Having a diversified mortgage business is a must in todays
environment Chad Bates breaks down the diversified business very
well in his class on that Social Media SEO Referral Partners Past
Clients Email Direct Mail
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Many of the strategies you implement to diversify your business
must achieve a level of consistency before you get any results
Video Marketing SEO Facebook Ads Employee Benefits Programs Email
Campaigns But there are also strategies you can implement for
IMMEDIATE results
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1st Every Door Direct Mail (since its fresh in our minds)
Choose specific mailing routes that have high percentages of your
best targets Seniors for Reverse Close to Military Bases for VA
Aged neighborhoods for 203K Apartment complexes for First Time
(Farm neighborhood for Listings Leads for agents)
Slide 5
Create a message that focuses on the Benefits You can do Post
Cards (4.5x6 to 5X7) Flyers (8.5x11) Brochures (11x17 Tri-Fold)
Remember It must meet the minimum standards for the USPS (your
printer will handle this part)
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Slide 7
2 nd Past Client Marketing (they already know trust and like
you) These are people who you have already made feel comfortable
enough to trust you with their mortgage Rotate through your past
client list at least quarterly 300 past clients = 100 past client
contacts per month
Slide 8
Implement Ed Naworals Birthday Strategy Have a daily list of
every past clients Birthday Call them on their Birthday (7 days a
week)
Slide 9
Implement the Joe Girard (Guinness Book of Records Sales Man)
hand written Note strategy This guy didnt even really do hand
written notes..He sent I like you Joe It was not message that was
written he explains.it is the sentiment of sending them something..
APPRECIATION!!!!!!
Slide 10
Implement the Lottery Ticket strategy (not sure who to give
credit to hereI saw it from Ryan Newman a couple years ago) Send a
greeting card I sure got lucky having you as a client. I hope you
get lucky too Paul P.S. Let me know if you win! Put one scratch off
lottery ticket and one business card in with the greeting card
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Time Block to follow up to see if they won Hey Freddy McClient,
its Paul Baxter with Leader1, I helped you with the mortgage on
your home. Curiosity got the best of me today. I was wondering if
you won anything with the scratch off ticket I sent youCoolor Oh
wellThanks for indulging my curiosity. Give me a call if you need
anything. Oh and if you know anyone who could use some honest help
in their mortgage, I would appreciate the introduction. Do you have
my direct number for when you do know someone? Its 747-221-6649.
Look forward to hearing from you soon. Take care.
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3 rd Open House Strategy Get on Trulia or Zillow or Realtor.com
or Homes.com and search for Open Houses near you Use Googles
mapping tool to create a route (best to have 4 to 5 to visit)
Research the listing as much as possible (Open House agent may not
be the listing agent)
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Prepare Open House Survival Kits The Kit - Brown paper bag (old
school lunch bag) 1 Bottled Water (mini is ok) 2 Bite Size Candy
Bars (substitute fresh baked anything is ok) 1 Snack Item (mixed
nuts, granola bar, peanut butter crackers ect.) 2 Mints
(individually wrapped pepper mints.NO GUM) 1 Business card
Slide 14
Remember you are not there to take their time or sell them your
service Hey Freddy McRealty, I am Paul Baxter with Leader1
Financial. I am a mortgage professional. I am not here to sell you
my service or talk about rates. I saw that you were having an open
house this weekend and wanted to bring you by my Open House
Survival Kit. Just a couple things to make your day a little
easier. Would it be ok with you if I follow up with you next week
and see if there is a time I could treat you to a cup of coffee and
get to know more about you and your real estate business? Great, I
look forward to speaking with you next week. Oh and if you need a
pre-approval or have any questions dont hesitate to call, Im
available all day.
Slide 15
4 th Mobile Voice Routing (this works for Text For Information
also) Post a sign in the yard of a home for sale Get Current
Pricing For More Information Call For complete details call MVR =
Higher conversion rates ( say yes vs. press1)
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The key to create immediate opportunity's are the how you
handle the call Hi, you are calling for current pricing on the Home
for Sale at 123 Easy St.? Yes That home is listed at 252,000 right
now. Does that fit within the budget you have set for buying a new
home? Yes great, whats the name of the loan officer who has you
pre- approved for that amount? = We havent spoken to one yet No- oh
ok, what have you set as your budget for buying a home? who cares
what number they say Ok, whats the name of the Loan Officer who has
you pre-approved for that amount
Slide 17
Any of these strategies can produce immediate results But
absolutely none of them will work if you dont Implement
