Bliss Sawyer's Marketing Blog

Great note cards

Handwritten, personal notes are vital to your business relationships.  I try to send out 10-15 a week and lately I've been shopping for new ones to replace the (bleh) cards I've been using.  Here is what I stumbled on over at Amazon.  Aren't they perfect??!!!   

And the best part... they were only $14.99 for 72.  Screaming good deal.

 

 

I also picked up these Thank You Cards for a bit of variety.  Also only 14.99 for 72 cards and envelopes.

Reaching out to renters

If you have strong relationships with Insurance Agents, here is a joint marketing idea that is a win-win for everyone.   Most insurance agents carry rental policies and have a pool of clients that are currently renting homes and apartments.  Offer to do a series of marketing touches that inform them about the advantages of purchasing a home.  Co-brand with your insurance agent.

I recommend at least five touches: 

1. Letter from their agent introducing you and mentioning rates and affordability.  Compare renting to home ownership.
2. Email from you with home buying tips.
3. Postcard from both you and their agent with additional suggestions on becoming a homeowner.
4. Email with a coupon or other incentive.
5. Phone call.

Easy, low-cost marketing strategy.

Asking for Business

I was recently worked with a group of LO's to brainstorm different ways to ask for business.  Sometimes we don't ask simply because we can't think of an appropriate way to phrase the question.  Here are a few ideas for you to practice with.  

Remember - If you aren't in the habit of asking for business, this may feel awkward at first.  Be willing to do something uncomfortable! 

Realtors  

• Is there anything I can help you with today?                                          
• Do you have anybody that needs pre-approval?
• By the way... do you have anyone you would like me to contact?
• From all of your prospecting activities is there anyone you need help following up with?
• How can we team up together to find more buyers for you?
• What can I do to earn more of your business this year?
• Why do you work with me?

When talking or emailing to your Sphere of Influence

• My business is based on referrals and I would really appreciate you passing along my name to your friends and family or coworkers.
• BTW do you know anyone else looking for a mortgage?
• Adding a personal P.S. message to an email asking for business

 

 

 

My version of Meet the Team

Here is what I will be sending out on all new loan set-ups... you can also see Rhonda's version over here

 

 

Introductions

I love the idea of sending an email out at the beginning of a transaction to all parties introducing the team.  Even better, do it with pictures.  Even better (and funnier) than that, do it with baby pictures!  This personal touch will be memorable and just might set you apart from your competition that is doing the same old, same old marketing to Realtors.

I also think the more information you give up front, and the greater you prepare them for the process they will be going through, the less questions and drama there will be during the transaction.  And that's a good thing!

Thanks to my BFF Rhonda for sharing this.  I'm working on getting this for myself and will share it with you when it is accomplished!

10 Notes for the Week

Monday's video Tip:

 

Coaching your referral partners

I just listened to a fabulous webinar through Mortgage Coach with Michael Maher, author of The Seven Levels of Communication.  This book just jumped up to first place on my reading list!  

Michael's premise for his book (and his success as a Realtor) is that generosity leads to reciprocity.  Fabulous!  Timeless!  Inspirational!

I wanted to share his thoughts on coaching referral partners.  Michael suggests you start with these questions:

1. What is your biggest challenge right now?
2. What have you tried so far?
3. What are you going to do next?

Give them time to share their struggles and thoughts and then you help them overcome this challenge with ideas or suggestions.  This shows your generosity as a business partner.  

Priceless.

 

 

Laser focus.

Today I will have laser focus.

Today I will avoid distractions, put my head down and WORK.

Today I am a marketing animal.  I want to succeed and know that I MUST be creative, consistent and in front of more people.

Today I will look for opportunity and immediately take action.  I will not hesitate or second-guess myself.  That phone call, email or note will get done and it will get done quickly.

Today is a good day.

Don't say "No"... just say "Not right now"

I just signed up to listen in on this call Karen Deis is doing Thursday...  thought you might be interested as well:

Here's a quiz for you -

What do you do with people who call you and simply don't qualify for a loan right now?

• Do you take it personally and get involved in their personal lives - making yourself crazy?
• Do you give them a few tips and tell them to call you back 6 months from now?
• You do nothing...because you can't put lipstick on a pig!

While each one of these options is a "business decision" on your part, Kelly Krauth & Denise Panza say that there is a 4th option to consider.

That's what the next class is all about:

Don't Say "No", Say "Just Not Now" - Turning Problem Clients into Loans!

Here's a short video about why you should attend...

I was intrigued that they close one or two MORE loans per month (in addition to their regular business) by:

• Figuring out who can be helped, from those who don't have a snowball's chance...
• Knowing the types of questions to ask BEFORE you spend your time or pull a credit report.
• How to create a "home buying" plan.
• Following up with them on a regular basis.
• Getting rid of the clients who don't follow the plan.

Visit here to register for theThursday, October 27th class

(2pm - EDT    1pm - CDT   12pm - MDT   11am - PDT 

I know you've made some of the same mistakes Kelly and Denise have made.  This just might be the best 30-minutes you'll ever spend.

 

random thoughts on getting away

When this posts (Friday, October 20) I will be spending time with my family in West Yellowstone.  My kids and the professor are all on Fall break and we are headed to the woods.  As I have talked with my coaching clients over the past few weeks, most are concerned about vacations they scheduled before things got so busy.  

Here are a few of the concerns:  How are they going to enjoy their time away?  Can they disconnect enough to have a good time?  Will their pipeline explode or keep running smoothly?

I am a HUGE advocate of vacations.  Time away.  Recharging.  Connecting with family, nature and room service.  So I thought I would share a few of my opinions and tips on how to be a great loan officer AND take regular vacations.

• Do it.  Yep - some of you need this advice.  If you haven't gotten away for a while then schedule a non-refundable trip somewhere.  Even if it is a short drive to a bed and breakfast to decompress.
• Prepare your staff, referral partners and borrowers.  Let them know you are leaving town and who they can go to for questions and concerns.  Here are a few ideas on this.
• Use an auto responder on your email and a voice mail that explains you are out of town and will be checking email once a day.  Refer them to whoever is helping with your pipeline while away.
• Disconnect... but not the entire time.   Based on your workload, choose 1-2 times a day to check messages and email.  
• Relax and trust the system.  Even if it isn't perfect
• Yes, there might be a problem.  In fact it might be a huge problem, but ruining your time with family and friend is not worth getting your undies in a knot.  I know this from much personal experience.  Learn from me :)
• Reward those that helped during your absence.   You pay someone to take care of your dog while you are gone, then why not your business.  A gift certificate for dinner to your processor is always appropriate!

Can you find 5 minutes for your marketing today?

Most every loan officer I talk with is busy.  That's a good thing, but remember this post? If you are concerned with your FUTURE production, but don't have a lot of time to work on marketing; here are a few five minute marketing ideas for you:

• Send a thank you note after application is made.  Love this idea to send a $5 coffee card and say "Have a cup of coffee on me while you waite"
• Have your assistant (or hire someone on an as-needed basis) to make up a fall gift to deliver to your agents.  All you do is tell someone what to do.... shouldn't take more than 5 minutes.
• Pick up the phone.  Call all your agents to see how they are doing and ask "Is there anything I can do to help you?"
• Ask for referrals DURING the loan process.  By phone, email or mail. Or all three.
• Put a work-related status update on facebook.  Shout out to your staff, congrats to new homeowners, short message on low rates, etc.
• Order pizza to be delivered to your top agent's office.  Stop in and eat with them if you have time.
• Look back at the last three months of prospects and follow up on those you haven't heard from recently.

It's pretty easy to find five minutes for marketing.  Or come in a little early and spend even more time on your future business.

Checklists!

I'm a list-maker by nature.  There's something about having a list, accomplishing that list and then checking things off.  It makes me happy.  In a I'm-not-a-loser sorta way.  

Lately, I've been recommending my coaching clients develop their own marketing checklist for new loans in process.  This is often a missed opportunity to ask for referrals and really deepen long-term relationships.

Many times, our borrowers do not realize that we work on referral and it is your job to educate them.  You have their undivided attention during the process of their loan, so don't waste it.  They need you and will hopefully (with a little nudging on your part) feel reciprocity to help your business.

I also don't see many originators effectively marketing to the listing agent on a transaction.  This can be a golden connection if you just take the time to reach out.  

Here are a few ideas for a New Loan Marketing Checklist:

• Listing agent email, phone call and personal note
• Immediately after application, send a personal note with 3 cards to borrower thanking them for making application and asking them to pass along your card.
• Thank you to referral source.  You most likely do this if the referral came from a Realtor, but do you when it comes from a past client or your SOI?
• Every email to your clients during the process should have a statement about referrals.  My favorite is "The highest compliment I can receive is a referral from a friend."  Put this as a p.s. before your signature line and it will get noticed.

Are you asking for business?

You may be the nicest person around, but if you aren't taking the time to ask for business you are losing business. 

Let me repeat myself:  

If you aren't taking the time to ask for business
you are losing business.

People need to be reminded that you work on referral.  Some people need to be reminded of what you do and how to get in touch with you.  During phone conversations, emails, in person and on social media; asking for referrals should be one of your primary focuses.

Ponder this...

Here is a very important question:  How many loans in your pipeline would you be able to do if rates were at 5%?  Or even higher?  If this number isn't enough to keep your business thriving then you should be worried.  Worried in a good way.  Worried in a way that motivates you to do something different.

The most important time to consistently do your marketing is when you are busy.  It’s the only way to stay busy.

The problem most of us (me included!) have is that when we are busy, marketing is the first thing we STOP doing.  Managing the pipeline takes priority and the rest slips to the background.  Most loan officers are VERY busy right now and those that have a desire to stay busy will also be doing their marketing.

 

Go for No! (plus a script)

Go For No! was recommended by a few people within a short time frame... so I figured it was worth getting.  This is a very short book with the potential to have a huge impact on your success.

Go For No!  (the tag line reads:  YES is the destination, NO is how you get there) is a short story of a fictional salesman that wakes up one day to his future self that has succeeded beyond his wildest dreams.  He spends a few days learning the secret to his success (hint - it's all about "No") and then goes back to his life to fulfill his destiny.

"I realized that failure was the halfway mark on the road to success, not a destination to be avoided but rather a stepping stone to get what I really wanted in life.  Most people get to the sign marked failure and they figure they're headed in the wrong direction, turn around and head back home.  They think that success must be back the other way, but it's not!  It's straight ahead!"

I talk with originators all the time that know what they should be doing to get more business, but they simply don't do it.  It is the fear of failure and being uncomfortable that keeps them from reaching top producer status.  It isn't the market, interest rates or their company; it is their fear of rejection.

"Why can't rejection be only slightly annoying or amusing or, for that matter, exciting and energizing?  While we have absolutely no control over the actions of others, we do have total and complete control over how we react."

Kelly Waugh recently took this to heart and starting calling Realtors.  She shared with me that it actually took much longer than she thought to reach her "No" goals and it was very empowering.

Rockin the Blue Band

Welcome to “Hughes Troop - Rockin' the Blue Band - All Star Event”! 

Mortgage Revolution is coming back in 2011 with a one day online benefit event to help one of our industry's favorite rock starts, Dustin Hughes.   Note from Bliss - you will also receive a download of my presentation "Rockin' Your Business - Finding the motivation and passion to pump up your pipeline"

WHEN: Wednesday, October 5, 2011
SHOW TIME: 10 am to 2 pm 
(Time is posted in Pacific or West Coast Time Zone. If you need help determining your time zone please visit www.time.gov.)
LOCATION: Your place! This will be a live webinar event! 

If you are near Portland, Oregon you can join us for the "Live Streaming Event". The location will be announced shortly but you can get registered for the "Live - Portland, Oregon Streaming Event" under the Tickets Tab.  You will still get access to all the Back Stage Recorded Events after the event. If you attend the Live Portland Event you can share the day with Dustin and his Groupies.  If you are planning on attending the "Live Event" in Portland you should not register for Rockin the Blue Band - Allstar Webinar.  Please go to the "Live Portland, Oregon Simulcast" Registration under Tickets and register there.  We will be able to see you in Portland, Oregon!

Tickets: Recommended gift is $100 per Webinar Link for Online Event or the Live Simulcast Portland Event.   CLICK HERE TO REGISTER

Includes all training and material for the day, access to recordings of all sessions to view after the event, plus additional training material from a host of other industry experts.  It's a power packed session for you to access at your convenience!

Get motivated and inspired by some of the top trainers and speakers!

Emcee Extraordinaires: Sue Woodard and Rene Rodriquez
Video Commentators: Ginger Bell and Dustin Hughes

Show excellently produced by a bunch of mortgage professionals who have been moved by Dustin Hughes!

Learn and be inspired by some of the very best in our industry. 

 ******Rockin' the Blue Band - Hughes Troop Rock Star Training  will be streamed live over the internet at a soon to be revealed Portland, Oregon location.  If you can make it to the rainy city, you can party with “The” Rock Star himself….Dustin Hughes!

Buy Tickets for the Online Event, the Live Streaming Event in Portland, Oregon or become a Corporate Supporter!

Whether it is online or live, we look forward to spending the day with you at the "Rockin' the Blue Band - Allstar Event!

 

 

Marketing schedule

Twice a month I conduct a sales meeting with the loan officers of our company.  It's actually been a great way to keep me motivated and hopefully, it's helping a few others.  If you are a manager, I highly recommend you have these types of meetings on a regular basis.  I'll be sharing what we discuss so you don't have to go far for ideas.

The first week, we discussed mind mapping and the second week was all about utilizing this Realtor Contact Form and developing a core group of Realtors.  Last week I encouraged the loan officers to create their own Marketing Schedule.  

We brainstormed different tasks that could go on this daily, weekly, monthly and annual plan.  It was fun to see what others are doing and get a few ideas.  Once you have your list complete, use it to plan your day and week.  I also recommended you have a monthly appointment with yourself to review and revise the list.  

Here is the basic form:

Marketing Schedule

Date completed: __________________________

Daily tasks

1.

2.

3.

4.

5.

Weekly tasks

1.

2.

3.

4.

5.

Monthly tasks

1.

2.

3.

4.

5.

Annual tasks

1.

2.

3.

4.

5.

One time tasks:             Deadline:

1.

2.

3.

4.

5.

 

A little glimpse into what I'm doing

I broke my foot the same day I (barely - but don't tell anyone) passed my state licensing exam.  A week later, we moved into our new home and life has been crazy ever since.  I am finally off crutches and out of the boot, which I am VERY grateful for.  Moving slowly is not something that puts me in a good mood.   

I've been working on my new origination business and thought I would share what I've been doing... with the hope that it motivates you.  If you aren't happy with your production, or nervous about where your production will be when rates go up; then working ON your business is the most important part of your day. 

Database

• I have an old database from seven years ago that had 350 names.  My first mailing went out the end of August but seven years is a long time... and so far 75 have returned.  I received a few emails and phone calls from old clients welcoming me back and one refinance application.  
• I am also working on growing my database as I meet people and have added 13 names.  This includes my landscaper (who also happens to be my neighbor), my builder, new Realtors I have met, and my daughter's piano teacher.  I will continue to look for names to add to my database.
• This week I will be sending a recipe postcard mailing through Velma.  My plan is to send recipe postcards eight times a year and value mailings the other four months.
• Magnets are getting ordered will be sent out in an October mailing and also used with new prospect and contact mailings.

Realtor Marketing

• After seven years, there are only a few of the Realtors I worked with still around.  I've been busy reconnecting and trying to rebuild relationships.  
• Weekly goal of two unsolicited emails and one phone call or text to each person on the list.  
• Two lunches along with at least three personal notes to agents.
• I am also trying to build my core group of agents and have added four new Realtors that were recommended to me from another agent, a title rep and an old friend.
• I also have a goal to attend two sales meetings and one home tour each month.  Still working on getting this up to speed.
• This Saturday I will be cooking hot dogs at Keller Williams annual Red Bash.   I hope to make a few new connections there as well.
• I am beginning to work on starting a Bunco club.  I've done this in the past and it was a huge success.  I'll post more as I get things put together.

Networking

• This has definitely been my weakest point.  I simply haven't had the time to do much networking.  Let's be honest - I haven't MADE the time to do effective networking.
• I plan to join the Board of Realtors and look into starting a networking group.  I'll keep you posted.

What I am doing...

I am FINALLY (broken foot and all) getting to work marketing myself as an originator.  This is a bit different situation than I was in last year when I did my Fishbowl experiment.  Last year, I moved to Oklahoma where I didn't know a soul, so was truly starting from scratch.  This move is a little easier (and have I mentioned it is my LAST move EVER?) since I have originated here before, though it has been seven years.

I am spending this week reconnecting with Realtors that I knew and worked with previously.  Phone calls, connecting on Facebook and one or two lunches.  I am also doing a presentation at a sales meeting in a Realtor office with a few other LO's from my company.  That's probably a great topic for a post.... I'll scrounge up some sales meetings ideas to share soon.

I'm also working on a master marketing list for the next 90 days to do a big push as I get started.  This is taking me more time than it should.  The problem is that I have too many ideas and need to be as effective with my time/money as possible.  I do have a database from years past, but I'm estimating it to only be about 50-60% accurate after this many years.

What suggestions do you have for me?

 

My smallest billboard.... what do you think?

This is my new business card (my smallest billboard) and wanted to see what y'all thought!