The Data BaseYour Gold Mine!

• We have been talking a lot about how to get more leads and referrals(grow your data base)• As we implement strategies to get new clients we sometimes forget to pay

attention to those clients we “already have”• Your NUMBER ONE referral source is your past client• A referral from them provides the “lead” –

First Hand ExperienceInstant CredibilityTrust

• Take special care to ensure that you continue to nurture and cultivate this incredibly prosperous resource• This includes a “Follow Up Formula” but can also go far beyond that

• Lets explore some of the ways you can create Brand Loyalty with your Data Base of people who know, trust and like you already

Email Drip Campaigns Birthday Strategy (Ed Naworol style) Holiday Strategy (Non Religious) *Customer Appreciation Party*

• Email Drip Campaigns – • There are too many options for this to go through them all• This should be part of your on going Follow Up Plan • Lets look at the best options for this

• Good – Weekly email News Letter – “Hey Sally McClient, Here is this weeks market and rate update. (Insert your news letter)(Insert fancy signature line)”

• Better-Weekly email with a helpful tip for the home – “Hey Sally McClient, The cold winter this year is playing havoc with many home owners. Especially when it comes to freezing pipes. Here is a great tip for keeping your pipes from freezing. Keep a bathtub or sink running at a slow rate. Keeping the water moving in the pipes with often times keep it from freezing during these big cold spells. Just like those pipes you can keep yourself from feeling frozen in your home or mortgage. Always remember I will be glad to give you a free mortgage check up and make sure you are not getting frozen. See you next week. Paul BaxterLegacy Mortgage747-221-6649”

• Best – Weekly email with a video (about anything)“Hey folks, Paul Baxter of Legacy Mortgage here with your weekly whats up. I know our friends up North have been having some pretty rough weather, but it sunny and blue here. This week is the Florida State Fair. Be prepared that this better than average weather will bring out the crowds. But I hear the Donut Cheeseburger is worth it. Don’t forget for all your mortgage needs, just give me a call. I am Paul Baxter with Legacy Mortgage and we’ll see ya next week on the Weekly Whats Up.”

• Birthday Strategy – • Everyone likes to be remembered on their birthday (it’s especially fun

when a random person remembers)• There are a few ways to implement this strategy

• Good – Send an email and or post on their social media page – • You can use free happy birthday e-cards• Make a video using Animoto• Make a generic video (non personalized)

• Better – Send a personalized greeting card“Hey Sally,Wishing you a day filled with joy and laughter.

Happy Birthday!!!!Paul BaxterLegacy Mortgage”

• Best – Call them on their Birthday – (Ed Naworol style)“Hey Sally it’s Paul Baxter with Legacy Mortgage. I am just calling to wish you a very Happy Birthday. I truly hope your day is/was filled with joy and laughter.”(pause response)

“Enjoy the rest of your and if you need anything from your mortgage man don’t hesitate to call. Bye now”

• Holiday Strategy –• The Holidays a re a good excuse to reach out with kind words• There are enough Holidays to allow you reach out this way many

times a year• Do NOT be specific to Religious Holidays (unless you know for sure the

person is that specific religion)• Have fun and use off the wall Holidays as an excuse to reach out

• Holiday’s = Happy Spring!!Happy Groundhog Day!!Happy Presidents Day!!Happy Paul Bunyan Day (Feb. 12th)!!Happy 4th of July!!Happy Fall!!Happy Thanksgiving!!Happy National Chili Day!!

• Good – Send an email with a simple Holiday wish“Hey Sally McClient, Did you know that today is National Chili Day. Hope it’s a great Chili Day for you and yours.

Paul BaxterLegacy Financial747-221-6649”

• Better – Send an email with a video of you saying happy what ever Holiday“Hey Folks Paul Baxter with Legacy Mortgage here. Did you know that today is National Chili Day? Be safe in your celebration and have the warm and wonderful Chili day. Happy national Chili day from our team to you and yours.”

• Best – Send a card for any and all Holidays “Hey Sally, Did you know that National Chili Day is on February 12th? Just wanted to wish you and yours a great and safe Chili Day.

Happy National Chili Day,

Paul BaxterLegacy Mortgage747-221-6649”

• Take it a step farther and do an “Annual Customer Appreciation Day”• This is a lot easier to co-ordinate than you may think• The main ingredients to a Good Customer Appreciation party are:

Comfort – make sure you provide a comfortable environmentFood and Beverages – provide food and beverages Entertainment – provide entertainment for your guests

• Comfort – • Do not schedule it during KNOWN bad weather months (not to hot,

not to cold)• Provide shade from sun or rain • Provide seating and tables• Leave enough room for free movement

• Food and Beverage – • Things like Bar B Que, Pig Roast, Lasagna are big winners and easy to

serve• Items that can be cooked and kept warm after cooking• Unless equipped avoid melt able deserts like Ice Cream (you can hire

Ice Cream Trucks to hang out)• Provide PLENTY of utensils and napkins (over due it, you will need

more than you think)

• Food and Beverage – • Provide Soda and Water (Beer and Wine at your own risk)• Soda should be caffeinated and non, regular and diet• Bottled water of any sort• Do not offer cups or ice (much easier clean up, and Ice is very difficult

to keep)

• Entertainment – • You can go very elaborate, or super easy• Local High Schools have performance bands (3 or pieces) and always

looking to perform (free)• Hire a local musician or DJ (usually around $100 an hour or $250 a

gig)• Have a “system” and play your own music

• The cost of a Customer Appreciation Party can add up• Get Co-Sponsors

Title CompanyInsurance CompanyPest Control CompanyLand Scaping CompanyRoofing CompanyReal Estate Company

• Give an “I appreciate you” speechHey folks I’m Paul Baxter it Legacy Mortgage. I just want to take a brief moment and thank you all for being here today. Each every family here has given me so much and it is just a small token of my appreciation to throw you this party. I also want to say a special thank you to Ted’s Pest Control for helping us with the amazing Pig roast (pause for applause). Lets all give a warm thanks to Sally at National Title for helping us out with drinks to wash it down with. (pause) And Freddy at A-1 Insurance has sponsored all of the entertainment today. Thank you all.

• Your past clients already know your expertise• You have already created a feeling of trust with your past clients• To get a steady flow of referrals from them just remind them who you

are• Look at every client as the beginning of an opportunity not the end of

this one single transaction