Mortgage Marketing & Lead Generation Blog

I remember reading listening to this audio book while in college:

Dig Your Well Before You’re Thirsty by Harvey McKay

The only clue I had to its contents was the title. I can’t remember what I thought it was about, but I certainly had no clue it was a networking book.

This book taught me that effective networking is really about:

• Sharing without expecting anything in return,

• Putting in the work,
• Keeping your word,
• Staying in touch, and more.

I’m so glad I read it years before I launched the business full time. Since then, I not only purchased the audio book, I also have the paperback on my shelf.

So, Rainers, what book changed your business life? and why?

Jackie, Mortgage Virtual Assistant

Fill your pipeline – quick!

Get the Phone Ringing

Business in a slump? Phone eerily silent?

Follow this proven process to:

* Get more calls from your ideal clients,
* Build your reputation as an expert,
* Fill your pipeline without spending a ton.

Think about the types of clients you want to attract. When I interview new clients, I have one or two questions that quickly help me hone in on their favorite types of clients. We then use that information to focus their marketing. For some of my clients, it’s about the dollar amount or size of the loan. For others, it’s about the feeling — they want to work with clients who are simpatico. Some prefer working with clients who have credit issues but are willing to roll up their sleeves and do the hard work to get back on track.

Brainstorm a list of your ideal clients’ problems, questions and concerns. As you take a client from prequal to closing, hopefully you’ve spent time getting to know them. If you have staff, let them contribute to this brain storming process.

Pick one topic from your brainstorming list. This topic should be one your ideal clients would find interesting, as well as one on which you can speak with authority.

Develop a workshop around this topic. Have different versions of the workshop, a 10-minute one, a 20-minute lunch and learn, and a 45-minute version. Create the workshop, and PowerPoint presentations. We can help you craft your topic into a professional PowerPoint presentation that not only educates your audience but also highlights your expertise.

Contact groups and offer your presentation. It doesn’t matter if it’s the Rotary Club or the Red Hat’s Society, the PTA or the Polka Players, offer every group you possibly can the opportunity to hear your presentation. Your goal is to make this presentation to a group every single week.

When you make the presentation, get each attendee’s contact information and follow up. There are easy ways to follow up, keeping your business top of mind without being pushy. You can send them a tips brochure. Mail them a thank you card. Call and ask if they have any questions or suggestions. Email them a survey.

This is a simple way to fill your pipeline and get your phones ringing with calls from your ideal clients. FYI – I have an article on leveraging homebuyer workshops on the close-more-loans.com articles page.

Lead Generating Tasks to Outsource to your Mortgage Virtual Assistant – Part 2

By JC Kadii, Mortgage Virtual Assistant

In
yesterday’s blog post, I indicated I would start a series showing specific
tasks you can outsource to a Mortgage Virtual Assistant.

A Mortgage Virtual Assistant can help you transform your website into a lead-generating tool.

77% of home buyers use the internet to find professionals to help them with the process. Your Mortgage Virtual Assistant will start the website transformation process by selecting keywords to appeal to your niche market.

Once your keywords are selected, there are a number of ways to transform your website into a lead generating tool:

• modify the content and structure to make your website search-engine friendly,

• develop incentives for prospects to provide their contact information,
• create DRIP/autoresponder campaigns, and more.

The series continues tomorrow . . . stay tuned.

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JC Kadii, Mortgage Virtual Assistant . Through http://www.close-more-loans.com/, JC leads a team providing top notch administrative, internet marketing, and technology services to mortgage professionals. Mortgage professionals are encouraged to visit the website and sign up for the More Closings email newsletter to receive the report 6 Steps to More Referrals.

Lead Generating Tasks to Outsource to your Mortgage Virtual Assistant – Part 1
By JC Kadii, Mortgage Virtual Assistant

One of the questions I hear most often is “How can you help me close more loans?”

Closing more loans involves several actvities, including:

• Determining an Authentic Marketing Strategy

• Generating Leads
• Converting Leads to Clients
• Implementing a Customer Service and Retention Plan
• Implementing a Referral Generation Plan

A Mortgage Virtual Assistant can help with all of the items listed above.
In future articles, I will focus on specific ways your Mortgage
Virtual Assistant can help you generate leads.

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JC Kadii, Mortgage Virtual Assistant . Through http://www.close-more-loans.com/, JC leads a team providing top notch administrative, internet marketing, and technology services to mortgage professionals. Mortgage professionals are encouraged to visit the website and sign up for the More Closings email newsletter to receive the report 6 Steps to More Referrals.

What is a Mortgage Virtual Assistant?

By JC Kadii, Mortgage Virtual Assistant

A Virtual Assistant (or simply VA), is an independent
contractor providing administrative, technical, or
sometimes creative assistance to clients – usually to
other independent entrepreneurs and solo and small
business practices, such as that of a lawyer or
realtor. (source: wikipedia.org)

Virtual assistants work from their own office, using
their own equipment and software. Virtual
assistants are paid for time worked, and do not
charge clients for sick leave, vacation, breaks, etc.

A mortgage virtual assistant (MOVA^SM ) is a virtual
assistant who leverages experience in the
mortgage industry to provide technical, administrative
and/or marketing assistance to mortgage
professionals.

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JC Kadii, Mortgage Virtual Assistant . Through http://www.close-more-loans.com/, JC leads a team providing top notch administrative, internet marketing, and technology services to mortgage professionals. Mortgage professionals are encouraged to visit the website and sign up for the More Closings email newsletter to receive the report 6 Steps to More Referrals.

I recommend anyone interested in improving customer service read the following article from Inc Magazine’s June 2007 issue:

What’s Wrong With This Picture? Nothing!You’ve never met a man more obsessed with service than Dawson Rutter.

The article tells the story of how Commonwealth Worldwide Chauffeured Company grew from 40 to 4,000 without sacrificing customer quality.

An inspiring story of how a company does well by putting customers first, and it is chock full of lessons every business can learn.

One of the surprising things Commonwealth does is this: in order to insure 100% impeccable service, they build infrastructure anticipating revenue. So, for example, when they have 100 clients, they make sure they have enough staff to handle 125. Yes, it’s the direct opposite of the way most businesses operate and it is more expensive, but it obviously pays off.

I’d love to read your comments after you’ve had a chance to read the article.

Instead of New Year’s resolutions, I used a process last year which led me to accomplish more than I have ever done. It works so well it is almost like magic.

This process is perfect if you have lots of projects, or lots of goals you would like to accomplish. Having worked through the process three times last year, I am able to share what works and what didn’t.

What is this magical process, you ask? It involves setting 90-day goals.

Why it Works:

• It keeps you focused.
  Having a 90-day accountability cycle does not allow enough time for you to forget about or put goals on the back burner. This is perfect if you have a mild case of Adult ADD, which I prefer to refer to as HCHE (highly creative highly energetic).

• It keeps you motivated. Instead of starting the year trying to accomplish 10 resolutions, you devote 90 days to 3 or 4 goals. Checking those goals off your list provides you with consistent feedback throughout the year, which in turn motivates you to accomplish even more.
• 90 days is the perfect time frame.
  90 days is enough time for you to achieve a measurable goal, yet there no time built in for slacking off. You have to work on your goal just about every day in order to meet the 90-day deadline.

Keys to Making the 90-day Process Work:

After going through three 90-day cycles, I can offer the following insights on what works and what doesn’t.

• Limit your goals.
  It is tempting to start off with 10 goals within a 90-day period. Trust me when I say, this will not work. I found that when I tried to accomplish 10 goals within 90 days, I only accomplished one. When I set three or five goals, however, I was able to achieve all.

• Set goals for all areas of your life.
  Don’t just use this process for your business goals, try them out on spiritual, family, fun and character building goals as well.
• Make your 90 day goals specific.
  Instead of, for example, “Establish my mortgage email marketing campaign,” try “By April 1, 2008, I will have sent out 3 email newsletters.”

  Instead of “Exercise for 30 minutes 5 days a week,” try “By April 1, 2008, I will have accumulated 1500 minutes of exercise.”

What if you’ve already created your list of resolutions? That’s easy – just split the list and focus on 3-5 of your goals over the next 90 days.

If you find yourself year after year unable to accomplish those New Year’s resolutions, I hope you will try 90-day goals instead. I would love to hear how these work for you.

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JC Kadii, Mortgage Virtual Assistant . Through http://www.close-more-loans.com/, JC leads a team providing top notch administrative, internet marketing, and technology services to mortgage professionals.

The smell assaulted his nostrils from his bedroom.  Shaking with excitement, the boy tip-toed into the living room where, under the Christmas tree, he beheld an astonishing sight.  A steaming, malodorous heap of horse manure.  Unable to contain his glee, he clapped his hands and exclaimed "Where's the Pony?" 

You've probably heard some version of this story of the optimistic kid.

Well, those of you in the mortgage industry have certainly been through your share of manure this past year.  Especially mortgage brokers – Bless your hearts! Bad enough the market is tight but then you're being blamed for every single thing wrong with the economy.

I don't know if my clients are uncharacteristically resilient, but I have noticed a surprising trend.  They are not giving up, instead, they are actively looking for (and finding) the pony in this mess.  One client has noticed that with so many of the "big guys" out of business, he is able to form more strategic alliances than ever before.  Another has found another income stream that, instead of taking him away from his core business, actually complements it.

So, when life hands you manure, find the pony!

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JC Kadii, Mortgage Virtual Assistant . Through http://www.close-more-loans.com/, JC leads a team providing top notch administrative, internet marketing, and technology services to mortgage professionals. Mortgage professionals are encouraged to visit the website and sign up for the More Closings email newsletter to receive the report 6 Steps to More Referrals. 
 

I had an uplifting conversation with a client yesterday.  We designed and printed her Christmas cards, Christmas labels, etc.  Not only did she receive thank you calls (and leads) from her clients, she also received one call that had her over the moon.  An old client called to say he was so glad to hear from her because he was ready to refinance his home.  He is a conforming client, so even with today's tighter underwriting guidelines, this is a done deal. 

This is what I call a three-way win situation.

Win 1 – the homeowner who gets his home refinanced.

Win 2 – my client, who has an additional closing this month.

Win 3 – me, because she wants me to re-launch her quarterly newsletters.

So, who is longing to hear from you? If you don't have some sort of keep in touch program, perhaps 2008 is the year to start.

I have had a couple of people ask how I inserted the sign up form for my Constant Contact email newsletter in my blog.  To quote Rachel Ray, it's "easy peazy."

Here are the steps.

1. In your ConstantContact.com account, click on "My Settings."
2. Select "Site Visitor Signup."
3. Under "Add A Signup Box to Your Website" Select "Start Wizard to Generate HTML Code."
4. Click on the "Forms" link, and follow the wizard to modify the form.
5. Once the form is complete, Constant Contact will provide you with the HTML Code.
6. Copy the HTML Code.
7. Swtich to your ActiveRain.com account home page.
8. Click on "My Settings."  
9. Copy and paste the code provided by Constant Contact in the "Blog Description" section.

And you're done!

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Posted by JC Kadii, mortgage email marketing services. MortgageEzines.com