Bliss Sawyer's Marketing Blog

February Time Machine

The first Friday of each month, I share "the best of" from the past 3 years of my blog for those that are new readers or anyone that wants a look back at some great ideas.  Enjoy!

One Year Ago:

• Something to think about.  This is a good one.
• I'm sleeping with one of my coaching clients  Did that get your attention?
• Visibility and Credibility through Public Speaking

Two Years Ago:

• A little thought for today (and it's still a good thought one year later!!)
• Manage your work flow.  Great tips to get organized!!
• Small Advice - Big Returns.  Great piece of advice for you to share with your clients

Three Years Ago:

• Grab attention by doing something unique.  Fun way to get noticed!
• Marketing tips from my readers.  Love these ideas!
• Do you struggle with staying focused?  And who doesn't at times!!

 

Memory Jogger

One of the resources mentioned in The Seven Levels of Communication is the "Memory Jogger".  This is a great tool if you are:

• New in the business (this should be a required exercise for every newbie!)
• Ready to grow a strong database of people that love you and refer business to you.
• Not happy with your current production
• Worried about future production

Click here to see Michael Maher's Memory Jogger

Any of those reasons hit home with you??  Then take the time to work on your database this week.

Client Management Spreadsheet

As you can tell from yesterday's post, I am working on my organization and tracking.  With all the effort we do to market and build referral relationships, it amazes me how little most loan officers do to make sure they educating borrowers that they work on referrals when they have their undivided attention - DURING the process.

During the process is also a fabulous time to shine for the buying and listing agent.  Don't miss these opportunities to reach out.  Here is a sample of what am utilize.  My system might not work for you - hey, it might not even work for me! But I am going to start with this and tweak it as I go.

Click here for your copy.

Updated note:  Dave asked about the 2-question survey so here is the post if you are interested.  He was also wondering about the "Request test me & agent".  I calendar in a 30 minute slot the first week of each month to send an email to the previous month closings that requests the survey as well as a testimonial for me and for their Realtor.  I like to be proactive and pass this along to the agent as most agents DON'T ask for testimonials and are surprised and grateful when you do it for them.

Tracking Prospects

I've been tweaking the system I use to track prospects and wanted to share what I have so far.  (I say "so far" because this will be a work in progress for some time) I use Google Docs so I can access the information anywhere.  You can also use Dropbox.

Making sure your referrals don't end up making application with your competitor is a high priority and if you don't track things, you are leaving it all up to chance.  You may be fabulous, but if a prospects only contact with you is that first phone call or email then you reduce the probability of closing the deal.  

This is also a convenient way to quickly access information on an old prospect.  For example, on Saturday, I received a call from a prospect I had prequalified in October.  By the time he got to his question, I had pulled this form up and could see my notes.

Tweak to fit the way you work with prospects and always look for ways to improve it.

Prospect Checklist

A few explanations on the columns above:

Rank:  I use A, B, C based on the likelihood of them getting a loan soon.
TY ref source:  Thank you out to referral source.  Of course.
Notes & NOTES:  The first space is for loan info, the second is for info on their situation
Credit:  Middle score once I pull it.
Velma:  This is my database system
HW note:  Date handwritten note goes out
FB:  My goal is to connect personally and also invite them to our company Facebook page 

At the end of each week (row shaded in purple) I track the number of prospects, applications, closings I had that week.

Click here to access Prospect Checklist Spreadsheet

Facebook promotions

We have decided as a company to have all help loan officers promote the company Facebook page.  There will be giveaways twice a month as well as loan officer spotlights and promoting our client appreciation events.

The problem with business facebook pages is getting people to the page, getting them to "like" the page and then keeping them engaged so they come back for more.  The ultimate goal, of course, is brand awareness and creating a culture of referrals.

Our first giveaway was a simple:  Tell us your favorite 2011 movie and you have a chance of winning one of two $25 restaurant gift cards.  Our next giveaway will be two $150 spa treatment certificates in time for Valentines Day.  In this case, we actually paid less because one of our LO's knows the spa owner.  Win-win for all.

Consistency is the key.  Being consistent about inviting people to the page, being consistent with the giveaways and being consistent with our brand.

 

Not just advice for girlfriends

I saw this message from Karen Deis this morning and wanted to share with ya'll:

5 Things I Want Every Mortgage Girlfriend to Know...

1. It’s hard work being a loan originator.  The lending environment will get better.
2. Embrace your “inner weird”.  This is what makes you interesting, exciting and gorgeous to be around.  Wear what you want to wear.  Don’t copy the “LO guys” out there.
3. Find people to “adore” you.  Could be family, friends, clients, real estate agents,  co-workers.  Accept the fact that you can’t make everyone love you. 
4. Do something “exciting” once a week.  Get outside your comfort zone.  Take the road less traveled every once in a while.

The woman who is the happiest…wins.   Happy people don’t give others crap.  They don’t complain (much, anyway).  They find joy in most everything they do. 

 I agree wholeheartedly!!  Happy Friday to all.

Is your production goal in a drawer???

I am going to bike 50 miles in all 50 states.  It's a BHAG.  Big, hairy, audacious goal.  So I keep it VERY visible.  Everyday as I drive in and out of my garage, I see what I have accomplished.  Even though 17 is a looong ways from 50, I'm not discouraged.  I am motivated to plan my next trip, get on that indoor spin bike that is my nemesis and stay in shape.

 

Pretty much everyone sets goals.  Production goals, income goals, business goals.  But if you just throw them in a drawer or save them in a computer file, you will not feel that fire in your belly to do what it takes to accomplish those goals.

Keep your goals visible.  On your bathroom mirror.  In your wallet.  In your underwear drawer.  Where ever you think is best to help you stay focused and motivated on taking those daily marketing and relationship-building steps.

Do it today.

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.

Vision party success!

Friday evening was my Vision Party.  After my first post on this idea, I had a few people email to say they thought it was a great idea and wanted to hold a vision party but just weren't sure how to do it.  Guess what?  I had no idea either.  Never done a vision board before.  Definitely never had a vision board party.  But that's that fabulous thing about relationship marketing... you just do it and the relationships go deeper for your efforts.

I did learn a few things along the way.

• Get help.  My mom was a huge asset (I call her Cinderella).  She helped me cook, clean and basically get ready.  Love her!
• Don't expect 100% turnout.  Some of the ladies had other plans, others were sick.
• Follow up.  I plan on 1.  sending out a thank you to those that attended and  2. dropping off the favors I made and a blank vision board to those that wanted to come but had other obligations or were ill.
• Take time in between dinner and creating the vision boards to share some thoughts.  I talked about being accountable and gave them an accountability form along with a few business cards.   I let them know that I was willing to meet with them once a month for lunch and a mini-coaching session.
• Ask for business.  Too often in our marketing, we don't take that next step of asking for business.  Don't assume that people will give you business because you fed them (or shared glue sticks).

We all had a wonderful evening and I will definitely be doing this each January.

 

Making friends....

Robert (best. loan officer. ever.) recently shared with me his facebook strategy.  When he meets with new clients he asks them if they are on facebook.  If they are he opens up facebook and says "Let's be friends" and sends them a friend request.   He explains that he often does giveaways and shares mortgage information through facebook.

But here is the magic part.... Robert then says "I work by referral and if you are happy with my service I would appreciate it if you would comment on my page."  

Brilliant, simply brilliant.  Evidenced by his many adoring clients.

Realtor Postcard

I'm getting ready to have my vision board party and wanted a few things to share with the Realtors that are coming to help them with their business.  Cristie North just finished up her annual retreat and shared one of her items with me.

She makes 10-20 of these postcards for each Realtor.  They use them when taking buyers out to see homes.  The idea is that they leave them on the counter for the seller with five items of what they loved about the home.  Hopefully when and if the seller needs a new agent to sell their home they will call your agent.   I also think this is something the listing agent will love as they are always looking for positive feedback for their sellers.

Put your kids in charge of your success.

One of my coaching clients has found the secret to reaching his goals.  He asked each of his kids (3) and his wife (1) if they could go on a dream trip (3-4 days) what would it be.  They chose a the following:

Kids - shopping trip to NYC, hunting trip and a trip to NYC to the American Girl store
Wife - fun family trip 

He then shared his BHAG (big, hairy audacious) production goal for the year and explained how many loans each month he would need to close in order to meet this goal.  He asked them to hold him accountable each day when he comes home by asking him how many loans he started that day.

The kids love it and the first questions they as when he gets home is "Daddy, what did you do today?  How many loans did you get?"

What dad wants to disappoint his kids?  What a great way to stay motivate and hold yourself accountable.

Realtor 1-2-3

Want a few more tips on Realtor Marketing... then check out the Origination News Blog.  I'll be posting weekly marketing tips.

Happy Monday!

 

Just do it. Even when it is painful.

One of my goals this year is to bike the Alpine Loop before it opens to traffic for the season. Which means I have four months to get in shape.  In shape to ride eight miles straight up, 40 miles round trip.  Last time I did it (10 years ago) I was in MUCH better shape and even then, I'm pretty sure I left one of my lungs at 7,500 feet.   What am I thinking????

Luckily for me, I am married to an exercise physiologist.  So I asked Professor Honey-Buns to help.  He told me to ride at least 50 miles every week.  Ummmm.... slight problem here - I've been riding ZERO.  Religiously, every week.  AND I moved twice.  In one year.  AND I broke my foot.  Then, on the one ride I did in November, I got a stupid concussion.  (no comments on my gracefulness, please)

So I took my BIG goal and broke it down into weekly and daily goals.  I am three weeks in and so far, so good.  But that doesn't mean it has been easy.   What is easy is finding excuses to NOT ride.   

I have to keep telling myself:   Just do it.  Even when it is painful.  Even when I want to sit in front of the fire and be lazy. 

What about your goals?  Are you doing what it takes, every day and every week?  Keep your goals and marketing tasks visible.  Do everything you can to make sure you don't give up.  JUST DO IT.

 

The one thing I do know... it will be worth it.
every painful, lung-busting moment. 

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

 

 

 

Today...

Today I will make outbound, unsolicited phone calls.

Today I will not just assume people know to give me referrals.  I will ask for business.

Today I will NOT waste time on things that do not grow my business.

Today I have pigheaded discipline and determination.

Today I am positive and LOVE my job.

Amen.

Photo ID

I love it when someone gives me a simple solution!!  If you need someone's photo id and they can't stop in and don't have a way to scan or fax, simply have them take a photo with their phone and email it to you...  

Vision Board Par-tay.

Later this month, I am hosting a vision board party at my home and inviting Realtors that I have worked with and some that I hope to work with this next year.  I'm excited to spend time with these agents in a more personal way.  First we will have dinner and then share suggestions and ideas for creating their own vision boards.  

Here are a few articles on vision boards if you want more info:

How to Make a Vision Board

How to Host a Vision Board Party

How & Why to Host a Vision Board Party

 

Giveaway Winner

and the winner of 7Levels of Communication is.... Bernie O'Sullivan!

 

Thanks to all who commented on the blog post and Facebook.  It's very encouraging to see so many people ready to work ON their business.  2012 is going to be a GREAT year!