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Mortgage
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Four BUILDING BLOCKSTO INCREASE
AND SUSTAIN YOUR
BUSINESS RELATIONSHIPS
Casey Cuningham, XinnixBarry Habib and Sue Woodard,
Mortgage Market Guide
People Will Decide to Do Business With You If:
• They Know You
• They Like You
• They Trust You
• You Make Them Money!
FOUR BUILDING BLOCKS
Deliver
Follow Thru
Relationships
Marketing
MARKETING – KNOW YOU
Brand Your Name
to create a
Warm Call
MARKETING – KNOW YOU
Define your Target Audience
Know your Top 10
Obtain as much information as possible
MARKETING – KNOW YOU
• Profile
Talk To Referral Partners
Visit Personal Website
MARKETING – KNOW YOU
Personal Websites
– Are there pictures? What types of pictures?
– Is there an “about me” page? Scan this for pertinent information.
– Are they a sports nut? Animal person? Look for hobbies and interests.
MARKETING – KNOW YOU
Personal Websites
– Do they have a tag line? A guarantee statement?
– What are they selling?
– How is it the site written? Is it in bullets or lengthy paragraphs?
– Do they have listings? Or are they catering to buyers?
– Do they have a team?
MARKETING – KNOW YOU
Personal Websites
– Do they have a link to a mortgage professional? If so, follow that link, get to know your competition.
– Are they members of organizations? And do you belong to any of the same ones?
MARKETING – KNOW YOU
• Profile
Talk To Referral Partners
Visit Personal Website
Talk to Receptionist
MARKETING – KNOW YOU
• Profile
• Personalize
MARKETING – KNOW YOU
• Personalize
Value proposition that meets
their needs
MARKETING – KNOW YOU
• Profile
• Personalize
• Persistence
PERSISTENT ABOUT GETTING BUSINESS
Being Persistent Is Unique Characteristic
Stand out by not giving up
“No” is just a decision that can be reversed
The MMG Weekly• Target your prospects, clients
and referral sources• Establish your position as
“Trusted Advisor”• Personalized and cost
effective• Expert opinion and analysis• Easy to read and understand
MMG - 800-963-1900
RELATIONSHIPS – LIKE YOU
Share Personal Information
Find Common Ground
Spend Quality Time
PREPARE FOR APPOINTMENT
• Opening Sets Tone and Sets You Apart
Prepare your VAPOR Statement
Value
Aim
Process
Objective
Review
PREPARE FOR APPOINTMENT
Value - State the purpose of the meeting
Aim – What they will gain from the meeting
Process – Verbalize the agenda
Objective – The actions you want the target to take
Review – Approval Statement
INTERVIEW / QUESTIONS
• Ask “Tell Me” and Interrogative (Open Ended) Questions to Determine Needs
– “Tell me what you attribute your success to in the business this last year?”
– “Tell me about your database and how you are marketing to your database?”
– “Tell me what you like about the individual you are currently working with?”
PREPARE FOR APPOINTMENT
• Professional Presentation
Demonstrate How You Are Different
FOLLOW THROUGH – TRUST YOU
• Meet Your Commitments…
Plus One
• Become a Fanatic About Your Business
• Make Small Promises
Commitments….Plus One
• Make Commitments Regularly
• Always Beat What You Say (Plus One)
– Promise to Phone At Noon – Phone At 11:45
– Deliver Article By 4:00 – Drop It Off At 3:00
Become A Fanatic
• Person That Has Passion For A Cause
Webster Definition – “marked by excessive enthusiasm
and often intense uncritical devotion”
• Every Detail Of Business Is Mapped Out
• Fanatic About Business / Unlimited Success & Opportunity
Small Promise Technique• Never Leave Appointment Without Small Promise
• Always Beat What You Say– Promise to Phone At Noon – Phone At 11:45– Deliver Article By 4:00 – Drop It Off At 3:00
• Complete First Small Promise/ Make Another, Then Another
• Technique Will Accelerate Business To Next Level
Persistence
DELIVER – MAKE THEM MONEY
Objective: Get Repeat Business
• Team Commitment
• Become a Fanatic
• NEVER Move a Closing
DELIVER – MAKE THEM MONEY
Objective: Get Repeat Business
• Team Commitment
– Map Out Every Detail
– Utilize a CRM
DELIVER – MAKE THEM MONEY
Objective: Get Repeat Business
• Manage Your Pipeline
– Review Daily with Team
– Promote out bound status calls vs in bound calls
– Look for opportunities
DELIVER – MAKE THEM MONEY
Objective: Get Repeat Business
• NEVER Move a Closing!
Cement the date in stone with your Team.
SUMMARY
• Set Yourself Apart By Implementing Four Building Blocks
• Start Small With “Small Promise Technique” And Continue To Build
• Always Be The One To Place The Follow-up Call Never Be The One To Receive It
Believe you are
UNIQUE