Bliss Sawyer's Marketing Blog

Capturing the important stuff

You would think if something is a good idea and helps you stay sane, you would be diligent about consistently utilizing it.  I'll blame it on human nature.  The lazy gene.  Something like that.  All I know is that I've gotten out of the habit of carrying a small notebook and my life just isn't running as smoothly as possible.

In the past I have kept a small notebook handy at all times to capture things throughout the day.  Personal and business things are jotted down - THE MINUTE I THINK OF THEM.  This helps me to move on to the next task (or complete what I'm working on) without worrying about losing that thought. 

Here are a few uses for a small notebook that can help your business:

• Name and address of someone you want to follow up with (not everyone carries business cards)
• Ideas for a blog post (if you have one) or a note to START a blog
• See or hear an interesting ad.... something you might want to modify for your business
• FSBO.  Write down the address so you can send a letter introducing yourself.
• Flash of insight on one of your marketing strategies.  I call inspiration.
• Name and number of Realtor your don't know after seeing their sign.... follow up and ask how their listing is going.  See if you can help with an open house.
• Reminder of something you need to complete on a file.  Your processor will love you.
• Any and all ideas to improve your business.

I am now re-dedicated to capturing the important stuff!

I PASSED!

I finally took my NMLS test... and am definitely glad to have it done.  I was going to study since it had been over two months since I took the class, but just didn't have the motivation.  There were questions I was unsure of, but could usually narrow it down to two choices.   As you can see from my score, I'm a bit lacking in the Federal Mortgage-related laws section.

I'll have to work on that. 
Right after I complete my bucket list.

Switch

I recently read Switch by Chip Heath and Dan Heath (they also wrote Made to Stick) and really enjoyed the concepts presented regarding "How to Change THings When Change is Hard."

Switch is an excellent book for managers that struggle with getting their team to produce more or even to be more positive about change.  Motivation is often one of the biggest struggles of management and you'll find great insight into this topic.

For individuals, this book will help you understand why you DON'T change, even when you want to and then help you realign your thinking and action so you actually do make change.

What was really interesting was that I finished this book last week and then Sunday, saw a great detailed review over at The Simple Dollar.  Head on over there if you want more details about what's in the book.  Trent does a much better job at reviews than I do!

I recommend that originators read at least one non-fiction book a month that will motivate or inspire them to improve their business and personal lives.  Switch is a fantastic book to put on your reading list.

Monday's Coach

Week 25 - Networking

I'm sure you've heard this before...

"If you're not networking, you're not working."

It's a classic cliche' that is too often overloked.  Is networking a key part of your business?  If it isn't, and your production is not where you want it, then you absolutely need to step up your efforts so there are more people that know who you are and what you do for a living. 

 

This week, I want you to commit to spending an additional one hour of networking.  Then work to spend an additional 2-3 hours each week netowrking.   Here are a few tips to get you started:

• Attend a Realtor function. If you aren't sure what is going on, simply call the local Board of Realtors and ask for their calendar.
• Contact the Chamber of Commerce to see what types of events are happening that might interest you.
• Join a local Toastmasters group.  This will help with more than networking!
• Look for something in your personal life where you can become more involved.  Your homeowners association, children's school, community groups, etc.
• Find a local networking group that you can visit and potential join.
• Join a biking club, book club, garden club, etc.
• Talk with those around you and let them know that you want to get involved and see what they recommend.

But what to do when you go????

• Be friendly!!!  Being likeable will do more for your business than just about anything else.
• Get to know people.... be interested in who they are.
• Spend very little time talking about you and your business.  If it comes up and you can offer information, then it's great.
• In a business setting, don't push your business card, but be sure and ask for theirs.
• Follow up with those that you meet by email and phone.  Find information you can share and look for ways you can help their business and personal lives.

Good luck!

Thanks for following my weekly coaching tasks, you should be more organized and focused on your marketing... if you are just jumping in, see all Monday's Coach posts HERE.

Had enough?

I've done it again.  Read something somewhere... made a mental note and all I can remember is a vague sense of being impressed and wanting to pass it along to all of you.  So I'm going to grasp the vague-ness and expand on it to the best of my ability!

Are there things in your life that are NOT what you want?  Then now is the time to say "I've had enough!"  Enough of what?

I've had enough...

• of closing just enough loans to pay the bills.
• of not being focused and motivated while at work.
• of working with difficult people.
• of being unorganized.

Do you close 8-10 (or more!) loans a month?

I always enjoyed Mortgage Originator Magazine's Superstar profiles.  (and still mourn the demise of a great periodical!)  I found it motivating to see what they felt drove their success.  It pushed me to work harder for success in my own origination business.

As I have met loan officers around the country during my years as a trainer and coach, there are many that are consistently closing 3-5 loans and want to move up to the 8-10.  They just aren't sure what to do... and often have very little success trying to break through to higher production.

I would like to start a profile series on my blog.  You can remain anonymous if you choose (I'm always willing to protect the fabulous!)  I will email you a few questions that will take just a couple of minutes to complete. 

If you are interested, please email me at bliss@blisssawyer.com.

What's your Breakthrough Goal?

I received an email from Jack Canfield with this quote:  

"Decide what you want, review it constantly, and each day do something that moves you toward those goals."

In the short video here, Canfield suggests that you create a breakthrough goal.  Something that will quantum leap your career. Then you write it on the back of your business card and keep it in your wallet.

I LOVE this idea.  I've kept a million dollar bill (unfortunately, it's fake) in my wallet for a number of years. It's visible whenever I open the thing up to take out cash or a credit card.  A gentle reminder of my financial goals.

Today, I'm writing down my breakthrough goal and sticking it right next to my million dollar bill.

Stay tuned.... 20 hour NMLS coming!

My friend, Dave Hershman with Origination Pro, is going to be rolling out an on-line 20 hour licensing class!  It isn't quite ready to go live yet, but I wanted to give you heads up in case you still undecided about when/where to take your class.

I wish I had known about it when I took my class.  I possibly might not have whined quite so loud.  Possibly.

Just as soon as I can give you all the details I will post it right here!

Get the help you need!!

 

Are you positioned to take your share of the market?

Personal coaching might be your answer to creating a top producing year in 2010.  Being accountable to someone that is going to encourage, offer marketing tools and keep you motivated will give you the advantage you need. 

 

Save $100 off your first month when you sign up by April 15.  Check out more details on my personal coaching here.  You can also contact me by email (bliss@blisssawyer.com) or by phone (806-577-3937) with any questions or to get started.

 

Here are a few highlights:

• NO long-term commitment.  Utilize personal coaching for as long as YOU need it.  Not a day longer!
• Receive materials and help to set up your own personal business plan.
• Guidance on setting goals and targets for production.
• Setting up an action plan to focus your time.
• Accountability – the secret of coaching
• Time management skills to get more done in less time.
• Focusing on relationship marketing to increase referrals
• Bonus!  Receive my Realtor Marketing Program for no cost!

 

Here's what one of my clients has to say:

 

I have been working with Bliss Sawyer since the beginning of 2009.  I have never had a coach before, but began looking about 6 months prior to committing to Bliss.  I spoke with several companies/coaches, but was unable to find exactly what I was looking for.  Bliss has done a wonderful job in helping me to stay focused as well as giving me very creative ways to increase my business.  Accountability is extremely important to helping me keep my eye on the prize.  With Bliss' help, I am having the most successful year I have ever had in a difficult market.  Erik Gross, Cendera Funding

 

Call or email today to get started on improving your business!

Monday's Coach

Week 23 - Spring drop by

Spring is here!  This week, start planning for a fun spring drop-by to your Realtors and other referral partners such as builders, CPA's (they could probably use a bit of cheering up during this hectic tax season!), financial planners, etc.

Stores have plenty of bright, fun spring items in stock right now.   Here are a few ideas:

• Add your card to a small potted plant.  Something with flowers would be nice.
• Pick up a few bright baskets and fill with candy.
• You never know what you might find at the dollar store! If they have kids, add a few fun items like sidewalk chalk, bubbles, etc.  
• How about a basket with seed packets and gardening gloves, especially if you know they are watching what they eat and wouldn't appreciate all the candy. 
• Include a fun note letting them know you are thinking of them and wanted to bring a bit of Spring into their office.

Be creative and put something memorable together.... You will be appreciated and who knows, there might just be loan out there that ends up in your pipeline!

Thanks for following my weekly coaching tasks, you should be more organized and focused on your marketing... if you are just jumping in, see all Monday's Coach posts HERE.

Top 10 Reasons to be a Loan Officer

A big thanks to everyone that commented and emailed me in response to my search for the Top 10 Reasons to be a Loan Officer.  I loved reading what everyone had to say... here is the list:

1. Flexible hours, ability to work less hours if production is up.
2. Income potential.
3. Sense of purpose.
4. Satisfaction of helping people get into a home.
5. The challenge and opportunity to learn and keep up with everything.
6. NEVER boring.
7. Relationships with other professionals. 
8. No limit on income
9. Able to work from home.
10. Because no one else wants to be.  (only one person put this... but I thought it was a great reason!)

Postcard giveaway

I recently commented on a cool iPhone app called Snapshot Postcard that allows you to send a postcard to someone with a photo you have taken on your iPhone.  I had no idea when I posted about this that I actually know the guys that developed this app.  (yes, I have smart friends :)

So... they are letting me give away a few postcards! 

1.  Everyone can get one for free by using "BLISS" promo code here:  www.snapshotpostcard.com/appstore

2.  The first three people that email me (bliss@blisssawyer.com) their best marketing tip will win 10 postcards.

What if you don't have an iPhone??  This is a great thing to pass along to one of your Realtors as a gift!!

Rising rates

Don't you wish you had a crystal ball sometimes?  We've all been hearing that rates are going to rise with the end of the government's purchase of mortgage backed securities.  I read an article yesterday and honed in on this section:

"The Fed stopped buying Treasury's in October and its mortgage-backed security purchases are set to wind down at the end of this month.

The absence of the Fed as a major bond buyer at a time when Treasury is still conducting many new auctions of long-term debt should cause prices to fall. Bond prices and yields move in opposite directions, so long-term rates should drift up as demand for bonds wanes."

See yesterday's full article on this subject here. 

THEN there was this article titled Fed:  Low rates will continue

But how much drifting are we going to see?  Will it be up, up up or slightly up?  Personally, I think the rise will be fairly small.  But that's because I'm being positive. 

My suggestion here:  Stay on top of industry news.  Let your referral partners know that you are watching the market closely and will keep them up to date on any big movements in rates.  Be as knowledgeable as possible so people turn to you with their mortgage questions rather someone else.

Surround yourself with the positive

Have you found it difficult to be positive lately?  I have been mulling the phrase "Surround yourself with the positive" around in my brain for a week or so... trying to figure out how I can pass along a few tips for those of you that are struggling with this right now, or may struggle in the future.

Interestingly enough, I stumbled onto Leo Babauta's post yesterday titled "How to be a positive person."  The best part of this entire post is Babauta's statement "Positive thinking, as trite as it seems, has changed my life."

Sarah emailed me yesterday and had this to say:  please update my email address so I can get your updates and marketing tidbits etc.  I love your energy and hope you are doing great!  I have a feeling you probably are in spite of all this industry has to throw at us:)

I appreciate Sarah's comment's and to set the record straight, I have felt discouraged at times by all of the junk our industry has endured over the last two years or so.  But I have worked hard to keep those moments to a minimum.  (though you may remember my rantings about taking the 20 hour NMLS class)

Are you energetic... IN SPITE of all this industry has thrown at you?  Surrounding yourself with the positive can have a huge impact on your ability to stay energetic and motivated.  Here are my suggestions:

• When I am doing a something that doesn't require me to be on the phone I often listen to soothing music on Pandora.   I choose upbeat music if I'm doing something such as organizing or cleaning out the office.

• Ignore the negativity.  This is especially important at the office.  Walk away from the gossip and complaining.  Don't let yourself get caught up in the trivial complaints about co-workers, underwriters, closers, appraisers, title companies, etc.   We all have our quirks and we all make mistakes.

• Look for reasons to compliment and build up those around you.  You'll be amazed at how quickly this will lift YOUR spirits.  Make it a goal to say something positive to each person in your office.

• Keep your space organized and tidy.  Working in a mess will not help you feel motivated and energized.  Go in early, stay late or use part of a weekend to get your office organized and reduce the clutter.

• Think of the most positive Realtor you know.   Invite them to lunch and ask what their secret to being positive is.  Is there a loan officer in your company that has this type of positive attitude?  Give them a call and ask them as well.

• Spend a few minutes each day reading something motivating.  Jeffrey Gitomer's Little Gold Book of YES! Attitude is a great choice. 

• Decide that you are going to be positive.  As trite as this sounds, it is often a very fine line between positive and negative.  Let the discouraging things roll off your back and get excited about your business.

Let me know in the comments what you do to stay positive....   and have a great day!

Monday's Coach

Week 22 - One Year Phone Calls

This week's assignment is simple and takes very little time, but does requires a long-term commitment.  Make an appointment with yourself this week and set it on "recurring" for the same time each month.  Depending on your past production, you should only need 30-60 minutes.

Call each of your clients that closed last March to check up on how they are doing and see if they have any questions about their current mortgage.  Let them know that you are happy to answer any questions they have and want to make sure things are going smoothly with their servicer.

Ask if any of their contact information has changed (especially email).  Make sure they are receiving your emails and mailings.  If you have a customer appreciation event coming up, even if it is a few months away, be sure and mention this.

DON'T forget to ask for referrals.  There are many ways to do this, but I prefer "By the way, do you know of anyone that is looking for a home or to refinance?"  The reason most loan officers don't ask for referrals is that they feel like they are being pushy or "salesy".  This approach is more natural and WORKS! 

Thanks for following my weekly coaching tasks, you should be more organized and focused on your marketing... if you are just jumping in, see all Monday's Coach posts HERE.

How nice....

I recently received an email from a loan officer's assistant giving me their top 10 reasons to be a loan officer.  After replying to her email, this is the response I received.  Note:  Names have been changed to protect the fabulous.

 

Bliss,

 

Thanks for your email.  Also, from a personal point of view about my Loan Officer.  James has been a Loan Officer for 16 years and he is the most optimistic person I know.  He treats every client like a family member, with respect, and will do anything, legal of course, to get their loan approved.  James has received hundreds of referrals from previous customers because of his background, knowledge and service. 

 

I know it sounds biased, but the thank you cards and surveys he receives speaks volumes!

 

Thanks,

 

Kristen

 

Loan officers - would your processor, assistant or underwriter say something similar about you?  Do you have "volumes" of thank you cards and surveys?   If not, then I encourage you to work towards this type of reputation.

Holiday drop-in

Next Wednesday is St. Patrick's Day!!!  This is one of my kids favorite holidays.  I make green pancakes, green milk, etc. and we definitely pinch all those crazy enough NOT wearing green!

Plan now to have a bit of fun with your Realtors.

• Send an email out on Tuesday reminding them to wear green on Wednesday.  Include a trivia question about St. Patrick's Day with a prize if they get you the answer by a certain time.  The prize can be a simple bag of chocolate gold candy or something similar.

• Drop into a few Realtors offices wearing a St. Patrick's Day hat and leave cookies or other goodies.  Don't forget the receptionist and other staff as you make your rounds.  Being likeable is a huge asset!

• Send out an e-card wishing all a Happy St. Patrick's Day.  I don't recommend this too often as people don't like to receive a lot of non-essential emails, but this could be pretty funny with all the resources available online.  I'm thinking dancing leprechauns here....

• Call up a few Realtors Wednesday morning to invite them to celebrate St. Patrick's Day and go to lunch.  Sometimes a last minute invite works well to get a busy Realtor to lunch.

Every holiday is a chance to reconnect... It doesn't really matter what you do, just do something and you'll find your referral relationships being strengthened.

Get 'em in before costs go up!

"Get 'em in before costs go up!"   Use this as the subject line in an email out to your Realtor/referral partner database. 

You have an opportunity to inform and motivate your Realtors with the new changes coming to FHA mortgage insurance.  Granted, you are sharing bad news, but there is a window of opportunity here to encourage them to get their buyers off the fence and into a home.  As long as the case number is ordered before April 5, you can close the loan with 1.75% upfront mortgage insurance (versus 2.25% AFTER April 5)

Share specific numbers based on an average home in your area.  For example:  Save your clients $750!!!  Here are a couple of tips for your email:

• Do it NOW.  Don't hesitate on this one, time is running out.
• Don't overload with information (see yesterday's post)  Give the basic facts coming with the change.
• End with a call to action.  Have your clients call today to get pre-approved!
• Follow up with a phone call (or even a text) making sure they got the email and asking if they have any questions. 
• Post the information on your blog, facebook, twitter, etc.
• Send it out to your database with a note that while they might not be looking to purchase a home, they may know someone they can pass the email along to.

 

Be brief and concise

Years ago, I had a Loan Officer who was very nice, had been in the business for a number of years and was knowledgeable.  The problem was that he closed an average of ONE loan a month.  This went on for about a year after I came in as manager.  I tried helping him with marketing ideas, motivation, education, etc. and yet he never seemed to break through that one loan a month barrier.

He knew quite a few Realtors and seemed to actively work on his business, often having clients in his office.  I was stumped.  Why wasn't he getting the applications?   After awhile I began to notice a pattern.  When he had clients in his office, they were there for a VERY long time.  Coming out with a dazed look on their face.  When he was on the phone, I overheard him going into details and then more details that weren't necessarily essential to the conversation.  He was constantly faxing (this was before email, I'm old) information to prospects and Realtors about loan programs and other mortgage details.

Information is good... but I think a major part of his problem with production was that he offered TOO MUCH and overwhelmed the clients and Realtors.

It absolutely a part of your job to inform and educate borrowers and referral partners, but there is a fine line between essential information and overload.  I recommend that you be as brief as possible.  Here are a few tips:

• Short is best for emails. 
• Bullet or number essential information for clarity in emails and letters.
• End an email or letter with the phrase: "Feel free to contact me with any questions or concerns."
• When a client meets with you in person, be prepared so you take as little time as possible.
• Go over the highlights of the loan and make sure they understand before moving on.

Being brief and concise will help you run your business efficiently and allow you time for marketing, even when things get busy.

Linchpin - Are you Indispensable?

Seth Godin's newest book, Linchpin is an absolute must-read for anyone that wants to become indispensable to their company... or really, really good at what they do.  You may think this only applies to those that work for a salary...  but there are many principles in this book that will help you see your job in a new light.  

I consistently preach that, as a commissioned salesperson, you are really self-employed and must treat your business with an entrepreneurial spirit.  So how does this book help you with that perspective?

"You are an artist."  No, Godin doesn't mean you work with paint and brushes, but rather that you are willing to do things differently in order to see greater results.  In our industry, we talk about thinking outside the box and being creative.  Hey!  That's what (successful) marketing is all about!!  If you take Godin's advice and be creative with your marketing you will see greater success. 

"Don't be a lizard brain."  A lizard brain is what keeps you from being highly successful and moving forward on those things that might have a bit of risk or creativity.  Listening to your lizard brain will keep you safe, but safe won't get you were you want in your business.  Your income has no limit.  Up or down.  (Unless you consider ZERO a limit)  Take risk, be creative and move your income UP.

Linchpin is different from Godin's other books in that it isn't about marketing, it's about YOU.  How you can succeed in your life and business by being passionate about and engaged in what you do.   

I also enjoyed Godin's recent post You Rock.