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Actual for You - Mortgage Broker Marketing: How to Get Realtors to Support Your Fees
In the United States we have made many mistakes with our industrial mining companies and without the flow of raw materials to market we cost our manufacturing industries billions per year in additional costs to bring these materials to the facilities from far away lands. It is a darn shame considering this huge nation from sea to shining sea, with enough resources to supply the world with raw materials. Oh what have we done?Well glad you asked because we have systematically condemned mining operations of nearly every possible material in this country thru abuses and over regulations. Our iron ore is some of the purest in the world and yet we
For example, if you’re consistent at producing referrals, isn’t this a reflection of quality service? And if the referral benefits the Agent, isn’t this a powerful reason that explains why your fees are a premium?
The exciting news is, the more an Agent understands how they directly benefit from your service, the higher a fee can be incurred. Are you thinking what I’m thinking? Exactly! How can you describe servicing clients after the loan closes, so you produce referrals for the Agent (and yourself)? Since many agents have this gap in their marketing, they’ll appreciate you more.
By making your details trivial, being more descriptive, and educating how they directly benefit, you’re helping an Agent rationalize emotionally and logically why your service commands a premium. By doing this, they’ll be less likely to question your fees and help c
Total Customer Service is a business as well as an administrative philosophy standing erect on the foundation that an organization is actually honoring people. Yes, people who are inside and outside the organization. Furthermore the relationship between these two groups of people that actually produce the results preferably a win-win for all.Total Customer Service fits a public, a private, or a professional organization that is being set up in the first place to proceed and grow by offering an idea, a product or a service, to the customers. Thus the practice of Total Customer Service is what these organizations shall put first as the top pri
Discounters wreak havoc on the rest of us who charge for a premium service. With so many businesses advertising low price, it makes customers ultra price sensitive. In your case, the customer is a real estate agent, and more of them are becoming price sensitive to fees charged by you.
What’s Your Fee?
The agent asks, “How much do you charge the client?” The loan officer replies, “I charge a point on the front and one on the back.” The Agent appearing stunned says, “That seems unfair, why are you charging so much?” The perturbed loan officer utters, “That’s what I’ve always charged.” The agent leaves, never to return again.
Hopefully this has never happened to you. Instead, you should expect the opposite when you understand how to get agents to support your fees. Rather than agents questioning how much you charge, they’re explaining to the client why your service commands a premium.
Marketing is your opportunity to shape their perception of your service, before appealing to them about a relationship. It should educate an Agent, ahead of you meeting them, about the quality of your service, which is in direct proportion to the size of your fees.
It’s like luxury automobiles. Seldom does someone walk into a Lexus dealership and haggle over price. Marketing has shaped their buyer’s perception of quality, prior to walking into the showroom, to defend the price.
How to Describe Your Service
Is your brochure shaping perceptions of your service? In many cases, brochures brag about service with unproven statements like, “We deliver great service.” And when a loan officer is questioned about fees, they struggle to prove the worth of it.
If you want agents to truly understand the quality of your service, your marketing has to express it. Begin by making your service tangible. If an Agent can’t see, hear, or touch it, they’ll create their own perceptions, one that won’t support your fees. It’s not good enough to just say, “We deliver excellent customer service.”
Here’s how to make it tangible:
- See it – Many agents are visual processors. Use pictures, graphics and flow charts.
- Hear it – Client testimonials recorded on CD or as an audio file loaded on your website.
- Touch it – Use the finest, highest quality of materials and a variety of packaging.
Make It Trivial
For instance, develop an outline of the loan application process and describe it in steps, i.e. “Our Exclusive 12 Step Process.” Better yet, develop an outline of the communication between your office, the agent, and the borrower during the loan application process. Let the focal point be a flow chart with graphics, since it’s excellent for agents to visualize.
Be More Descriptive in the Details
When you describe your staff, mention the number of combined years of experience, “Our seasoned staff combines over 150 years of mortgage experience.” Use pictures and biographies to make an emotional connection. And as a personal favorite, use details to describe what’s involved, “Over the course of a loan, a production assistant, two processors, a manager, two underwriters, myself and 20 sets of hands will touch your file.”
The FAQ
You can create a supplement brochure that answers the most frequently asked questions. Questions should be answered in sequential order from easiest to toughest. About half way down the list, include questions that address your fees. A tool like this can help an Agent defend your fees when the client questions them about it particularly.
The Three Amigos
So why should any Agent care about doing business with you? Because of what you can do for the Three Amigos. Who are they? The same three people you care about – me, myself and I. Agents are people too, aren’t they? Well, maybe not…?
For example, if you’re consistent at producing referrals, isn’t this a reflection of quality service? And if the referral benefits the Agent, isn’t this a powerful reason that explains why your fees are a premium?
The exciting news is, the more an Agent understands how they directly benefit from your service, the higher a fee can be incurred. Are you thinking what I’m thinking? Exactly! How can you describe servicing clients after the loan closes, so you produce referrals for the Agent (and yourself)? Since many agents have this gap in their marketing, they’ll appreciate you more.
By making your details trivial, being more descriptive, and educating how they directly benefit, you’re helping an Agent rationalize emotionally and logically why your service commands a premium. By doing this, they’ll be less likely to question your fees and help c
We are sometimes asked why our coaching model at the Center for Management and Organization Effectiveness has eight steps. “Why so many?” some wonder.Given the pace at which most people live and work these days, we can certainly understand the question. Here is a general answer, based on the research of our founders.The general answer:Our research identified 47 qualities that distinguished great coaches from their opposites. To make the findings usable and practical, we chose the key themes that did the best job of teaching what we had learned, and built our management coaching model with them. Eight Step Coachin
Marketing is your opportunity to shape their perception of your service, before appealing to them about a relationship. It should educate an Agent, ahead of you meeting them, about the quality of your service, which is in direct proportion to the size of your fees.
It’s like luxury automobiles. Seldom does someone walk into a Lexus dealership and haggle over price. Marketing has shaped their buyer’s perception of quality, prior to walking into the showroom, to defend the price.
How to Describe Your Service
Is your brochure shaping perceptions of your service? In many cases, brochures brag about service with unproven statements like, “We deliver great service.” And when a loan officer is questioned about fees, they struggle to prove the worth of it.
If you want agents to truly understand the quality of your service, your marketing has to express it. Begin by making your service tangible. If an Agent can’t see, hear, or touch it, they’ll create their own perceptions, one that won’t support your fees. It’s not good enough to just say, “We deliver excellent customer service.”
Here’s how to make it tangible:
- See it – Many agents are visual processors. Use pictures, graphics and flow charts.
- Hear it – Client testimonials recorded on CD or as an audio file loaded on your website.
- Touch it – Use the finest, highest quality of materials and a variety of packaging.
Make It Trivial
For instance, develop an outline of the loan application process and describe it in steps, i.e. “Our Exclusive 12 Step Process.” Better yet, develop an outline of the communication between your office, the agent, and the borrower during the loan application process. Let the focal point be a flow chart with graphics, since it’s excellent for agents to visualize.
Be More Descriptive in the Details
When you describe your staff, mention the number of combined years of experience, “Our seasoned staff combines over 150 years of mortgage experience.” Use pictures and biographies to make an emotional connection. And as a personal favorite, use details to describe what’s involved, “Over the course of a loan, a production assistant, two processors, a manager, two underwriters, myself and 20 sets of hands will touch your file.”
The FAQ
You can create a supplement brochure that answers the most frequently asked questions. Questions should be answered in sequential order from easiest to toughest. About half way down the list, include questions that address your fees. A tool like this can help an Agent defend your fees when the client questions them about it particularly.
The Three Amigos
So why should any Agent care about doing business with you? Because of what you can do for the Three Amigos. Who are they? The same three people you care about – me, myself and I. Agents are people too, aren’t they? Well, maybe not…?
For example, if you’re consistent at producing referrals, isn’t this a reflection of quality service? And if the referral benefits the Agent, isn’t this a powerful reason that explains why your fees are a premium?
The exciting news is, the more an Agent understands how they directly benefit from your service, the higher a fee can be incurred. Are you thinking what I’m thinking? Exactly! How can you describe servicing clients after the loan closes, so you produce referrals for the Agent (and yourself)? Since many agents have this gap in their marketing, they’ll appreciate you more.
By making your details trivial, being more descriptive, and educating how they directly benefit, you’re helping an Agent rationalize emotionally and logically why your service commands a premium. By doing this, they’ll be less likely to question your fees and help c
In the first part of this two part article, I talked about the importance of character in leadership. After all, the best leadership involves the people bonding with the leader in deep, human, emotional ways. The passive way of looking at character is that the bonding won't happen if the people are confused about or disdain your character. But there is also an active way of looking at character: You can use aspects of your character to actually promote results. Your best character traits can be turned results-multipliers. Here's how.By the way, the results I'm talking about don't necessarily have to be organizational results. Many leader
Here’s how to make it tangible:
- See it – Many agents are visual processors. Use pictures, graphics and flow charts.
- Hear it – Client testimonials recorded on CD or as an audio file loaded on your website.
- Touch it – Use the finest, highest quality of materials and a variety of packaging.
Make It Trivial
For instance, develop an outline of the loan application process and describe it in steps, i.e. “Our Exclusive 12 Step Process.” Better yet, develop an outline of the communication between your office, the agent, and the borrower during the loan application process. Let the focal point be a flow chart with graphics, since it’s excellent for agents to visualize.
Be More Descriptive in the Details
When you describe your staff, mention the number of combined years of experience, “Our seasoned staff combines over 150 years of mortgage experience.” Use pictures and biographies to make an emotional connection. And as a personal favorite, use details to describe what’s involved, “Over the course of a loan, a production assistant, two processors, a manager, two underwriters, myself and 20 sets of hands will touch your file.”
The FAQ
You can create a supplement brochure that answers the most frequently asked questions. Questions should be answered in sequential order from easiest to toughest. About half way down the list, include questions that address your fees. A tool like this can help an Agent defend your fees when the client questions them about it particularly.
The Three Amigos
So why should any Agent care about doing business with you? Because of what you can do for the Three Amigos. Who are they? The same three people you care about – me, myself and I. Agents are people too, aren’t they? Well, maybe not…?
For example, if you’re consistent at producing referrals, isn’t this a reflection of quality service? And if the referral benefits the Agent, isn’t this a powerful reason that explains why your fees are a premium?
The exciting news is, the more an Agent understands how they directly benefit from your service, the higher a fee can be incurred. Are you thinking what I’m thinking? Exactly! How can you describe servicing clients after the loan closes, so you produce referrals for the Agent (and yourself)? Since many agents have this gap in their marketing, they’ll appreciate you more.
By making your details trivial, being more descriptive, and educating how they directly benefit, you’re helping an Agent rationalize emotionally and logically why your service commands a premium. By doing this, they’ll be less likely to question your fees and help c
No business can thrive for long without a business plan. The entrepreneur will find it hard to pin down his successes if he has no identified goals to achieve. The business plan is his mission statement, his roadmap to success.An evaluation of the commercial viability of the venture, complete with a comprehensive description and analysis of future prospects constitutes an ideal business plan.Even if you managed to function so far with mental plans and clever ideas that sprouted on the spot, a written outline will help you zero in on the formula that worked. It will show you where you went wrong, and suggest corrective measures.
Be More Descriptive in the Details
When you describe your staff, mention the number of combined years of experience, “Our seasoned staff combines over 150 years of mortgage experience.” Use pictures and biographies to make an emotional connection. And as a personal favorite, use details to describe what’s involved, “Over the course of a loan, a production assistant, two processors, a manager, two underwriters, myself and 20 sets of hands will touch your file.”
The FAQ
You can create a supplement brochure that answers the most frequently asked questions. Questions should be answered in sequential order from easiest to toughest. About half way down the list, include questions that address your fees. A tool like this can help an Agent defend your fees when the client questions them about it particularly.
The Three Amigos
So why should any Agent care about doing business with you? Because of what you can do for the Three Amigos. Who are they? The same three people you care about – me, myself and I. Agents are people too, aren’t they? Well, maybe not…?
For example, if you’re consistent at producing referrals, isn’t this a reflection of quality service? And if the referral benefits the Agent, isn’t this a powerful reason that explains why your fees are a premium?
The exciting news is, the more an Agent understands how they directly benefit from your service, the higher a fee can be incurred. Are you thinking what I’m thinking? Exactly! How can you describe servicing clients after the loan closes, so you produce referrals for the Agent (and yourself)? Since many agents have this gap in their marketing, they’ll appreciate you more.
By making your details trivial, being more descriptive, and educating how they directly benefit, you’re helping an Agent rationalize emotionally and logically why your service commands a premium. By doing this, they’ll be less likely to question your fees and help c
One of the criteria in selecting wire guides is the hardness value. Ultra hard materials such as high alumina and tungsten carbide are preferred over plastics or steel. Figure 1 shows the Vickers hardness of the ultra hard materials that we use and their fracture toughness:Figure 1Another criterion in selecting wire guides is the surface finish, which attributes to the guides' coefficient of friction against the wire.Scientific means are employed to ascertain the surface finish in unambiguous numbers. One such instrument is the diamond probe profilometer, which gives readings in microns or micro inches. One micron is equal
For example, if you’re consistent at producing referrals, isn’t this a reflection of quality service? And if the referral benefits the Agent, isn’t this a powerful reason that explains why your fees are a premium?
The exciting news is, the more an Agent understands how they directly benefit from your service, the higher a fee can be incurred. Are you thinking what I’m thinking? Exactly! How can you describe servicing clients after the loan closes, so you produce referrals for the Agent (and yourself)? Since many agents have this gap in their marketing, they’ll appreciate you more.
By making your details trivial, being more descriptive, and educating how they directly benefit, you’re helping an Agent rationalize emotionally and logically why your service commands a premium. By doing this, they’ll be less likely to question your fees and help clients understand the value of your service and why it’s a premium.
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