$10 million mortgage sales plan
DESCRIPTION
Building your mortgage business in a declining market. Give yourself the edge with Kaleidico's "icoSales Process." Learn how to jump start your Internet mortgage sales center. www.kaleidico.com. Typically given as sales seminar.TRANSCRIPT
$10 Million Sales Plan
Bill Ricewww.bettercloser.com
The Fallacy of Planning Your Business with Macro Market Data
“Mortgage Originations Expected to Fall 11% in
2007”
$2.21 Trillion
Take Control
The Market is Down
The Realtor stole my loan
Nobody ever calls me back
My leads suck
Everyone already re-fi’d
I don’t have a neg-am product
Our Rates are Too High
If the product sucks, you don’t need sales
people
If the market sucks, you don’t need sales people
So, you sure as Hell better hope the problem
is You!
Work Hard
Want to Be Tiger Woods?
Hit 400 golf balls a day for the next 10 years
How about Larry Bird?
"When I was young,
I never wanted to leave the
court until I got things
exactly correct. My dream was to become
a pro."
- Larry Bird
Don’t leave the court until you get it
right!
Train to Win!
Walker still performs 2500 sit-ups and 1500 pushups every morning. The same routine every morning since
high school.
Make Contact
There is a law of numbers
Be First and Be Often.
Why?
Commonsense
People are busy.
If they only have time for one 15 minute
conversation don’t you want it to be yours?
Don’t let a bad broker poison the water!
Set the trap door on the competitor
Put the bee in their bonnet
How?
Focus, Discipline
Warning:
Shameless Self-Promotion Ahead,
but if it doesn’t work I will give you back your
$2.00/day!
Build a Network
Know YouAnd
Need Mortgages
Know people that don’t know you and need
mortgages
Be Curious
Ask Questions
Seek to Give Value First
Feed Your Network and It Will Grow
Be THE Expert
Talk to John. He’s the Mortgage Guy
At Church
At the Golf League
At Your Spouse’s Work
At the Rotary Club
At Your Favorite Restaurant
At Softball
At Johnny’s Scout Meeting
At the Neighborhood Association
At the PTO
Read
About…
• Sales
• Marketing
• Mortgages
• Life
What I have read recently…
1. YES!Attitude, Gitomer
2. Dreaming in Code, Rosenberg
3. Manhunt, Swanson
4. Re-imagine!, Peters
What I read every morning…
1. NY Times
2. Washington Post
3. Wall Street Journal
4. ~100 blogs
Write
Blog
Talk
1. Benefit to businesses
2. Local civic organizations
3. Personal finance workshop at church
4. Mortgage 101 seminar
Be Relentless
The New Business Card
Do You Own YourName.com?
Adapt
“It is not the strongest of the species that survives, nor the most intelligent, but the one most responsive to change.”
--Charles Darwin
75% of home buyers start on the Internet
--National Association of Realtors
Get on the Internet
60% of Internet Customer Inquiries Got NO RESPONSE
within 60 days
--Performark, Inc.
Call Them!
General Eric Shinseki, US Army Chief of Staff
“If you don’t like change, you’re going to like irrelevance even
less.”
Take Risks
“Do one thing every day that scares you.”
--Eleanor Roosevelt
Ideas…
1. Change your voicemail
2. Try a new restaurant, invite a realtor you have never met to share the experience
3. Start an email newsletter, send to 25 past clients
4. Send a letter to or call the owner of the biggest house in your community
5. Offer to speak at the next Rotary Club meeting
6. Call 25 past clients, and 25 new prospects tomorrow
Serve Customers
The Simple Stuff…
• Answer your phone
• Call them before they call you
• Give them your cell number
• Send a small thank you to every closed client
• Thank them for referrals
• Treat them like people, not commissions
