successful originations in today's challenging and dynamic market

TOP 10 WAYS TO ENGAGE CLIENTS & REFERRAL PARTNERS

Presented By: Sue Woodard

President, Mortgage Success Source

…AND BOOST YOUR ROI!

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• Did you see this logo?

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INFORMATION OVERLOAD

So how do we gain prospect and referral

partner attention…and get them to engage??

Top 10 Ways to Engage

…and Boost ROI

Grab a piece of paper…

10: GET TO KNOW “QR” ASAP! • QR = Quick Response • What is it? • If you are doing any kind of

print…mailings…flyers…posters….magazine ads…you need to start using QR immediately.

• Google “Create a QR Code” …it’s FREE.

• Ever seen it before?

Data from MGH, Inc - 2011

9: TWO WORDS: SOCIAL. MEDIA.

“Social media is like teen sex. Everyone wants to do it. No one actually knows exactly how.”

- Avinash Kaushik

9: TWO WORDS: SOCIAL. MEDIA.

• Mark Madsen • Frank & Brian • Becki Rogers-Neese

9: TWO WORDS: SOCIAL. MEDIA.

93% of professional marketers use social media for business

• Mark Madsen

8: WORK YOUR REFERRAL CHANNELS

14% of consumers trust advertisements…

_____ trust peer recommendations.

8: WORK YOUR CHANNELS.

14% of consumers trust advertisements…

_____ trust peer recommendations.

• Referrals are your least expensive but most sticky channel … but we do not have if we do not ask.

• And we also do not have if we do not KISS. (Keep It Simple, Sweetheart!)

ALL THE IMPORTANT STEPS:

• Make it simple to refer you. • Repeat. • Repeatedly.

7: MAKE THEM SMARTER. • Your clients and referral partners want –

and NEED – financial and economic literacy

• Primer on economic reports,

understanding how financial

markets work,

and most importantly...

What does it mean to THEM?

…AND KEEP THEM INFORMED.

• Provide relevant information about what’s happening in the financial markets…and what it means to them right now.

• People are in tune with the economic and financial environment like never before… YOU can and should be their trusted resource.

6: ENGAGE WITH VIDEO EMAIL

Biggest Mistake?

• Complicated

• Takes a lot of work

• Expensive

• Not sure what to say

• “I look funny on video!”

Not Doing It.

2010 Research Survey by Web Video Marketing Council

2010 Research Survey by Web Video Marketing Council

5: ENGAGE WHERE THEY LIVE.

• Mobile is 3rd highest media channel consumed

• 50% expect their mobile internet access to increase in next six months

• 65% say mobile internet is the most important feature when considering a new phone

“I sleep with my mobile on the pillow next to me”

Male, 25-44, Smartphone user Advertising Research Foundation Study

LET’S TRY IT RIGHT NOW…

•Pull out your phone….and text to 59925 the letters

MSS

Mobile Integration

Solves: Ongoing Leads

4: VARIETY…SPICE OF LIFE

• Multi-channel marketing…or “Integrated” marketing campaigns multiply success rates…and you cast a wider net

• Key in gaining younger clients

• Mix of channels…but always consistency in brand message and tone

• Research found that integrated marketing saves money and drives better response rates

Eloqua, Convio Research Study 2011

3: SAY IT AGAIN. AND AGAIN. AND AGAIN…

• If not for the courage of the fearless crew…____ ____ ____ ____ ____.

• Please don’t squeeze the ________.

• I lost my heart…in ____ ____.

J. Lee, HEC School of Mgmt Paris and D. Briley, Hong Kong University

2: AUTOMATION = CONSISTENCY

• 16.5% higher campaign response rates and conversion rates • 50% decrease in time to execute campaigns • 100% increase in number of campaigns • 85% decrease in cost per lead • 18% higher revenue • 9.3% higher sales quota achievement and 7% higher win rates • 100% increase in deal size

Data from SCO insights and Eloqua

In a recent survey of sales & marketing professionals, almost

78 percent have implemented or intend to implement marketing

automation software during 2011

Data from SCO insights and Eloqua

1. WORK THE COMMUNITY • Learn from the

community. • What avenues of

learning and connection are you engaged in right now?

• Stretch dollars, share best

practices

Ask Questions. Get Answers.

At Mortgage Success Source,

we’re here to help.

What’s YOUR next step?

It’s a GREAT time to be in this business…

Let no one convince you otherwise.