I have the honor and privilege to hang out with some of the Top Producing Loan Professionals in the industry. I ask a lot of questions. The answers I.

Slides:

Advertisements

Similar presentations

The Dynamics of Cross-Selling Presented by: David H. Freeman, J.D. David Freeman Consulting Group, LLC Boulder, CO

Advertisements

Topic 12 Prospecting of Open Houses Advanced Instructor Skills Camp Slide 2 What We Will Learn Prospect Around the Open House 1)Call your Mets 2)Door-knocking.

How To Have A Great Internship Experience.   Etiquette  Ways to Impress  Networking  Translating Experience Onto Your Resume Agenda.

I’ve learned… Ideas from “Top Agents”. Lynn Bodenheimer “I am like your doctor. There are times when I’ll have to tell you news you don’t want to hear.

So you want to build a blog Drew McLellan. Housekeeping Link to all slides, resources etc.

Database Marketing Presented by: Bliss Sawyer October 21, 2008

Cash, Measurements and Accountability Business Mentors.

Copyright 2005 Pacific Technology Ventures Ltd  1. What’s my “elevator pitch”? Explain who your customers are, what their problem is, how you solve it,

What is Social Media?  Definition  Myspace & AOL instant messenger  Facebook  Linked In  Twitter  Blogging.

Stay Tuned! At the end of this Webinar, Bliss will announce her new Survival Kit. Three Lucky Listeners will win!

For Sale By Owners (FSBO’S) Not Just for Agents. Why FSBO’s? Just like agents, FSBO sellers get real buyer leads People who buy FSBO listings are NO different.

WELCOME TO- “REA LIVE”. 22 LEAD GENERATION STRATEGIES.

Content Marketing Use your Knowledge to grow your Business.

Growing Your Referral Business Financial Planners, Attorneys, Tax Preparers – The OTHER referral source.

Building Your Realtor Referral Network. Target List Ask title companies who is serious about building their business See if your local Board of Realtors.

Talking with Kids.

Opportunities India Phase V Our Message: We are here to discover what kind of training Indian airlines want to see in their applicants - so we can tailor.

Constant Contact & How it Can Help Your Business Presented By.

HomeIntroductionBiographyResearchJob ApplicationResume Cover LetterReference SheetInterviewThank You LetterLetter of Resignation Mikey Pham

F. A. B. Z. eature The product itself (F) They can feel it They see it They can hear it They can smell it They can taste it.

ELEMENTARY GAME PROJECT How to create a GREAT game for your class.

Belly to Belly Create Relationships to Create Referrals.

Content Marketing Use your Knowledge to grow your Business.

RLLIFESTYLES.com CLEAN UP YOUR CONTACT DATABASE And do more Real Estate Business in 2012.

Business Format System

The Big Three Three Lists You MUST Have. All of the Branding, Marketing, Promoting has only one purpose To help you build your Data Base of people to.

1 Facebook B2B Best Practices Guide Using Facebook for Lead Generation.

The Road to the Big Leagues. The Top Producers Recipe I have the honor and privilege to hang out with some of the Top Producing Loan Professionals in.

Informational Interviews Creating Professional Connections.

Coordinating TAs for Marking Instructional Support Group School of CS, University of Waterloo.

For Sale By Owners (FSBO’S) Not Just for Agents. Why FSBO’s? Just like agents, FSBO sellers get real buyer leads People who buy FSBO listings are NO different.

Exposing Your Brand Play a Different Numbers Game.

Introduction to Business & Marketing. Things to Consider Timing Give your employer at least 2-4 weeks notice Hiring & Training Offer to help find, train,

Take your business to a higher level! Beth Schomp Executive Director 6.

Follow Up Formula Focus on the big 3. These are the main layers that should be a given in each of your marketing strategies The big 3 Key elements 1.

Belly to Belly Create Relationships to Create Referrals.

INCENTIVE MARKETING MADE EASY Personal Relationships With Your Merchants.

 *  Facebook*  Twitter*  Instagram*  Texting!!!*  Snapchat  Ask.fm  There are new apps for faster texting but I have not explored them yet-

The Road to the Big Leagues. They Know Who Their Target Is The Common Trait = Research the targets Without exception the top producing Loan Pro’s have.

Presentations to Agents. Presentation Give some kind of presentation at least once a week Brands you as an “expert” in whatever you are presenting on.

Top 7 Ways To Generate Mortgage Leads. The old saying goes….Don’t put all your eggs in one basket Chad has spoken to us at length about having a diversified.

Time Blocking What would your business look like?.

Building Your Realtor Referral Network. Developing your Target List Ask title companies who is serious about building their business See if your local.

Turning Presentations Into Loans!!. Remember that the Presentation itself is only the bait Bait alone does catch fish You MUST have a plan to Land the.

INTERNSHIP Executive Board. Let’s face it, the job market is beyond competitive for incoming young professionals, and having a competitive edge.

Stay on Target. Know who before you do You were given 24 hours How many of those 24 hours are set a side for: Family Fun Sleep Business Each block of.

Follow Up Formula Focus on the big 3. The most recent Top Producer Interview session we discussed having a Follow up Formula To create your Formula you.

Build Your Marketing Machine The Processing Plant.

SAN LEANDRO VRC SAN LEANDRO PUBLIC LIBRARY. LET THE COMMUNITY KNOW YOU’RE THERE.

Deltek Vision Vision - Managing Contacts & Tracking Business Development October 3, 2005.

Building Your Marketing Machine The Packaging Plant (Bringing it all together)

WIC ID Card Version #1 WIC ID Card Version #1. WIC ID Card Version #2.

To write a good resume, you need to know why you have to have one and what makes a good resume. The resume is the key that opens the door to the interview.

 Define social networking  Options for using social networking in recruitment, admissions, and matriculants  Examples.

DEVELOPING A BUSINESS PLAN. Now that you know the details of your business, you need to put everything on paper. Writing these details will help you visualize.

Understanding The MLS Will Give You The Advantage The MLS Allows A Seller To Easily Target Motivated & Qualified Buyers! It’s Designed For Move-Up Sellers.

Building Your Career Career Career – The sequence of work positions held by a person during his or her lifetime Boundaryless Career Boundaryless Career.

 Content Marketing Why Content Marketing is more important than ever…

The Layering Effect How to Build a Personal Brand.

Use Facebook as a Tool Preparing and Understanding Time saving Tools.

Presentations to Agents

The Pupil Premium.

You will have a Key Assistant as your point of contact.

Purposeful Planned Implementation

50 Traits of “Top” Salespeople

Year 2 Summer Term Week 12 Lesson 3

Non Traditional New Appointments

Year 2 Summer Term Week 12 Lesson 3

Opportunity Time Workshop

Snow Removal App for Snow Plowing Business

Presentation transcript:

I have the honor and privilege to hang out with some of the Top Producing Loan Professionals in the industry. I ask a lot of questions. The answers I get are surprisingly similar.

Over the years of observing what the Top Producers are doing, I have discovered that there 5 very specific things that each and everyone of them do.

The Common Trait = Research the targets Without exception the top producing Loan Pro’s have researched the agents they are targeting. Every Marketing guru and coach out there all start their teaching with this action.

Some places you can research your Targets RealTrends.com LinkedIn.com Facebook.comGoogle.com Get Access to the Local MLS

Start with 50 to 100 specific and researched Targets, Then add 2 New researched Targets – 5 days a week 50 weeks a year. Lets Do the Math

The Common Trait = Tracking the Targets All the top producers I know track the A agents the B and The C agents **If you have people you consider D agents, just delete them. They are not worth your work time.

They Track Their Targets You can create your tracking spread sheet with Excel or Google Drive Company Contact Info Called Face to FaceReferralsClosings Notes Long term Follow up

The Common Trait = A Plan for Following Up The top producers All have a plan in place for how they are going to stay in contact with their prospects

They Have a Follow Up Plan Weekly callsWeekly videos Live presentations Coffee MeetingsLunch or DinnerGolf Outings Greetings Cards

They Have a Follow Up Plan Your Follow Up Plan should include action steps for your A agents, as well as a plan for the B and C agents. Example: A agents get a call every Monday to bond and build relationship and ask for the business. B and C agents get a call on Tuesday to set up a face to face (to see if they are worthy of making it to the A list)

The Common Trait = Consistency The top producing Loan Pro’s are top producers because they are consistent

They are Consistent Consistent with their research for Targets They consistently track those they are targeting The follow up plan allows them to communicate with their Targets consistently

They are Consistent What does consistency look like? 1. They do a video EVERY week to keep their Face not just name in front of Targets 2. They time block to make sure that come hell or high water, the Monday and Tuesday calls are made (single most high dollar activity you can do) 3. They ALWAYS ask for the business…Period!

The common trait = Ask for the Business The top producers are not shy about this Every communication is an opportunity to ask for the business. They know that “no” only means not right now.

Find ways to ask for business that is different They Ask for the Business “Who can I help you get an approval letter for” “Who do you know, that needs an approval letter”.

1. Research and find Targets – 50 to 100 to start, then 2 a day. 2. Put your Targets on your tracking sheet and USE it. 3. Follow Up with them like crazy. 5. Ask for the Business every time. 4. Be consistent with your plan.