marketing

Aug 04
0

Are You Speaking an Outdated Language?

By | Mortgage Business Tips, mortgage coaching | No Comments

communicationstyleThe fact is that the customers of today are a much different breed than those of yester-years.

For example:

  • Email is too clumsy, they want to be texted.
  • Information is abundant and at their fingertips, they want you to give them an, “experience” instead.
  • If they can’t meet you face to face, they’ll expect you to send them a Zoom or GoToMeeting invite.
  • If you don’t have a webpage with an on-line application, educational videos, multiple links to other pertinent sites, free downloads, video testimonials and a blog…well, they’re going to notice and they will make comparisons.

It’s not too difficult to get to know your new customers, either. Their opinions, interests, experiences and family photos can all be found on Facebook, Linkedin, Pinterest, Twitter, etc.

 

Question of the day: “Are you showing up where your clients are showing up AND are you communicating in ways that are most comfortable and familiar to them?”

Jan 02
0

No Follow-up-No Glory!

By | Mortgage Business Tips | No Comments

CoffeeCupIdeaOne of the biggest foibles that will cripple any sales person’s business growth is lack of follow-up.

In coaching Mortgage Professionals over the last decade, I’ve been told countless times by my clients how they feel that their #1 weakness in their business is poor follow-up as it relates to potential referral partners, attendees of presentations/classes they’ve given, leads from various, costly systems, and even with their own team members regarding task assignments and project management.

Why a sales person doesn’t follow-up at all or does so poorly, stems from one or more of the following (3) root causes:

  1. Lack of self confidence
  2. Lack of organization/time management
  3. Lack of systems

In most situations, tackling the latter two causes will cure the first, so my recommendation is if you find that you struggle with strong and consistent follow-up, turn your attentions, first, to identifying in which circumstances you fail to follow-up the most and then ask yourself the following questions:

  • Do I have a proper series of follow-up call and email scripts for this given opportunity?
  • Exactly how many, “touches” do I feel is required to gain the value from this opportunity?
  • How much time am I willing to invest overall in the opportunity?
  • What system can I utilize to automate my follow-up efforts?
  • What system can I utilize that will prompt me to take each follow-up step?
  • Am I able to decipher between a good and viable opportunity for me vs. an opportunity that is best passed along or left on the table for someone else?

In answering the six questions above, you will then possess a detailed needs list in which to develop your perfect follow-up strategy to any given opportunity.

The last question from the list above generally stops people in their tracks. Many sales people have the mindset that every opportunity should be tackled with with the same amount of gusto. However, throwing yourself into every co-marketing offer, potential referral partnership, seminar series, membership and board committee is going to immediately hamper your ability to follow-up and follow through effectively in order to gain a real return on investment from any one of these opportunities. I am here to tell you that not all opportunities are to be treated equally, which is a whole other article topic in and of itself, so stay tuned for that one!

Need help in creating and implementing your Perfect Follow-up Strategies? Feel free to FOLLOW UP with me. I’m never too busy to help you achieve your business growth goals!

 

 

Nov 15
0

Three Tips to Consider for your 2017 Marketing Plan

By | Mortgage Business Tips | No Comments

marketingplanThere are literally hundreds of marketing ideas, plans, tools, and systems, all vying for your marketing budget dollars via email blasts, webinars, social media, and at every industry seminar you attend, from sales gurus, other mortgage professionals, and coaches on a daily basis, it seems. Oodles of time and money are wasted in the hot pursuit of the best of the, “shiny gems” of marketing.

But, here’s the dirty, little secret…

It ALL works!

It’s not whether one marketing plan is better than another. It’s about the marketing plan that’s right for you, the one you are excited about, that matches your style, that won’t break your bank, the one you have the capacity to implement from A to Z . That’s the best marketing plan or tool for YOU, that’s the one that will work!

T.I.P.S. to consider

1. Your marketing messages have to show up where the masses are searching for information. With 1.79 billion active monthly users on Facebook, can you really afford to leave it out of your marketing plan this year?

2. Have you embraced video? YouTube reports that we watch more than 4 billion hours of video through their site each month. We are a community of voyeurs, no doubt about it. If your email marketing campaigns aren’t getting a good, “open” rate, it may be time to change those messages into short YouTube vids! Again, where are the masses getting their information?

3. Buying into several marketing ideas but never fully implementing and following through on one consistently, will leave you frustrated, derailed, and broke!  Focus on just 1 or 2 marketing platforms this year. Commit to seeing them through and tracking your results on a monthly basis.