Bliss Sawyer's Marketing Blog

Giving more than mortgage information

Why not offer your sphere of influence and referral partners more than just mortgage information?  I recently found a great resource available in most areas called freecycle.org.  This is an online place to give away and find things for free.  With the struggles many are facing financially and the desire to consume less, this "give and take" philosophy has become increasingly popular. 

We all have things to get rid of or things we need, but don't necessarily want to spend money on.  Sellers are often cleaning out and then there are buyers that need things for their new home.  Your Realtors may find this useful to pass along to their database as well. 

Send an email out to your database giving them a link to freecyle.org and strengthen your image as a resource.  Many originators are finding that their mass e-mails are not getting opened.  This is most likely because of the sheer number of non-essential e-mails most people receive each day.  If you keep your emails short, informative and interesting they will continue to get read.  And you will continue to build your reputation and referrals.

This is just one example of information you can pass along that doesn't cost you anything, many will find interesting and as an added bonus, you are helping others in the process.  Sounds like a marketing opportunity to me.

Going on vacation?

Why not use your vacation as a reason to do some Realtor Marketing?  Let your Realtors know that you will be out of town in a fun and creative way.  Here are some ideas on HOW to inform them.

• Going on a fishing trip?  Attach a note to a package of Swedish Fish
• On a cruise?  A funky pair of sunglasses or sunscreen.
• Camping?  How about a can of bug spray with a creative note saying "Don't let things bug you while I'm gone, call my assistant with any questions or concerns."
• Taking the kids Disneyland?  Attach a note to fake money that says "Me, my kids and my money will be at Disneyland the week of _____.
• Going on a road trip?  Get a $5 gift certificate for a local gas station and give it with a note that says:  "Since I'm spending my kids college fund (or my retirement fund) on my road trip... I'd thought I might as well share.  Thanks for all the support you give to me and my business.

Add in details about your trip, how and when you can be reached and alternative contacts for your loans and any new prospects.  Make it fun and create another reason to be in front of your Realtor partners.

Offering Value to Attorney's, CPAs and Financial Advisers

We hear it constantly:  "Get involved with other referral partners besides Realtors.  Attorney's, CPA's, Financial Advisers can all refer you business."  But HOW do you get them to send you referrals?  Especially if you don't currently send them business.

Offer value first!  Easy Street Designs, with the help of originators just like you, has developed brochures for each of these referral partners.  Then,  you are bringing your knowledge and expertise to the relationship in a way that immediately helps their clients. And if you have purchased my Breaking the 40 Million Dollar Marketing Binder - check out page 110 for a $10 off coupon for Easy Street Designs.

Attorney brochure:  Divorce and Your Home

 

CPA brochure:  Making Sense of the Mortgage Interest Deduction

Financial Adviser brochure: Financial Strategies and Your Home

Thanks Dan!

Thinking about getting a coach?  Or maybe you have considered purchasing one of my marketing products with free coaching.  Here is what one of my coaching client has to say:

I first discovered Bliss Sawyer when I purchased her "Breaking the 40 Million Dollar Barrier" notebook.  I read through the material and began to implement her ideas and immediately noticed a marked improvement to my production.  As time went by, and as my referral partners grew, I had a Realtor who needed me to put together a presentation for her next seminar.  I was having trouble coming up with a format and I wasn't sure where to turn.  I saw Bliss' notebook on my desk and decided to call.  I'm so glad I did because Bliss helped me gather ideas and put together an incredible presentation that completely blew the socks off my Realtor.

To put it simply, this Realtor and I are putting on seminars once a month and it has been extremely successful.  I honestly feel that I wouldn't have this account had it not been for Bliss' help and expertise.  Furthermore, Bliss has helped me go from being completely unorganized and reactive throughout my day to having a set plan and controlling the outcome of my day.

Bliss is a very knowledgeable, personable and positive person with many great ideas and is terrific at holding you accountable.  In this crazy market that we are in, it has been very helpful to have a qualified coach in my corner to help keep me pointed in the right direction.  Thank you Bliss!  I greatly appreciate what you have done for me and my family!    Dan Francis, American Financial Lending

Beef up your knowledge of FHA

On June 3, My Mortgage Communityis hosting a FREE webinar with Leslie Peterson (the best underwriter - Ever!) to help you understand FHA loans.  I was lucky enough to work with Leslie waaaay back in the early 90's and I know from personal experience that she is one of the best resources in our industry today.

This webinar:  Top 11 Things You NEED TO KNOW About Doing FHA Loans will cover these topics:

•   Specifically, what’s so darned great about FHA for you and your borrower?!  
•   What’s happening with FHA lender approvals and how it can affect you
•   Finally out! What non-FHA approved lenders can and can't do
•   Fantastic features of FHA that you need to get your loans through and are not available in other loan types
•   There’s more than one downside.  Reasons you might NOT want to originate FHA loans!
•   Where the FHA program is heading!
•   11 powerful factors about FHA that you NEED to know.

Become an expert and WOW your referral partners with your knowledge and passion for getting loans done.  I just registered and I'm pretty sure you need to do it quickly, this call will definitely be sold out!

Payday!

I love creative loan officers and Carol Tuttle with Cherry Creek Mortgage recently shared a great marketing idea with me.  She purchased small locking metal boxes, placed a payday candy bar inside and put it on the desk of her target Realtors.  Without the key.  They then had a reason to see Carol. She was able to present her case for having a strategic partner and emphasized "I am your payday!"

Carol also used the candy bars during training sessions with new Realtors and gave out small ones when someone answered a question.  She explained the importance of a preferred lender and the power that person had to help their income increase.

In looking at her June production list... Carol said 75% of it will be a direct result of this marketing tactic and her relationships with those Realtors.  Not too bad for the cost of a candy bar.

Want Free Coaching?

Having a coach is one of the most effective ways to reach your goals.  The problem?  It's probably not in your budget right now to hire a coach.  This is why I'm offering my once a year special.  The special part is FREE COACHING! 

Purchase any of the following products and receive a free one-hour coaching certificate.  This is good for your own personal coaching session with Bliss Sawyer.  Use YOUR coaching time to fine tune what you need to be working on in order to reach your goals.  Bliss will help you see the best way to increase your sales and get more done in less time.  That's what coaching is all about!

Order any of the following to receive your FREE COACHING:

• Realtor Marketing:  16 Weeks Guaranteed to get Referrals in the Door.  Only $89
• Breaking the 40 Million Dollar Barrier Marketing Binder.  Only $129
• Next Best Thing Virtual 6 Month Coaching.  Only $399 (free coaching is in addition to what is included with program)
• Strategic Transitions for anyone making a move.  Only $99 (free coaching is in addition to what is included with program)

Give your marketing a jump-start with this great deal.  Order before June 1 to take advantage of this special.  E-mail bliss@blisssawyer.com or call 806-577-3937 with any questions.  Don't wait to succeed!

Band-aid Marketing Idea

One of my coaching clients has a builder that she would like to start working with.  This builder has multiple subdivisions and already is connected with several other lenders.  The good news is that he isn't exclusive with just one mortgage company.  The challenge is to come up with something that will be unique to put in the model homes. 

Of course, there is the standard giving of closing costs etc., but everyone offers this.  We decided to develop a campaign that will grab potential clients attention.  An 11x17 poster on a small easel stating "We can't take away having a mortgage payment, but we CAN make it as painless as possible."  To go along with this, she will have promotional bandaids for prospects to pick up at the model homes.  Check out:  http://www.extra-mile.com/health/bandages.htm  for promotional bandaids or put a printed sticker on your own box of bandaids purchased at any retailer.

This marketing idea can also be used with Realtors, First Time Home Buyer seminars and in connection with any other marketing you may be doing.  The great thing about marketing is that you can be creative with just about anything!

Looking for a Client/Referral Partner Newsletter?

Dear Mortgage Originators & Managers,

HERE'S THE #1 PROBLEM RIGHT NOW: Every Originator is looking for the secrets to success in this competitive marketplace (not just guru fluff & stuff) and they need quality resources they can send to their past clients, referral partners and prospects to stay top of mind and to generate new qualified leads and prospective partnerships every month! HERE'S A SIMPLE SOLUTION TO THE PROBLEM: The New Combo Membership offer from MyMortgageCommunity.com and Dave Hershman's NewsletterPro Marketing System will equip you with the coaching and marketing tools you need to succeed as a top originator!

---

Special Combo Offer!  Get access to 25 industry experts and receive the four Done-4-You, customizable newsletter EACH month for only $59.  The best part is you can try the combo membership for just $1 your first month, cancel any time (no contract) and receive over $900 in bonus gifts just for trying it out! To start your combo membership click the link below (or copy and paste the entire link into your web browser) and use special discount coupon code "Sawyer50": https://web.memberclicks.com/mc/quickForm/viewForm.do?orgId=oc&formId=40346 Start your $1 Trial Membership Today!

P.S. If you are currently an active member of MyMortgageCommunity.com you can upgrade to the special membership offer by emailing support@MyMortgageCommunity.com with "UPGRADE TO COMBO MEMBERSHIP" in the subject line and they will contact you to discuss the details of your upgrade.

Fannie to refi up to 120%

According to an article in Mortgage News Daily, Fannie Mae is rolling out a new program to help borrowers that are "underwater in their current mortgage".  The borrower needs to be current on the mortgage to be refinanced and it has to be a Fannie Mae owned or insured mortgage.  They will be able to finance up to 120% of their current  value.

This could potentially be huge, but beware as the details could kill it.  What about MI and what are the qualifying parameters?  Do your research well and then be ready to do some marketing.

If this truly comes about as a way to help consumers then you have a tremendous opportunity.  Stay abreast of this developing issue and then be the first to broadcast.  Offer a press release to your local newspaper, look to get on a local radio program to discuss the issue and then do other marketing to announce the new program.  If you are first in line to bring the program to the publics attention, you will gain credibility and hopefully, more loans to your pipeline.