Bliss Sawyer's Marketing Blog

Business to Business Marketing idea...

I love business to business marketing and think this is an avenue of business not utilized by many originators.  I asked Jerry Tomlinto expand on his recent comment on this blog "I love these. (Tag-A-Room Stickers) I market to apartment complexes with a local mover, he's going to love this "add on" we can include in our mailer!"

Here's what he had to say:

"My relationship with my mover is as a client first, which always makes it easier to have a strong referral partnership. We advertise to various apartment complexes in our area. I market to first time home buyers and he is looking for anyone moving out OR up. It generates activity but he generally has a better response than I do. For local purchases I include a coupon for $100 off any local move when my client prequalifies through me. In return he notifies me when he gets an inquiry for a move. He also handles commercial moves which puts him in and out of businesses all day and that just gives me one more person out there talking to the public about me or listening out for opportunities."

Look at your current sphere of influence for other small business owners/managers that could benefit from a partnership.  Don't hesitate to ask them about the opportunity for a win-win situation.  The current struggles in our economy have many looking for creative solutions.

 

Save 50% on all my marketing products!

This has been some kind of year... and I am definitely looking forward to 2009!  It's time for my annual half price sale and you don't want to miss these savings.  Thriving in this industry takes hard work and strategic marketing.  I've developed highly successful marketing tools to help you succeed as a top producer.

Take a look at what you can get for 1/2 price:

• Next Best Thing Coaching $199.50 (regular $399)
• Realtor Marketing Program $44.50 (regular $89)
• Breaking the 40  Million Dollar Barrier $64.50 (regular $129)
• Internet Special $99.50 (regular $199)  Includes above 2 items AND one hour coaching
• Strategic Transitions $49.50 (regular $99)
• Competitive Edge Newsletter $18 (regular $36/year)

Click here to see details on each product!  Sale ends January 9, 2009.

TagaRoom Winners!

Thanks to everyone that entered my recent giveaway!  This was so much fun, I'm going to continue to have giveaways in 2009.  Stay tuned and watch my blog in January!

The three winners (based on www.random.org) are:

Chris Johnson with Preferred Mortgage Loans
Matt Happy with Sovereign Bank
Marshall Spencer with Spencer Group Mortgages

They each won 5 Tagaroom Stickers and as a bonus I'm throwing in a copy of Brian Tracy's Focal Point.  Happy Holidays!

Happy Holidays!

   

Wishing you and your

family a wonderful

Holiday Season.

...Bliss Sawyer

Do you have more applications than time?

In most of my training and coaching for the past year I have asked people if they have more time than applications and then proceeded to give them a list of things to work on to build up their pipeline.  

Thankfully, many now have more applications than time.  But with that blessing comes less focus and often times less is getting done even though you are working more.  Here are a few suggestions to help you through this time:

1. Get rid of distractions.  Only check email and phone messages at designated times during the day.  Keep your email turned off and you will be able to focus more on the tasks at hand.
2. Consider increasing (short-term) your staff bonus on closed loans.  This increased work load will require everyone to pitch in and work harder, and often, longer hours.  Recognize the hardship this causes and offer a higher bonus for closed loans for the next 60 days.  As much as we would hope low rates last, they may not.  As my mother would say "Make hay while the sun shines".  And you need your team behind you to make as much hay as possible.
3. Go in early a few times a week.  I can get about 5 hours of work done between 6-8 a.m.  Have a meeting with you processor/assistant right after this time as you will be very focused on what needs to be done and it is essential to keep the momentum going.
4. Don't forget marketing to referral partners.  One of Realtor's biggest complaints about lenders is that we forget about them when there is a refinance boom.  Guarantee your continued success by giving them excellent service and attention during this time.  Phone calls, emails, lunches (pick a restaurant that has fast service so it doesn't take as long)
5. December 24, 26 & 31 ARE NOT holidays (though many in our industry never work those days.)  I'm a BIG family person, but it's ok to explain to your family that right now is a unique time and you have the opportunity to do very well if you work hard.  Get them to buy into your success.  It may take a bribe of a great spring getaway somewhere, but hey - it's all worth it.  Remember, this will not last.

I wish you all the best in this wonderful opportunity.

This is a great time for Personal Coaching!

We are in a refi boom.... 2009 can be your best year, but are you ready for it?  And what about when the refi boom is over, will you be able to sustain your income and business when things slow down?  Now is the perfect time for you to have a personal coach.

• Get the help you need to manage your workload now without sacrificing your marketing and referral partner relationships.
• Free marketing materials
• NO Long-term commitment or contract.  Personal coaching should be for how long YOU want it to be
• I will work with you every week to help you stay focused and on track to superstar status in 2009

Personal coaching is the best way to guarantee your success and help you take advantage of these fabulous market conditions.

Sign up by December 31 and save $100 on your first month of personal coaching.  DON'T WAIT.  Call or email today for more details and to get started.  Your success is my highest priority!

Bliss Sawyer
806-577-3937
bliss@blisssawyer.com

Two Success Stories...

I LOVE it when I get emails like this!

From Tim Powell of Freedom Financial Mortgage

Dear Bliss,  To follow up on the coaching assignment you gave me last week to reach out to at least 10 people in my database, amazingly enough here's what happened... I made 7 phone calls and sent 4 emails which resulted in 3 loan applications.  One of these clients is now going to pass my name out to his co-workers, all because you told me I had to ask for referrals!  (He works for a large company with lots of potential borrowers)

Thanks for all the encouragement!
Tim

From Mike Bondi of Clifton Financial Services:

Dear Bliss,  As you may recall, I just signed up for your Velma service.  Here is the very first client response below. It had been 2 years since I last contacted her.  Thank you for motivating me to reach back out to my past clients.  Velma makes this easy and fun to do.  Thank you, Bliss!

Hello Mike,

What a pleasant surprise to get my mail and find mail from you.  I thought it was a Christmas card but when I opened it and saw it was a Birthday card!!, well I was very appreciative that you would think of sending me a birthday card.  Thank you so much for your thoughtfulness.  :)

Everything's been good, and of course like the rest of the county, things are tight and a bit tough.  But regardless of how the economy is around us, God has truly blessed us and we are still managing.

I thought perhaps you were not dealing with mortgages anymore.  Last summer I needed to refinance - and of course, I had the problem that many people had.  The value of my house was less than the amount of money I owe, so I could not refinance.  I waited for the notice from Mercantile and it turns out the rate went down 0.25 percent and my mortgage payment was going to be slightly less.  The rate will stay until this coming summer of 2009.  I mostly try and keep send the amount of old mortgage payment and apply the difference towards the principal.  It's not much, but it is something.  We will see what happens this coming summer.  If you are still doing mortgages I will certainly keep you in mind come this summer.

Thank you again for the Birthday card.  Have a wonderful day.

Don't miss this opportunity to reconnect with your sphere of influence!

2008 Marketing... There's still time left!

Most everyone is slowing down their marketing and other business-building efforts right now.  My recommendation is to use this time to build up your momentum for 2009!

There are two weeks left in 2008 and here is a To-Do list:

• Get your office organized.  Out with the old... files, paper, junk. Make room for the new (loans, that is) Clean out drawers, top of desks, filing cabinets, etc.

• Take 2 Realtors to lunch before the end of the year

• Drop in to all your referral partners with a small holiday gift.  Let them know you are available throughout the holidays if they or their clients have questions.

• Get your first mailing ready to go for 2009.  Spend time cleaning up and organizing your database if you haven't already done that task.

• Work on your 2009 sales plan.   Decide now what marketing you will do and budget your expenses for this.  Calendar in the individual steps to each marketing strategy so you don't have to spend time planning later.

• Go through all past prequals and closed loans to see if there is an opportunity for a new application.  This doesn't HAVE to be the slowest time of year for your business.

• Still have some time?  Read marketing books or mortgage magazines.  Look for inspiration and take action on at least one new idea.

Good luck with your business for the rest of 2008 and moving into 2009!

Get Bring the Blog before the price goes up!

Bring the Blog is raising it's monthly fee from $39 to $57 effective December 15.  If you would like to take advantage of the lower rate, just use code Bliss39 to lock in your rate!  Bring the Blog offers loan officers daily updates for their blog.  They do the work to make you look great!

Start blogging today!

Giveaway!

I've wanted to do a giveaway for a while now and Christy Welzbacher with Tag-A-Room has graciously given me some of her great product to give to 3 lucky winners.  You can find out more about Tag-a-Room on my post here.  This product has become so popular with Realtors and Loan Officers, they have now made the packaging so you can add your business card at the top and even co-brand with a Realtor on the back.

I will be picking 3 winners and each one will receive 5 packages of Tag-A-Room stickers to give away to their clients.  (and there will be a surprise gift from me - It is Christmas after all!) 

All you have to do is comment below and include your email address.  I will randomly pick the winners through www.random.org on December 23.  Send this link over to your Realtors and have them enter as well!

Here's a sample of what the stickers look like: 

To place an order please email your contact information to orders@movingworld.com. Get the whole office involved--be sure to inquire about Bulk Pricing!! Christy can be reached at 800-259-6683 or Christy@movingworld.com.

Great idea to reach out to sellers

Carol Bell with Indiana Bank & Trust recently took one of my marketing letters and put her own twist to it.  She was looking for a way to reach out to potential buyers rather than relying solely on Realtor referrals.   Carol now sends this letter to sellers in her area:

Congratulations!  I noticed your new listing and hope all is going well as you market your home.   My name is Cindy Bell and I am the Sr. Loan Officer for Indiana Bank & Trust Company.  I wanted to touch base and let you know that if you are going to be purchasing a new home; I would like to offer you my services and will do everything to ensure you receive the finest service as well as the most competitive rates and fees available.

Indiana Bank & Trust Company offers all loan programs currently available in the industry and is constantly monitoring all changes to assure minimal disruption to our processing procedures.  I have enclosed my business card and look forward to assisting you.  Please do not hesitate to contact me at 865-4558 should you have any further questions or concerns.

Sincerely,

Cindy Bell

Sr. Loan Officer

"Experience and Performance aren't Expensive - They're Priceless!!"

This letter is short, to the point an an effective way to reach out to another audience.  Here are some additional tips:

• Add a magnet, coupon or other mailing inserts to make the envelope a bit weightier and more likely to get opened.
• Follow up with a phone call.   Most people won't take action on a letter if it is the first time they have heard from you.  A phone call makes you more personable.
• Consider adding in an informational piece on something that will help them sell their home.  I have a one page "General Tips to Make Your House Show Better"  E-mail me if you would like this. bliss@blisssawyer.com
• Send another short note after the phone call - perhaps a greeting card or handwritten note wishing them luck with selling their home and letting them know you are available if they have questions.

December special for Velma

I am VERY excited to share with you the most recent promotion from Velma. 

 

I've always said that December is a great time to be working on your business... are you set up to reap the benefits of lower rates?  Is your phone ringing with new loans?  Utilizing a comprehensive Database Management system is the only way to stay in touch with potential clients and build a business full of high quality referrals.

 

Velma does this and more.  As your Virtual ELectronic Marketing Assistant, Velma keeps you focused and on track to do the database marketing that is so essential to your business.  And now there is a great promotion to make it even better!

 

Here's what you can get in addition to the fantastic Velma features!

• Special pricing of $99 set up and $39 monthly (regular price $199 set up and $49 monthly)
• Top 10 Online Seminars from My Mortgage Community (worth over $600!)

1.     What's New with FHA

2.     Loan Modification Superstars Share Their Secrets

3.     How to Find Success with FHA Referral Sources

4.     The New Short Sale Solution

5.     Interview with Top FHA Producer Rob Garrison

6.     Originating Mortgage for the Self-Employed

7.     5 Things You Must be Doing Now to Grow Your Business

8.     Uncover the Power of Reverse Mortgages

9.     What You Need to Know to Prospect for Commercial Mortgage Deals

10. The Top 11 Things You Need to Know About Doing FHA Mortgages

• 4 Week LIVE E-class on Realtor Marketing by Bliss Sawyer to begin late January ($199 value)
• Bliss' audio seminar "Breaking the 40 Million Dollar Barrier" ($129 Value)

Velma includes the ability to send and track your emails, print on demand postcards, greeting cards and other marketing pieces.  You also receive my Realtor Marketing Program and a great library of other marketing tools, letters and forms.  The customer support is absolutely amazing!  Don't worry if you struggle with technology - the team at Velma will help you get your database up and running quickly.

 

Get started today and be amazed at what you can do to build your business.  This special offer is only good for a limited time.  Prices will go up so don't wait to take advantage  of this special offer.

 

Call Velma at 1-866-99VELMA to schedule your demo today!

Are you accountable?

One of the simplest ways to improve your performance is to track your progress and be accountable to someone else.  This is the primary reason people hire coaches.  But why not try having an accountability partner and save some money?  (Of course, if you are looking for a personal coach, check out my program here: Bliss Sawyer's Personal Coaching) 

Here are some suggestions for finding an accountability partner or group:

• Ask your manager, another loan officer or someone in a a sales or entepreneureal position to work with you
• Meet together (in person or over the phone) once a week
• Discuss your past weeks goals, wins and losses
• Set up the next weeks goals
• Brainstorm business building ideas
• Keep track of short and long term goals, tasks and progress
• Set goals and let your partner/group know what your goals are.  You are more likely to accomplish things this way

Other resources on this topic:  Napolean HIll's classic book Think and Grow Rich talks about a mentoring group.  Jack Canfield in The Success Principles also suggests being accountable in a group setting.  However you choose to become accountable, remember that it is all about helping you reach your goals and beyond.

I have done this in my business and the results were fantastic.  To have a support group to lean on during the difficult times and cheer you during the good is priceless.

Daily Activity Log

One of my mortgage friends, Sabrina Price, recently e-mailed me an activity log she had seen on a Realtor Blog.  I thought it was a great tool and was able to chat with Marie Spodek, a Real Estate Trainer that created this piece.

Marie asks her students to keep this log for 7 days and then do an analysis of their activities.  The more focused you are with your time, the more you will accomplish each day.  Tracking and analyzing your current effort are the best way to make positive change in your business.  Spend more of your time marketing, maintaining relationships and see the results in closed loans.  How productive are you at this time?

Click here for pdf version

Click here for excel version

Thanks Sabrina and Marie for sharing!