• Share
  • Email
  • Embed
  • Like
  • Save
  • Private Content
Buildingblocks
 

Buildingblocks

on

  • 212 views

Mortgage

Mortgage

Statistics

Views

Total Views
212
Views on SlideShare
212
Embed Views
0

Actions

Likes
0
Downloads
2
Comments
0

0 Embeds 0

No embeds

Accessibility

Upload Details

Uploaded via as Microsoft PowerPoint

Usage Rights

© All Rights Reserved

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Processing…
Post Comment
Edit your comment

    Buildingblocks Buildingblocks Presentation Transcript

    • Four BUILDING BLOCKS TO INCREASE AND SUSTAIN YOUR BUSINESS RELATIONSHIPS Casey Cuningham, Xinnix Barry 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
        • Google
        • 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
      • V alue
      • A im
      • P rocess
      • O bjective
      • R eview
    • PREPARE FOR APPOINTMENT
      • V alue - State the purpose of the meeting
      • A im – What they will gain from the meeting
      • P rocess – Verbalize the agenda
      • O bjective – The actions you want the target to take
      • R eview – 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