Mortgage Marketing Animals Issue 2

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... PAGE 6 CONTINUED Now after a few tries, I’ve finally gotten better at hiring people who are the right fit for the right job. By doing so, it’s helped me do more for the company. I can go out into the field and participate in money-making activities, and I can trust that the people back at the office will help my clients. Realize that you can’t do it by yourself. At my office, we call about 140 agents every Monday, and there’s no way I could do that on my own. You need to get a good, reliable team that cares about your business as much as you do. When you have a great team working by your side and you’re out bringing revenue into your business, you’ll be far less stressed. I remember back in the day when I had a decent-sized deal falling out of my pipeline and was averaging 2–3 deals a month. It was incredibly stressful. The fewer deals you close means you have that much more pressure riding on each one. I would be up till 3 a.m. wondering how to make up the loss in my income if one deal didn’t go through. Stress does so many horrible things to your body, and it can keep you from sticking to any semblance of a routine, like going to the gym before work. I’ve found that working out can relieve a lot of stress in its own right.Now that I have empoweredmy team, I am free to keep my morning workout routine without stressing over the next deal. I’m a creature of habit, and I’ve been going to the gym for 10 years. success story. Listen carefully to get to know them. Listen for the “one thing” they mention they’re interested in or associated with and take a mental note of it.This will give you an idea of something you can send them later to show you were listening.Make sure it’s something that matters to them. Make sure you always have a call to action at end of the meeting if you are a goodmatch with the agent. The call to action is either to A.) get a deal right then or B.) ask if it is okay for you to call them from time to time.The scripts are on your membership website. DEVELOPINGTHE RELATIONSHIPAFTER THEMEETING In the car, jot down things you remember about the agent in your phone notes, so you don’t forget, and email those notes to yourself to have a record for your customer relationshipmanagement (CRM) for future reference. Right after the meeting, call or send them a text from the parking lot. Thank them for meeting with you, andmaybe mention something simple you noticed about them, to show you listened. Find the “one thing” by figuring out what you can send to them that shows you were listening.Then send it with a personal note. MAKE SURE TODOTHESE THINGS: • Friend them on Facebook. • Add them to your monthly mailer list.

It’s a great way to unwind,meet different people, and plan out your day. If you’re thinking about starting this type of healthy lifestyle, treat it like any other routine in your life. Forming a workout routine is very similar to learning to make realtor calls and database marketing every month. I had a difficult time getting into the lifestyle at first, but once I finally got into the habit,my deals rose from5–8 a month to 20. Along with working out, planning meals throughout your week helps to combat stress immensely and eases weight loss.When stressed, many people tend to use food as a form of comfort and relaxation. If you’re someone who does this, I recommend surrounding yourself with healthy snack options. I personally eat a protein bar and drink water when I need a snack. It can be useful to cook healthy meals on Sunday and put them in 4-ounce Tupperware to take to work for lunch. The food you eat matters immensely when you’re trying to stay healthy. No matter how much you go to the gym or exercise, it won’t make a difference if you don’t eat right. Taking care of yourself and your business are the most crucial factors for reducing your stress.Having a great team, sticking to a routine, and keeping an eye on my diet are the ways that I manage my stress very successfully. I hope that by sharing these lifestyle choices with you, it can help reduce the stressors you face in your daily life, too. • Add them to CRM for auto emails to Thor’s Agents (post-coffee), andmove them to the A-list after they give a referral. • Add them to your weekly video tips, if you do them. • Add them to your weekly agent-mastermind emails. • Add them to list reports if you have it.You can remove them later if they are not a good fit. • Call every single Monday or another consistent day every week for 12 weeks using the dialogue. Add something cool each week to the call that will help them know you are thinking of them and would love to work with them. (There are several scripts in the website.) Make a list of things you will say to add to the scripts to make it fun and warm. Don’t change the scripts, but you can add to them using your own personality that lets them knowwho you are.Remember, you are starting and/or deepening your relationship with them. Conversion happens when you deepen relationships. Rotate your personal additions to the scripts weekly to help you feel like you’re not saying the same thing over and over each week. Create a checklist of personalized additions —not replacements— to the set scripts, and rotate them throughout the 12 weeks. BONUS IDEA Drop by their office or have something fun sent to themduring designated weeks of the 12-week, post-coffee meeting process. The FreedomClub website and Facebook group page both have great ideas.

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