Week2 Slides
Bliss Sawyer’s Realtor Marketing Class Increase your Realtor referrals Jan 12 – You can do it! Jan 19 – It’s all about the marketing Jan 26 – Wash, rinse and repeat (business) Feb 2 – Maintaining long-term referral relationships
Hosted by Velma. (www.velma.com)
The lines will be muted… Minimize Control Panel
If you lose your connection go to www.JoinWebinar.com and enter… Webinar ID: 876754602
How to ask a question For any other questions, please email [email protected]. Or hit the chat button on Velma.com, or call 208 854 7911.
6 Week Realtor Class Week 2 – January 19, 2010
Building on a Foundation Presenter: Bliss Sawyer
Bliss Email: [email protected]
Bliss Phone: 806-577-3937
Marketing Blog: www.blisssawyer.typepad.com Check-in daily for motivation and ideas!
Week 1 Review- please take survey 3 things to improve brand, image and reputation Core group of Realtors Fill out Realtor contact list throughout week Contact core group at least 2x Contact larger group at least 1x
Organize database to include other Realtors as a
sub-group Use Daily Action Sheet EACH DAY
Realtor Issues Business is down
Homes tougher to sell Buyers harder to qualify
Realtor Needs Business planning Marketing Partnerships Sales skills
Training Systems
Building your Foundation (of Realtors)
Find Realtors that are doing
transactions Approach with confidence Build your credibility through likeability and performance
Where do you find new Realtors? Drop into Open Houses Home tours Make it fun Networking – get involved
& be visible! Your neighborhood Listing Agents
Marketing Tips Do the unexpected Donuts are great if…. Attitude is everything Remember, there are always more
Realtors than lenders Book recommendation: The Ultimate Sales Machine by Chet Holmes
Marketing Ideas Value of Time Letter I value your time and business! That is why I’ve enclosed $5.00 for 3 minutes of your time to read this letter. My name is Bliss Sawyer and I want to help your business grow. Taped crisp, new $5 (or #2 bill for 2 minutes) If keeping customers happy is as important to you as it is to us, send your next clients our way and we will prove the difference. At ABC Mortgage your satisfaction is a top priority. If we are treating you with superior service, you know your buyers will receive the same. Since you referred us, this makes you the hero of the transaction!
You just said they are worth $100 or $60 an hour!
Using the Phone Look for opportunities to use the phone Introductions Status updates Breaking industry news Helps for their business Be Positive Stay away from the “Ain’t it awful club” Be confident, not arrogant Remember: Pigheaded discipline and
determnation!
What to talk about? Market and rate conditions Their business
Questions makes it about them What has been your biggest struggle this past year? What is your biggest complaint about loan officers? What do you look for in a mortgage partner? How important to you is a relationship with a trusted loan officer?
How to respond after questions: Never bash another loan officer or company Explain your philosophy: “My primary goal is to see not only you, but each of your clients completely satisfied. This means a quick closing with communication throughout the transaction. I want you earning your full potential and not wasting time with buyers that can’t buy. I take the worry out so you can spend your time finding new business.”
Take it to the next level Lunch Permission to email
Phone Messages Weekly script for voice mail Realtors not currently sending you business: “Hi Tim, this is Bliss Sawyer with ABC Mortgage, I wanted to let you know I am available this weekend if you are unable to get a hold of your current lender. You and your buyers can reach me all weekend at 123-4567 with any financing questions. Have a great day!” Add in a brief sentence on current rates or the market. Modify for Monday if you don’t want to tie up your weekend. Make it more personal if they do send you business.
Drop-Ins Always have a purpose Drop off Value of time letter Information Marketing Industry news Give them something to offer their database What is your name worth flyer
Books
E-mail Marketing Great for larger group of Realtors Be careful if using an outsourced system
KISS Vary type of email, date and time Industry changes Marketing tips Funny stuff
Your Tasks! Get Visible. Bulk up core group of
Realtors Value of time letter to Realtors that don’t know you Phone contact with each Realtor Use questions to initiate conversation.
Drop in to at least 3 Realtors Email to larger group Use Realtor Tracking Form & Daily
Action Sheet
Wrap up Questions? Class resource page: http://mortgage.velma.com/Coaching/RealtorClass.aspx
Schedule – Jan 12 – You can do it! – Jan 19 – It’s all about the marketing – Jan 26 – Wash, rinse and repeat (business) – Feb 2 – Maintaining long-term referral relationships
Hosted by Velma. (www.velma.com)
The lines will be muted… Minimize Control Panel
If you lose your connection go to www.JoinWebinar.com and enter… Webinar ID: 876754602
How to ask a question For any other questions, please email [email protected]. Or hit the chat button on Velma.com, or call 208 854 7911.
6 Week Realtor Class Week 2 – January 19, 2010
Building on a Foundation Presenter: Bliss Sawyer
Bliss Email: [email protected]
Bliss Phone: 806-577-3937
Marketing Blog: www.blisssawyer.typepad.com Check-in daily for motivation and ideas!
Week 1 Review- please take survey 3 things to improve brand, image and reputation Core group of Realtors Fill out Realtor contact list throughout week Contact core group at least 2x Contact larger group at least 1x
Organize database to include other Realtors as a
sub-group Use Daily Action Sheet EACH DAY
Realtor Issues Business is down
Homes tougher to sell Buyers harder to qualify
Realtor Needs Business planning Marketing Partnerships Sales skills
Training Systems
Building your Foundation (of Realtors)
Find Realtors that are doing
transactions Approach with confidence Build your credibility through likeability and performance
Where do you find new Realtors? Drop into Open Houses Home tours Make it fun Networking – get involved
& be visible! Your neighborhood Listing Agents
Marketing Tips Do the unexpected Donuts are great if…. Attitude is everything Remember, there are always more
Realtors than lenders Book recommendation: The Ultimate Sales Machine by Chet Holmes
Marketing Ideas Value of Time Letter I value your time and business! That is why I’ve enclosed $5.00 for 3 minutes of your time to read this letter. My name is Bliss Sawyer and I want to help your business grow. Taped crisp, new $5 (or #2 bill for 2 minutes) If keeping customers happy is as important to you as it is to us, send your next clients our way and we will prove the difference. At ABC Mortgage your satisfaction is a top priority. If we are treating you with superior service, you know your buyers will receive the same. Since you referred us, this makes you the hero of the transaction!
You just said they are worth $100 or $60 an hour!
Using the Phone Look for opportunities to use the phone Introductions Status updates Breaking industry news Helps for their business Be Positive Stay away from the “Ain’t it awful club” Be confident, not arrogant Remember: Pigheaded discipline and
determnation!
What to talk about? Market and rate conditions Their business
Questions makes it about them What has been your biggest struggle this past year? What is your biggest complaint about loan officers? What do you look for in a mortgage partner? How important to you is a relationship with a trusted loan officer?
How to respond after questions: Never bash another loan officer or company Explain your philosophy: “My primary goal is to see not only you, but each of your clients completely satisfied. This means a quick closing with communication throughout the transaction. I want you earning your full potential and not wasting time with buyers that can’t buy. I take the worry out so you can spend your time finding new business.”
Take it to the next level Lunch Permission to email
Phone Messages Weekly script for voice mail Realtors not currently sending you business: “Hi Tim, this is Bliss Sawyer with ABC Mortgage, I wanted to let you know I am available this weekend if you are unable to get a hold of your current lender. You and your buyers can reach me all weekend at 123-4567 with any financing questions. Have a great day!” Add in a brief sentence on current rates or the market. Modify for Monday if you don’t want to tie up your weekend. Make it more personal if they do send you business.
Drop-Ins Always have a purpose Drop off Value of time letter Information Marketing Industry news Give them something to offer their database What is your name worth flyer
Books
E-mail Marketing Great for larger group of Realtors Be careful if using an outsourced system
KISS Vary type of email, date and time Industry changes Marketing tips Funny stuff
Your Tasks! Get Visible. Bulk up core group of
Realtors Value of time letter to Realtors that don’t know you Phone contact with each Realtor Use questions to initiate conversation.
Drop in to at least 3 Realtors Email to larger group Use Realtor Tracking Form & Daily
Action Sheet
Wrap up Questions? Class resource page: http://mortgage.velma.com/Coaching/RealtorClass.aspx
Schedule – Jan 12 – You can do it! – Jan 19 – It’s all about the marketing – Jan 26 – Wash, rinse and repeat (business) – Feb 2 – Maintaining long-term referral relationships
