Four BUILDING BLOCKS TO INCREASE  AND  SUSTAIN YOUR BUSINESS RELATIONSHIPS Casey Cuningham, Xinnix Barry Habib and Sue Woo...
People Will Decide  to Do Business With You If: <ul><li>They Know You </li></ul><ul><li>They Like You </li></ul><ul><li>Th...
FOUR BUILDING BLOCKS <ul><li>Deliver  </li></ul><ul><li>Follow Thru </li></ul><ul><li>Relationships </li></ul><ul><li>Mark...
MARKETING – KNOW YOU <ul><li>Brand Your Name </li></ul><ul><li>to create a  </li></ul><ul><li>Warm Call </li></ul>
MARKETING – KNOW YOU <ul><li>Define your Target Audience </li></ul><ul><li>Know your Top 10 </li></ul><ul><li>Obtain as mu...
MARKETING – KNOW YOU <ul><li>Profile </li></ul><ul><ul><li>Talk To Referral Partners  </li></ul></ul><ul><ul><li>Visit Per...
MARKETING – KNOW YOU <ul><li>Personal Websites </li></ul><ul><ul><li>Are there pictures?  What types of pictures? </li></u...
MARKETING – KNOW YOU <ul><li>Personal Websites </li></ul><ul><ul><li>Do they have a tag line?  A guarantee statement? </li...
MARKETING – KNOW YOU <ul><li>Personal Websites </li></ul><ul><ul><li>Do they have a link to a mortgage professional? If so...
MARKETING – KNOW YOU <ul><li>Profile </li></ul><ul><ul><li>Talk To Referral Partners  </li></ul></ul><ul><ul><li>Visit Per...
MARKETING – KNOW YOU <ul><li>Profile </li></ul><ul><li>Personalize </li></ul>
MARKETING – KNOW YOU <ul><li>Personalize </li></ul><ul><li>Value proposition that meets </li></ul><ul><li>their needs </li...
MARKETING – KNOW YOU <ul><li>Profile </li></ul><ul><li>Personalize </li></ul><ul><li>Persistence </li></ul>
PERSISTENT ABOUT GETTING BUSINESS <ul><li>Being Persistent Is Unique Characteristic </li></ul><ul><li>Stand out by not giv...
The MMG Weekly <ul><li>Target your prospects, clients and referral sources </li></ul><ul><li>Establish your position as “T...
 
RELATIONSHIPS – LIKE YOU <ul><li>Share Personal Information  </li></ul><ul><li>Find Common Ground </li></ul><ul><li>Spend ...
PREPARE FOR APPOINTMENT <ul><li>Opening Sets Tone and Sets You Apart </li></ul><ul><li>Prepare your  VAPOR  Statement </li...
PREPARE FOR APPOINTMENT <ul><li>V alue - State the purpose of the meeting </li></ul><ul><li>A im – What they will gain fro...
INTERVIEW / QUESTIONS <ul><li>Ask “Tell Me” and Interrogative (Open Ended) Questions to Determine Needs </li></ul><ul><ul>...
PREPARE FOR APPOINTMENT <ul><li>Professional Presentation </li></ul><ul><li>Demonstrate How You Are Different </li></ul>
FOLLOW THROUGH – TRUST YOU <ul><li>Meet Your Commitments…  </li></ul><ul><ul><ul><ul><ul><li>Plus One </li></ul></ul></ul>...
Commitments…. Plus One <ul><li>Make Commitments Regularly  </li></ul><ul><li>Always Beat What You Say  (Plus One) </li></u...
Become A Fanatic <ul><li>Person That Has Passion For A Cause </li></ul><ul><li>Webster Definition  – “marked by excessive ...
Small Promise Technique <ul><li>Never Leave Appointment Without Small Promise </li></ul><ul><li>Always Beat What You Say <...
<ul><li>Persistence </li></ul>
DELIVER – MAKE THEM MONEY <ul><li>Objective: Get Repeat Business </li></ul><ul><li>Team Commitment </li></ul><ul><li>Becom...
DELIVER – MAKE THEM MONEY <ul><li>Objective: Get Repeat Business </li></ul><ul><li>Team Commitment </li></ul><ul><ul><li>M...
DELIVER – MAKE THEM MONEY <ul><li>Objective: Get Repeat Business </li></ul><ul><li>Manage Your Pipeline </li></ul><ul><ul>...
DELIVER – MAKE THEM MONEY <ul><li>Objective: Get Repeat Business </li></ul><ul><li>NEVER Move a Closing! </li></ul><ul><ul...
SUMMARY <ul><li>Set Yourself Apart By Implementing Four Building Blocks </li></ul><ul><li>Start Small With “Small Promise ...
Believe you are <ul><li>UNIQUE </li></ul>
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Buildingblocks

  1. 1. Four BUILDING BLOCKS TO INCREASE AND SUSTAIN YOUR BUSINESS RELATIONSHIPS Casey Cuningham, Xinnix Barry Habib and Sue Woodard, Mortgage Market Guide
  2. 2. People Will Decide to Do Business With You If: <ul><li>They Know You </li></ul><ul><li>They Like You </li></ul><ul><li>They Trust You </li></ul><ul><li>You Make Them Money! </li></ul>
  3. 3. FOUR BUILDING BLOCKS <ul><li>Deliver </li></ul><ul><li>Follow Thru </li></ul><ul><li>Relationships </li></ul><ul><li>Marketing </li></ul>
  4. 4. MARKETING – KNOW YOU <ul><li>Brand Your Name </li></ul><ul><li>to create a </li></ul><ul><li>Warm Call </li></ul>
  5. 5. MARKETING – KNOW YOU <ul><li>Define your Target Audience </li></ul><ul><li>Know your Top 10 </li></ul><ul><li>Obtain as much information as possible </li></ul>
  6. 6. MARKETING – KNOW YOU <ul><li>Profile </li></ul><ul><ul><li>Talk To Referral Partners </li></ul></ul><ul><ul><li>Visit Personal Website </li></ul></ul>
  7. 7. MARKETING – KNOW YOU <ul><li>Personal Websites </li></ul><ul><ul><li>Are there pictures? What types of pictures? </li></ul></ul><ul><ul><li>Is there an “about me” page? Scan this for pertinent information. </li></ul></ul><ul><ul><li>Are they a sports nut? Animal person? Look for hobbies and interests. </li></ul></ul>
  8. 8. MARKETING – KNOW YOU <ul><li>Personal Websites </li></ul><ul><ul><li>Do they have a tag line? A guarantee statement? </li></ul></ul><ul><ul><li>What are they selling? </li></ul></ul><ul><ul><li>How is it the site written? Is it in bullets or lengthy paragraphs? </li></ul></ul><ul><ul><li>Do they have listings? Or are they catering to buyers? </li></ul></ul><ul><ul><li>Do they have a team? </li></ul></ul>
  9. 9. MARKETING – KNOW YOU <ul><li>Personal Websites </li></ul><ul><ul><li>Do they have a link to a mortgage professional? If so, follow that link, get to know your competition. </li></ul></ul><ul><ul><li>Are they members of organizations? And do you belong to any of the same ones? </li></ul></ul>
  10. 10. MARKETING – KNOW YOU <ul><li>Profile </li></ul><ul><ul><li>Talk To Referral Partners </li></ul></ul><ul><ul><li>Visit Personal Website </li></ul></ul><ul><ul><li>Google </li></ul></ul><ul><ul><li>Talk to Receptionist </li></ul></ul>
  11. 11. MARKETING – KNOW YOU <ul><li>Profile </li></ul><ul><li>Personalize </li></ul>
  12. 12. MARKETING – KNOW YOU <ul><li>Personalize </li></ul><ul><li>Value proposition that meets </li></ul><ul><li>their needs </li></ul>
  13. 13. MARKETING – KNOW YOU <ul><li>Profile </li></ul><ul><li>Personalize </li></ul><ul><li>Persistence </li></ul>
  14. 14. PERSISTENT ABOUT GETTING BUSINESS <ul><li>Being Persistent Is Unique Characteristic </li></ul><ul><li>Stand out by not giving up </li></ul><ul><li>“ No” is just a decision that can be reversed </li></ul>
  15. 15. The MMG Weekly <ul><li>Target your prospects, clients and referral sources </li></ul><ul><li>Establish your position as “Trusted Advisor” </li></ul><ul><li>Personalized and cost effective </li></ul><ul><li>Expert opinion and analysis </li></ul><ul><li>Easy to read and understand </li></ul>MMG - 800-963-1900
  16. 17. RELATIONSHIPS – LIKE YOU <ul><li>Share Personal Information </li></ul><ul><li>Find Common Ground </li></ul><ul><li>Spend Quality Time </li></ul>
  17. 18. PREPARE FOR APPOINTMENT <ul><li>Opening Sets Tone and Sets You Apart </li></ul><ul><li>Prepare your VAPOR Statement </li></ul><ul><li>V alue </li></ul><ul><li>A im </li></ul><ul><li>P rocess </li></ul><ul><li>O bjective </li></ul><ul><li>R eview </li></ul>
  18. 19. PREPARE FOR APPOINTMENT <ul><li>V alue - State the purpose of the meeting </li></ul><ul><li>A im – What they will gain from the meeting </li></ul><ul><li>P rocess – Verbalize the agenda </li></ul><ul><li>O bjective – The actions you want the target to take </li></ul><ul><li>R eview – Approval Statement </li></ul>
  19. 20. INTERVIEW / QUESTIONS <ul><li>Ask “Tell Me” and Interrogative (Open Ended) Questions to Determine Needs </li></ul><ul><ul><li>“ Tell me what you attribute your success to in the business this last year?” </li></ul></ul><ul><ul><li>“ Tell me about your database and how you are marketing to your database?” </li></ul></ul><ul><ul><li>“ Tell me what you like about the individual you are currently working with?” </li></ul></ul>
  20. 21. PREPARE FOR APPOINTMENT <ul><li>Professional Presentation </li></ul><ul><li>Demonstrate How You Are Different </li></ul>
  21. 22. FOLLOW THROUGH – TRUST YOU <ul><li>Meet Your Commitments… </li></ul><ul><ul><ul><ul><ul><li>Plus One </li></ul></ul></ul></ul></ul><ul><li>Become a Fanatic About Your Business </li></ul><ul><li>Make Small Promises </li></ul>
  22. 23. Commitments…. Plus One <ul><li>Make Commitments Regularly </li></ul><ul><li>Always Beat What You Say (Plus One) </li></ul><ul><ul><li>Promise to Phone At Noon – Phone At 11:45 </li></ul></ul><ul><ul><li>Deliver Article By 4:00 – Drop It Off At 3:00 </li></ul></ul>
  23. 24. Become A Fanatic <ul><li>Person That Has Passion For A Cause </li></ul><ul><li>Webster Definition – “marked by excessive enthusiasm </li></ul><ul><li>and often intense uncritical devotion” </li></ul><ul><li>Every Detail Of Business Is Mapped Out </li></ul><ul><li>Fanatic About Business / Unlimited Success & Opportunity </li></ul>
  24. 25. Small Promise Technique <ul><li>Never Leave Appointment Without Small Promise </li></ul><ul><li>Always Beat What You Say </li></ul><ul><ul><li>Promise to Phone At Noon – Phone At 11:45 </li></ul></ul><ul><ul><li>Deliver Article By 4:00 – Drop It Off At 3:00 </li></ul></ul><ul><li>Complete First Small Promise/ Make Another, Then Another </li></ul><ul><li>Technique Will Accelerate Business To Next Level </li></ul>
  25. 26. <ul><li>Persistence </li></ul>
  26. 27. DELIVER – MAKE THEM MONEY <ul><li>Objective: Get Repeat Business </li></ul><ul><li>Team Commitment </li></ul><ul><li>Become a Fanatic </li></ul><ul><li>NEVER Move a Closing </li></ul>
  27. 28. DELIVER – MAKE THEM MONEY <ul><li>Objective: Get Repeat Business </li></ul><ul><li>Team Commitment </li></ul><ul><ul><li>Map Out Every Detail </li></ul></ul><ul><ul><li>Utilize a CRM </li></ul></ul>
  28. 29. DELIVER – MAKE THEM MONEY <ul><li>Objective: Get Repeat Business </li></ul><ul><li>Manage Your Pipeline </li></ul><ul><ul><li>Review Daily with Team </li></ul></ul><ul><ul><li>Promote out bound status calls vs in bound calls </li></ul></ul><ul><ul><li>Look for opportunities </li></ul></ul>
  29. 30. DELIVER – MAKE THEM MONEY <ul><li>Objective: Get Repeat Business </li></ul><ul><li>NEVER Move a Closing! </li></ul><ul><ul><li>Cement the date in stone with your Team. </li></ul></ul>
  30. 31. SUMMARY <ul><li>Set Yourself Apart By Implementing Four Building Blocks </li></ul><ul><li>Start Small With “Small Promise Technique” And Continue To Build </li></ul><ul><li>Always Be The One To Place The Follow-up Call Never Be The One To Receive It </li></ul>
  31. 32. Believe you are <ul><li>UNIQUE </li></ul>

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