co-marketing best practices for mortgage companies
TRANSCRIPT
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Total ExpertLoan Officer Mastermind
CO-Marketing For Top Loan OfficersBest Practices + Tips For Success
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Total Expert
Joe Welu CEO and Founder, Total [email protected]
♦ Industry Expert With 15 Year Track Record In Strategy-Marketing-Sales
♦ $1 Billion In Residential Sales Experience
♦ Frequent Speaker and Media Contributor on CO-Marketing and Business Growth
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Total Expert
A Software Platform Designed To Be a Central Hub For Lenders and Realtors
CO-Marketing System Of Record Enterprise Grade Audit Tracking and Reporting Learn More at TotalExpertInc.com
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Topics We Will Cover
How To: Find And Retain Top Realtor Partners Maximizing ROI With Zillow, Trulia, Realtor.com
And Other Portals Best Practices For Lead Gen Websites
(Boomtown, Comm Inc, Kunversion etc) How To: Centralize CO-Marketing And Success
Tracking
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Loan Officer Mastermind
Co-Marketing For Top Loan Officers
Stop Being Leveraged By “Bottom Feeder” Agents
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+96 New Closed Loans Per Year
2.5 Meetings Per Week = 10 Meetings Per Month
Generates 1 New Referral Partner Per Month or 12 New Partners Per Year
1 New Partner = 8 New Closed Loans Annualized
12 New Partners = 96 New Closed Loans
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Co-Marketing Partnerships:Top Lenders Focus On Listing Agents
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Why Listing Agents Make The Best Partners
Millennial Buyers Wait Longer To Engage Listings Are “The Point Of Sale” (Brand Exposure) Real Buyers – Not Dreamers Listing Focused Teams ALWAYS Produce Better
Quality Buyer Leads – Without Exception!!!
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How To Find Top Listing Agents
Look For Listing Agents In The Areas You Want to Focus
Zillow – Realtor.com - Local Brokerage Sites Drive Neighborhoods Visit Open Houses Title Companies Social Media Channels
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The Wrong Focus
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Demonstrate A UNIQUE Value Proposition Add Value and Solve Pain Points Follow Up Relentlessly In Person Visits Have a VIP Agent Program Confirm Your Objectives Are Aligned
Winning And Retaining The Relationship
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Maximize ROI On Portals
Be The Lender (Not 1 of 3) Don’t Spend $ Unless The Agent Has Listings! Demand Access To All Leads Centralize All Agent Lead Tracking Automate Follow Up To Leads Require Transparency And Collaboration
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Use A Single System Of Record For All CO-Marketing Activities
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Best Practices For OnlineLead Gen
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UnderstandingTactic vs. StrategyTactic Strategy
Web
PrintSocial
Community
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Always Ask Questions First
How Many Other Lenders Will Be Advertising On The Site?
Lender Churn Rates Hover Around 90 Days Are You Willing To Course Correct If The ROI
Isn’t There? Are You Marketing Across Multiple Channels or
Only Buying Paid Click (lower quality) Leads?
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Manage Realtor Expectations
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Focus On Client Generation
“Lead Gen” Is Hype Truly Predictable Business Comes When You
Focus On “Client Gen” Focus On These Questions:
Do I have a single dashboard to track my business?
Do you send relevant, personalized and consistent messages?
What produces results? Do you know your ROI?
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Look At Actual Results Vs. Perceived Results
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Make Informed Decisions
Understand Your
KPI’s and ROI Course Correct
When Necessary
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Split Cost By Pro Rata Shares
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Establish a Policy Guide Use a Single Data Base To Track All CO-
Marketing Events Who Manages CO-Marketing Inside The
Organization? Inspect and Make Adjustments Reinforce
Centralize And Track In ONE Place
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Use A Single System Of Record For All CO-Marketing Activities
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Build a Predicable Business
Consistency In… Messaging Timing Engagement
SALES
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Thank You
Learn More or Schedule A Demo
TotalExpertInc.com