Bliss Sawyer's Marketing Blog

Speaking for Fun and Money

I am going to be presenting "Speaking for Fun and Money" at a Toastmasters conference and since I'm often asked "how do I get into speaking?" after presentations or by email, I thought I would pass along a few tips for those of you interested.

• Become an expert.  Pick your niche, research and study and listen/read to as many other experts as possible.  Yes, it may take a while, but it's worth it.

Get visible.  Toastmasters.   Chamber of Commerce.  Company training program.  Church.  Community organizations etc.  Look for opportunities (or create your own) to speak to a group of people.

Gain credibility.  Write, write, write.  Your reputation will grow as you are seen in publications or your own newsletter/blog.  Speak, speak, speak.  Do it for free, just get in front of an audience and perfect your presentation.

Speaking for money.  Market research what others are charging, join a speakers bureau and offer bonus materials.  Have your own website to showcase what you are all about.

Don't get discouraged.  It takes time to build name recognition.  Be willing to put in the effort and develop relationships that might turn into speaking opportunities.

Sharing is good

One component to expanding your business is to continually position yourself in front of as many people as possible.  The more people that recognize your name and know what you do for a living will increase your growth opportunities.  This idea not only expands your sphere of influence, but also gives value to your referral partners.

Offer to send a free report or other information to your referral partners database.  (Click to access my free report "What is your name worth?")  Or, create your own report on anything that you feel would be timely and valuable.  Realtors, financial planners, CPA's, attorney's, insurance agents, etc. are all in the same basic business of helping people.  More than likely, they are looking to add value and strengthen their current relationships, so they will appreciate your help.

Approach it this way:  If you are like me, you are always looking to add value to your clients and prospective clients.  I've developed a report on how to protect your name and found this type of mailing to be a great way to stay in touch.  I would love to help you look good to your people and wanted to see if you would like to send this to your database.  (If you use my report, I want you to state that it is "yours",  I created this to make you look good and hey - it's ok to plagiarize if I give you permission!)

Have a copy of the report to show and give any examples you may have from your mailings and follow-up calls to this type of campaign.  Be positive and enthusiastic and you may find yourself in front a whole new group of people!

Be willling to consider the same type of mailing to your database if they have something of value to add to your clients.

Join me on my next tele-seminar!

My latest seminar, "5 Steps to Exploding Your Database Marketing" will be offered April 15 at 1:00 CST and it's FREE!

You know that database marketing is essential to your success and I am going to be giving you all the information you need to succeed.  Here's what I'll be covering:

1. How to build your database. (even if you already have a database - I'll tell you how to make it bigger and better!)
2. How to organize and prioritize your list.
3. What to include in your database mailings.
4. What to say during database follow up phone calls.
5. Secret database tips to generate more referrals.

This call is sponsored by MyMortgageCommunity and is absolutely free.  If you have more time than applications right now - get registered and put this on your calendar! 

This call will be full!  Register now for this April 15th call before it's too late!

Oklahoma - Check!

I have a crazy goal to bike 50 miles in all 50 states.  It's been a while since I've checked off a new state, so for spring break, I took my always-willing family to Grand Lake, OK for a few days of fun. 

Goals have a way of driving us to do things we would not accomplish otherwise. I can't say this was the greatest time I've had on a bike... I am out of shape, there was a flooded road to cross, a few rabid dogs that wanted to eat me and lots of wind.  But guess what - It felt great to finish that 50 miles and I wouldn't trade the experience for anything.

WHERE ARE YOUR GOALS?  Have you reviewed them lately?  What's on your calendar today, this week and this month to bring you closer to accomplishing those things?

As I work with loan officers across the country with my coaching and seminars, I consistently find that those who have written goals, review them often and organize their business schedule to always work towards these have the highest rate of success.  It truly won't matter what market you are in, what interest rates are or the type of company you work for.  You will find greater success through goal setting.

Your assignment:  Write down your goals, review them often and go to work!

Jeffrey Gitomer's Little Green Book of Getting Your Way

Jeffrey Gitomer's Little Green Book of Getting Your Way is another great read in his series of marketing and sales books.  Influencing others is vital to your skills as a loan officer.  Since most in our industry have similar rates and fees, what convinces clients to choose you over the competition is a combination of knowledge, likability and the art of persuasion.

This book shows you how to speak, write, present, persuade, influence, and sell your point of view to others.  My favorite sections are those on presenting.  So many loan officers struggle with getting their message across in a professional and motivating way.  This may be your first conversation with a potential borrower or a full presentation in front of a large group.  You already know that succeeding in these situations will increase your paycheck.

If you are looking to improve your sales skill, this is a great book to read.  It won't take long and might just help you get where you want to be.  This book is an absolute must-read if you have any plans to offer seminars or presenations this year.

Happy reading!

Are you looking for a Client Newsletter?

I've had many loan officers ask for my recommendation of a client newsletter.   Doren Aldana has put together a great product that is probably just what you are looking for.  Take a look...

What is this secret to success that most mortgage professionals overlook or neglect? The single most valuable asset in your business is the trusted relationships you cultivate with your prospects, clients and referral partners!

The key words there are: “TRUSTED”, “RELATIONSHIPS”, and “CULTIVATE”.  Why are these 3 elements so important?  Studies show that a client list loses 10% of its value each month sent of contact, so 10 months’ neglect zeroes the value. That’s how fast and easily “relationship” slips away.

Here’s the bottom line. If you’re not continuously staying in touch on a monthly basis, cultivating a bond of trust with your prospects, clients and referral partners – guess what, someone else probably is! Which means your BIGGEST ASSET is liable to get pillaged by your competitors!

Sobering thought isn’t it?

So, what’s the solution? How can you build and expand your #1 asset instead of allowing it to be stripped away through neglect? What’s the best, easiest, most effective way to follow-up with your clients every single month like clockwork?

I believe that my friend, Doren Aldana, the Mortgage Marketing Coach, has found the answer. It’s simple yet extremely powerful. Click Here to discover his strange marketing secret…

Dedicated to your success,

Bliss Sawyer

P.S. If you have 100 or more clients in your database then you really need to check this out! This powerful follow-up tool will revolutionize how you market your mortgage business – forever!

What's good about Monday?

I enjoy reading Tim Sanders blog:  www.sandersays.com (great variety and ideas!)  He recently did a post titled "Hold a what-went-right meeting on Monday."  The idea is to start your week on a positive note instead of just feeling buried by the load of the upcoming week.

This is a great idea!  Even if it is only with your processor, take a few minutes to talk about what went right the prior week.  Here are some tips to make it successful:

• Short - This can be done in less than 10 minutes.
• Sweet - Negative stuff not allowed!  Only talk about the good.
• Move it forward - what can be done to have positive in the new week?
• Make it an appointment.  This is definitely one of those not urgent things that can get thrown to the side.  But if you make it a priority and stick to it - you'll find it worth the effort.
• Write it down.  Keep track of the good.  This has great power to lift your spirits.

Good luck and I hope you have one of those weeks where everything goes your way!

A little hand holding is a good thing

Getting an application is a thrill.  No matter how long you've been originating, another loan in the pipeline is a good thing.  It gives you a bigger paycheck, validates your marketing and hey - someone likes you!  I know you work hard for each new loan, giving the potential borrower your attention and doing everything you can think of to convince them you are the best choice.  But here's a small piece of advice...

This post was prompted by a phone call I got from an old friend.  They recently closed on a loan and were thrilled with everything.  Until closing.  I was impressed when they told me how the loan officer had handled them at the beginning.  Carefully explaining options and helping them make a decision.  There was constant contact and attention through the process.

Unfortunately, the end of the transaction wasn't great.  And it was such a simple thing!  These are not first time homebuyers.  They've done a few mortgages.  But this does not mean they understand the process, and I think this is where the loan officer missed a step.  The borrower was e-mailed a copy of the HUD-1 and when he called the loan officer for some clarification, he was told "I explained that already.  I gave you a good faith estimate.  It's the same."

Now, those statements are correct, but most consumers are not able to translate a good faith estimate to a HUD-1 statement.  They look different and there has usually been a couple of weeks in between the two.  As loan officers, you can look at a GFE or HUD-1 and understand it within seconds.  Remember - that's what you do for a living.   Not what the client does.

A little hand holding at the end of the transaction is worth gold.  Golden referrals.  It doesn't matter if you think they should understand the numbers, if they don't - it just makes them feel frustrated.  You worked hard to get the application, get it through processing, underwriting and into closing.  Don't shoot yourself in the foot by not taking it to the finish line.  Give over-the-top service all the way through funding.  Then when you ask for referrals... you'll get them.

How to Attract a Steady Stream of Referrals - Audio Replay

I hope you were able to get on the line Tuesday for my interview with Doren Aldana, the Mortgage Marketing Coach.  His topic "How to Attract a Steady Stream of Referrals" was great... lots of ideas and tools to help your mortgage business grow with referrals.

If you were not able to listen on Tuesday or if you would like to listen again, here is a link to the audio replay.  Download and listen on your computer or take it with you in the car.  I guarantee you will find something to add to your marketing.

http://www.mortgagemarketingcoach.com/referralsystemreplay.html

To blog or not to blog?

Blogging.  It's the craze in the business world right now.  Many loan officers are asking if their business needs a blog.  From my personal experience, I have had a great time with my blog and feel it has a huge impact on my business.  With a blog, readers can get to know you on a more personal basis and you are able to strengthen your reputation as an expert.

The most difficult part is keeping your content fresh and up to date.  If you are interested in starting a blog... I recommend you get some help.  Bring the Blog is run by my friend Dan Green and is specifically designed to help you have the perfect blog.  Bring the Blog bills itself as an "Associated Press for Blogs", adding daily content to help you fill your pages.  And it's not generic, either -- it's pretty terrific stuff. You can see a live demo of the content Bring the Blog pumps out every single day at:  http://demo.thewrittenblog.com/.

Add in some personal stuff, testimonials, local housing news, etc. and you have a fabulous blog to attract business.  What are you waiting for?  Get blogging!