Afternoon everybody!!! So, raise your hand if when you were a kid, you wanted to grow up and be something else BESIDES a loan officer. Just as I thought…pretty much everybody. See, when I was a kid, I wanted to be an architect, like Mr. Brady from the Brady Bunch. I wanted to build buildings and carry around blue prints in that long tube. You know, that tube he lost at the amusement park. Yep, I wanted to go to work with a suit, briefcase and a tube. That’s what I wanted to be. I’m sure that most of you wanted to be doctors, policemen, and firemen. Maybe even superheros. Can you imagine what it wouldve been like if we actually wanted to be mortgage bankers as kids? “ok stephanie…let’s play again, but this time, you be the realtor, and I get to be the loan officer.” Well, I didn’t become an architect. Instead I become a computer programmer in 1992. In 1996 I met Bill Hillestad and Tim Braheem, the owners of First Rate Financial. They were looking for a programmer to help them create a new piece of technology called Voice Broadcasting, so I came aboard and we developed the first voice broadcast software for the industry. 6 years latter, in 2002, I was getting tired of the IT industry. It had been 10 years, and I needed a change. I remember how successful and passionate Bill and Tim were about the mortgage industry so I decided, “what the heck, I’ll give the loan business a shot!” So, I decided to call them both up and ask…“What do I need to be successful in the mortgage industry?” Bill was the first person I called. His advice was “Use database marketing, systemize everything, and get Act!” Then I called tim. His advice was “Learn the industry and be an expert, master the presentation and first impressions, get The LoanToolbox and get Mortgage Coach” That was their exact advice and I still have these notes written in my Outlook file from 4 years ago.
In the beginning… Tim Braheem: “ Learn the industry and be an expert” “ Presentations & first impressions” “ Get LoanToolBox” “ Get Mortgage Coach” “ What do I need to be successful? Bill Hillestad: “ Use Database Marketing” “ Systemize everything” “ Get Act!”
My Niche and Strategy Database Marketing Systemize Everything Master the Presentation Be an Expert
Results of Database Marketing 2003 2004 2005 2006 2860 contacts 604 loans ($210M) 99 loans 26 million 116 loans 41 million 204 loans 78 million ~185 loans ~65 million
Effective Database Marketing with Mortgage Coach Presented by Khai McBride