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Posts Tagged ‘by referral mortgage’

Mortgage Marketing: How to Attract Top Dog Realtor Partners and Get Them To Send ALL Their Referrals!

By Doren Aldana

Getting Top Dog Realtors to send you more referrals is often easier said than done. Today, I have few ideas to help you push the needle in getting this kind of business.

First, create a list of the top Realtors in your market. I mean the people doing 30…50…100+ transactions per year. That’s your hit list. You want to launch a dedicated campaign to those people.

Second, come up with something unique and compelling to answer the question, “Why you?” Why should they work with you as opposed to all their other options? If you don’t have a compelling answer to that, you’re dead in the water. They’ll reject you and repel any overture you make. One of the best ways to be unique is to stop doing what everyone else is doing (offering great rates, great service, etc.) and do what everyone else is not doing: offering sales and marketing solutions. Namely, how to attract more quality listings, how to sell them faster and for top dollar, how to generate more buyer leads, and how to get more repeat and referrals business. Can you see how offering that kind of service is going to make you more compelling to top-producing Realtors?

Third, work on your posture: instead of chasing, start attracting. Make them need you more than you need them. For this I recommend you create a VIP Partnership Program exclusively for top-producing Realtors who qualify. The value has to be so great that they’ll be clamouring to partake. Create something unique, formalize it, and put it into a document called a VIP Partnership Agreement.

Finally, when your posture’s right, start smiling-and-dialing. Call these people and get in the habit of doing what is hard. If you do only what’s easy, life will be hard, but if you do what is hard, life will be easy. Condition yourself to do thing you don’t want to do. Don’t chase them – have them chase you. Your posture should imply that you don’t need them. Act like they’re the ones who must qualify, not you.

Those are the essentials of how to attract superstar Realtor partners and get them to send you ALL of their business. If you have any questions, please leave a comment or give us a call. We’d love to hear from you.

Here’s the video version of this blog post…


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11 Questions to Ask Your Clients Every Year That Will Explode Your Income!

By Doren Aldana

How would you like to win more repeat, renewal and refinance business from your existing client base? What if I told you all you had to do is simply ask your clients the same 11 questions every year to explode your income? Sound too good to be true? Here’s how…

Annual Mortgage Review Card

This Annual Mortgage Review Card is designed to motivate your clients to call you for an annual mortgage review to ensure it still fits with their short and long-term financial goals. Lots can happen in one year and if you’re not staying on top of their account, they could be overpaying. Not only that, this is a perfect opportunity to update their contact info (phone, address, email, etc) and ask for referrals. That’s why it’s important to mail this card out on an annual basis so no one falls though the cracks.

Here’s how it works…

STEP 1 Mail this letter to every client in your database with a funding date one year old or more. If your database is under 500 contacts, you can mail everyone all at once. However, if your database is over 500 contacts, you may want to adopt a more staggered approach. This would involve pulling a list of everyone with their mortgage anniversary coming up for that month and then mailing out the card just to those contacts.

STEP 2 Schedule time in your calendar to follow-up with everyone via telephone within one to two weeks of mailing.

STEP 3Schedule the annual review meetings either on the phone or in-person. If you have an assistant, this would be a good activity to delegate.

STEP 4 Conduct the Annual Mortgage Reviews. For best results, here are a few questions to ask your client:

Question # 1 – What is the approximate value of your home now? (If they don’t know, ask them if they would like a free home evaluation from your top-notch real estate agent)

Question # 2 – Have there been any changes in the size of your family over the past year? Do you anticipate changes in the next 2-5 years?

Question # 3 – How much longer are you planning on living in this home?

Question # 4 – What are your real estate goals and dreams (3-5 years; 5-10 years; 10+ years):

Question # 5 – Have there been any significant changes in your employment or income in the last 12-months, or do you expect any in the near future? If yes, please explain the amounts and their elements such as base salary, commissions, and bonuses or self-employment.

Question # 6 – Have there been any significant changes in your savings, checking, investment or other asset balances in the last 12 months, or do you expect any in the near future? If yes, please explain the amounts and their elements such as additions or subtractions.

Question # 7 – Have you incurred any new debt that will remain open for more than 10 months? If yes, please explain the amounts and types.

Question # 8 – Have you paid off any existing debts in the last 12 months? If yes, please explain the amounts and types.

Question # 9 – On a scale from 1-10, (1=poor, 2=excellent) how would you rate your:

CPA:
Financial Planner:
Insurance Agent:
Real Estate Professional:
Banker:

NOTE: use this information to find new top-notch referral partners as well as to recommend new professionals to your clients.

Question # 10 – What needs do you have that my company can meet or meet better?

Question # 11 – What friends or associates do you know who might be buying, selling or refinancing in the next 6 months?

In conclusion, just by mailing this simple card along with the phone follow-up you’ll be amazed how much referral and repeat business you’ll generate!

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What do you think of this post? I’d love your feedback. Please post your thoughts below. Thanks!

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How to Turn Every Closed Deal into a Referral Frenzy!

By Doren Aldana

Do you have an effective system in place for consistently WOWING your clients’ socks off after closing, so they can’t help but refer you to their friends, family, colleagues and and associates? If not, here’s how:

What do you think of this video? Please submit your feedback below. I love feedback!

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How to instantly BOOST your lead-to-closing conversion rates!

By Doren Aldana

Here’s a powerfully effective little tool that can instantly BOOST your lead-to-closing conversion rates (allowing you to increase your income without increasing your lead flow). Check it out…

What do you think of this video? Please submit your feedback below. I love feedback!

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How to Help Your Realtors Attract More Hot Listings!

By Doren Aldana

This little-known referral strategy is based on a very simple premise: Realtors are always looking for ways to improve the success rate of their listing presentations so they can get more listings with less effort. What if just by simply sending one simple letter to the potential listing client you could improve your Realtor’s presentation-to-listing ratio by 10-30%?! Do you think they might be compelled to send you a few more referrals? Duh! Of course they would! Not only that, they’ll be singing your praises to all of their buddies in the office. Check it out…

What do you think of this video? Please submit your feedback below. I love feedback!

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More WOW = More Referrals!

By Doren Aldana

I have a question for you: What’s the single most effective way to differentiate yourself as a true professional and become ultra referral worthy? Answer: Create More WOW Factor! In this new video you’ll discover how to WOW your clients with outstanding professionalism and systematically create raving fans who can’t stop spreading the word about YOU and your First Class Service! Check it out…

What do you think of this video? Please submit your feedback below. I love feedback!

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The Referral Wheel Concept

By Doren Aldana

Want to attract more quality referrals without having to beg, bribe or ask for ’em? It’s easy. Just implement referral systems that do the asking for you. This short video shows the dramatic impact just one good referral systems program can have on your mortgage business (you’ll be shocked). Check it out…

What do you think of this video? Please submit your feedback below. I love feedback!

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