The document outlines four building blocks for increasing and sustaining business relationships: marketing, relationships, follow through, and delivery. It emphasizes the importance of getting to know clients on a personal level, following through on commitments, and delivering value by getting repeat business and referrals. Small promises and persistence are key techniques to accelerate business growth.

1. Four BUILDING BLOCKS TO INCREASE AND SUSTAIN YOUR BUSINESS RELATIONSHIPS Casey Cuningham, Xinnix Barry Habib and Sue Woodard, Mortgage Market Guide

2. People Will Decide to Do Business With You If: They Know You They Like You They Trust You You Make Them Money!

3. FOUR BUILDING BLOCKS Deliver Follow Thru Relationships Marketing

4. MARKETING – KNOW YOU Brand Your Name to create a Warm Call

5. MARKETING – KNOW YOU Define your Target Audience Know your Top 10 Obtain as much information as possible

6. MARKETING – KNOW YOU Profile Talk To Referral Partners Visit Personal Website

7. 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.

8. 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?

9. 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?

10. MARKETING – KNOW YOU Profile Talk To Referral Partners Visit Personal Website Google Talk to Receptionist

11. MARKETING – KNOW YOU Profile Personalize

12. MARKETING – KNOW YOU Personalize Value proposition that meets their needs

13. MARKETING – KNOW YOU Profile Personalize Persistence

14. PERSISTENT ABOUT GETTING BUSINESS Being Persistent Is Unique Characteristic Stand out by not giving up “ No” is just a decision that can be reversed

15. 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

17. RELATIONSHIPS – LIKE YOU Share Personal Information Find Common Ground Spend Quality Time

18. PREPARE FOR APPOINTMENT Opening Sets Tone and Sets You Apart Prepare your VAPOR Statement V alue A im P rocess O bjective R eview

19. 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

20. 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?”

21. PREPARE FOR APPOINTMENT Professional Presentation Demonstrate How You Are Different

22. FOLLOW THROUGH – TRUST YOU Meet Your Commitments… Plus One Become a Fanatic About Your Business Make Small Promises

23. 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

24. 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

25. 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

26. Persistence

27. DELIVER – MAKE THEM MONEY Objective: Get Repeat Business Team Commitment Become a Fanatic NEVER Move a Closing

28. DELIVER – MAKE THEM MONEY Objective: Get Repeat Business Team Commitment Map Out Every Detail Utilize a CRM

29. 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

30. DELIVER – MAKE THEM MONEY Objective: Get Repeat Business NEVER Move a Closing! Cement the date in stone with your Team.

31. 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

32. Believe you are UNIQUE