About this episode
Hello, and welcome back to the lead generation for financial services podcast. This week we have got an old friend, Jodie Stevenson. Almost a year ago when we had our first podcast interview and that went to be the number one downloaded episode of last year.
Jodie is like all other finance brokers, but even though she just had a baby but still continues to supply leads to her clients. Right now she is with B2B Finance which is providing her with leads and she’s also doing her own Google AdWords. These help her produce 2 different types of leads with different conversion rates.
For every enquiry, she gets the leads, CRM, check for notifications and will schedule a chat with her client. And to make sure that she’s on top of everything she uses a blank sheet of paper and knows exactly the template and just writes everything and gets it organized. She does that for every client until she runs out of paper.
Recently she bought a notepad by Rocket Book. It is reusable, can automatically scan, upload to dropbox, digitally file, and then wipe clean and use again. And again.
And if you happen to look for something like a file created 6 months ago, Rocket Book can easily find it for you and locates it in your dropbox file.
Cost is $34.99. They’ve done microwavable one as well where you write in it and put it in the microwave and it will erase everything. It’s a huge impact environmentally and it helps save a lot of waste.
Alex: Hello there, welcome back. And we’ve got an old friend with us. This week, we’re catching up with Jodie Stevenson and it was pretty much a year to the date that we had our first podcast interview. And it went on to be the number one downloaded episode of last year, and of all time, so people talk about her a lot, actually, when they’ve, I think it’s one of the kind of the earlier episodes that people sort of pick up on because it’s one of the first mortgage brokers that we interviewed, and they’ve come on to become the most popular episodes. So I really enjoyed catching up with Jodie. So let’s dive straight in. Hello, and welcome back to the lead generation for financial services podcast and I can’t quite believe it’s been a whole year since we last caught up with the one and only Jodie Stevenson. How’s it going?
Jodie: Thank God it’s one and only. I can hear my mom saying that, thank God.
Alex: We were just saying, how was it? You were like, no, it’s nobody You know, it could have been a year but it has.
Jodie: But then we were talking about things like, what things have had like you’re like, a quarter of a person that you were then you were last year.
Alex: We haven’t got a video either away. But yeah.
Jodie: Now you’re super skinny. Don’t worry, though. I’m still fat and consistent for the world. got consistent and but yeah, no, it’s, that’s great. There’s actually been a lot of things that have really happened. So if you actually like, pile up the achievements that both of us have had in the last year. Actually, that makes sense. It’s probably like a decade’s worth of achievement. So yeah.
Alex: It’s funny, isn’t it? Because you like them day by day, week or week, month or month thing you know, I haven’t really done a lot. I’ve really improved a lot if anyone needs to literally think about doing a 360 and see Oh, this time last year I was doing this, you know, what.
Jodie: Yeah, exactly. Well, I mean, I taught a human to walk this year, which is, technically he taught himself. I’m taking the credit. And if he was walking funny, I wouldn’t be taking any other credit for it. But like, yeah, like he’s actually like, he’s doing the real things. Like he’s really doing things this year. Like he’s, he’s learning words. And oddly, he’s learned the word jacket. It’s one of his jackets, he calls me Jodie instead of mom, which is awesome. Yeah, so shouts Daddy, and Jodie, I’m like, thank you very much.
Alex: Excellent, excellent show you love that. Because I remember obviously we had the
Wow, it’s just a sad thing. Obviously, we had the dogs barking.
Jodie: Oh yeah, Thrasher and Baker. Oh yeah, yeah. Oh, that happened in a bowl we got em. So they went to live with another Basset and Mum, basically, because we were part of a really good dog network. And so they went to live with this lady who’s got like four others and they are just they are so happy. I don’t even think the fact they’re like maybe because yeah, they live on a farm now and there are loads of dogs there and they absolutely love it. And so yeah, that was a yeah, that was sad but i think i think we could be kind of at the point with you could hear how chaotic it was in the background. They were just like, they were just like, let’s go for a walk. Let’s go here and I was like no. And so yeah,
Alex: It is. Yeah, having a child, a human is a lot I wouldn’t have been able to do with pets.
Jodie: Yeah, but pets that I had created my own problem with the pets because it was too small of a house, too big of dogs, and not enough boundaries between anyone you know, the dog slept in bed with me and it just wasn’t, you know, it was a recipe for disaster. And luckily they’ve gone somewhere where they are even further mollycoddled than they were with me. So they’re there, they’re even better off now. I think that’s really it’s a really big lesson as an adult when you make a decision that’s going to hurt you and only hurt you, but it’s going to help someone else. So the dogs were going to be better off. I was going to be sad. And I had to make that decision and be like, Okay, well, I guess I’ll just be sad then because they’re gonna be happier. Real adult learning. So yeah, it was super sad like I was gutted about it, but I think it was the right thing for them.
Alex: I know, absolutely. Do you know what I was just looking up while you’re telling me that, so I thought I better just check because I knew yours was a very popular sewed for a while it was the second most downloaded? But you want to know something quite exciting that it was the number one downloaded episode of all time.
Jodie: Really? That’s amazing. That’s awesome. Yeah, you know, it’s my dulcet tones. It’s my lovely calming accent that ASMR of mortgage advisers.
Alex: Say well, I would like to say part of the credit of doing something super exciting with the title of like a mortgage broker generating their own leads doing blah, blah, blah, blah. So I’d like to take a little bit of credit for that.
Jodie: That’s okay. You can.
Alex: I’ll take 30% of the credit.
Alex: That’s the number one so you’d be there. So David Thompson. So Gary was seventh, and then you don’t talk to a second, Me and Tom doing an episode were third. We should have been first you know, that’s an absolute disgrace. You got ash, Ash ball and fourth. So what was interesting actually the top, the top five are not if you take out me and Tom, the top five are all brokers.
Jodie: Okay, cool.
Alex: So now, you know we’ve had a lot of marketing experts on dishing out marketing advice. One thing I’ve learned over this year is that actually getting people like yourself and hearing your stories is what people are interested in.
Jodie: Yeah, what do you know what though it’s something that I found throughout my life and we had at the bank, we have people who would come and work for us. And you were like, university graduates and they’d come in on a graduate course or something, they’d come straight into management. And the rest of the bank was just like, nope, don’t I don’t want to know anything this person’s got to say because you haven’t lived this life. You haven’t come from the ground up. And this, you know, it puts there’s a lot in it. There really is I can sit there and say, Look, I know how to market for mortgage advisers because I am a mortgage advisor.
Jodie: I’m marking all myself. And this works rather than someone you know, just coming in and saying, This is what and we could probably be doing exactly the same thing.
Alex: Yeah., no, absolutely, absolutely. I think it’s, it’s being it’s easy to put someone to be like, um, you know, Jodie is a broker she’s doing that what you know, why can’t I and then maybe they think if there’s someone who’s not worked in it, and it’s easy for them? Yeah. It’s just easier to make a connection with people that are like you. So. Yeah, that’s awesome. And then you had you, as supposed you are the only one as well that we got on that was doing Google Ads themselves. I don’t think I spoke to any of the brokers that have been doing Google Ads themselves so are you still on your radar? He’s still doing that. Is that anything else overtaking it, or Is that still the number one.
Jodie: Now, I mean, I obviously had a baby. So there was a period of time where I wound it down. And I’ve continued to supply leads. So I still had a handful of loyal clients who just kind of kept buying from me over that period, but I stopped taking any of my leads. And so for about six months, I kind of just backed off from it, and then came back in sort of the back end of last year, I think a little one’s gone to nursery now. So yeah, I’m kind of back in it now. And, and it’s, it’s a blend again. So obviously the network that I’m with b2b, they provide me with leads. And, and I also have my Google AdWords, which, and they’re just two very different types of leads. And they all have different conversion rates, and they all work but I don’t think you should ever turn a lead source away and you know, if If you can, as long as you are meticulously recording how many times you did everything to in that lead, you know, did I pick the phone up and dial them? How many times did I literally put my hand to my phone? And because then you can figure out how much putting your hand on a phone makes you might be 74 P. But, we can take it right back to that.
Alex: Absolutely. I think I saw there was someone a broker showing me their screen and it was like one of their self-employed brokers had only logged two calls. They were saying that this I’ve not been able to get out as person but it was like two calls a week apart both before 5 pm. And it was like they were I can’t remember how long after it was the lead initially dropped. But it was they were reporting it but not doing enough. And I think there’s a case of people not being as meticulous as you are with that. I’m not chasing it enough.
Jodie: Wow. I would as always, I’m going to be going against the grain here. No, I don’t have the needs. I didn’t do it, man, I don’t do it. Look, if you want a mortgage, I’m going to touch. Here’s my number. I if they put in an inquiry, I mean I would the b2b, b2b have their own structure, which is you know that you make an X number of calls, and we have a system that sends them texts, etc. And those ones, you know, that’s, that’s James’s method, and I use that. But for my own needs I when the lead lands, I try within 10 minutes and firing them it’s straight off the bat. So I go straight in and I call him because speed stones and it always will and a lot of the times they answer the phone and go oh, oh, didn’t expect you to ring me that fast. And I’m like, exactly. I give them a ring straight away. And the chances are they are still sat by the computer. And so they get that one call and then and then I’m never in the zone. And then if they don’t answer, I send them a text and I say, Hey, it’s me from this company. I’m bringing about your mortgage when good, that’s all I do. That’s it. I can’t find them again. Nope, I bring them at the moment and then I send them a text and that’s it.
Alex: Do you mind sharing what percentage of contact right there is like what percentage of like, no contact is that you know.
Jodie: my contact rate is I have this down the other day I’ve actually I’m mentoring someone at the moment. So I’m more in my own KPIs than I ever have.
Alex: While you’re looking at apps are gonna it’s like two very different things going on because If you are buying leads or if you’re marketing in a way that you’re not building any rapport you’ve you’ve only got that quick window because they’ll forget about you. But if you’re marketing and people know you quite well and they’ve bought into already then you can wait. So I don’t think everyone I always think older minute coders are always like you say within 10 minutes.
Jodie: Oh, I love that.
Alex: Yeah, well little phrase for you.
Alex: While you’re looking at apps are gonna it’s like two very different things going on because If you are buying leads or if you’re marketing in a way that you’re not building any rapport you’ve you’ve only got that quick window because they’ll forget about you. But if you’re marketing and people know you quite well and they’ve bought into already then you can wait. So I don’t think everyone I always think minute older minute coders are always like you say within 10 minutes so I love that. Well, little phrase for you. Yeah. It because it literally is because they’ll because if they because there’s a lot of things that are important to people at that moment, like mortgages, especially protection that is important at the minute and then once the laptop gets close, I will it was important 10 minutes ago it’s not important now because this is happening. So you miss if you miss that window, I think you’re missing out. A big one. But it just depends on a case by a case like how well are you have you? Like, do people know you for that one thing and they’ve already decided that only gonna deal with you.
Jodie: No, my leads have no idea who I am mainly, my leads are very much advertised on an in a cold no company we are a company, we can find you the things you would like as your details to have a call and, and so yeah, just give them a ring or give them a quick call. And then I’ll send them a text and send them an email. So send them a text and an email. And if they don’t come back to me, you didn’t want it that much.
Alex: Yeah, I wonder though, I’d be so interested to see the numbers like because you’re you’ve got personality, definitely. If people got to know you a little bit before
Jodie: I leave a voicemail, I do leave a voicemail. So maybe that’s why I get a lot of callbacks and I get a lot of texts back.
Alex: And I think people prefer to communicate in the text.
Jodie: 100% of the day. I do.
Alex: Yeah, I think my big thing for us this year is to give the end-user the person that wants the mortgage, give them as wide of options as possible to communicate. And not just say, it’s only a callback, you have to have a goal, but it’s like, how do you prefer to us to get back to that email? Whatsapp? Facebook Messenger?
Alex: Text, phone, and then let them just I think there’s a lot of leads being missed, because people are going through and there, and there, yeah, I need a mortgage or I need advice. I’ve got this situation, and then the only they’ll fill all the details out, and the only option is a callback and they’ll sort of agree to it and then they’ll think but whereas if it’s something like WhatsApp, then they don’t have to set that timeout to have a call because no one wants to be sold to and the broker can go away if they’ve done a fact find on the website. If you’ve collected all that information, why maybe go back to them with something and then build-up to the call.
Alex: Yeah, exactly. I something like I think it’s a month ago. And I needed to do something with my energy supplier. And I logged in and there was like to write live chat or like live chat, but I always forget it’s open. You know, when you open it, and then you just walk off, just forget you have live chat open.
Jodie: I’m so confident. I’m terrible with it. So, it clicks on this live chat thing. And it was like, Oh, do you want to just Whatsapp? I was like, Oh, yeah. So Whatsapp. And it just opened a WhatsApp chat with my provider. And then they just kind of got back to me throughout the day.
Alex: Yeah. So as a broker, like whether you’ve got advisors working for you or not, and some people don’t want to give them Oh, by the way, you can get a prepaid SIM and you can have WhatsApp away. So you can have all your WhatsApp communications open on a browser window to the on as you and it’s so much more organized than email as well when I’m doing a whole sort of project on facilitating WhatsApp Web for clients. We’ve been looking at WhatsApp chatbot as well, which is not as good as the Facebook Messenger stuff. But again, if people want to do it, we’re on it because if we can get as much info on if someone and then the only thing is one, someone said their network won’t allow WhatsApp communication despite it being the safest. And I could say I covered which network it was where they were like they ban any communication whatsoever knowing that WhatsApp is more secure than email. That’s bonkers. But either way Yeah, that’s definitely on our mind because I think a lot of people just don’t want to have a phone call.
Alex: See, very I’m sort of taking over this episode. So what so what else? So are you doing more of the commercial stuff on your ads before? Exactly it was commercial mortgages pretty much that you were doing last year my right
Jodie: Yeah, yup. So my advert saw more commercials but I do get a lot of isolettes through it as well. And yeah, but mostly it’s battleaxe for so it’s a limited company and
Alex: That does seem to be a very popular minute obviously with all the sort of tax changes and stuff. Yeah. How are you finding it like demand this from this time last year to now the B-word is kind of semi sorted is that affected anything or our market like?
Jodie: I would say that pre-Christmas which normally December is my salon and the month where I don’t do anything, and January is just like I’m continuing to not do much. Outrageous this December was, I mean, right up until Christmas Eve I was still dealing with clients and taking and taking upset on Christmas Eve. Crazy.
Alex: We saw one on Christmas Day.
Alex: One every Christmas Day, there’s always one.
Jodie: I don’t even think I’ll pick my phone up on Christmas day it’s just yeah
Alex: Yeah everyone’s different so people get bored and they’re like but yeah I mean I was cooking on Christmas Day literally in a second but yeah that that did happen.
Jodie: yeah now I’ve been really busy and really really busy and very much and that’s kind of what my year is about this year is understanding how to manage the famine and the feast know get tons of leads in and when you’re very quiet and then you know talking to me building it all up and then they kind of all slowly come back in and then you end up with like if anything you end up with too many inquiries because then you’ve gone too many people coming back and it’s kind of I’m trying to figure out what that nice even let’s take this many leads a day constantly rather than taking you to know 40 leads a day for two weeks, nothing for another three weeks. So that’s what my plan is this year is to find my sweet spot.
Alex: of literally the number of leads per week per day.
Jodie: Yeah, yeah.
Alex: And what was taking the most time for you, when you’re sort of dealing with inquiries? Where could it like, Is it like,
Jodie: what’s that? Sorry, packaging cases? And okay, so that’s always the most time-consuming part. And in any mortgage, getting the leads is fine, cuz everything’s automatic. And it’s also CRM, and it’s perfect. And the notification comes through on my phone, I click a button and get it’s great. And, but then once and I have a chat with a client, and that’s fine, and I don’t. Do you follow me on Instagram?
Jodie: And did you see the space paper that I got delivered yesterday?
Alex: Oh, God doesn’t know if I’ve been on the last couple of days.
Jodie: So whenever I get an inquiry, I have a blank sheet of paper. And I know exactly the template of my fact find a blank sheet of paper and I just write, write all and it’s all organized, you know, left side for Mr Right side to miss it, and it kind of all ends up looking like a fact find. And so I do that sheet of paper for every client, and then I write on that until really, I’ve run out of paper and it becomes a client file. And then I take paper, clip it in, and then they become a file. And yeah, well, that is pretty, you can imagine I’ve got like 60 notebooks piled up next, which is crazy. And so I’ve actually bought a notepad by rocket book. And it’s a reusable notepad.
Jodie: Yeah, so you write in it. And then you get your phone, you get the rocket dog app, you scan it over, and it uploads it into Dropbox into a file, wherever you can put file names on it, and everything, and then just wipe the page clean and start again.
Alex: Oh my God.
Jodie: It’s like actual paper and so yeah, that I’m hoping that’s gonna save me a bunch of time because now it’s got handwriting detection as well. So all my notes now get uploaded into a file. So when a client rings me back in six months time and says hey you know Mr Donovan, I can just open my rocket dog file and go Donovan and it will find that note pad that page of my notepad and go that’s that client it might just say Donovan, ah avoid you know, but it will be and that’ll be on the new anywhere I am. I can just click it’ll be in my Dropbox and I can just search for that name anywhere I don’t need my notepads anymore. And because it will all be on this. This Dropbox so I think
Alex: Then 34.99 I’m just on the road getting a rocket book. Why not? Not mega expensive.
Jodie: Yeah, and the efforts are hilarious. I mean, you’ll really enjoy him. It’s just two guys in there like, they’re just having a blast making these books clearly they’ve done a microwavable one as well where you write in it and then put it in the microwave, and it just erases everything. And but that has a shelf life. And, and something I’m really conscious of at the minute is the impact that I’m having, you know, environmentally. There’s a lot of paper in my job. So I’m kind of wherever I can, I’m avoiding a paper. Because everything else in my life pretty much I know I doesn’t really have minimal impact with most of the things I use are usable things in most of my life but then in this just reams and reams of paper that I’m printing, I feel terrible.
Alex: It’s literally my desk at the minute. I’ve got these A3 papers where we spent sort of between Christmas and New Year like coming up with different ideas days for campaigns and what can be doing better and I’ve literally got a flood of these A3 bits of paper that I could have done in this. If they do an A3 version. I’m all over, I might get the small one anyway because I do use it like my notebooks.
Jodie: What size is a4? So A3 is quite bigger than A4
Jodie: I think A4 is probably the biggest that they do but you could open both pages because it’s 32 pages.
Jodie: Maybe you could open both and just have it on there but you know if you do it small and then just blow it up.
Alex: Yeah, well, it’s my birthday coming up and the misses were like, what can I want I can kind of get you sort of you never want anything and anything you want you but I could just send you this thing.
Jodie: Do it because honestly, I was saying that is such a good present for people. And it’s the last one is the one I got and it when it gets delivered. It looks like a bag of space food because it comes in the old space bag. I feel very modern, very.
Alex: Yeah. I love it with these things I always get annoyed that I didn’t invent it myself.
Jodie: Yeah, my dad, my dad has invented everything before anyone else did. And, every time a product comes out, he’ll remind me of the conversation we’ve had four years ago where he invented that and he’s right, you know, we have and I say, well, maybe it should actually do one of those.
Alex: Yeah. Oh well, I used to work at an agency and this guy called Kazu came like a freelance designer and he just comes in, he sort of lives in our office. We used to work together and our old boss used to say that he invented Facebook before Facebook Like all the time.
Jodie: Oh, I bet he did
Alex: It’s in his head, but then never did the difference. Zuckerberg did something about it. That’s the…
Jodie: I think I invented iPhones and I definitely think I did. I had all the passion for an iPhone, in my mind.
Jodie: But it just was the translation that I just, you know, probably by the time they came, you know, when I’m thinking of and they were probably 10 years in development anyway.
Alex: Yeah, exactly.
Jodie: So though they’ll be imprinted in our fingers soon.
Alex: Really? Exactly. Yeah, exactly. So, other than digital notebooks, what else is new?
Jodie: So yeah, my digital notebook is very new. I’m mentoring somebody.
Alex: I was gonna say you mentioned it earlier. Yeah.
Jodie: I believe she found me on your podcast.
Alex: Well, do you know that happens a lot. This podcast doesn’t cost me a lot of money. It cost me time. I don’t make anything from it. But I seem to have made like other people. Like some really good so there’s like, lots of like, pretty much every guest I’ve had on saying so and got in touch. We’d like to do this. Amazing. That’s great. It’s brilliant that I always find it bonkers that people actually listen. And they still listen. And people actually do stuff out of it. So that is.
Jodie: I probably get one or two messages a month that say, Hey, I heard your podcast episode. And I’d love to have a chat with you about what you do. I’d love to buy some leads off.
Jodie: Yeah. One or two a month at least.
Alex: Well, I was just looking at when I looked at your episode stats, I was like, Oh, this has had eight downloads in the last week. And I was like, well, that’s like one at one a, obviously, more than one a day and it was over a year old. Least not being advertised. People are picking it out. So yeah, I mean, that is amazing. Amazing to hear. And then I say I didn’t get anything out of it. I mean, we get inquiries all the time. I don’t ask everyone where they come from. But that’s cool. So how’s that mentoring? Say what’s in terms of the minute you mentoring them on, are they on like everything or just marketing? Just Google Or literally the whole, the whole.
Jodie: So initially it was a marketing job really, that she just wanted something to learn. And as we kind of got talking, it just kind of organically became, we were both in a really similar position actually in our lives and her kind of wants to be in the same sustainable situation that I’m in where we can have our children and be the mums that we want to be and run a business that we want to run without having to sell Aloe Vera. Or, you know, these ridiculous shapes that people sell or anything like that. It’s just a true Korea and true business.
Jodie: And which is lovely to see that people look at me and think, you know, that that’s an aspirational and Korea, which is, you know, it’s great. So she approached me and I said, Look, you know, I’d love to expand outwards and as well not just physically but potentially for my business. Well, but yeah, let’s, you know, let’s, let’s do it and let’s just kind of cobble through it together. And so that’s kind of where we’re at. She’s taken a leap of faith on me and I have to leap of faith on her and we’re just trying to figure out how that works. And so that’s where we’re at. I’m kind of guiding her through how I set up myself. And then we would slowly integrate her into her own being our own broker. And eventually, she’s just been doing it a few months now. We’ve had Christmas, so it’s been a little, you know, nonstarter over Christmas, but she’s doing amazing, she’s got 10s of thousands of pounds in the pipeline, which is crazy. And you know, not all of that is going to go anywhere. But you know, even if I think we’ve said like, you know, roughly she probably roughly banks to bank seven grand. And I would say, out of everything that she’s had through, which is just gorgeous in it, you know, take this leap into like a totally new field and then get in a big pipeline like that. And
Alex: What I love about 99% of the brokers 99.99% brokers I know and speak to also just get as much satisfaction out of like, genuinely helping people as well and they and they and they get rewarded for it. It’s like what it’s like, I’m almost jealous of the rewards that you guys get from helping people as well as what you get in return. It feels quite a unique kind of job that it’s kind of a must to be satisfying.
Jodie: Yeah, it really is and do they want and I needed it as well. I really needed it because I started to doubt my own hipe last year and you know, when you have a kid you lose your identity completely for a period of time. And I came back and was like, right i mean obviously I have my group that was on your podcast which is still it still exists but it’s just because I didn’t know how to help these people and you know they were all asking me and I was like I don’t know just how do I do this I’m a parent and how do I do it? How do I do it? And I know me and you know conversations about that and definitely minute old minute cold is, you know, plays on my mind with these people. And so when this really naturally just progressed into something and mentor wise, I was really happy because I was like, Okay, I can do this. And, and I can help and even if all I do is just give her the tools and then send her on her way and
Jodie: Because it is, I’m growing as a person, whilst I’m helping her grow as a person. And, and it might be that she goes off and does it without, you know without me in the future and that’s, that’s fine. And it’s just something that I think I’ve, I’ve needed to do and it’s a big learning for me as well.
Alex: I think as well as you learn from teaching as well, she always won’t feel giving advice to someone else to do something you sort of like, I find that when we’re trying to I always feel like I’m looking at stuff more. So I’m not trying to help myself, I’m trying to help other people as well. So it gives me that extra edge so we’ve obviously got we’ve got the pressure of clients that pay us and we’ve got we’ve got to deliver for them otherwise we lose them and you know, lose house and family can’t eat and things like that, but also that extra edge of wanting to help other people that what they do well or not And affect me, but it always finds, since doing the podcast and doing videos and things like that, that it gives it I’ve probably pushed myself to learn more to help share that kind of accent.
Jodie: Yeah, exactly, exactly. I mean, I, I would have, I would have said I was very, you know, very efficient at my job. And I knew I knew exactly what to do, but actually, I just knew exactly what to not do. I knew what to avoid. I knew what I knew. And I knew I knew how to avoid the stuff I didn’t know. And with this new, new starter, she’s kind of expanded and been like, Oh, well, I’m looking at loads of stuff over here. And I’m like, Oh, no, I don’t play in that court. But what I have to do now, so I’ve, you know, started doing that as well and funnily and, you know, growth, growth is, it’s up and down and sideways. It’s everywhere because I’ve had a really great opportunity as well as my father in law and my mother in law and Actually, I’ve started on the path to working for me as well. And right, so they’re going to become mortgage brokers and buy their own rights, which is lovely. But also my dad is coming to work for me as well. And he’s had a background like you had a family that had worked in. He’s got some experience in it. Oh, yeah. Yeah. Right. Yes. So he was a senior financial adviser for the bank that I worked for. And my sister was an advisor as well. And she’s had a baby and she’s going back to work in January, self-employed as well, which is lovely. And so we’re all kind of doing it self employed. But yeah, my dad’s come in to work with me as well. Which is great because he’s the guy who kind of coached me and made me the person that I am. And now I kind of get to give a little bit back to him, but he loves me and he’s going to help me from above and you No, it’s going to, it’s going to go everywhere. And it’s going to be really nice. And it’s going to build a really nice little company.
Alex: Family literally a family business literally
Jodie: Literally a family business. Yeah. Yeah. I mean, my partner Matt, and he’s always been like a rock in my company anyway. And when I have these, you know, packaging nightmares where I’ve got just, you know, reams and reams and reams of applications that I’ve got to fill in. He’s just incredible. You just get straight on the computer and he’s like, scans him in and, and does it all for me anyway, so I’ve always had him helping me. And even if sometimes it’s just he just goes out with our thoughts. Leave Hello. Yeah.
Jodie: And so it’s always been great and hands-on, but it’s so nice that we’re getting everyone else is kind of getting involved in it as well. And it’s fantastic. Yes, it’s lovely. It’s quite a nice little family that we’ve got now. Really a family.
Alex: Really Yeah. And I think just going back to what you said about Like growth being up down sideways my business mental talks about competitive with like climbing Everest is like the night before they go to sleep they climb up and then they have to climb back down again to like a climatized so it’s always talking about the growth of that you’re up and then you’ve got sometimes you’ve got to go back down to be able to push forwards again parallel so it’s nobody can build a business with cute like continued growth will kill you.
Jodie: Yeah absolutely. Isn’t linear it’s not you know.
Alex: Yeah it’s a graph, this graph should have these peaks where you drop down and then you that gives you the ability to then push back up again. So yes one thing is you always want like a month I always want growth, growth, growth, but the one thing he thought he taught me about was that it is normal and healthy to have no backs and I’m pushing on from there.
Jodie: Yeah, yeah, exactly. And it’s amazing what you can really beat yourself up on mean on AdWords I can, I can have a week where I look at my fingers and you know, they’re costing me three times as much as they did on, you know, the month before and I will really panic. And I’ll go Stop, stop the ads. And you know, it’s just your instinct is to stop at that point but no, no, you need to stop because there’s a reason why they’re coming through at this. You know, it’s because people really really want it or people you know, there’s a lot of competition or whatever, but it always evens out. It always evens out over the course of a year and you always end up at the same cost per click. So there’s a reason it’s an average, you know, you’re gonna have some weeks where it’s half of your normal one that you just can’t look in like that you’ve got to set boundaries and be like, I’m only gonna, I’m only gonna worry about it. If over the course of three months, my average cost is going up and then I’ll worry and
Jodie: But even then don’t leave it another three months.
Alex: Yeah, exactly. Is that easy? Again, because when we do it like that with Google Ads absolute minefield in terms of like, we’ve got one company where the cost per click can range from like quid to four quid depending on the time of day and when other people are bidding and things like that.
Alex: There are so many sorts of and it’s difficult when if there are brokers with a small budget as well, those impacts will be felt bigger than one whether someone’s spending like 50 grand a month compared some of the spending 500 pounds those ups and downs have felt much bigger with the smaller budgets definitely.
Alex: Have you ever kind of looked at the thought about SEO being on page one top of page one for those keywords bidding on.
Jodie: You mean organically?
Alex: Yeah, organically. Yeah. Is it ever like, do you have SEO remorse as in like this time last year, if there was an if you knew what to do, there was a plan in place, and you could have executed it and by now a year later, you could have been position one.
Jodie: I don’t know, I’ve never really, I’ve never really seen the benefit of you know what, I am the person who scrolls past the ads and goes to the organic number one result, but I feel like that’s the same as buying an ad anyway now, because people just strategically do things to make themselves the number one result, but it’s not. It’s not really, you know when you go shopping online, and it organizes things, you know, and you can do it from price low to high or whatever, whatever the default is never price low to high, its price, whatever is gonna make me the company more money. And they do it that way. So it’s, you know, I don’t necessarily believe personally, that the value of being number one, organically has the value that it used to. I think it just means that you’re very good at SEO.
Alex: Oh, yeah.
Jodie: Just means you’re good at getting to number one on Google.
Alex: Yeah, absolutely. What we find with a lot of our clients, the reduction in the cost to acquire a new client if they’re getting free traffic from Google is is is the biggest one the biggest factors in
Jodie: Yeah, yeah. Yeah. In that sense, yes, definitely that it would be a cheaper option. But tt just for me, I feel like I didn’t know that my audience is ready.
Alex: What you’re doing now is work and I don’t want your eye off the ball. So there’s a lot of things in life like, don’t if you’ve got something that is working, that’s profitable unless you’re obviously like, where you were their way or now. You don’t want to change it. Yeah, I was just kind of interesting. If we’re, if because you’re getting those leads from Google, whether that was on your mind.
Jodie: It is nice to know, it would definitely be nice to know. And, and, and I certainly, I certainly would be open to looking at it and seeing But I’m still in the same position that I was in before, which I know is always your favourite thing to hear from me. I don’t need any more leads at the minute. I have to turn the machine off frequently.
Alex: If you if we were to talk this time next year, and you didn’t have to have the machine on at all, and they were all just coming in.
Jodie: Oh, yeah. Yeah. be great.
Alex: Yeah. So that was my I have a question. I should have asked that beginning. But ya know, it’s interesting. And that’s where a lot of we have all kinds of ads running literally, bar, no bar, none. All of them but they were the ones that are getting those. We work on SEO for all of our clients because of getting that free trial. And Google’s great because it’s people are like, well, like we said earlier about catching them within that 10 minutes. They’re in the zone.
Alex: Like Facebook, LinkedIn once you’re there when they are in the zone and it’s They haven’t made the decision to go out and look for something. Yes. You’ve got to be even quicker with the social ads to get them But yeah, I think we’re finding Google gives the best quality and if you can get it free so obviously it reduced like the possibilities cray LAUGHING
Jodie: You had a podcast with Joe Mani.
Alex: The thing I haven’t asked because it’s we have your name is coming up on my thing is Joe Mani but Joe Mani is that a self-inflicted?
Jodie: Yeah hundred per cent you know what? funny because it’s difficult to nickname my name because it isn’t really you can’t really other than Steve Oh, yeah, all coffee bit. Oh calling me like, which I don’t like Joe Go. Yeah, exactly. So it has to be something. So after a while, it just became, I just used to put myself on board, you know, couldn’t fit Jody on it. So I’d write j and then we’ll do like $1 sign. So I was. So yeah, it’s definitely a self-made Monica and that does not need to stick. Nobody knew that nickname mom. But just to go back to what you said about LinkedIn, and LinkedIn, such a funny little place at the minute. And I mean, I’ve turned my notifications off because it’s too much, people, I don’t know who in their right mind thinks that anyone is going to read a near eight paragraph-long message from a brand new connection. Either like, Hey, how are you insert name here, comma, I would really like to talk to you about insert profession here. Let me tell you a little bit about what it is that I do. It was 25 paragraphs about it and I’m like Blah, blah, blah, blah, blah. I just never read it.
Alex: I agreed at the no who’s speaking to a guy the other day. And they’re kind of like an agency that does that can’t that I outreach but in a very different way. And he was like talking about getting them to strike up a conversation like asking a question or something to start a conversation rather than just doing a whole sales blurb is like running up to someone in the street and just shouting about your business for like, 10 minutes.
Jodie: Yeah, exactly. And I way prefer, like, I’ve had a lot of impact on a lot of my favourite messages on LinkedIn, or people who’ve listened to your podcast, and they will message me with something. And, and I’ll, it always makes me laugh. It’ll always be something funny in the message. It’ll be like, Hey, I heard you on the podcast. And then they’ll just say something hilarious. Along the lines, I think because I give a sense of like and look for a laugh. And they’ll always always have a laugh. And even if all we do is just say, uh, you know, I’ll say thank you very much. And I’ll see Say that I mean, uh, you know, I mean a deadly baffle for number one. So please be free to download it 400 times.
Alex: As much as we’ve done it.
Jodie: Yeah, exactly, exactly. I’ll send you all your five pounds in a minute. So we’re at and, but well, you know, we’ll have a laugh and we’ll have fun and that’s what I think that’s what LinkedIn should be is a place to find like-minded business people to do business with. And to Hulu, and not to get too caught up on being everyone’s cup of tea.
Alex: Exactly, that’s Yeah, if you’re vanilla, like the, someone was asking me about, Tony, have you seen Gary Vaynerchuk?
Jodie: Yeah, I love Gary Vaynerchuk.
Alex: Yeah, but he is Marmite, you know. That’s why if he was vanilla and trying to get everyone to like him, he wouldn’t have the following that he has. So
Alex: Pretty extreme example, obviously. But yeah. Like being yourself is.
Jodie: Yeah, I’m a marmite well, hundred percent a marmite. And people literally do like me or they do not like me. And it’s and you know what, I used to really struggle with that but now I’m just like, that’s fine. There are plenty more people in the world and I like to be alone. I like to warm people up a bit I am a little bit of a troll by nature and I do like to sort of tickle people a bit, particularly on LinkedIn. And somebody put something at Christmas. I hate the boastful nature of Christmas. And I don’t think people talk about the presence that golfing kids run said. And so I was on LinkedIn at some point. And this guy was like, What do you get the guy who has everything, and I think I responded with haemorrhoid cream. And if you say you’ve got everything, have you got a spare tenner?
Alex: Yeah, brilliant.
Jodie: Yeah. You know, I like to sort of make fun of people a bit but I think Yeah, LinkedIn has got to change to become a bit more. I think you’ve got to be aggressive with who you let in your circle on LinkedIn.
Alex: Yeah, definitely. Yeah, I’ve really filtered.
Jodie: Yeah, remove connections, remove connections. Yeah. Are you within a geographical distance of me that we can do business if not remove connection?
Alex: Absolutely. I think it is a great platform and I’m slowly being marmite like I don’t I put a photo on I think was yesterday and I’ve got I got bought two notepads for Christmas one says the Archbishop of Canterbury and the other thought of this as a warning Bantam merchant, proper cringe but I just took a photo and said I’ve got a really important meeting with a top dog Fs company but which notepad I never would have done that before because it’s like, oh, I should be professional or not have a but then I think I’ve made more a double business got more friends out of LinkedIn and connections from being myself and not worrying about not being too professional or worrying about or not worried about anything actually other than just being sad.
Jodie: Just don’t do it. It’s, you’ve got to you’ve just got to be yourself. I mean, you really have to just be yourself. My favourite people in the financial industry are you. I can smell I can sniff out a metalhead in a crowded room. I just know him. I know the people who you know they’ve got like a slipknot tattoo, I just know it. And I like a Rolodex of metal you know metal aficionados who are in the financial industry, and that’s one that they’re my people. So I love those people. And but then also people who, who have a criminally, you know, offensive sense of humour. That’s, that’s Matt der max. People so if I find a particularly funny person who also listens to, you know the same sort of music as me, you know that’s a relationship for us. So if you’re out there and you want to be my BDM please message me on LinkedIn and if you want to talk slipknot and deals let’s do it let’s I’m in the market for it.
Alex: I’m really looking forward to someone opening a message or connection requests or doing some sort of reference or, or something like if you get that please do a screenshot and send.
Jodie: I will put it on a T-shirt. Promise.
Alex: Yeah, brilliant. We have been chatting for 50 of your English minutes Wow. Wow, it was like three.
Jodie: It really does.
Alex: What have we not discussed?
Jodie: I think pretty much it and we’ve done exactly what I’ve been taught not to do there with it. We haven’t done politics or what is it politics and religion not covered? That’s good.
Alex: We could do that next year. Yeah.
Jodie: Okay. Yeah, definitely.
Alex: It’s so good to catch up with you. I can’t believe it’s been a year. It. It’s absolutely bonkers. Yeah. And it’s great that people are still listening to your original one. Still getting in touch with you. I can’t believe I’ve been involved in something that makes that happen. I find that bonkers.
Jodie: It’s not the first situation that’s gone viral for me. And I’m sure it won’t be the last.
Alex: Yeah, what was, go on spill it.
Jodie: I’m not going to give you my medical records. No, I’m joking. And no, I put a few in. I often go viral actually. And I did it. I did a bit of a famous post about mediums A while ago and my disdain for the role of BDM. Right. I’ve always said, I stand by it. I don’t think it’s a role that that is relevant. I don’t think it’s a helpful role. For mortgage advisors when it’s one person I think it’s unfair on the person. I used to hate BDM but now I hate whoever makes a BDM do their job. I hate them. It’s and it’s not sustainable. It’s not sustainable. You just need a call center that deals with those. But yeah, I did them almost like an X factor of BDMs. Once I put up that I don’t like BDMsms and I refuse to use them. I actually completely refuse to use them now. I did have a few people who were like, let me prove you wrong Let me prove you right like so and so and a few of them did. Yeah, pretty much funny Penny Paul. But yeah, I got I ended up with quite a few connections through that who appreciated my angle which is Look, I want to know now the answer to my question, not seven o’clock at night when you’ve got home from I’ve been 16 coffees all day when you finally Got to read your emails. Like, the deal is with someone else at that point. It’s, you know, it’s crazy. But yeah, that was another thing that went a bit viral as well.
Alex: Fantastic. So, if people haven’t heard the first episode I’m following you know, I’m following you on Instagram.
Alex: Where? Where? Where is that? Where’s the BDM slugging going on?
Jodie: Oh, it’s on LinkedIn. Oh yeah, LinkedIn it’s a really old post now I think and what it did it did get some traction and but yeah, you can find it on LinkedIn my Instagram is not a professional arena in any capacity it’s just me but maybe yeah, maybe that’s what I should do. Maybe I should start an Instagram for work. It
Alex: It should be one on one in one on the same.
Jodie: Do you think?
Alex: I think people buy from people.
Jodie: I still talk a lot as a business on my Instagram, I just it’s not like a business Instagram.
Alex: I do not use my company Facebook page, my company LinkedIn, my company anything is all via me. And I get more out of it.
Jodie: Yeah, I think I think that’s the I think it’s the way to go. And I do definitely talk about I always throw, you know, one or two posts a month up on my stories. Just saying no, don’t forget, don’t get life insurance. Don’t forget mortgages don’t get addressed. And, and I always get a couple of leads off of that. And even sometimes it’s just people saying, Oh, I’m really interested. And we just have a chat. And then I’ll come back to me a little later and we’ll talk about it but yeah, yeah, I think you’re right. I think you should keep it all as one brand.
Alex: Nice. Love it. Awesome. I can’t believe we’re with them. I think we need to do it closer than a year. We need to catch up when I need to kind of get you drunk. You belong to one of our events as well so people can meet you in real life.
Jodie: Wow definitely, definitely. I would love to do that and get the winter over with so I can come out as my winter cocoon. And yeah, but definitely Yeah, just invite me along I think you went to Did you go to u printer?
Alex: Yeah, yeah it didn’t just go It was on the stage.
Jodie: Exactly. I think I need to go.
Alex: It is an amazing event.
Alex: Really good.
Jodie: I should definitely make it to some sort of physical social interaction at some point in my life and stop the piano. Avoid at the end of the phone.
Alex: We’ve got our events in March there’s gonna be a load of brokers there in the lovely Peterborough March the 26th. I will send you a link.
Jodie: March is pretty clear for me. So where I could probably squeeze you in. I’ll try my best.
Alex: I will. Fantastic, awesome. All right, cool. Well, let’s do that let’s meet properly in March.
Alex: Let’s speak again soon. And I’m loving that you get in the family involved and things are growing and I like your partner helping you out with every I was like visualizing oh no exactly what it’s like having a kid ourselves. But yeah sounds like it sounds amazing and I’m glad everything’s still going really well for you.
Jodie: Yes Yeah it’s great. It’s all a learning curve and to say
Alex: Oh god yeah
Jodie: We’ll see, you never know listen if you know God but this is me on record now all of you all my family members are as fireable as anyone else and I like my coffee with sugar in it.
Alex: I’m going to use that clip to promote this episode.
Jodie: I love it.
Alex: Fantastic. What an amazing note to leave on. Thank you so much for spending your time with us again, as amazing. And let’s see if you can be the number one episode of 2020 as well. That’d be pretty cool. All right, thanks very much. Bye-bye.
Jodie: See you later. Bye.
Alex: And there we have it. There’s my chat with Jody Stevenson. It is so good. catching up with her. And it sounds like businesses growing was great that she’s kind of getting people involved now it’s becoming a proper family business. So that is awesome. So she’s got a lot of work to do to see if we can get her as the number one download episode of 2020. We’ll see we’ve had a lot of amazing ones. some incredible ones coming up too as well. So don’t forget our event, March 26. Only a few weeks away now I literally got a couple of tickets left. It’d be great to see you there. If you need any more information, go to the lead engineer, click on the conference tab, or details, their agendas all kind of finalize all speakers are on there. We’ve got loads going on. I will see you next time.