The Beginning
In the summer of 2007 Frank Garay was running a net branch for a mortgage company in Vacaville CA. He had about 50 MLO’s working for him and his partner Leo Schrupp. The mortgage industry was at the beginning of its now famous collapse. As business started falling off he knew he needed a way to motivate his salespeople to get more business in the door or things were going to go very bad for his branch. He tried sales meetings only to find that the salespeople who showed up for the meetings were those that didn’t need it! The people who seemed to need it the most somehow were always “busy” and unable to attend.
Not to be discouraged he sought out another way to communicate with his struggling loan originators. One of his co-workers and friend told him to try a webinar. After Frank learned what a webinar was, he thought it might work and gave it a try. Although the attendance was better, it still lacked as it seemed some of his salespeople still couldn’t attend due to schedule conflicts. He also didn’t like the fact that he couldn’t see the attendees. When his co-worker asked how it was going he told her he wished he could see them so he could give a better presentation. She suggested getting a webcam so they could at least see him, which he did.
On his third and final webinar with attendance still lacking, under the crushing pressure of the collapsing mortgage market he was at his wits end. He felt if he communicated what they needed to do it might sink in, and there might be hope for his branch. That webinar was on July 1st 2007. After the webinar Frank sat in silence starring at his computer monitor. Then his eyes shifted to the new webcam. He remembered when he installed it that the software which came with it allowed you to record a video and email it. Suddenly there was a glimmer of hope. He thought if he could make a little video and email it to his salespeople they could watch it on their own time, and hopefully the message would motivate them to make some changes in their habits so they could start originating some loans.
o on July 2nd 2007 Frank made his first video. He made the video with his brother who worked for him, Patrick Vogelpohl. He wanted it short and humors but with a solid positive message. The video was made and sent out to his 50 salespeople and by the end of the day there were over 50 views on it. At that very moment Frank was inspired to do a mortgage sales motivation video every day. After a few shows Frank and Patrick started introducing a little industry news with the sales tip and they called the show “The Daily Patrick”.
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