Successful Originations in Today's Challenging and Dynamic Market

TOP 10 WAYSTO ENGAGE CLIENTS & REFERRAL PARTNERS …AND BOOST YOUR ROI! Presented By: Sue WoodardPresident, Mortgage Success Source

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INFORMATION OVERLOADSo how do we gain prospect and referral partner attention…and get them to engage??

Top 10 Ways to Engage…and Boost ROI

Grab a piece of paper…

10: GET TO KNOW “QR” ASAP!• QR = Quick Response• What is it?• If you are doing any kind of print…mailings…flyers…posters….magazine ads…you need to start using QR immediately.• Google “Create a QR Code” …it’s FREE.• Ever seen it before?

Data from MGH, Inc - 2011

9: TWO WORDS: SOCIAL. MEDIA. “Social media is like teen sex. Everyone wants to do it. No one actually knows exactly how.” - Avinash Kaushik

9: TWO WORDS: SOCIAL. MEDIA.• Mark Madsen• Frank & Brian• Becki Rogers-Neese

9: TWO WORDS: SOCIAL. MEDIA. 93% of professional marketers use social media for business• Mark Madsen

8: WORK YOUR REFERRAL CHANNELS 14% of consumers trust advertisements… _____ trust peer recommendations.

8: WORK YOUR CHANNELS. 14% of consumers trust advertisements… _____ trust peer recommendations.• Referrals are your least expensive but most sticky channel … but we do not have if we do not ask.• And we also do not have if we do not KISS. (Keep It Simple, Sweetheart!)

ALL THE IMPORTANT STEPS:• Make it simple to refer you.• Repeat.• Repeatedly.

7: MAKE THEM SMARTER.• Your clients and referral partners want – and NEED – financial and economic literacy• Primer on economic reports, understanding how financial markets work, and most importantly... What does it mean to THEM?

…AND KEEP THEM INFORMED.• Provide relevant information about what’s happening in the financial markets…and what it means to them right now.• People are in tune with the economic and financial environment like never before… YOU can and should be their trusted resource.

6: ENGAGE WITH VIDEO EMAIL

Biggest Mistake? Not Doing It.• Complicated• Takes a lot of work• Expensive• Not sure what to say• “I look funny on video!”

2010 Research Survey by Web Video Marketing Council

5: ENGAGE WHERE THEY LIVE.• Mobile is 3rd highest media channel consumed• 50% expect their mobile internet access to increase in next six months• 65% say mobile internet is the most important feature when considering a new phone “I sleep with my mobile on the pillow next to me” Male, 25-44, Smartphone user Advertising Research Foundation Study

LET’S TRY IT RIGHT NOW…• Pull out your phone….and text to 59925 the letters MSS

Mobile Integration Solves: Ongoing Leads

4: VARIETY…SPICE OF LIFE• Multi-channel marketing…or “Integrated” marketing campaigns multiply success rates…and you cast a wider net• Key in gaining younger clients• Mix of channels…but always consistency in brand message and tone• Research found that integrated marketing saves money and drives better response rates Eloqua, Convio Research Study 2011

3: SAY IT AGAIN. AND AGAIN. ANDAGAIN…• If not for the courage of the fearless crew…____ ____ ____ ____ ____.• Please don’t squeeze the ________.• I lost my heart…in ____ ____.

J. Lee, HEC School of Mgmt Paris and D. Briley, Hong Kong University

2: AUTOMATION = CONSISTENCY• 16.5% higher campaign response rates and conversion rates• 50% decrease in time to execute campaigns• 100% increase in number of campaigns• 85% decrease in cost per lead• 18% higher revenue• 9.3% higher sales quota achievement and 7% higher win rates• 100% increase in deal size Data from SCO insights and Eloqua

In a recent survey of sales & marketing professionals, almost 78 percent have implemented or intend to implement marketingautomation software during 2011 Data from SCO insights and Eloqua

1. WORK THE COMMUNITY• Learn from the community.• What avenues of learning and connection are you engaged in right now?• Stretch dollars, share best practices

Ask Questions. Get Answers. At Mortgage Success Source, we’re here to help.What’s YOUR next step?

It’s a GREAT time tobe in this business…Let no one convince you otherwise.

Successful Originations in Today's Challenging and Dynamic Market

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