CRM TIP OF THE MONTH BY SUE WOODARD, TOTAL EXPERT
targeting options on Facebook. Keep in mind that this is still Facebook , and it is 100 percent a numbers game. The majority of the leads that you generate will not close. It’s supposed to work that way. That is why we have filters in place at every step of the conversion process. We target the highest-quality people, making them jump through hoops before they opt in. Then we use automation to do all of the follow-up so you only talk to borrowers when they want to talk to you! These targeting tips will have you mastering the first step of a successful funnel in no time! To your success, –Chris Johnstone
As a mortgage loan officer (MLO), one of the best sources of purchase referrals is one that I discovered sitting right under my nose: my internal network.Who? I’m glad you asked. The list is endless, but it could include underwriters, processors, other coworkers, title-company or closing agents, appraisers, vendors, investor and mortgage-insurance representatives, and hey, maybe even competitors.Where referral partner and client relationships are usually sought out and “courted,” internal network relationships are much like family. You don’t usually choose them; they are just there when you arrive. So we might take them for granted and not include them in our customer relationship management (CRM) and marketing efforts — but I’d encourage you to think about them differently. If you have been in the mortgage business for any length of time, you have undoubtedly been asked for an opinion on a wide variety of housing-related topics that may not necessarily be in our particular wheelhouse. These could be questions about estate planning, homeowners insurance, or tax implications — the list goes on and on. And you likely have a list of qualified professionals as your business partners to whom these questions can be referred. Now, think about it. You can bet your bottom dollar that anyone who is a part of the housing-related industry, such as processors, underwriters, investor or mortgage-insurance representatives, and title or closing agents, are being asked questions by their neighbors, friends, and family who need to be referred to a mortgage professional.Why? Because most consumers really do not understand the specific differences between each of the positions in our industry. So when it is time to consider a home loan, they generally will turn first to any person who they know has some kind of knowledge of the business. Instead of the underwriter or title representative responding to these questions by simply stating that they are not a loan officer, we can position ourselves to be the one LO who springs to their mind and gets these referrals. Take a few hours and add all of your internal contacts to your CRM. Then send them a copy of your newsletters and holiday mailings just like you would to any other valued client or business partner. Be sure to let them know that you would like to have their referrals and would be honored to work with their family, friends, neighbors, and coworkers. It worked for me, and it will work for you, too!
WHAT FREEDOM MEANS TOME
TAMMI LINDLEY (FREEDOM CLUB MEMBER)
When you’ve decided to no longer accept that life is drudgery and insurmountable minutia and you take active steps to move beyond the mundane into what really makes you thrive, you are experiencing freedom. Freedom is the decision to live today, embrace risk, accept the challenge, and dominate it so that tomorrow’s doors are more open and available. Freedom is the oxygen generated by a thousand small decisions to embrace true productivity and not mere busyness. Freedom is about leaving the cage of excuses and savoring the surprise of what’s beyond the next horizon.
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