Bliss Sawyer's Marketing Blog

Conference call on Blogging

Karen Deis of Mortgage Girlfriends recently interviewed me on a conference call to discuss blogging; the benefits of getting started as well as suggestions on how to be successful with your own blog.

You can download and listen for FREE!  I know a lot of my readers already have their own blogs... if you would like to share your URL so others can take a look at your blog, please coment below with your site address.  I know it would be much appreciated.  Much thanks!

One Week Left to B1G1F!

Our introductory Buy One Get One Free Coaching special will be ending soon... July 31 is the last day to save $199!  Next Best Thing Coaching can be purchased with a partner and your cost is less than $8 a week! 

Six months of weekly coaching emails designed to improve every part of your business and help you reach your goals.  You can't afford NOT to take advantage of this great offer.  If you don't have a partner to share in the costs, give us a call at 806-577-3937 and we'll hook you up with another loan officer.

Here's what one client has to say about NBT Coaching: 

"There is no question that Bliss Sawyer delivers real value that produces one thing… RESULTS!  Take it from a guy who has a 100%-non negotiable-zero tolerance policy for fluff and junk that people try to pass off as training and there's a ton of it out there!  Bliss Sawyer gives you all the ammunition you need to create an unfair advantage in the marketplace.  If you're ready to create a business masterpiece you can't afford to be without her coaching and guidance."  Mark Ward

Order Next Best Thing Coaching TODAY so you can start on your way to EXCELLENCE.

The Simple Truths Of Service

Customer service - a classic subject that needs to be revisited every now and then!  Take a few minutes to view this video and ask your support staff to watch as well.  Then plan a staff meeting around this concept of customer service, asking for ideas on what you as an office can do to make your clients experience memorable. 

http://www.stservicemovie.com/ (have sound on)

As a group, take a look at the way you answer the phone, the atmosphere of the office when people come in, how they are greeted (consider offering soft drinks and bottled water), analyze how quickly you respond to requests and the attitude you portray.   Brainstorm for ideas and work as a team to create positive memories with every contact each person has with a client or potential client.

Let me know how it goes and what you come up with!

Free Report! 5 Secrets to Database Marketing

Do you want to explode your business with referrals?  Then I have a special report just for you.  Everyone knows the value of having a strong database... HOW POWERFUL IS YOURS?

Bliss Sawyer's 5 Secrets To A Strong Database gives you all the information you need to grow, maintain and market to a database.  If your production is struggling, take the time to read this FREE report and get your business on track. 

Click here to get your copy of Bliss Sawyer’s 5 Secrets To A Strong Database

What do you belong to?

It's becoming essential that you have a robust database, as this is the ONLY way to fuel a referral-based business.  Building a database is not a one-time event.  You must be working daily to expand and strengthen this core group of prospects.  (Remember, everyone has the potential to be a prospect and directly refer prospects to you.)

Today's marketing questions is this, "What groups or organizations do you belong to?" This, very simply, is the best way to grow your center of influence.  Of course, your primary goal in becoming involved is to learn from and help an organization.  Contacts and relationships are just a natural by-product of these endeavors.

I recommend loan officers belong to a minimum of two groups, one being business related and the other associated with your hobbies, interests or family.  Three or four is best.  This could be anything from Toastmasters to a networking group to Realtor/builder associations, community groups, church or school groups, volunteer organizations, etc.  Take the time to get to know the people in the group and consider taking on a leadership role.  This gives you added credibility and easily helps you develop stronger relationships with those you work with.

If you currently belong to a group, take a look at how well you know others in the group and ask yourself if they know you and what you do for a living. If you do not currently belong to any groups, do some research and decide where you want to spend your time.  This is a key component to your marketing that should not be overlooked.

High Trust Selling - It's a classic!

Make more money in less time with less stress.  That's pretty much every originators dream.  I just finished reading Todd Duncan's classic book, High Trust Selling and loved it!  Todd's background in sales comes from the mortgage industry, so even though this book is written for all sales positions, it hits right on the money for loan officers.

This book lays out the steps to building a high producing business that doesn't require you to sacrifice your life and family.  I'm a huge advocate of getting more done in less time and felt the ideas in this book are classic strategies guaranteed to work in any business.  Favorite quote:  "Long term success happens when high trust exists."

Another great addition to your library. Plan to give a copy away to one of your referral partners.  The gift of a book is powerful.

Free Teleseminar!

Can You Attend this Free Teleseminar?

How would you like to learn “How to Make the Shift From Just Gathering Marketing Ideas To Actually Implementing them and Earning BIG Money From Them?" I have made special arrangements for you, as my valued subscriber, to get exclusive complimentary access to a historic “Meetings with Mortgage Masters” teleseminar, where Doren Aldana, the Mortgage Marketing Coach, will grill yours truly, on a LIVE 70-minute Teleseminar Interview.

Can you make it to this important call?

Please cast your VOTE on whether you can make it to this Free "Creating Marketing Momentum" Teleseminar, tentatively scheduled for Thursday, July 26th, 2007 at 10:30 AM PST/1:30 PM EST. 

Take 30 seconds, and let me know if you can make it:

http://www.mortgagemarketingcoach.com/bliss_sawyer-yesorno.html

Wealth Creation Presentation

 

Offering seminars is one of the easiest ways to create momentum in your business.  Position yourself as the expert while increasing your sphere of influence.  This is why I want to tell you about the latest presentation being offered through PointPro... Wealth Creation.  Many of you have seen Barry Habib and Sue Woodard speak on this topic and now it is available to loan officers complete with all the material needed to put together a successful presentation.  What better way to create relationships for life…than to help your clients, referral partners, and community at large understand how to create wealth and protect their financial future? 

Whether you choose to hold a seminar for a group or use the slides for a one on one walk through with your client, the “Wealth Creation Presentation” has it all.  Most loan officers need a tool to smoothly and professionally take their clients through the Mortgage Planning process.  The “Wealth Creation Presentation” successfully accomplishes the goal of a perfect Mortgage Planning consultation. 

This “Wealth Creation” presentation is perfect for so many different kinds of opportunities.  Offer this seminar and re-connect with clients in your database, work with referral partners and offer to their clients, or present to referral partners that you are targeting and start building new relationships.  Bring it to your community, and develop strong new prospects! 

And for CMPS members, this presentation has been approved by the CFP Board!  Every Financial Planner that attends this seminar, given by a CMPS member, will receive 1 hour continuing education credit toward the renewal of their license. 

For only $299, you can’t afford not to take advantage of this tremendous business tool.  MMG Subscribers receive $100 off.... only $199!  Click here for more information and to order.  Share your knowledge and build your business!   

Knowledgeable. Approachable. Expert. You!

How often do you get a call from a past client, neighbor or friend with a question or just asking your opinion on a mortgage-related item?  I just received a call from my mom.   Now, I know... you're thinking "It's your mom.  Of course she's going to think you're the best mortgage person out there."  But this is a perfect example of the many phone calls I had over the years.

She called about a mailing she received.  A very deceptive mailing.  She thought it was from her servicing company.  (It wasn't)  New payment of only $109 per month.  (Negative amortization in itsy, bitsy print most grandma's can't read)  Receive $35,000 cash for only an additional $11 per month.  (and I have some ocean front property in AZ to sell you)  Rate is only 0.375% for SEVEN years.  (Rates and terms subject to change without notice in even smaller print)  I could go on.... but you get the picture.

My mom is smart.  (see post)  But she thought it was from her bank and there was some great new program out there.  I think she forgot all those times she told me, "If it sounds to good to be true, it probably is."  Many consumers get enticed by these deceptive marketing practices and make long-lasting mistakes.

This is where my original question came from.  If you have a reputation as a high-quality originator and run your business on integrity and trust, you become a resource to others.  This will even spill over into your non-client associates, neighbors, friends and family.  Being known as knowledgeable, approachable and as an expert are the greatest marketing tools available.

Interestingly enough - the company that mailed this was so proud of their offer, they didn't even provide their name.  Glad my mom called me!

How to write a great letter

As an originator, I utilized letters to reinforce my position as a high quality loan officer and to continually ask for referrals.  Every opportunity I could find, I would send a letter.  Prospect, current client, past client, Realtor, etc.  Anyone and for any (good) reason.  I can honestly say, this was one of the keys to my success as a top producing loan officer.  Here a few tips on writing a great letter:

• Set the tone of your letter early on. You want the reader to immediately understand why you sent this letter. Consumers are smarter than ever and are wary of deception.
• Keep it simple. Too much information will be overwhelming to the reader. You want them to call you—then you can give all the details.
• Get to the point! State your main point up front: in the subject title, in paragraphs, in sentences. Try using reference headings.
• Use different font size, bold, italic, or underline to emphasize different things.  Do not use script or odd fonts. Use a font like Times Roman or Arial as they are the most recognizable.
• Your paragraphs should be between two and five lines in length. Vary each paragraph. If one is two lines in length, make the next three, four or five lines.
• Use warm and friendly wording.  Let them know you care about their needs.
• Write your letter in the first person and be careful about mixing “I” and “we”.
• Make sure your contact information is obvious. Even though your letterhead has it—you want to repeat the information in the text of the letter.
• Proof read. You may not be able to see your mistakes, so have someone else read through.
• Mailings should include items of a different size, texture or color.  The first is, of course, your business card. The other items should have the following characteristics:
  • Size—not as wide as the folded letter, but larger than the business card
  • Color—something bright, but make sure the type shows up well (red paper sometimes doesn’t work well)
  • Texture—this can be a different weight of cardstock or texture of paper
  • For example, I always send a business card, magnet and coupon to someone that I have spoken with and that will now receive their first mailing from me.

So many times, we only get bills and junk in the mail.  Look for opportunities to send value through the mail and your name will be remembered and passed along.

Summer Car Wash

I always love passing along great ideas.  Sandra Scott with Hometrust Mortgage shared recently her success story with me.  Looking for a way to offer value while gaining exposure to Realtors with closed offices, Sandra and her team decided to provide free car washes every other week during the summer.

The owner of a local mobile car wash agreed to be available in their parking lot twice a month from 10:00 - 1:00 for a flat fee of $200.  He only offers exterior washes during the free wash period.  This is a win-win situation for everyone as the Realtors get a free car wash, the loan officers get face-to-face time and the mobile wash owner is able to pass out his card for detail and future business.

For the first wash day, each loan officer called Realtors to personally invite them.  The following wash days an e-mail was sent out with that simply says:  Attention all Real Estate Stars.  Come see us at Home Trust Mortgage and we'll wash your car!

Great job thinking outside the box....Feel free to contact me at bliss@blisssawyer.com if you would like to share your successful marketing idea.

Holiday Phone Call

If you are in town this week, take a few minutes to call all of the Realtors you work with and leave them this message:  "Hi, this is Bliss Sawyer and I wanted to let you know that I am in town and available all week.  Interest rates are edging down and I would love to help your clients get into their dream home."  If you call their office number early enough in the day, you will most likely get their voice mail (my preference.)  Or, contact them in person and have a short conversation.

For Realtors that don't currently use you, but you WANT to get business from, use this message: "Hi, this is Bliss Sawyer and I wanted to let you know that I am in town and available all week if you are unable to get a hold of your current lender.  Interest rates are edging down and I would love to help your clients get into their dream home."

This is a great reason to contact each Realtor and show your dedication to helping their clients.  You can also send an e-mail, though it isn't as effective.  Better yet, leave a message AND send an e-mail.   It can't hurt - and it just might bring in a few referrals!

Happy 4th of July!!