Buildingblocks

Four BUILDING BLOCKSTO INCREASE

AND SUSTAIN YOUR

BUSINESS RELATIONSHIPS

Casey Cuningham, XinnixBarry Habib and Sue Woodard,

Mortgage Market Guide

People Will Decide to Do Business With You If:

• They Know You

• They Like You

• They Trust You

• You Make Them Money!

FOUR BUILDING BLOCKS

Deliver

Follow Thru

Relationships

Marketing

MARKETING – KNOW YOU

Brand Your Name

to create a

Warm Call

MARKETING – KNOW YOU

Define your Target Audience

Know your Top 10

Obtain as much information as possible

MARKETING – KNOW YOU

• Profile

Talk To Referral Partners

Visit Personal Website

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.

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?

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?

MARKETING – KNOW YOU

• Profile

Talk To Referral Partners

Visit Personal Website

Google

Talk to Receptionist

MARKETING – KNOW YOU

• Profile

• Personalize

MARKETING – KNOW YOU

• Personalize

Value proposition that meets

their needs

MARKETING – KNOW YOU

• Profile

• Personalize

• Persistence

PERSISTENT ABOUT GETTING BUSINESS

Being Persistent Is Unique Characteristic

Stand out by not giving up

“No” is just a decision that can be reversed

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

RELATIONSHIPS – LIKE YOU

Share Personal Information

Find Common Ground

Spend Quality Time

PREPARE FOR APPOINTMENT

• Opening Sets Tone and Sets You Apart

Prepare your VAPOR Statement

Value

Aim

Process

Objective

Review

PREPARE FOR APPOINTMENT

Value - State the purpose of the meeting

Aim – What they will gain from the meeting

Process – Verbalize the agenda

Objective – The actions you want the target to take

Review – Approval Statement

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?”

PREPARE FOR APPOINTMENT

• Professional Presentation

Demonstrate How You Are Different

FOLLOW THROUGH – TRUST YOU

• Meet Your Commitments…

Plus One

• Become a Fanatic About Your Business

• Make Small Promises

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

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

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

Persistence

DELIVER – MAKE THEM MONEY

Objective: Get Repeat Business

• Team Commitment

• Become a Fanatic

• NEVER Move a Closing

DELIVER – MAKE THEM MONEY

Objective: Get Repeat Business

• Team Commitment

– Map Out Every Detail

– Utilize a CRM

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

DELIVER – MAKE THEM MONEY

Objective: Get Repeat Business

• NEVER Move a Closing!

Cement the date in stone with your Team.

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

Believe you are

UNIQUE