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Why?
Consumer confidence
Trust = Referrals
Easiest way to get loans!
Build It (And they will come)
Value of a strong Database
Efforts = Results
Do it right this time
Who?
Take time to gather names
Personal contacts
Business to business
Fear vs. Confidence
Referrals vs. second job
Systemize
Good System = More Loans
Easy to useUpload/transfer
Sorting capabilities
Rating system
Customer Support
Marketing Support
Increase
NetworkingCasualFormal
Seminars & trainingConsumerRealtor
Joint venturesWebsite opt-in
Organize It(You’ll spend less money to make money!)
Past client
Prospects
Referral Partners
Information is King!E-mail, Birthdays, Personal info
Organize It(You’ll spend less money to make money!)
Utilize a rating system
Always work to move someone up a level
Review every 6 months to keep list clean
Communication
4 Levels of Communication
Phone
In Person
Using E-mail
Look professional
Track each e-mail
Random vs. Scheduled
Market Updates
Education - Information
Newsletters
Snail Mail
Postcards
Greeting Cards
Newsletters
LettersInformation Marketing
Value Mailings
Use the Phone
When & Who?
What do you say?Greeting
Reconnect
Offer information
Ask for referrals “By the way…”
Offer assistance “Let me know if there’s…”
In Person
Drop-by’s to referral partnersHolidays & Birthdays
Information Marketing
Marketing campaigns
Customer appreciation eventsEntire Database
Referral Partners
Your Tasks
1. Commit to a database system and get familiar with it
2. Work to put as many names into your database as possible
3. Have a 12 month marketing plan using 4 levels of communication
4. Consistently increase database through networking
