The BESTThing I did in 2008 - loantoolbox.com · Erik Janeczko discuss housewarming party planning ideas. • 800-963-1900 • [email protected] resources that can help you

that YOU can do in

2009Presented by the

wwwloantoolboxcom800-963-1900 supportloantoolboxcom

The BEST Thing I did in 2008

Write Content For Real Estate Agents to Post on Their Blogs and Websites

Real estate agents who have blogs websites or monthly newsletters need valuable content from other industry experts

Find an agent who specializes in short sales or foreclosures and offer to write up some information on a topic on which you have expertise (Example 203k rehab loans FHA loans etc)

Make sure to suggest titles and tags that are directly related to your topic ndash this way your posts on their website or blog will draw traffic from targeted online searches

In fact reaching out to a new agent can be as simple as commenting on one of the articles they have already posted on their blog or writing something on your blog and linking it back to theirs

Just recently I found an agent whose blog focuses on short sales and foreclosures I called him to ask how I might be able to post content on my blog to promote what he was doing

He asked what I wanted in return I told him that we would appreciate an opportunity to qualify the borrowers we send his way The next day he called us with a few rehab loans to complete and at that point we hadnrsquot even written any articles for him yet

Obviously we are going to go out of our way to make sure that online marketing efforts will drive traffic to his site but the point is that we established this relationship through a simple phone call

Your industry knowledge is valuable ndash and this is a great way to help build great relationships just by offering your expertise

Mortgage Blogging 101

Part 1

Part 2

Part 3

Part 4

Part 5

wwwloantoolboxcom bull 800-963-1900 bull supportloantoolboxcom

resources that can help you include

The BEST Thing I did

Mark Madsen Communications DirectorRaintree Mortgage

ldquo ldquoThe purpose of this strategy is not necessarily to bring in a bunch of

new leads by coat-tailing an agentrsquos marketing machine it is about

creating a reason to be a valuable asset to a referral partner

Simply Call Your Database and Ask lsquoIs there anything I can do for yoursquo

I always get the best results from calling people in my databasehelliptherersquos nothing like a good old-fashioned phone call As you do this use a three-ring binder which contains a print out of certain people from your database Each month focus on certain letters of the alphabet

For instance in March print out all the people with the names starting with M N O and P As a precursor to these phone calls send out handwritten note cards ahead of time to make your name fresh on these peoplersquos minds and help break the ice In the weeks that follow make the calls and simply ask each contact how they are and if there is anything you can do for them This has worked for me

To keep myself organized I have a subfolder in my email contacts called ldquonote cards for the monthrdquo I copy over the contact list for the month and print it out I make a checkmark next to the person once I have written a note card to them I make another check next to the contact a few weeks later after I have called them

This simple strategy has helped me generate referrals for a long time and I know it can work for you too

bull The Art of Database Management Business Boosters Part I Part II Part III and Part IV

bull Conference Call with Erik Janeczko amp Brad Korn Reclaim Your Database

Dave CookMortgage Banker Cherry Creek Mortgage

ldquo ldquoSince most callers have some sort of agenda they are happy to find out I called just to chat for a few minutes As a result my business partners trust me more and send me referrals

Teach Real Estate Agents about Govt Loans at Lunch and Learn Functions

There are still a lot of real estate agents who are afraid of FHA and VA Try conducting a one-month series of ldquoLunch and Learnsrdquo with real estate offices

Here is a schedule you could follow

bull Week One Focus on the FHA 203(K) Streamline With all of the foreclosures and ldquotaking ofrdquo property prior to eviction this is a HUGE opportunity

bull Week Two Focus on FHA 203(K) for larger repairsbull Week Three Focus on standard FHA bull Week Four Focus on VA

Each week you can help dispel the myths as you talk about the real benefits of these programs

Try to offer this series in at least two or three offices per week if possible At the end of the month tweak your presentations and then begin again by targeting more offices or holding larger sessions at your local Board of REALTORSreg

bull FHA 203K conference call in which Sue Woodard and FHA expert Jeff Mifsud discuss the advantages and flexibility of FHA 203K loans

bull FHA Real Estate Agent Training Kit

bull VA conference call in which Sue Woodard interviews Linda Davidson Louise Thaxton and Julia Borst on ways to boost business and beat out the competition using VA loans

Doug AdamczykPresident Jacob Dean Mortgage Inc

ldquo ldquoYour presentations can help agents with simple items such as required disclosures that

they may forget (Example Real Estate Amendatory Clause

signed by all parties) and other important information

Host Client Parties that Will Give You a Captive Audience

I host two client parties during the year In the spring I host a movie party and it usually costs me about $400-500 for the whole theater during matinee time I pick a family-friendly type of movie and guests pay for their own concessions Before the movie starts I get about five minutes to speak to the group

In the fall I host a larger event with a Pumpkin PatchFest theme There are hayrides a corn maze and other fun activities The cost is about $4 per person and the event typically draws about 250 people Everyone gets a pumpkin as well

At each event I inevitably get referrals from people who say ldquoI know someone who is looking to buy a home and I will send them to yourdquo And you know what They do

An important lesson I have learned about doing parties and events is that it is important for attendees to be ldquocaptiverdquo

For instance I once hosted an event at a zoo but my guests were not captive so I didnrsquot have the chance to speak to many of them With both the movie and pumpkin event my guests are captive and I am able to talk to about 80 of them personally

bull Talk to the Experts call in which Tim Chin and Erik Janeczko discuss housewarming party planning ideas

Brian KludtSr Mortgage PlannerWaterstone Mortgage Corp

ldquo ldquoI spend around $2000 in total for these events and I earn well in excess of $10000 from them Each event continues to grow

Build Your Database by Helping Your Referral Partners to Manage Theirs

When I left management to go back to full-time originating I needed to rebuild my database quickly So I took some extra steps that landed me over 1000 new database relationships 200 Pre-Approvals and 10 new loans in 60 days

Here was my strategy

Make a list of 50 potential referral partners and setup a brief 15-minute meeting Existing relationships and referrals are best During your meeting offer to manage their database of leads and past clients

After the meetings narrow your list down to a dozen select people that you want to establish new relationships with immediately Choose the ones who understand the importance of database management along with the commitment levels necessary to be a good partner

When it comes time to make the database calls yoursquoll want to listen for and identify two aspects (1) Does this person have the potential to become a new home buyer or (2) Is this person a potential refi candidate It worked for me and it can definitely work for you

The Art of Database Management Business Boosters Part I Part II Part III and Part IV

Khai McBrideVice President Capital Line Financial

ldquo ldquoPosition this as an extended service to help them convert

more leads and to help provide advice on concerns their past clients have had about their

mortgage and property value

Visit Broker Open Tours ndash And Bring an Open House Survival Kit

Get a tour list and visit three to five broker open tours or weekend open houses each week I have read that 70 of mortgage originators are out of the industry now This means it is likely that many agents have lost key relationships with their lending partners and are open to meeting with new originators who show a little creativity and initiative

I recommend buying a gift bag with a personalized label that reads ldquoOpen House Survival Kitrdquo and that includes your name and logo

In the Survival Kit include the following

bull Open House Flyer (Spend some extra time and have the flyer personalized to each agent and the listing that you are visiting)

bull Gift of Knowledge Interview

bull Business Booster

bull Hot Mortgage Tip (Create a flyer of a hot mortgage product)

bull Breath Mints (Who isnrsquot appreciative of breath mints)

bull Bottle of water (Consider ordering bottles with your logo or make simple labels)

bull Granola bar or other healthy energy snack

bull Endorsement letter from the top agents you work with to establish your credibility

This idea has opened many doors In many cases this strategy will help you walk away with a coffee appointment scheduled or better yet a referral that same day from a prospective buyer who previewed the home

Donrsquot forget to follow up with a note card and personal phone call My office has had a great success rate with this simple idea

bull Gift of Knowledge Interviews

bull Business Boosters

Dustin HughesLoan OfficerOwnerNorthwest Mortgage Advisors

ldquo ldquoAlmost every agent appreciates this unique idea and it

separates you from most of your competition

Keep in Touch with Past Clients and Contacts Who Have Made You Successful

We all need leads and we all need to keep our face and image in the minds of those we have done business with in the past My number one idea is to call everyone in your database People are anxious and with good reason Now is the time to show that you havenrsquot forgotten about the people who have made you successful in the past

Block out 90 minutes every day and start dialing Pull out your database start with the letter A and work your way down

The script is relatively simple ldquoHi this is Jim Sahnger I wanted to call you to see how you are doing A number of my clients have called me recently concerned about their financial situation and how all the current events may impact themrdquo

You can also ask if they have reviewed their credit report recently and provided their value supports it discuss whether it would make sense to consolidate some debt

If they are in need of credit repair or are distressed suggest that they work with a credit repair company Finally make sure you get their email address and ask permission to put them in your database if you donrsquot already have them in there That way you can send them timely information in the future that may impact their financeshellipNOT just their mortgage

After you get off the phone send them a handwritten thank you card saying it was great to speak with them and you look forward to speaking with them more in the future

bull David Kuiperrsquos Talk to the Experts call from 8-16-07 Use the Annual Mortgage Planning Review Questionnaire provided by David

Jim SahngerVP Palm Beach Financial Network

ldquo ldquoWhile on the phone ask to update their information

including their family statushellipstill married any new kids kids getting ready to go to college etc as well as their mortgage

amount and home value

Present at Association of REALTORSreg Weekly Broker Open Tour

I recently purchased the ability to give presentations to my local Association of REALTORSreg weekly broker open tour

During the presentations focus on the main topics agents are talking about like how to get properties sold and utilizing financing to do so Do not discuss rates Instead talk about things that show how you can be part of the solution Business comes as a result

bull Power Presentations

Jeremy ForcierBranch Manager Benchmark Mortgage

ldquo ldquoOn each tour day create a personalized ldquoBuy Downrdquo flyer for the properties on preview

demonstrating that paying points to buy down the rate is more

advantageous than reducing the price for the buyer and the seller

Mail a Letter to Real Estate Agents about 0-3 Down Payment Loans

Send a letter to real estate agents in your area to make sure they understand that home buyers can still get a mortgage with 0-3 down Encourage them to use the information when talking to potential home buyers who are concerned about having a down payment and let them know that you can help with any questions

If buyers want to purchase a primary home there are still ways available to get 0-3 down financing These programs require that the buyer qualify for the house which is a good thing as it will not put people in homes that they canrsquot afford

Their credit history does not have to be perfect financing for homes is available for people with credit scores of 580 and higher as long as they can show a good rental payment history The buyer does not have to be a first-time home buyer to get 100 financing However if they are a first-time buyer (a person who hasnrsquot owned real estate for the last 3 years) they may qualify for a $7500 tax credit on their Federal Tax Returns this year (made possible by the Housing Bill 3221) That makes purchasing now even more attractive with interest rates low and inventory high

Linda DavidsonNet Branch Owner Service First Mortgage

ldquo ldquoMany potential buyers are now feeling as if they canrsquot buy a

home until they save money for a large down payment This is

not always the case

Continued on next page

bull FHA 203K loans conference call in which Sue Woodard and FHA expert Jeff Mifsud discuss the advantages and flexibility of FHA 203K loans

bull Hope for Homeowners conference call in which Sue Woodard Jim Sahnger FHA expert Jeff Mifsud and Sue Botelho join forces to reveal the facts about Hope for Homeowners and strategies to help consumers

bull USDA Marketing Kit Conference call

resources that can help you includeLinda DavidsonNet Branch Owner Service First Mortgage

Here are some ways to purchase a primary home with 0-3 down

bull FHA mortgages ndash There are 22 ways in which FHA allows a buyer to come up with the 35 down payment required ndash including receiving a loan or gift The FHA loan limit has increased to $271050 making it a very attractive loan

bull First Time Home Buyer Bond Programs that are still available

bull Zero down VA loans are available for those who have eligibility for having served in the military

bull USDA Rural Housing loan ndash This program actually has the ability to include closing costs in the mortgage as well as no down payment and no monthly mortgage insurance

Interest rates are still low and buyers can purchase a home with a lower payment It is a great time to purchase a home

Call 100 People a Day Make the Call about the Client

Tough times require tough measures ndash herersquos what I did and it worked for me

Clear your plate of everything else for one week and start making phone calls The call goes something like this

ldquoHi Mary this is Sally have I caught you at a good time Great How are you doingrdquo

Make this a relationship call ABOUT THEM not you Ask questions you would ask to an old friend you just ran into If you havenrsquot talked to them in a while say something like

ldquoMary I have egg on my face I know we havenrsquot talked in awhile but you and Bob have been on my mind the last few days and I just wanted to take a few minutes to get caught uprdquo

Thatrsquos when you say

ldquoFunny you should ask Mary The media would have you believe we are dying on the vine but actually we are doing well and for that I am grateful As a matter of fact we are still doing 100 financing in some places You know we should probably take a look at your mortgage and see if we can save you any money or if you are OK right where you arerdquo

Alternatively you may have reviewed their mortgage already and you could tell them they should stay put for now Then without sounding like a sales call but more like a friend say

ldquoMary who do you know that is renting I would like to let them know we have great programs to get their family out of the apartment and into a homerdquo

Take good notes while you are talking and put them in your database Also follow up with a handwritten note card

Each time I have tried to do the 100 calls per day I have buried myself in loans before making it through the list It is WORKhellip this is NOT the low hanging fruit But if you are not afraid of work there are loans in your database

Sally BuccieroBranch Manager Benchmark Mortgage

ldquo ldquoRememberhellip LISTEN MORE THAN YOU TALK Then after talking about them somewhere

in the conversation they will ask how you are doing

Host Monthly Real Estate Agent Seminars and Mastermind Groups

Work hard to make sure you establish yourself as a different kind of originator in the minds of your referral partners One way to do this is to hold monthly seminars as well as Mastermind Groups with real estate agents The seminars help you establish yourself as a helpful partner and as ldquoTHErdquo mortgage expert in their area

In addition the seminars help you identify top referral partners to invite to Mastermind Groups where most of my referrals end up coming from

Here are the steps that I use to do this

First set up a regular time on your calendar for the event If itrsquos consistent your referral partners can block it out on their calendars months in advance

Next market the event to your real estate referral partners twice each monthmdashpreferably on the same day of the week that the seminar will take place For example if you plan to hold a seminar on the third Thursday of the month send out an invitation email on both the first Thursday (stating that the meeting will take place in two weeks) and the second Thursday (stating that the meeting is ldquonext weekrdquo) You will also want to send a confirmationreminder email out two days before the seminar to everyone who sent an RSVP

After the seminar send a thank you e-mail to everyone who attended and include links to or attachments of reference materials (articles blogs etc)

You can also call selected agents to invite them to a seminar When you call them tell them that you are different than the average loan officerhellip that you

are interested in their success You can also mention that you have trained numbers of agents and loan originators and you can tell them about top agents that attend your meetings Donrsquot be afraid to drop names

Keep an eye out at each seminar for the best agents to invite to the Mastermind Group meeting

Mike SmalleyBranch Manager Waterstone Mortgage Corp

ldquo ldquoThese seminars are just to open the door to office presentations

one-on-one meetings and ultimately to invite agents to a Mastermind Group where you can really generate referrals

Find a Topic That You Can Position Yourself as an Expert on and Blog

Aside from the usual networking and database activities I highly recommend Blogging Itrsquos easy to do and can be more productive than you might think I just started doing a blog this past year and it has already driven a lot of business to me

Herersquos how to get started

First find a topic in which you want to be the EXPERT and blog on that subject like crazy using any one of the free blogging programs available online

Use the subject that you are blogging about in your titles You will also want to add tags showing that title as well as your areacitycountylocale to get people to you

In my case the subject is the USDA Rural Housing loan and my location is Destin Florida Now as a result of my blog if you go to Google and type in USDA Rural Housing Destin FL I take up nearly the entire first page Internet presence like that can be HUGE for your business Itrsquos quick and easy to do Just start typing

Sue BotelhoBranch Manager Northstar Mortgage Group

ldquo ldquoIf you are looking for a unique and easy way to help get your name outmdashwithout spending a lot of time or money this is it

Part 1

Part 2

Part 3

Part 4

Part 5

Give Presentations to REALTORreg Groups

Get in front of REALTORreg groups whether at the brokeroffice level or the local association education committee level with the FHA or USDA action kits available in LoanToolbox Not only is there tremendous content available you will set yourself apart as an expert in your field The simple fact that you are even in business today is a tremendous testimonial

Even if people arenrsquot looking for a lending partner they will seek you out when they see the difference you are making For instance I recently did a presentation to a group of real estate agents and I was immediately invited to be a guest on one of their radio shows and have now had multiple transactions result from this experience

bull FHA Action Kit

bull USDA Action Kit

David KuiperMortgage Planner First Place Bank

ldquo ldquoWhen you demonstrate your knowledge and commitment to helping real estate agents succeed you will attract new

referral relationships by default

Making Radio Commercials Count

Is there a radio program in your area related to real estate or financial planning

Consider advertising during that show I currently advertise with two commercials one at the beginning and one at the end of nationally syndicated financial advisorauthor Ric Edelmanrsquos radio show that airs locally on a Chicago radio station Ricrsquos show airs in 23 other markets across the country as well Each commercial is one minute long and costs me $100 per ad

The big hook of my spots is that I offer Ric Edelmanrsquos DVD ldquo10 Great Reasons to Carry a Big Long Term Mortgagerdquo a $2995 value for free (Note I obtain these DVDs in bulk for only $2 a piece) I instruct listeners to go to my website wwwBLTDVDcom to enter their information to request a free copy of the DVD

Feel free to contact Ed at EConarchyCCMCLendingcom for more details or about obtaining Ricrsquos DVDs in bulk

bull Conference call in which Kelly Guest shares the secrets to effectively promoting yourself as an expert in print radio and television

Ed ConarchyMortgage Planner Cherry Creek Mortgage CowwwEdConarchycom

ldquo ldquoI have added over 800 people to my LTB Platinum Plus database since starting this campaign in

November 2007 This approach is currently generating a minimum

of 25 leads per month and an average of 2 loans per month

Challenge Yourself to Meet Face-to-Face with 10 People in One Week

Make a list of ten people you would either like to meet for the first time or get to know better For example think of a business owner a new real estate agent someone you met through a friendhellipanyone who could become a future referral partner

You can say something like

ldquoHi Bob This is Cindy Ertman with Platinum Capital We met a few months ago and as you may remember I am a Mortgage Originator in Manhattan Beach I am participating in a professional challenge and would love your help I have been challenged to meet ldquoface-to-facerdquo with 10 people by the end of next week I would like to share some business and marketing strategies that may truly help you with your own business and I promise I will only take 10 minutes of your time I also have a gift I will leave you with and I would really appreciate your help I am available Tuesday from 1000-200 or Thursday from 900-100 and wanted to know if you could carve out 10 minutes for us to meetrdquo

I am giving them the Larry Pinci and Phil Glosserman book Sell the Feeling You could also download a Gift of Knowledge interview from LoanToolbox Each of these ideas are great inexpensive gifts Print a few Business Boosters to take with you as well Referral partners always love them

bull Gift of Knowledge call ldquoBillion Dollar Agentrdquo in which David Kuiper and bestselling author Steve Kantor reveal the true secrets of success for real estate agents

bull Gift of Knowledge call ldquoThe Secret Language of Businessrdquo in which author Kevin Hogan reveals the fascinating power of nonverbal communication and influence

bull Conference Call with Larry Pinci and Cindy Ertman

Cindy ErtmanExecutive Vice President Platinum Capital

ldquo ldquoCompile this list by the end of business today Tomorrow morning call all ten people

between 1000 am ndash 1200 pm

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