Client acquisition retention engagement © copyright yourclientmatters 2012 by exploring the missed “opportunities” under our noses… every single day… WANT

clientacquisitionretentionengagement

© copyright yourclientmatters 2012

by exploring the missed “opportunities”

under our noses…

every single day…

WANT MORE LEADS

and BETTER REFERRALS?

Your YCM PresenterDeena Janes

Managing Director

1300 926 000



Today’s objective

1. For you to walk away with at least 1 new idea for your business

2. A quick reflection on customer loyalty

3. Analyse your current referral strategies

4. Look at different referral funnels

5. Share our best referral strategy



Why should you listen to me today?

My story:Purchased 9 properties in 20 yrs andused 8 Mortgage brokers and a few banks…

Also worked as a Real Estate agent in Double Bay (2001 – 2004)

• Sold just <$140M properties in 3 years

• 80% geared = $110M

• 0.7% upfront = $780k 80/20 split = $625k

• 0.25% trail = $280k pa = 80/20 split $223k pa



Marketing Idea # 1

Put a QR Code on your business card



Who are we?

How do we help the finance industry?




What business are you in?

Are you not in the business of selling loans?

No? Aren’t you in the business of finding people to sell loans to?

??? ?



There are two main ways to ‘find new people’ to sell loans to.1. Existing Clients

Keeping the trail and ensuring all new loans are written through you

2. New ClientsMeeting them for the first time then maintaining contact until they are ready to take out a loan



Let’s first meet your clients

0 – 20 ‘The kids’

20-30

‘New kids on the block’

30 - 50‘30 Somethings’

50-65‘Baby Boomers’

65+‘Retirees’



How many clients are there?Population clockon 23 February 2012 at 09:52:11PM(Canberra time),

the resident population of Australia is projected to be:

22,839,705



What does that mean?

This does not include:• upfront commissions• investment properties• insurance and other products• People who use the banks – 60%

Age Group% of

populationEquates to

x people

40% use Mortgage Brokers

Divided by 10,000

mortgage brokers

Ave trail income at .15% on $380,000 mortgage

18-30(New kids on

the block)

19% 4.339M 1.735 174

30-50(30

somethings)

27% 5.709M 2.283 228

50-65(baby

boomers)

26% 5.481M 2.192 219

65+(Retirees)

14% 3.197M 1.279 128

749 $426,930

22,839,705 people…



How loyal are your clients?

Think about your most recent client…



Where do we find our clients?

Through referrals:

• From clients

• Friends and family

• From businesses

• Local community



What is your referral rate % ?

How many of your clients refer at least one loan every single year?

Referral %1-5%

95%Don’t refer

100100


© copyright yourclientmatters 2012Write that down!



Local businesses and the community



10. Hair dresser11. Gym12. Health Food13. Massage14. Bike shop15. Jenny Craig16. Outdoor shop17. Pizza bar18. Orthodontist19. Muscle building shop

Love thy local businessLet’s have a look at a local strip. Who shares the same target market?1. Restaurants2. Real Estate3. Music School4. Video Shop5. Art & Craft Shop6. Wedding dress

shop7. Interior design8. Medical centre9. Dentist



YOUWANT MORE LEADS and BETTER REFERRALS?

Would you like to know aboutTHE BEST LEAD GENERATION STRATEGY

IN AUSTRALIA FOR MORTGAGE BROKERS?



But first…

What action will you take as a result of today?

??? ?



Extensive range of marketing material

• Dozens of lead generation ideas, techniques

• Put on your website• Use with your social media• 2 x marketing sessions per

competition, AND• Competition marketing video’s

to watch• Competition client

communication plan, letters and content

• Clients• Prospects• Business owners

Fill out order form



Real resultsFiona WA: FacebookShayne VIC: FacebookMatt VIC: AccountantBarry QLD: Property expoCraig NSW: Real Estate agentsValdis SA: Gourmet coffee

shopAndrew NSW: FacebookMurray & Miranda QLD:Accountants







Today’s special…

Only for IMBF members!



How can we help you?What do you need for your business?




3 main marketing streams to help your business1. Marketing program

2. Website services

3. Corporate marketingservices



Your multi-layered marketing program

1. Magazines: Paper & EMAG

2. Industry announcements and monthly campaigns

3. Competitions: Lead generation

4. Education: coaching, workshops & webinars

5. Resources: Articles, campaigns, letters, scripts, posters, factsheets, topic sheets

6. Websites and social media marketing strategies



Results of FMM• “Every time the magazine goes out I get about 15-20 calls and

write about 3-4 loans” Peter NSW

• I’ve written $100,000 in upfront commissions just in the first 6 months of using YCM. The only thing I’ve changed is using your magazine”. Robert NSW

• “I know when the magazine has gone out because the phone starts ringing” Many YCM partners. John VIC

• “YCM subscription is excellent value”. Warren SA

• "I have been using the Monthly Marketing Campaigns recently and have picked up 4 new deals just from the last email .......” Dave WA

• "Great stuff Deena by far the best finance/broker marketing system in Australia”. Michael QLD



It’s your businessand these areyour clients

It’s time to get to know them



Make sure they feel that way...

Thank you so much for your time today

Your Clients Matter...



You agreed to take ACTION…

I, Name, do solemnly swear…

in front of my IMBF buddies…that I will Super charge my business…from this day forth…and commit to take action from today’s ideas…

So help me Deena

Please stand

Documents

Client acquisition retention engagement © copyright yourclientmatters 2012 by exploring the missed “opportunities” under our noses… every single day… WANT