Bliss Sawyer's Marketing Blog

Email your Realtors today.... and here's what to say

Many of the originators I talk with have noticed a drop in the open and read rate of their weekly update emails to Realtors.  (hopefully you have a system that can track your e-mails such as Velma)  The best way to combat this is to send emails on a more personal level.  Something that says you are looking out for THEIR business.

Here's a sample email for today:

Hi John,

I was reading a few things this morning and found this interesting article on the $7,500 tax credit.  Many potential first time homebuyers don't really understand how this can benefit them.  Here is a short excerpt:

"The stimulus bill now under consideration would make that tax credit a true credit that doesn't need to be repaid...  And the credit is refundable, meaning that it can be claimed even if the amount of the credit earned exceeds the buyer's tax liability. So even if your total tax bill comes to just $5,000, you can still qualify for a full $7,500 refund."

There is still quite a bit up in the air regarding this program, but it seems to be headed in the right direction to help those that truly can use the help in purchasing their first home.  Feel free to send the article to your clients and have them contact me if they have any questions!

I truly look forward to helping you and your client in any way possible

Signature

Include an additional personal note if they have recently given you a referral or if you can reference something of interest to them.  Make it look like they are the only one getting this information from you.  NOT A MASS EMAIL.  Do this on a consistent basis and watch your read rate improve along with your reputation.

Are you appreciated?

Hometrust Mortgage here in Lubbock, TX recently had their annual appreciation dinner and invited me to tag along.  The dinner was held at a local steakhouse that has a separate space for large parties.  The meal was a fairly simple buffet style barbecue.  There was a local musician playing guitar and singing that added to the fun atmosphere.  The four loan officers at Hometrust invited their Realtor partners, appraisers and title affiliates and had a great turn out.

I don't know that I would have done a post on this event... it's a great idea, but not all that original.  The reason I'm sharing my experience is because of what I HEARD during my short time with these Realtors, appraisers and title representatives.

As I chatted with a number of people at the dinner, I was told over and over again what a fantastic company Hometust is along with specific accolades of the individual loan officers.  Some were funny stories, some just great praise for jobs well done.

One Realtor told me the story of how Sandra (one of the Loan Officers) had finally won her over.  It took four years.  A lot of perseverance, a bit of humor and an attitude of NEVER GIVE UP.  Now, this Realtor is a raving fan of Sandra's and a driving force in her referral-based business.

A customer appreciation event is always a great idea.  It helps to strengthen relationships and encourage future referrals. I just wonder what your Realtors, appraisers and title reps would say to me about you and your company.  If you aren't in a position to have one of these events this year, plan ahead to next year and and treat each contact throughout this year with the highest level of service and respect so that you have your own raving fans.

And if you have a Realtor you REALLY want business from (and you know that if they would just give you a try - they would realize what a GREAT loan officer you are) then don't give up.  Keep marketing and stay in touch.  Let them know you aren't going anywhere and would love to help their clients.  As Winston Churchill said "Never, never, never give up."

4 Week Realtor Marketing E-Class

Now is a great time to ramp up your Realtor Marketing and guarantee future business.  This four week course will cover all the basics as well as give you some unique marketing to jump start your marketing efforts.  Even if you already have marketing in place, you can gain new ideas and motivation to increase the number of referrals you get each month from Realtors.

If you are already a VELMA/MyMortgage Community subscriber, then this class is FREE!  The cost for non-subscribers is $99.  OR, you can subscribe to VELMA/MyMortgageCommunity and receive this class along with all of the other amazing benefits.  Which ever way you do it... you bank account will thank you. 

Here's what you'll learn during this course:
Week 1 - You can do it!
* Time management tricks to help you get more done in less time
* Utilizing this class effectively
    - Goal setting   
    - Accountability
* Setting up your core group of Realtors
* Developing your brand, image & reputation

Week 2 – It’s all about the marketing!
* Make it fun
* Make it memorable
* Make it profitable
* Creative marketing ideas to get you noticed

Week 3 – Wash, Rinse and Repeat (repeat business, that is)
* Getting Realtors to CONSISTENTLY send you referrals
* Make your Realtors Raving Fans so they only send YOU business
* Presentations strategies
* Secrets about giving referrals to the Realtors

Week 4 – Maintaining long-term referral relationships
* Staying visible
* Even MORE creative ideas
* Long-term marketing plans
* Strategies to continue growing your referral-based business

Register Today!

Who's calling you??

I had an interesting thing happen today.... I got a call on my home phone from an old client.   This is someone I worked with before I moved to Texas five years ago (and have not spoken to since.)  She and her husband want to refinance so she looked me up on the internet and called.  She said she knew I probably couldn't do their loan, but they were hoping I would recommend someone reputable.

I'm going to say this big... People want to work with someone they trust.  And if they don't know anyone, they are going to get a recommendation from someone they do trust.

What is your reputation?  Would your clients go looking for you in another state FIVE years later?  I know I push database marketing, but an important factor in all referral business is the impact you made when you did their first loan, or first met them, or served on a committee with them (etc. etc. etc.)

You would be well served to look at all your interactions to make sure you are building a reputation as someone that is an expert and likeable.  Rates and fees are important to prospects, but many times the final decision is made based on reputation and likeability.

Outliers

I thoroughly enjoyed Malcolm Gladwell's other books The Tipping Point and Blink so when I saw Outliers, I didn't even bother to read the snippet on what it was about... I just bought it.  Luckily, I wasn't disappointed.  Gladwell has a fantastic way of bringing facts and stories together to make a point about something we may have never considered on our own.

In Outliers, Gladwell takes what we THINK about success and shows that there may be other factors contributing to the success we admire so much in other people.  And what does it take to have that kind of success?  Almost always, it comes down to 10,000 hours and the fact that successful people don't do it alone.

I enjoy reading the stories of successful entrepreneurs and this book takes that to another level in helping us understand what many don't even realize about their own success. Outliers is a very interesting read and I will be first in line for the next Gladwell book.

Winners of "Jump Start Your Mortgage Career"

Congratulations to the winners of Ameen Kamadia's book Jump Start Your Mortgage Career.

Casey Hamlin
Cynthia Draughon
Robert Kleiner
Carol Boyd
Christine Davies

Not sure what the next giveaway will be, but I'm hoping to do it in the next couple of weeks so stay tuned...

Do you want to be an Extraordinary Originator?

If you have a strong desire to excel in your professional career, then this post is for you!  I am pleased to announce a joint venture between Velma, My Mortgage Community and SIX of the best mortgage coaches.

Bliss Sawyer
Doug Smith
David Bush
Dave Herschman
Mike Baker
Dale Vermillion

Important note:  Current active Velma and My Mortgage Community subscribers get access to the "Extraordinary Originator Seminar Series and all the bonus gifts at no additional cost.

We've put together a package of EXTREME value to help your business and put you on the path to becoming an Extraordinary Originator.  There is NO long-term obligation!  You can simply sign up for 1 month, test it out and walk away with all of the bonus features for new members.  Here's what you get:

• Six 1-hour webinars - no sales pitch or other obligation.   Just one hour of VALUE from each coach.
• Full access to VELMA's robust database system
  • Print on demand
  • Bliss Sawyer's Realtor Marketing 
  • Email tracking system
• Dave Hershman's NewsletterPro system
• Bonus Gifts
  • David Bush's New eBook - The Extraordinary Life
  • Dave Hershman's Best Selling eBook - The Complete Book of Home Finance
  • Mike Bakers' Best Selling eBook - 101 Ways to Originate a Loan
  • The Extraordinar Originator Marketing Kit
  • 4 Week Live eCoaching Course with ME!
  • 1 Month Premium Pro Membership to MyMortgageCommunity.com

To find out more and sign up for this amazing offer go to:  Extraordinary Originator

Don't forget your Realtors!

Life is good.  Many originators are busy with the recent drop in rates and pick up in refinances.  But I want to pass along something I hear over and over again in my coaching.  It goes something like this:  "I have done pretty well, but the biggest mistake I've made is not paying attention to the Realtors when I've gotten busy with refinances."

You have a unique opportunity right now to secure short-term income as well as long-term referrals (also known as income).  You might have to work a bit longer and harder during the next few months, but remember what is was like last year when the phones WEREN'T ringing?  Want it to happen again?  I didn't think so.

Click on Realtor Marketing in the Categories section of my blog and review some of the ideas I've shared.  If you own my Realtor Marketing Program, re-read it and pull out a few things to implement into your business TODAY.  You can also purchase this program for 1/2 price by using coupon code:  357794

Doug Smith has written an excellent article on this subject for the Competitive Edge Newsletter in tomorrow's issue.  If you don't already subscribe, use coupon code 357794 to get a full year for only $18.

Guarantee your future income by marketing effectively to your Realtor's today.

Another Giveaway!

My last giveaway was so much fun... I've decided to do it again!  This time, 5 lucky winners will receive Ameen Kamadia's Jump Start Your Mortgage Career.

Written specifically for mortgage loan officers, Jump Start Your Mortgage Careeris a must read along with a great addition to your library.  Ameen Kamadia has taken the basics, added a few more great ideas and compiled a concise, content rich resource. 

At a time when we are seeing many loan officers leave the industry, you have an opportunity to step up and take your place at the top.  It won't be easy and will require a lot of hard work, continual learning and an aggressive "I'm going to win" attitude.  This book will help you on this path!

Enter by posting a comment below.  The contest ends on January 13 at 5:00 CST when I will pick 3 random winners through www.random.org.

Don't foget to put your email address in the comment and Good Luck!

Expanding your Realtor Business

Here's a quick idea for you.... as you plan  your next few Realtor lunches, ask those that you have a strong relationship with if they would bring along another agent from their office. Explain that you are trying to expand your business this next year and would love the opportunity to get to know someone else in their office.  Because so many originators have left the industry, their are many Realtors that do not currently have a good loan officer helping their business. 

My experience with this marketing strategy has been very positive.  The Realtor that currently uses you will most likely speak very highly of your abilities during the lunch.  This opportunity to get to know another agent on a personal level is priceless!