building your mortgage business
DESCRIPTION
Do you feel like you are just calling hundreds of people and trying to hustle mortgages? Then you probably are. Stop dialing for dollars and build a plan for your business that adds value to your potential and current mortgage client. They need mortgages and you are the expert--organize and convey that value to become a trusted mortgage professional.TRANSCRIPT
Copyright © 2007 Kaleidico, LLC.All Rights Reserved
2
Create Your Playbook
• Study last 5 years– Rate markets– Mortgage products
• Build top 10 customer scenarios• Build top 5 customer financial objectives
– Create playbook matrix– Create top 3 options for each
• Study playbook every night & update
Copyright © 2007 Kaleidico, LLC.All Rights Reserved
3
Look at Big Competitors
• Countrywide• Quicken Loans• What do they do well?• What are they telling customers?• What products are they pushing?
Copyright © 2007 Kaleidico, LLC.All Rights Reserved
4
Structure Your Day
• Start your day the night before– Read and study– Structure your plan
• Start the plan as soon as you arrive– Morning: phones– Midday: prepare presentations, applications, work
emails– Afternoon: phones– Evening: phones, email, next day s plan
Copyright © 2007 Kaleidico, LLC.All Rights Reserved
5
Build Your Brand
• Decide on your value proposition– Credit counseling– Market analytics and guidance– Financial planning
• Only chose one to focus on• Everything to everyone, means nothing to
anyone
• Market that value relentlessly
Copyright © 2007 Kaleidico, LLC.All Rights Reserved
6
Build Your Brand
• You, Inc• Buy a web domain, or two• Host a website and/or blog• Start writing• Build an online network• Build content appropriate to prospects and
clients• Links, links, links
Copyright © 2007 Kaleidico, LLC.All Rights Reserved
7
Start Client Loyalty Program
• Market your website/blog– Give clients a reason to check it often
• Email them at least once a month• Send birthday cards• Call them once ever six months• Do a mortgage/financial/credit review
annually
Copyright © 2007 Kaleidico, LLC.All Rights Reserved
8
Generate Internet Leads
• Website/blog• Online directories• Links, links, links• PDF downloads• Landing pages• Contact page
