Bliss Sawyer's Marketing Blog

Food, biking and fabulous people.

Last week I drove down to Shreveport, LA to do a bit of training with Team Thaxton.   I've been coaching Louise and her loan officers for about six months and absolutely loved getting to spend time (and eat FABULOUS food) with all of them.  Southern hospitality was out in full force.

Louise and I at dinner

Rather than just spend the day with Louise's loan officers, we decided to do something that would also help their Realtor relationships.  Realtors were invited to a lunch and learn to hear me speak on creating momentum through passion, branding and vision. (BTW - This is a great way to add value to your Realtors!!)  

There was a great turn out with standing room only.  Feedback was very positive both for the presentation as well as the appreciation to Louise for putting the event together.   It was a great way to prove that they wanted to help the Realtor's business.  At least three of the agents commented to me that it was so nice to go to a presentation where they weren't being sold something.

Later that day, I sat down with Louise and six of her loan officers for a bit more training and brainstorming.  We had a fantastic time talking about overcoming obstacles and being focused on increasing production.  This was a great opportunity for me to spend time with people I normally only get to chat with during coaching calls.

One of the things we did was brainstorm grabber marketing ideas.  I had stopped by the dollar store and picked up about ten things.   The creativity was definitely flowing... so I thought I would share a few of the ideas:

I also had the chance to bike in Louisiana.  It was a bit humid for comfort, but absolutely beautiful!  I am now done biking 50 miles in 18 out of the 50 states... it is a little sad that I am moving back west where I have biked all but one (Nevada) of the states.   

If you live in a state I haven't biked yet and want to arrange some training, let's chat and see if we can't put together something that helps us both :):)

Pictures taken while on my rides...

Women, Wisdom, Wealth and Wine

One of my coaching clients recently hosted a very successful event for women.  I asked Kelly to share a bit about this so I could pass it along to y'all.  Here is Kelly's email:

Basically what I did was get four separate women that are good partners in financial plans and partner together to pull of a “Women, Wisdom, Wealth and Wine” event!  I was included as well as a financial planner, estate attorney and insurance broker.  We created an Evite and invited about 25 of our top women clients or potential clients.  We did cherry pick who we invited because we were paying for the wine tastings and wanted the group to be filled with potential business for us all. 

We did it at a local wine bar and negotiated four wines (2 white and 2 red) with ¼ glass tastings for everyone plus some cheese and crackers for a total of $10/person.  16 showed up but we did get a few that couldn't make and said if we did it again to include them.

All four of us also brought a gift to giveaway of $25.00 value…mostly spa baskets, organic fruit, etc. 

We had all the ladies fill out a form with their full contact info and what they would be interested in learning more about. 

It was a great success and I am going to encourage all of my financial advisers to do the same! 

I love this idea and feel it is a great way to strengthen referral relationships and also offer something just a bit different to your top clients.  Thanks, Kelly for sharing!!

 

Visibility and Credibility through public speaking

When was the last time you spoke at an event or meeting?  Public speaking is one of the quickest ways to gain credibility AND visibility.  Your reputation as an expert will grow by leaps and bounds as people see you speak on industry-related topics.

As I have gotten to know people and become involved with different organizations in my new area, I've offered to give presentations on interest rates, mortgages, networking and marketing.  Just in the last week I had a Realtor ask if I can speak to her business group and the local Chamber of Commerce asked me to speak at a women's networking breakfast.

Do you find public speaking frightening?  I know many people do, and if this is you, consider joining aToastmasters group to gain confidence and experience (it's also a networking opportunity!)

If you find the thought of creating a presentation to be daunting, take a deep breath and simply jump in.  Work up a few ideas of hot topics that would serve different groups and create an outline of talking points.  As you are networking and talking with your sphere of influence, let everyone know you are available to talk to their group about these topics.  

 

 

Call out to all my girlfriends....

I'll be at this event in May speaking on: The Successful Girl’s Guide to Getting Traffic, Fame & Success From Your Blog!   Click on the link below for more details.

 

Masterminding is one of the best ways to brainstorm with other women who are in the same business that you are in! Yes, that's right, this event is exclusively for women!

Yes, the rules of the game are changing.  Everyone is experiencing the challenges associated with these changes.  Connecting with other women might just be the kick in the assets that you need to adapt and stay in this business for many years to come!

• Experience speakers and topics guaranteed to keep you on the cutting edge
• Network with other women who have navigated their way to success 
• Join the Diva Sisterhood and get discounted registration fee
• Read testimonials and what others have said about past retreats
• Invite your favorite women real estate agents (and they pay the same fee that you qualify for)

Mortgage Girlfriends Mastermind Retreat

Give a presentation... gain crediblity!

 I had sent this email out to a broker and then had the chance to sit down and chat about rates.  She invited me to come to their next meeting and talk about rates.  What a great opportunity!  I had recently watched this Mortgage Coach presentation by Dan Rawitch on his 2011 predictions (where Dan also gives permission for his slides and info to be used - which is much appreciated!!)  I decided to simplify it  a bit and use this for a presentation to Realtors. 

I condensed it down to about half the information as I wanted to make sure I was only discussing things I was comfortable with. If you are looking to gain visibility AND credibility then giving presentations is one of the absolute best ways to do this!

Here are a couple of tips:

• Make sure you are comfortable with the information.  I read quite a bit about rates and also watched Dan's presentation three times while taking notes.
• Keep it simple.  Most really don't want the technical stuff. 
• What's in it for them?  Make sure you have specific reasons how the information you are providing will help their business.  In this case, I encouraged them to share this slide to create urgency with buyers and to show sellers why there really are buyers out there (and that they should price their homes correctly and they WILL sell.)
• Don't just give facts... I had a few "stories" to go along with what I was covering.  This makes your information (and you) memorable.
• Be confident (not to be confused with arrogance)
• Get their permission to follow up.  I explained that about once a week I like to email something to Realtors that will help them stay in touch with their sphere and help them look good.  Every one gave me their card.
• Follow up.  Duh!

I know some of you are saying "But I don't like to talk in front of people."  or "I'm no good at this kind of thing."  If you struggle here, then join a Toasmasters group (also a great networking opportunity) and spend quality time getting over your fear and becoming comfortable speaking in front of groups. 

 

Utilizing video during the prequal process

Tim Lamb over at Banker's Trust shared a great website with me recently.  He has been utilizing www.utipu.com to reach out to prospects and differentiate himself from other lenders.  This is a FREE tool to use video to reach out to your clients.  This is especially helpful to visually go over the good faith estimate.   Most people understand better when they are able to "SEE" and since we do so much of our business electronically, this is a fantastic tool to connect to your borrowers.

You could also use this for short presentations on industry changes and other information marketing tips you have for referral partners.

By the way....

I spend quite a bit of time emphasizing the importance of asking for referrals.  One of my favorite ways to do this is to simply say "By the way, do you know of anyone looking for a mortgage" at the close of a conversation.  It's a great way to fuel a referral-based business.  

After speaking at a recent conference, Ken Grant of PHH Mortgage hit me over the head with his comment.  Ken said "I really thought you were going to end your speech with "by the way, do any of you know of a speaking opportunity?"  I had never thought to ask this, yet referrals are also the way I run my training business.

I saw the light....Thanks, Ken!

So, here I am.  Asking.

By the way, do you know of anyone that is looking for a speaker for their next event?

I love teaching relationship-based marketing strategies for associations, companies and others interested in a high energy, passionate presentation at their next event.

 

Click here for more information or contact me at 806-577-3937 to book your next seminar.

Not sure what to say in a presentation?

I was recently working with one of my coaching clients who was preparing for a 15 minute presentation to her networking group.  She also wants to start doing presentations for some of the Real Estate offices in her area.  This basic formula can be used for just about any presentation opportunity. 

1.  Why the fear?

q       Jobs market

q       Credit crunch

q       Dropping values

 

2.  Reasons YOU (your audience) should be confident

q       We are close to the bottom (try to find a quote from an economist or the Realtor Assoc.)

q       Rates are great!

q       Tax credit for FTHB

q       Buyers market

q       Real Estate always has been and always will be a great long term investment

 

3.  How can YOU benefit? (remember to always spell out "what's in it for them")

q       Great time to purchase a new home or investment property

q       Young families and professionals are in a good position to purchase a home

q       Excellent time to refinance for a lower payment or consolidate debt

 

4.  Why (your company) and (you)?

q       Stability

q       Products

q       Experience

You can also use this as an outline for a letter to your database.  Give people a reason to trust you and feel confident in their choice to purchase a home or refinance.

Realtor Presentations

Last month, I had the great privilege of speaking at the Maine Association of Mortgage Brokers annual conference.  I met many fantastic brokers and loved hearing their ideas and successes.  One that stood out was shared by Sharron Eastman of Big Horizon Mortgage.  In order to strengthen her Realtor relationships, Sharron began doing market presentations.  I asked her if she would share a brief synopsis of what she does.  Thanks Sharron for sharing!

"I do a talk on what has happened in the mortgage markets and credit  markets over the last 3 months.  I discuss old time lending i.e. community bank, depositors and keeping mortgages on the books… then move to the secondary market, how it came about and then to today.  I explain Wall Street demand then banks and lenders developing more and “better” products since the appetite was so unquenchable and originators “sales people” going out to sell the products they were given…(including banks).The final stop in the cycle of 4 is the consumer who used those products were happy as long as values were rising… then what happened when values stopped rising mixed with the subprime news this summer.  I think you can kind of guess the rest.  I also go into what the drop in rates did or did not do and what it was intended to do.   

What I have found is that although some of the beginning stuff is basic, the Realtors have FORGOTTEN how we got to having a product for every single borrower and they really appreciate having  me explain the whole cycle….I have been asked back and even referred by owners to other real estate offices.  Unfortunately for you I am a speak on the fly kind of person.  I have not prepared a power point for this presentation but do use a white board with the 4 elements of the cycle with lots of green (for money) and red (stoppage of money) markers in the form of arrows."

Offering presentations is a great way to develop a strong reputation as an expert and put yourself in front of referral sources in an informative manner.  Information Marketing at its best!

Presentations - Your Key to Higher Production

Thanks to Tom Ninness for submitting this…

Many mortgage and real estate professionals never consider the opportunity to do workshops and presentations in front of the public. If you are one of them, then you are missing a golden opportunity. 

Public speaking and doing workshops is my number one strategy in capturing potential clients.  Speaking allows me to get in front of prospective clients and showcase my knowledge and expertise.  This has allowed me to be in front of 10 to 150 plus at any given time.  The more frequent I speak the better chance I have to gain clients, merely because of the numbers game. 

Let me ask you a question, “What is your time worth hourly? Maybe it’s worth $50 or a $100 or $200-plus an hour.  Will you have a better chance accomplishing that one-on-one or in front of a group?  Speaking can give you tremendous visibility and credibility over time.  The more you speak, the greater the chances that more people will consider how successful you are and they will also look upon you as the authority in your field.

Every time I speak, whether it’s realtors, first-time homebuyers or real estate investors; they walk away with something of value.  Maybe it’s a workbook, a list of books to read, maybe tools that they can use in their business.  It’s important that the audience receives something of value every time that you do a presentation.

If you don’t have a follow-system, you have just wasted your time.  In all of my workshops, every participant completes a questionnaire.  If they don’t, then they won’t get the added value items.  Based on how they completed the questionnaire, I rank the prospects as A’s—wanting to do business right away, B’s—maybe 30 to 90 days down the road and C’s—not sure when or if we will be doing any business at all.  Even if they are C’s, I still put them in my database and will market to them for two years.  My philosophy is, “It’s not if they will do business with me now, it’s when they will do business with me.”

Consistency in speaking is very important.  Getting out in front of an audience keeps your pipeline full of prospects.  By preparing, practicing your presentation and following up with all potential prospect you will greatly increase your opportunities and your chances of having a successful business.

om has created seminars and presentations for the mortgage and real estate professional.  Go to www.summitchampions.com.  You can contact Tom at tninness@ccmc-net.com or call him at 303-877-4111.