Bliss Sawyer's Marketing Blog

What's your Security System?

   Some good friends of mine recently purchased a very nice security system, but hadn't taken the time to train their kids on how to use it when they entered or exited the home.  Unfortunately, they had a break-in and lost many of their possessions as well as having extensive damage to their home.  The aftermath has been quite a struggle to make sure their identity was not breached through the computers that were stolen and to repair/replace things.

Most loan officers I talk with have incorporated a few systems to help them in their business.  Many times, the cost is coming out of their pocket.  (Mortgage Market Guide, Mortgage Coach,Velma, Loan Tool Box, etc.)  Yet, more often than not, they tell me that they are not using these to the best of their ability and at times, not at all.  We often feel overwhelmed with the amount of information... to the point of doing nothing.

Obviously, utilizing systems in your business can help you to be more effective, increase referrals and help you to get more done in less time.  But that's only if you are USING the system.  Many of these can seem overwhelming if you are just starting out or if you haven't gone through the learning curve yet. 

I recommend baby steps. 

1.  Block out 30 minutes each day to study and work in the system. 

2.  Get yourself familiar with the basics first and then move on to the more advanced. 

3.  USE something within the system as soon as possible as this "hands-on" time will increase your retention and desire to keep on improving.

Good luck!

p.s.  I just upgraded my security system and yes... everyone in my house knows how to use it.

Eat that Frog Winners!

Congratulations to Ronda Zeigler and Tim Ott!   They have both won Brian Tracy's Eat That Frog.  Thanks to everyone for entering and for those that shared their ideas. 

Take a few minutes and read through the comments below the giveaway post... I am going to try to expand on a few of the ones posted in the near future.  We can all use a few new ideas!

The Power of Less

30+ years ago, I read Cheaper by the Dozen which was a true story about a family with 12 children.  The father, Frank Gilbreth, was an efficiency expert who tested everything possible to find the most efficient methods... and I think this was the start to my fascination with time management.

People often comment that I get a lot done during the course of a day, yet I don't always feel that I accomplish things to the best of my ability (multi-tasking isn't always a good thing)  When I saw the new book by Leo Babauta, founder of www.zenhabits.net, titled The Power of Less (the fine art of limiting yourself to the essential... in business and life), I was intrigued and couldn't wait to find out if there was something for me in this book.

Right there in the introduction he states the purpose of the book to be "Maximize productivity while simplifying your life through the six principles of The Power of Less"  Which are:

1.  Set limitations
2.  Choose the essential
3.  Simplify
4.  Focus
5.  Create habits
6.  Start Small

Babauta actually recommends many of the same principles that I teach in my seminars in coaching, time blocking, shutting off phone, email, etc.  One concept I am pulling out of this book is choosing three "MIT" (most important tasks) each day and then to work on those FIRST.  This is similar to Brian Tracy's Eat that Frog, but I like that he recommends three things and suggests that the rest of your day will easily fall into place once these items are done.

This is a fantastic book if you struggle with getting the important things done each day.  If you are ruled by the urgent and your marketing and networking are simply not getting done, then this book will be a great resource for you.

7 Cost Saving Marketing Strategies

If I only had a brain....  After I posted about Doug & Dave's Webinar, Dave emailed me and asked where the info was for the Webar he and I are doing April 29.  It's on my calendar... I just forgot to get it posted on my blog!  So here's the info.  Hope you are on the call!!

7 Cost Saving Marketing Strategies
Free Webinar

During this live 1-hour webinar event, Bliss Sawyer and David Bush, nationally recognized top mortgage originator coaches will be sharing the 7 most proven, cost saving marketing strategies!
 
Now is the time to take advantage of the recent decrease in interest rates and learn the proven sales and marketing strategies that will help you increase your opportunities and profitability in 2009.  
 
During this event you will learn...
 
1) The most overlooked and common sense lead generation tactics
2) Secret strategies to find leads inside your database regardless of the size or formality of your database
3) How to generate 20 new purchase or refinance applications in 14 days (or less)
4) How to obtain a targeted list of high quality refinance prospects that need a loan now
5) What to say in your cost effective marketing to get qualified prospects to call you (vs. you cold calling them)
 
BONUS: Every participant will receive complimentary marketing strategies, downloads and action plans you can implement immediately following the event.  
 
If your goal for your mortgage business is to increase the number of qualified leads to fund 3, 5 or even 10 closed loans per month without breaking the bank, you need to be on this webinar!  
 
Date:  Wednesday, April 29, 2009
 
Time:  11:00 AM - 12:00 PM CDT 
 
Space is limited.  Reserve your Webinar seat now at:
 
https://www2.gotomeeting.com/register/409260179 

Do you need to generate more leads?

My good friends Doug Smith and David Bush are going to be doing a FREE Lead Generation Webinar on May 11.  During this event you will learn...

1) How to automate the delivery of your newsletters to your clients and referral partners for more consistent lead development

2) How to organize and prioritize your database with a few simple "clicks" of a button to maximize your marketing dollars

3) Secret strategies to find leads inside your database regardless of the size or formality of your database

4) How to track your marketing and generate 20 new purchase or refinance applications in 14 days (or less) using newsletter tools and Velma, a virtual electronic marketing system

5) How to create an instant database high quality prospects that need a loan right now

Click here to find out more.

 

Eat That Frog Giveaway

I ask each of my new coaching clients what they feel are their biggest challenges.  Ranking number one or two for almost everyone is "Time Management".  This seems to be an ongoing problem that keeps many from reaching their full potential. 

Marketing skills and strategies are important, but if you don't have time to implement and consistently follow through, then you have not succeeded.  You will suffer from the feast and famine cycle that affects so many. 

There are many time management guru's out there, but my favorite (and the one that has most affected my life) is Brian Tracy.  If you would like a little help in your business, then this giveaway is for you!  Eat That Frog is an excellent book with many tools to help you get more done in less time.

You can win this book!  I will be picking two winners next Tuesday, 4/28 at 5 p.m. CST.  There are two ways to win... Enter your name and email address below and then for a second chance to win, comment at the end of this blog by answering the following question:

 

Enter once here:

Enter a second time here:

What are you doing different in your business in 2009?
(answer this by commenting below)

Keeping up with changes...

To stay educated in this industry, you must keep up with investor and program changes... which can be difficult when your day is busy taking care of borrowers, marketing and all of the other urgent/important stuff on your desk.

During one of my recent coaching calls, we were discussing this very matter as she felt this was one of her big struggles... so I shared with her my method, which has worked well for me for many years.

I keep a metal stand-up on my credenza similar to the picture below.  One of the files I keep here is titled "To Read" and as I come across information that I feel is valuable, but don't have the time immediately to effectively read through and assimilate, I place a copy in this folder.  Then, when I am headed to a dr. appointment or other event where I may have to wait, I can easily grab this to take along.  I will also take my "to read" folder when I am headed out of town and will have some airport time or down time to catch up on my reading.  I also make sure I have a highlighter and notepad handy.  I take notes of items that are important or that require me to take action on.

"There is nothing so consistent as change."  This is true, especially in our industry at this time.  Your goal is to be known as an expert to referral partners and potential clients and the only effective way to do this is to continually learn and grow as our industry changes.

 

 

Simple Flow Chart

A simple flow chart will go a long way to help clients understand the process of getting a mortgage. Surveys have shown that most consumers do not understand the mortgage process and wish their loan officers had explained things better.  A flow chart can be given to borrowers at application to explain the timeline of getting a mortgage and will often eliminate much of the uncertainty.  Explain at which points you will be contacting them with information and about how long each part takes.

This flow chart is only a sample.  I highly recommend you meet with your support staff to make sure you are offering a clear example of your company’s organization and timelines.  You may even want to offer this to prospects, as I am sure other loan officers are not explaining the process in such a simple manner.  This could be one of the things that sets you apart from others they are talking with.

 

 

What's on your car?

 It's becoming more and more common to advertise your business (with web address) on your vehicle.  I personally prefer something medium sized on the back window, but have known people that went all the way with a car wrap. 

Name recognition.  Branding.  Being top of mind.  These are all essential to building a relationship based business fueled by referrals.  Utilizing space on the vehicle (where we spend much of our time) is a great way to reinforce who you are and what you do.

You can keep it fairly simple by just putting your name, company name and phone number or web address.  You have great flexibility in the size, color and font.  Use an easy to read font and make sure the color contrasts enough to be legible.

Here are a couple of sites if found:

www.webdecal.com
www.carstickers.com
www.decaljunky.com

Happy Spring to your Realtors

About three weeks ago, I had a few drop-in ideas for the week of Easter... but time flew and since I didn't write it down on my to-do list, I didn't think of it again until two days before Easter.  Definitely not enough time for you to get it put together and delivered.  (I know, I know, I need to take my own time management advice !)

So if you didn't get anything out to your Realtors last week, here are a few Happy Spring! drop in ideas:

• Small potted plant or flower with your card attached and a note saying Happy Spring!

Small jar of candy with same type of note attached.

Packet of seeds with a note that says "Let me help your business grow"

Include a copy of this free report with suggestions on how they can distribute if to their database by mail or email.  (It's ok to tell them you created this... plagiarism is ok in my world)

Remember VISIBILITY is one of the keys to success with Realtors.  Be creative and just DO IT!  Even if you are busy, this is a critical time to be out marketing to your referral partners.

Is bliss normal?

I was having a brainstorm session with David Bush over at My Mortgage Community this morning (p.s.  you're going to LOVE the new Webinar we are doing April 29) and we were discussing the struggle many of our coaching clients have with discouragement.  In my opinion, feelings of discouragement are the number one reason for lack of marketing or ineffective marketing. 

Often times, loan officers feel they should be constantly taking applications and that EVERY marketing effort should result in a new loan.  Then, when this doesn't happen, they are not motivated to keep up with their marketing and business spirals down even further.

In our conversation, I shared this quote with David:

"Anyone that imagines that bliss is normal is going to waste a lot of time running around shouting that he’s been robbed. Most putts don’t drop. Most beef is tough. Most children grow up to be just people. Most successful marriages require a high degree of mutual toleration. Most jobs are more often dull than otherwise. Life is just like an old time rail journey — delays, sidetracks, smoke, dust, cinders, and jolts, interspersed only occasionally by beautiful vistas and thrilling bursts of speed. The trick is to thank the Lord for letting you have the ride."  Reverend Jenkin Lloyd Jones

This business is full of "delays, sidetracks, smoke, dust, cinders and jolts" (sometimes BIG jolts).  But the truth is that it is a wonderful career with great opportunities and definitely worth the journey.  Be willing to work through the difficulties, struggles and challenges so that you can enjoy the rewards.

And yes,  sometimes my husband does run around shouting he's been robbed :)

Save 75%. Make more money. No Brainer!

The company I used to work for (Hi, SHM!) had a "Tax Relief BBQ" about this time every year and invited referral partners, title, appraisers, etc.  I wanted to do the same thing for all of you... but didn't think ya'll would come to West Texas just for a BBQ.  So I'm having a sale instead!

AN AMAZING SALE!
A you-don't-want-to-miss-this sale!

Here's the details....

1.  Next Best Thing Coaching - Only $99 (that's a 75% savings!)

2.  Realtor Marketing Program - Only $44 (50% savings!)

3.  Breaking the 40 Million Dollar Barrier Marketing Binder - Only $64.50 (50% savings)

4.  Internet Special - Only $99.50 (Includes binder, Realtor program AND personal coaching!)

5.  Strategic Transitions - Only $49.50

But wait... there's more!  Every order also receives a one year subscription to The Competitive Edge Newsletter (new subscribers only)

This sale is only good for a short time... Place your order today!

Spring Marketing Idea

 

Have you ever walked around your home on that first warm, sunny day after a long winter and noticed the yard needs work, the windows are too old to come clean anymore or your kitchen just doesn't look good with pink countertops?

Most homeowners have moments like this. Cleaning up, fixing or remodeling becomes a priority. This is a great opportunity for you to offer something of value to your database (while, of course asking for business.) It also opens the door for additional business-to-business marketing. Let me explain...

Contact three local businesses, a landscaper, remodeling contractor, window installer or other type of home improvement company. Look first at your past client database and networking partners for someone that could benefit from this marketing strategy. Explain your goal of adding value to clients and ask if they would like to provide a special offer in a mailing you will be sending. (See sample)

I prefer a postcard mailing for cost and simplicity, but you could also send a letter with their card, special offer and a recommendation of each business. Be sure to mention your willingness to help with financing for larger projects.

Additionally, ask those involved if they would allow you to send the mailing to their database. Being grateful for your willingness to help their business, they will hopefully be eager to reciprocate.

Staying in touch with your sphere of influence and giving them a reason to keep your contact information will naturally lead to referrals. This visibility is a critical step to getting the phone to ring and your pipeline filled with new loans. And anything is better than pink countertops.

If you don't have time right now to start a new marketing strategy, bookmark this idea so you can come back to it when things slow down.

Another giveaway!

And the winner is....  Sinvinicia St. Hilaire.  Congratulations!!

Her comment:
Bliss I want to thank you for sharing your knowledge and experiences with us.  I have been licensed for almost three years now and I have yet to know how to start in this business.  I am learning a lot from your website and mymortgagecommunity.com but overall I am more than excited on knowing that now I will learn about how to setup my business to succeed.  Thank you so much for the opportunity.

p.s. I use random.org's integer generator to be completely fair.  Of course.

Do you want a referral-based business that will keep your pipeline full... even when the refinance boom is over?  This giveaway is for you!!

My Next Best Thing Coaching is your answer.  This 6 month program will help you with time management, referral systems, database management, Realtor Marketing and every other part of your business.

Would you like to win your own subscription?  ($399 value!)   Already own Next Best Thing Coaching?  No problem!  If you are the winner, then you can choose a personal coaching session or to give it away to someone else.

Contest ends Friday, April 3 at 5:00 CST.  Enter today!  You can enter once by filling in the form below and a second time by making a comment below.