Bliss Sawyer's Marketing Blog

Give FSBO marketing a try

FSBO marketing is a great piece to your overall marketing strategy.  If you have purchased my Breaking the 40 Million Dollar Barrier marketing binder, there is a section on FSBO marketing with a few marketing pieces already created for you. 

With the market changing there is no better time to do something different.  The FSBO market is huge and a great source of new business.  I have teamed up with Landvoice to offer you a 30 day subscription FREE.  This offer is available through Octobert 31, 2007.  Contact Landvoice at 888-678-0905 for further details and to take advantage of great deal.

It's not too early to think about the Holidays!

If you haven't sent anything to your database for Christmas in the past, this might be a good year to start!  And if you have - we'd love to hear what you have done and what's been successful.

Hopefully, your database is up and running strong.  If not, Click Here for the 5 Secrets to Database Marketing.  Not everyone in your database needs to get the same thing, so take the time to A,B,C your list.  If you are unfamiliar with this method, consider subscribing to Doug Smith and my Competitive Edge Newsletter as the next issue will go in depth on this subject.

First, decide on a budget and how many people you want to reach.  Then search for things that fit your budget and will brand you as the Lender of Choice.  Here are a few ideas for you to think about...

• Dollar lottery tickets with a letter that says "Merry Christmas!  Call me if you win.  Or if you have questions on a mortgage."
• Christmas music CD with your info branded on the CD. 
• Promotional item that is funny or usable.  Something unique.
• Free hot chocolate at a local coffee shop
• Know a landscaper that runs a light business for the holidays?  Consider sending a discount to your database in October to drive more business his way.
• Put together a schedule of local holiday events. Information Marketing!
• If nothing else, a card!

Most originator's have more time than applications right now... use this time wisely to be creative as well as productive.  What can you do that will get noticed, appreciated and reinforce your position as a source for mortgage loans?

Red Hot Marketing Idea

Sara Gruse with Arvest Bank in Tulsa, OK delivered this great marketing piece to her local Realtors.  A jar of Red Hot candies with her card attached by a ribbon and a note that said: 

Is your lending process setting you on fire? 

She then followed up with a phone call to ask for a few minutes of their time to explain how she can get their deals done efficiently and on time.

Marketing is all about doing things that will set you apart while branding you as the person to contact for mortgages.  Is your marketing doing this?  If not, you may want to start using a few pieces such as this.

The Ultimate Sales Machine

I spend quite a bit of time in airport bookstores... and once in a while find a great book.  I hadn't heard of Chet Holmes before this book, but I'm a fan now!  This is a fantastic resource for anyone in sales. 

I make notes as I read books... here are a few of the gems I took away from the Ultimate Sales Machine.

"Consistency in your approach results in a tremendous conversion rate of prospects to buying clients."  This is especially true as you market to Realtors and other referral partners.  Do something once or twice and there will be few results.  Do something consistently for an extended period of time and you WILL see results.

"A company, even a one-person army, that thinks and acts like a big company is going to grow faster, smarter, and better."  I have often said that originators that view themselves as self-employed (no matter who signs the paycheck) will have greater success.  You are the owner of your own business... dream big!

"If you are friends with your clients, it is very hard for another salesperson to take them away from you."  Our industry is going through such turmoil, people want to work with someone they trust.  The fancy commercials and too-good-to-be-true ads will not attract the clients they once did.  Consumers are going to make decisions based on their current relationships and referrals from friends and family.  Position yourself as their friend, and you will win the business.

The Ultimate Sales Machine is a great addition to your library.  Read it, mark it up and use it to improve your sales.