Yes, 28,000 households is a big number. But can you do 2,000? Can you do 1,000? Can you do 5,000? Whatever it is, you can upload them, and with this framework you can monetize your database.

Your net worth is your network

Wally Elibiary: I had the chance to be coached by Robert Kiyosaki, who wrote Rich Dad Poor Dad, and one thing he hammered into my head is that your net worth is determined by your network. If you look at my net worth, the income I make and the production I do, it is 100% from the network I have been able to create with non-realtor partners.

Wally Elibiary: I want you to view yourself differently. Stop seeing yourself as a loan officer who receives referrals. I do not care how many referrals I get. What I care about is how many I refer out on a monthly basis, which is over 120 referrals a month to my partners, month after month. In the last twelve months alone, I referred out $2.72 million in commissions. That is the lens I want you to look through. How am I ever going to get fired or replaced if I am referring out $2.7 million in commissions to my realtors, my CPAs, my financial advisors, my family will attorneys, and my insurance agents? And that all comes from my database.

Wally Elibiary: The six-lane highway is those parties. Lane one is your database. Then financial advisors, tax attorneys and CPAs, family will attorneys, insurance agents, and realtors. I do not care what your highway looks like. I do not care if it is a one-lane highway. But do not rely solely on realtors, because there is a ton of business you can get by adopting databases into Homebot from your insurance agents, your family will attorneys, your tax advisors, and your financial advisors. Homebot is such an attractive tool. I love the colors, I love the analytics, I love the data. What you are really learning today is how to implement it.

Wally Elibiary: Where most loan officers struggle is that they use Homebot as an amateur instead of as a professional. When I asked earlier what percentage you feel you are really optimizing Homebot, a lot of you said 1%, 5%, 10%, or one out of ten. There is a ton you are leaving on the table. Hopefully now you are seeing how 40% of my business comes specifically from Homebot, which is the databases I have learned to adopt from CPAs, financial advisors, family will attorneys, and insurance agents, all in my Homebot using the Homebot onboarding script.

Wally Elibiary: Brian Schmidt is out of Chicago. He received $31,000 in commissions in his first 60 days by implementing the six-lane highway framework with financial advisors using Homebot. He learned Homebot, adopted a financial advisor's database, started doing the Homebot onboarding call with that database, and 60 days later he had $31,000 in commissions. Kevin Dwyer out of Atlanta landed a financial advisor in his first 60 days, adopted the database, and did $1.7 million in loans. That is a ton of money we are leaving on the table by not adopting wealth advisors' businesses and learning how to monetize our own. You have a ton of equity in your mortgage business. It is time to do a cash out. Why are you not cashing out of it month after month? Let us take that equity and go enjoy life with it.

Customizing the 19 Homebot widgets

Wally Elibiary: Absolutely love this about Homebot: there are 19 different widgets in there that you can record videos for. Is my market hot? Should I refinance right now? Should I change my insurance company? Should I turn my home into an Airbnb? Should I make it an investment property? For each one, I have a video describing how I approach it so you can implement it in your Homebot. When I ask whether you have Homebot out of the box or customized videos for every widget, I get a lot of no's. So you will see how I customize my widgets inside Homebot, and how our CRM turns the triggers into appointments on your calendar.

Wally Elibiary: There are also live events that create triggers, like someone getting married, someone getting divorced, or someone unfortunately passing away. And there is authority and positioning as a certified mortgage advisor or certified mortgage planner: how to brand yourself and frame yourself in the eyes of your wealth partners so they will let you adopt their databases.

Wally Elibiary: We have studied thousands of loan officers who have graduated from our academy. We studied the top 20%, the ones who make the most money with the most ease. Most importantly, I do not want you to go from hero to zero. We studied the loan officers who sustained the most success, instead of going from a record month to a horrible month, and built a system around that. The three pieces are the post-closing referral generating process, the multiplier framework, and the six-lane highway.

Ten mistakes loan officers make doing this alone

Wally Elibiary: Here are the top ten reasons loan officers fail when they try to implement this themselves. Number one, they go through it alone, they have questions, and they have no one to help them. If you have no one to help you, you are building your business the best you can do instead of the best way it can be done. Do-it-yourself courses have something like a 91% failure rate, unless you think you are in the top 9% of the nation. Martin Lorenzo referred over $200,000 in commissions to his realtor partners in twelve months, and the dude got back $250,000 in commissions. That is over $20,000 a month from non-realtor partners.

Wally Elibiary: Number two, they never get a focused stretch of implementation. You need 90 days of focus, and this can be installed in your business. Look at Blake Hyatt. He had no realtor business, but he referred out over 200 referrals to his financial advisors and got back over 50 referrals from his database by learning how to monetize it using Homebot. If you had another 50 loans in your business, how much more money would you make?

Wally Elibiary: Number three, they get on annual mortgage reviews and all they do is chase commissions. Your goal on an annual mortgage review is not to chase commissions. You already got your one commission. Stop doing that. Instead, here is where you pull out a CPA referral, a financial advisor referral, a family will attorney referral, an insurance agent referral. You refer those out to your wealth partners and you get referrals back from them. Now you are handing out half-million-dollar pre-approval letters to your realtor partners. That is exactly how you become a multiplier loan officer. Trent at Nexa Lending pulled multiple CPA referrals from his past clients in 2025, which turned into an additional ten fundings from non-realtors, about $150,000 in commissions. He never had to chase a realtor or do an open house.

Wally Elibiary: Number four, they do not know what to say or do on an annual mortgage review, so they simply do not do it. We took two live calls from loan officers, the two worst calls, and broke down what to make sure you do not do on the annual mortgage review. Anthony LaForce did an additional $13 million in fundings last year from non-realtor partners.

Wally Elibiary: Number five, they do not have any kind of CRM. They try to do everything with paper and pen. I use Jungo, and the piece that matters most is the if-this-then-that framework. If a Homebot trigger comes in, this video goes out. If a trigger comes in from a different widget, a different video goes out, and it is all tracked on who sees which videos. When Jeremy built this in his mortgage business, he did over 200 annual mortgage reviews, resulting in 60-plus new applications and 30 new fundings, none from realtor partners. That is over $300,000 more in commissions.

Wally Elibiary: Number six, most loan officers still use a fee sheet. I use a tool called Mortgage Coach and have for almost two decades. Most loan officers do not know how to sit across the table from a financial advisor and show them the value of it. I pick up the phone, call a financial advisor and say, you do not know me from Adam, but we have a mutual client. Here are the three options I presented to that client, and this is the one they picked. Do you feel this is the best one for your client's short-term and long-term goals? The separation that creates is massive. Matt Balmire used that with Mortgage Coach and ended up making over $500,000 last year, when two years ago he was only making about $100,000 a year.

Wally Elibiary: Number seven, they turn on Homebot, dump their clients into it, and have no framework. The goal today is for you to learn that framework: how you engage clients through the Homebot onboarding call, the triggers, the automations, the if-this-then-that. Brian Schmidt earned an additional $300,000 in commissions using one specific tool, which is Homebot.

Wally Elibiary: Number eight, they skip the Homebot onboarding call. You are literally leaving money on the table. The script covers what I say, the highlights I point to, where I pull out referrals, and where I get clients to engage with Homebot and stick with it, to where it is a financial benefit for both of us.

Wally Elibiary: Number nine, they have not built a technology moat around their database. I use a tool called Sales Boomerang. You can use MMI or MonitorBase, whichever you prefer. When a trigger comes through, I have a conversion script for what I say when I pick up the phone, and for how I get my financial advisors to refer me clients from their database off of that trigger. Frank Anderson with Anderson Mortgage had 74 Sales Boomerang triggers in 2025 that resulted in 41 new applications and an additional $187,000 in commissions. Why are we not using a tool that costs $200 or $300 a month, that I have zero ownership or affiliation with, when it makes you $187,000 more a year?

Wally Elibiary: Number ten, they do not have a database. They have jumped from one company to another and lost track of where their past clients are. There are 150 different ways to build your own database, and you can also do it through Homebot, which is a great tool to pull in your past clients and clients in the area.

Questions from the audience

Question: Are you going to explain the fifth page of the 1003?

Wally Elibiary: I will give you an overview, Michelle, but respectfully I want today to be about monetizing Homebot. The fifth page of the 1003 has been around since the eighties or nineties, and I did not create it, so nobody sues me. It came about when you used to print out a loan application. When you print it out, it is only four pages, so the fifth page is yours. On it I say, talk to me about who your financial advisor is, so I can reach out to them and walk them through the options you are doing. Boom, I have the financial advisor's contact information. By the way, what do you rate your financial advisor, one to ten? Anything below a seven and I say, whoa, time out. I need to refer you to a twelve out of ten, because I can do the best job in the world on your mortgage, but if you do not have a financial advisor growing your wealth, there is zero chance you succeed financially. There is a referral out the door.

Wally Elibiary: Say instead they tell me their financial advisor is a nine out of ten. Then I say, that is crazy, I help hundreds of families a year and I need to refer to your financial advisor, can you please introduce me? I ask that same one-to-ten question at time of application, on the time-of-lock call, and on the seven-day call, for the financial advisor, the CPA, the family will attorney, and the insurance agent. There are eight different opportunities in every single loan application to get or give a referral.

Wally Elibiary: Dan asks, if you are adding a partner's database to your Homebot account, how do you introduce yourself to those clients before they receive your Homebot? Great question, Dan, because now we are talking about implementation, which is my favorite word. Say I adopt a CPA's database into Homebot. First, I record my 19 widget videos with me and the CPA together, because they are the CPA's past clients. Second, I go to the CPA and say, we are going to send this Homebot to your clients monthly, so why don't we create a video together? I walk them through where interest rates and the market are, and you walk them through different tax strategies. That creates engagement, so I record a monthly video with each CPA. Third, we take those CPA videos and also send them by email monthly using BombBomb, so you can track who opens and who watches.

Wally Elibiary: You do that month after month, year after year, and you become a household name in your CPA's client database because they are engaging in Homebot. You can see which widgets they click on, where they navigate, and what the engagement is. When someone raises their hand, do not pick up the phone and call them, because that would be a cold call. Pick up the phone and call your CPA and say, Mr. CPA, I referred you three clients last month. John Smith in your database just raised his hand in Homebot and wants a CMA done. Can you introduce me? The answer is 1,000% yes.

Question: How do you decide which partner to refer to?

Wally Elibiary: I will answer that two ways, Wally of 2019 and Wally of today. Wally of 2019 played matchmaker. Back then I had one financial advisor, one CPA, and one family will attorney, and that is the world I cut my teeth in. Today it is round robin. If you have three CPAs, one referral goes to CPA one, the next to CPA two, the next to CPA three. But when I started out, it was me picking who I had the best relationship with, or, selfishly, who referred me back the most. If one CPA referred me four clients last month and another referred me one, which one do you think I am rewarding? The one who gave me four.

Question: Have you experienced pushback from a partner on sharing their database?

Wally Elibiary: Flat out yes. Of the four partners, CPAs and insurance agents will send me their database in an Excel file, and I have everything I need. Financial advisors and family will attorneys require an opt-in, so you have to use an adopting approach. You go to Homebot, grab your link for a new customer, and put together an email template that goes out to the financial advisor's or family will attorney's database, ten emails a day. We build it in their Outlook for them. It is a video of me and the financial advisor, or me and the family will attorney, describing what Homebot is to their past clients and asking them to click the link to get inside Homebot, so you can then drip on them. Insurance agents and CPAs literally hand over an Excel sheet. There is no challenge there at all.

Question: How do you go back to old closed clients and ask for vendor referrals, meaning CPAs and financial advisors?

Wally Elibiary: Two answers. If it is an old database you are putting into Homebot now, do the Homebot onboarding call and it is right at your fingertips. If they have already been in your Homebot, here is how I roll, and do whatever you feel is best for you. I flat out apologize. I say, I closed your loan, I got paid a commission, and I never called you after closing. You have been in my Homebot and I see you have been collecting things in there. I have taken a course and learned how to optimize the partnership between you and me using Homebot, and I have three or four tips and tricks I want to walk you through together. Why don't we set up a fifteen-minute call? We call it the mortgage efficiency checkup call. I just say, dude, I screwed up. I cashed my check, I never got in relationship with you afterward, and I claimed I was going to be your lender for life. Here is what I am willing to do. I have not had one single past client say, you are the scum of the earth, I do not want to work with you. It is always, sure, I will listen to what you have to offer.

Closing: stop chasing realtors

Wally Elibiary: Your network with those referral partners will create your net worth. And stop chasing realtors. Tell me one realtor who is thriving right now. Every realtor is struggling. Why are we chasing an industry that is struggling? The financial advisors are thriving. CPAs are thriving. Family will attorneys are thriving. Insurance agents, with how much insurance has increased, are thriving.

Wally Elibiary: Thank you everyone for your time. This is just part one. Next month we will do part two with Homebot, and after that, part three. Stay tuned, and we look forward to seeing you at the next one.