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Actual for You - Mortgage Broker Training Article: Easy Realtor Leads
Oh Grand and Glorious Southern Guru, I am perplexed. What ails thee, my peabrained little grasshopper? My sleep has been short, my walls have been climbed, my hair has been pulled.I must know the difference between advertising and high art. Oh Great Creator, please give me the answer.Stir no longer, little vacuous one. Art is in the eye of the beholder, and yes, advertising can be high art.But Holiest of the Holy, whilst I acknowledge there is a role for subjectivity in the appreciation of art, and that art and advertising similarly use form, colour and symbol to convey messages, and that both can be aesthetically pleasing and accessible, and that both share the goal of changing behavior and attitudes, and that both often highlight the tension between reality and ideals and can shape aesthetic tastes, does not an adequate answer to my question depend upon a precise definition of the term art?Are there not different degrees of creativity and originality? Are there not different types of art?Surely Majestic One, advertising is not "high" art, but rather popular, propagandistic art?Not so, little inchworm. Art is a function of apprehension, ergo, there is no difference between "high" and "low" ar
In this issue, I will share my experience acquired from the conglomerate and its operating companies. For the purpose of this article, I will articulate the Managing for Innovation which is one of the Eleven Values and Concepts in Malcolm Baldrige Criteria. As before, I will use case studies to show how some of the companies implement them.To recap, below are the Eleven Core Values and Concepts of Baldrige Criteria:- Visionary Leadership Customer-Driven Excellence Organizational and Personal Learning Valuing Employees and Partners Agility Focus on the Future Managing for Innovation Management by Fact Public Responsibility and Citizenship Focus on Results and Creating Value Systems Perspective I will deal with the one of the Value in bold letters in this article as below:-Articulated Managing for Innovation:What is Innovation in the context of Baldrige Criteria? As described in the Baldrige Criteria 2005, it means “making meaningful change to improve an organization’s products, services, processes, and operations and to create new value for the organizatio
Let’s begin with the why behind the situation. When a realtor promises to give you business, how many potential outcomes are there? Either he will or he won’t? What can cause the agent to not send business? One answer is that he/she could be an agent who closes very little business and legitimately has nothing to give. If this is the case, then you need to ask yourself, why are you spending time with agents who have nothing to give in the first place? The second answer is that the agent told you that business would be sent simply to get you off the phone or to get you out of his/her hair. Finally, the last possibility is that the realtor has had second thoughts or is hesitating to use you because the potential reward has not exceeded the risk of using an untested mortgage broker thus far. The last possibility is the one that most mortgage brokers run into time and again.
So now the question is, what do we do about this? Well, I had a marketing plan that was not only simple and cheap to implement, but it also allowed me to identify who was giving me legitimate excuses and who was blowing me off. The marketing plan was simple. I provided Just Listed and just sold postcards for my agents in addition to open house flyers customized with attached reports. On this surface this does not sound like much does it? Here is how it worked. Every time I give an office presentation I log into the MLS (If you do not have MLS access, then you need to either get it, or partner with a title company who does have it.) and identify the agents who have deals in process. I would then download the agents’ photos to my desktop along with photos and information on the home I targeted. I would prepare a sample Just Listed or Just Sold postcard along with an open house flyer customized with each agents information and respective listing or sold property. I would bring these with me to the presentation and distribute to every agent as a sample of the services I can provide.
These cards and flyers cost me nothing since I prepare them in-house, and the only cost is the 3-4 dollars it cost to get the post cards cut at Kinko’s. As soon as I finished passing the materials out I would also point out the contact information included. The contact information was from agents who already participated in the program who were willing to give live testimonials describing the success of the program. The average agent who participated closed an additional 4-5 transactions per year because of these little cards. This may not seem like much, but let’s look at the numbers. The average closing in North County of my vicinity is about 150-160,000. If the agent is getting full commission, then we are looking at 6-7%. Let’s take the smaller number of 6%. At $150,000 for an average transaction calcu
One of the biggest challenges for new and growing importers, resellers and wholesalers is getting a stream of orders from great clients and not being able to fulfill them because they lack the capital to do so. It is ironic, but true.Going to a bank for business financing will seldom help. Why? Well, banks are happy to give you business loans if you have lots of collateral. However, banks don’t consider purchase orders to be collateral. This puts you, the wholesaler, in a bind. You have the order but you can’t get the money. Fortunately, there is a solution that is better than a business loan. And it is tailored specifically to importers and wholesalers. It is called purchase order financing.What is purchase order financing? It’s a tool that provides you the necessary financing to pay your suppliers using the purchase order as collateral. It enables you to deliver the goods, close the sale and book the revenue. When used correctly it can help owners grow their companies exponentially.Although po financing is a great tool, it only works from companies that buy goods from other parties (or import them) and then resell them. It also works for companies that use 3rd party manufacturing partners. Unfortunately, purchase or
Let’s begin with the why behind the situation. When a realtor promises to give you business, how many potential outcomes are there? Either he will or he won’t? What can cause the agent to not send business? One answer is that he/she could be an agent who closes very little business and legitimately has nothing to give. If this is the case, then you need to ask yourself, why are you spending time with agents who have nothing to give in the first place? The second answer is that the agent told you that business would be sent simply to get you off the phone or to get you out of his/her hair. Finally, the last possibility is that the realtor has had second thoughts or is hesitating to use you because the potential reward has not exceeded the risk of using an untested mortgage broker thus far. The last possibility is the one that most mortgage brokers run into time and again.
So now the question is, what do we do about this? Well, I had a marketing plan that was not only simple and cheap to implement, but it also allowed me to identify who was giving me legitimate excuses and who was blowing me off. The marketing plan was simple. I provided Just Listed and just sold postcards for my agents in addition to open house flyers customized with attached reports. On this surface this does not sound like much does it? Here is how it worked. Every time I give an office presentation I log into the MLS (If you do not have MLS access, then you need to either get it, or partner with a title company who does have it.) and identify the agents who have deals in process. I would then download the agents’ photos to my desktop along with photos and information on the home I targeted. I would prepare a sample Just Listed or Just Sold postcard along with an open house flyer customized with each agents information and respective listing or sold property. I would bring these with me to the presentation and distribute to every agent as a sample of the services I can provide.
These cards and flyers cost me nothing since I prepare them in-house, and the only cost is the 3-4 dollars it cost to get the post cards cut at Kinko’s. As soon as I finished passing the materials out I would also point out the contact information included. The contact information was from agents who already participated in the program who were willing to give live testimonials describing the success of the program. The average agent who participated closed an additional 4-5 transactions per year because of these little cards. This may not seem like much, but let’s look at the numbers. The average closing in North County of my vicinity is about 150-160,000. If the agent is getting full commission, then we are looking at 6-7%. Let’s take the smaller number of 6%. At $150,000 for an average transaction calc
There is an old saying that goes like this. "You get what you pay for." In the wholesale business this is way too true. We're going to take a look at some of the wholesale scams that go on constantly and how to avoid them. It's not as easy as it sounds.Let's face it. We all want to pay as little for something as possible. It costs so much to live as it is and the last thing we want is to overpay for something. So it is very tempting to try to get things wholesale to save a few dollars. The problem is this. When you're dealing with wholesale items you're paying a much lower price than you would for the same item retail, but how much less should you pay? This becomes a problem on two levels.The less serious level is actually paying too much for the item. In many cases what the wholesaler will do is display a retail price for the item that is actually inflated by as much as 100% over the actual retail price. For example, a Sony DVD that normally goes for $150 they may have listed for $300. Then they give you a wholesale price of say, $175. It sounds like a good deal but in actuality you're paying $25 over retail and you're not even aware of it. Scams like these go on all the time, not only with wholesalers but with
So now the question is, what do we do about this? Well, I had a marketing plan that was not only simple and cheap to implement, but it also allowed me to identify who was giving me legitimate excuses and who was blowing me off. The marketing plan was simple. I provided Just Listed and just sold postcards for my agents in addition to open house flyers customized with attached reports. On this surface this does not sound like much does it? Here is how it worked. Every time I give an office presentation I log into the MLS (If you do not have MLS access, then you need to either get it, or partner with a title company who does have it.) and identify the agents who have deals in process. I would then download the agents’ photos to my desktop along with photos and information on the home I targeted. I would prepare a sample Just Listed or Just Sold postcard along with an open house flyer customized with each agents information and respective listing or sold property. I would bring these with me to the presentation and distribute to every agent as a sample of the services I can provide.
These cards and flyers cost me nothing since I prepare them in-house, and the only cost is the 3-4 dollars it cost to get the post cards cut at Kinko’s. As soon as I finished passing the materials out I would also point out the contact information included. The contact information was from agents who already participated in the program who were willing to give live testimonials describing the success of the program. The average agent who participated closed an additional 4-5 transactions per year because of these little cards. This may not seem like much, but let’s look at the numbers. The average closing in North County of my vicinity is about 150-160,000. If the agent is getting full commission, then we are looking at 6-7%. Let’s take the smaller number of 6%. At $150,000 for an average transaction calc
Bulgaria is located in Southeastern Europe, bordering the Black Sea, between Romania and Turkey. It has a total area of 110,910 sq km, 110,550 sq km of which is land; with water comprising 360 sq km. this makes Bulgaria slightly larger than Tennessee. Bulgaria is bordered by Greece, Macedonia, Romania, Serbia, and last but not least Turkey. The climate is temperate with cold, damp winters and hot, dry summers. Bulgaria is rich in bauxite, copper, lead, zinc, coal, timber and arable land. Bulgaria's location is strategic because it is near the Turkish Straits; Bulgaria also controls key land routes from Europe to Middle East and Asia. Bulgaria has a population of 7,385,367 (2006) and a population growth rate of 0.86 per cent (2006), with 68.7 per cent between 15-64 years old.BackgroundThe Bulgars, a Central Asian Turkic tribe, merged with the local Slavic inhabitants in the late 7th century to form the first Bulgarian state. In succeeding centuries, Bulgaria struggled with the Byzantine Empire to assert its place in the Balkans, but by the end of the 14th century the country was overrun by the Ottoman Turks. Northern Bulgaria attained autonomy in 1878 and all of Bulgaria became independent from the Ottoman Empire in 1908. Bul
These cards and flyers cost me nothing since I prepare them in-house, and the only cost is the 3-4 dollars it cost to get the post cards cut at Kinko’s. As soon as I finished passing the materials out I would also point out the contact information included. The contact information was from agents who already participated in the program who were willing to give live testimonials describing the success of the program. The average agent who participated closed an additional 4-5 transactions per year because of these little cards. This may not seem like much, but let’s look at the numbers. The average closing in North County of my vicinity is about 150-160,000. If the agent is getting full commission, then we are looking at 6-7%. Let’s take the smaller number of 6%. At $150,000 for an average transaction calc
Listening is the #1 communication skill for leadership, selling, customer service, and even romance! The problem is, most of us don’t listen very well. We’re not trained to listen and we don’t even realize that listening is a skill. People have lost jobs, customers, employees, and relationships because of an inability to listen. In this issue we’ll examine ways to become a better listener.Listening Means PeaceSheng jen is the Chinese word for wise person. It literally means “one who listens.”Joanna Rogers Macy, a peace activist, said listening is “the most powerful tool in peacemaking and any other kind of social change work.” I wonder what would have happened if students, teachers, and parents were really listening in Columbine? Someone, somewhere missed the distress signals that the two young killers were sending out. Just BeWhen I was a volunteer on a suicide crisis intervention line, we were taught to take all threats of suicide seriously. How often have we told young people, “You’re too young to be depressed.” Or “You they’re just going through a phase.” Suicide is anger turned in against the self. How did we miss their anger? Why wasn’t it taken seriously? The mistake we
Once the agency takes its cut the agent can still enjoy an additional 2-3 thousand dollars per month in income for something I do automatically for them. The beauty of this program is that I do not offer it to just anyone. Once the agents are aware of the program, I will follow this touch point each week: Monday: By 9:30 A.M. every agent will get a phone call from me welcoming them to a new week full of possibilities. I will let the agent know that I am prepared to deliver any just listed or just sold postcards to the office for any new listings or sold properties. I will also offer open house flyers while I am at it. If the agent asks for Just Listed cards then I know there is obviously a new client involved. Since I know this, and the agent is aware that I know of this new client, the excuse of "I have no clients to give" is not going to cut it.
An average Monday would result in 20-25% of the agents on the list requesting some sort of marketing material from me. Wednesday: Every Wednesday a motivational email is sent out to all of my agents. This article had to meet several requirements. It had to be directly related to sales or real estate. It had to be personal, and it had to be interesting. No fluff will do here! Friday: On Friday the agents will get another call from me. While this may seem to be excessive from an outsider looking in it is not. See, many agents will now be preparing for open houses over the weekend, and broker opens for Monday and Tuesday. Once again I will typically pick up several more orders for open house flyers and neighborhood reports at this time. Now that we know when and how to implement these touch points, let’s throw a few more details into the mix. When I contact these agents on the phone, what is happening? They are telling me about their new deals. Of course, as I am offering to provide these marketing materials I am also asking if I can provide a preapproval, or run a credit check on the client to make certain that we are not just spinning our wheels with an unqualified buyer or seller.
By letting the agents contact other realtors I work with early on for live testimonials I am also demonstrating that I understand that I need to provide real world evidence as to my abilities in
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