Bliss Sawyer's Marketing Blog

Have you changed companies?

Over the past couple of months, I received requests for ideas on how to transition to a new company in the most efficient way possible.  So many loan officers, most that had no plans to make a change, are now faced with the daunting task of marketing and producing loans, all while transitioning and learning a new company system.

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Today I am launching Strategic Transitions:  The Ultimate Guide for Transitioning Loan Officers.

Whether making a change due to the closure of your company or for personal reasons, this guide will take you through all the steps in transitioning to a new company.  Your business will grow and flourish by following this program. 

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The best part is that you can get if for only $99! (limited time offer) 

Order today and get started moving your business forward!

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You receive the following with your purchase:

• Six week calendar of activities
• Scripts
• Letters
• Postcard ideas
• 30 minute coaching call with Bliss Sawyer ($100 value!)
• Promotional event ideas
• Press release ideas
• Conference call – “How to Succeed in this Crazy Time”

Owners and Managers - help your new employees succeed during this difficult time.  Corporate discounts available.  Contact Bliss@blisssawyer.com for more information.

A dose of humor...

Dan Loan shared this with me today.   (Yes, his name really is Dan Loan the loan officer.)  A little light-heartedness is always good.  Thanks, Dan for sharing!

Very Important- Guideline Changes Effective

· LTV’s > 65% SISA Loans now require a minimum credit score of 849.

· For all LTV’s > 65%, 360 months of payment reserves now required.

· Borrower’s must have no previous bankruptcies in their family history going back  three generations (including, but not limited to 2^nd cousins twice removed).

· A minimum of 25 years self-employment history now required for all Stated Programs (at same location).

· Minimum Credit Score for Subprime Loans raised to 720.

· All non-arm’s length transaction borrowers (mortgage, real estate professionals, family members) will be required to provide full-documentation, subject to criminal background checks, wire tapping, strip-searches, blood tests, and a minimum of 12 hours of interrogation by the Department of Homeland Security.

Please note that these changes will go into effect within the next five minutes. So pleaselock your existing loans immediately. All existing loans in your pipeline must fund by noon today.  The vast majority of fulfillment staff is off today, so no Rush Requests will be accepted. 

We apologize for the inconvenience. We realize these are tough times in the mortgage industry for all of us. Be assured that we have a commitment to remaining strong and weathering out the storm. We ask for your understanding and cooperation.

Sincerely,

Your Committed Wholesale Lender

 

You asked my opininion....

I've had a few e-mails recently asking my opinion on newsletters to stay in touch with past clients.  So here it is - a great new resource for you!

The Ultimate Marketing Tool for Attracting More Referrals and Repeat Business (sounds perfect to me!)

One of the most costly mistakes mortgage professionals make is their tendency to focus on acquiring new clients and in doing so they neglect the largest asset they will ever have in their business: their client and referral partner database. Think about it. What other market likes you, knows you and trusts you more that your own happy clients and referral partners? Nobody! They are your raving fans. Did you know that every month that goes by that you ignore these people it is costing you thousands of dollars?

The fact is people hate being ignored and if you are not continuously staying in touch they’re likely to get wooed away by your competition. If you want to build a predictable, profitable and salable mortgage business, you can’t afford not to develop your monthly client newsletter. Your newsletter can and should become your primary marketing weapon.

So if all this is true, why aren’t you investing more time, energy and money to extract value from your client database? Perhaps no one has taught you the importance of it and shown you how to do it - until now.

Click here to discover the ultimate follow-up marketing tool for increasing referrals, and stimulating more repeat business from your client base.

Funny Titles...

I am inthe process of launching a new marketing program for loan officers that have moved to a new company.  Struggling with what to call it, I decided to ask for help and had a tremendous response.  The official title (thanks to our winner, Edgar DeJesus) is Strategic Transitions:  The Ultimate Gide for Transitioning Loan Originators. 

In the process of going through all the entries, I had a few chuckles.  And since we can all use lighter moments once in a while, I thought I would share some of the title NOT chosen.

One the Road Again...
Movin' on down the highway, movin' ahead so life don't pass me by.
Can You Spare Some Change?
Change Can be Bliss
One Step Ahead of the OCC
Change Sucks!
Fraud has a new address
Oh, The Places I'm Going
Don't have any current ideas, but I just love your first name!!!!!!!!!!!!!!
I just got remarried
Monday Morning Blues, Getting Back on Track after being Informed Your Mortgage Company Sponsor is Closed for Good, Effective Imediately!

If you are one of the many that have made a change or will be making one soon, this program is designed to help you jump in and get your pipeline full.  Stay tuned to my blog and website for more information.  Launch date:  November 1.

You can also contact me by email:  bliss@blisssawyer.com or phone 806-577-3937 if you have any questions on this.

Great Marketing Piece

My Mortgage Community is allowing me to share this great marketing piece.  This flyer can be sent to past clients and prospects as well as a great added value deliverable for referral partners. It talks about how the Fed has lowered the Fed Funds Rate and the different opportunities that it presents for those seeking a new mortgage. 

I firmly believe there is lots of room to come out on top of this mess we are all experiencing.  It will take hard work and "pig headed discipline and determination"  (my new, favorite phrase from Chet Holmes book, The Ultimate Sales Machine.) 

Don't spend your time working on creating new marketing pieces... use your time to develop and strengthen relationships.  Click here for your copy.

You can also get a one month membership to My Mortgage Community for only $1!

Giving to Receive

I love the idea of giving to receive and quite a few originators are doing just that in their business.  Mortgage Originator Magazine even has a column on mortgage professionals that give back.... it is so impressive what people in our industry are doing. 

Of course, the primary reason you would start a "Giving Back" campaign is to help a worthy cause, with the secondary reason being to build a strong reputation in  your community and brand yourself as someone that works for the greater good of those around you.

Consider offering a donation for every closed loan.  This marketing strategy can help a great cause and fill your pipeline.  Many people have a desire to help, yet feel strapped financially.  Especially if they are geting ready to purchase a home.  You help solve this dilemna by giving them a way to contribute.  You can pick the charity (American Cancer Society if someone close to you has suffered with this) or have a list of possible charities for the applicant to choose from.

A few ways to market this idea....

• If you utilize radio or newspaper advertising, make some simple changes to incorporate this new offer
• Send an e-mail or snail-mailing to your database
• Give a flyer to Realtors (a great reson to be in their office talking to them!)
• Announce at networkign groups, affiliate meetings or other types of organizations you belong to
• Jot it down on your business card and briefly explain it to people as you pass along the card

The great thing about this idea is that you only spend money when you are making money.  You also have the opportunity to network with people in that charitable organization.  There is tremendous good that can be done in this world, one person at a time.

Is your attitude one of success?

I think that attitude has quite a bit to do with success and I love reading Jeffrey Gitomer's Sales Caffeine (It's free!)  Every week it is full of great tidbits on success, many times dealing with the attitude we have towards our clients, coworkers and even ourselves.

This week, there was a great article titled:  What's Your "Type"?  Mine is "Sales Successful."  Here's a short excerpt:

"Your manager, your coworkers, your fellow salespeople, and your customers already see you.  And "type" you.  They see the way you dress.  They see the way you act.  They see your character.  They see your personality.  They see your style.  And they see how you perform.  But rarely do you get to see or evaluate yourself.

So, I am asking you to do that now.  I'm asking how close to "conformist, compliant, high performer" can you rate yourself?

I'm gonna throw some other words at you:  friendly, helpful, sincere, value-driven, truthful, ethical, and grateful.  These are areas of your personality and character that will lead you closer to sales success. -- Jeffrey Gitomer

If you were to spend 15 minutes every day reading something educational and/or motivational you would be further ahead than the majority of your competition.  And you will feel better!  What are you reading?