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In the beginning… Tim Braheem: “ Learn the industry and be an expert” “ Presentations & first impressions” “ Get LoanToolB...
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...
Effective Database Marketing with  Mortgage Coach Presented by Khai McBride
Effective Database Marketing <ul><ul><li>Be  proactive , not reactive </li></ul></ul><ul><ul><li>Create loans  NOW </li></...
How We Make Money Number of Loan Opportunities Conversion Rate of Getting the Loan Profit Per Loan <ul><li>Increase Opport...
Strategy #1: Opportunity Marketing Marketing opportunities to people that they did not know existed or were possible.
Create Opportunities Opportunities Debt Consolidation Payment Improvement Home Improvement Dream Homes Accelerate Retireme...
Strategy #2: Trend Marketing Marketing your product or services to the target audience of another market trend.
Trend of the Late 90’s: Dot.com Boom Which Company Prospered the Most?
Trend #1: Home Equity Boom Average Equity Growth in the United States 1997 2000 2006 2003 $127,500 average increase in equ...
Trend #2: Credit Report Boom 2003 2004 2005 Consumer Spending on Credit Monitoring Services $2Bil $600Mil $5Bil
Client Appreciation Program Quarterly Credit Review Package Annual Equity Review Package Complimentary
Quarterly Credit Review: Excessive Debt Profile FICO: 683 Debt: $45,211 Assets: $2000 Home Value: $675,000 Home Equity: $2...
Quarterly Credit Review: Derogatories Profile Rate: 6.875% FICO: 612 Debt: $700 Assets: $120,000 Home Value: $675,000 Home...
Annual Equity Review: Equity Growth Profile FICO: 723 Debt: $1,545 Assets: $121,000 Home Value: $675,000 Home Equity: $145...
Annual Equity Review: Equity Imbalance Profile FICO: 723 Debt: $875 Assets: $12,000 Home Value: $675,000 Home Equity: $382...
Annual Equity Review: Insufficient Equity Profile FICO: 723 Debt: $875 Assets: $8,000 Home Value: $675,000 Home Equity: $1...
5-Step Implementation <ul><li>Offer complimentary service to entire database </li></ul><ul><li>Offer complimentary service...
Create Your Own Opportunities “ If opportunity doesn’t knock, build a door.”  – Milton Berle <ul><ul><li>Effective Databas...
Effective Database Marketing with  Mortgage Coach Presented by Khai McBride
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Khai McBride - Mortgage Coach User Summit

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Khai McBride - Mortgage Coach User Summit

  1. 1. 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!”
  2. 2. My Niche and Strategy Database Marketing Systemize Everything Master the Presentation Be an Expert
  3. 3. 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
  4. 4. Effective Database Marketing with Mortgage Coach Presented by Khai McBride
  5. 5. Effective Database Marketing <ul><ul><li>Be proactive , not reactive </li></ul></ul><ul><ul><li>Create loans NOW </li></ul></ul><ul><ul><li>Provide value that is viral </li></ul></ul><ul><ul><li>Establish long-term sustainable growth </li></ul></ul><ul><ul><li>regardless of market </li></ul></ul>
  6. 6. How We Make Money Number of Loan Opportunities Conversion Rate of Getting the Loan Profit Per Loan <ul><li>Increase Opportunities </li></ul><ul><li>Wait for opportunities to come </li></ul><ul><li>Create the opportunities </li></ul>X X
  7. 7. Strategy #1: Opportunity Marketing Marketing opportunities to people that they did not know existed or were possible.
  8. 8. Create Opportunities Opportunities Debt Consolidation Payment Improvement Home Improvement Dream Homes Accelerate Retirement Vacation Homes College Savings Mortgage Coach Marketing Machine
  9. 9. Strategy #2: Trend Marketing Marketing your product or services to the target audience of another market trend.
  10. 10. Trend of the Late 90’s: Dot.com Boom Which Company Prospered the Most?
  11. 11. Trend #1: Home Equity Boom Average Equity Growth in the United States 1997 2000 2006 2003 $127,500 average increase in equity
  12. 12. Trend #2: Credit Report Boom 2003 2004 2005 Consumer Spending on Credit Monitoring Services $2Bil $600Mil $5Bil
  13. 13. Client Appreciation Program Quarterly Credit Review Package Annual Equity Review Package Complimentary
  14. 14. Quarterly Credit Review: Excessive Debt Profile FICO: 683 Debt: $45,211 Assets: $2000 Home Value: $675,000 Home Equity: $242,000 LTV: 64 Opportunity: Debt Consolidation Quarterly Credit Review Package Pre-Approved
  15. 15. Quarterly Credit Review: Derogatories Profile Rate: 6.875% FICO: 612 Debt: $700 Assets: $120,000 Home Value: $675,000 Home Equity: $242,000 LTV: 64 Opportunity: Loan Improvement Quarterly Credit Review Package
  16. 16. Annual Equity Review: Equity Growth Profile FICO: 723 Debt: $1,545 Assets: $121,000 Home Value: $675,000 Home Equity: $145,000 LTV: 79 Opportunity: Remodel / Move-up Buyer Annual Equity Review Package
  17. 17. Annual Equity Review: Equity Imbalance Profile FICO: 723 Debt: $875 Assets: $12,000 Home Value: $675,000 Home Equity: $382,000 LTV: 43 Opportunity: Strategic Equity Annual Equity Review Package
  18. 18. Annual Equity Review: Insufficient Equity Profile FICO: 723 Debt: $875 Assets: $8,000 Home Value: $675,000 Home Equity: $145,000 LTV: 79 Opportunity: 2 nd Home / Investment Annual Equity Review Package
  19. 19. 5-Step Implementation <ul><li>Offer complimentary service to entire database </li></ul><ul><li>Offer complimentary service to affinity partners’ database </li></ul><ul><li>Analyze reports and find opportunity </li></ul><ul><li>Deliver WOW package with </li></ul><ul><li>LTB Platinum Plus & </li></ul><ul><li>Mortgage Coach Marketing Machine </li></ul><ul><li>Systemize and repeat over and over </li></ul>
  20. 20. Create Your Own Opportunities “ If opportunity doesn’t knock, build a door.” – Milton Berle <ul><ul><li>Effective Database Marketing with Mortgage Coach </li></ul></ul><ul><ul><li>Be proactive , not reactive </li></ul></ul><ul><ul><li>Create loans NOW </li></ul></ul><ul><ul><li>Provide value that is viral </li></ul></ul><ul><ul><li>Establish long-term sustainable growth </li></ul></ul><ul><ul><li>regardless of market </li></ul></ul>
  21. 21. Effective Database Marketing with Mortgage Coach Presented by Khai McBride

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