1. In the beginning… Tim Braheem: “Learn the industry and be an expert” “Presentations & first impressions” “Get LoanToolBox” “Get Mortgage Coach” “What do I need to be successful? Bill Hillestad: “Use Database Marketing” “Systemize everything” “Get Act!”

2. My Niche and Strategy DatabaseMarketing Systemize Everything Master the Presentation Be an Expert

3. Results of Database Marketing 2003200420052006 2860 contacts 604 loans ($210M) 99 loans 26 million 116 loans 41 million 204 loans 78 million ~185 loans ~65 million

4. Effective Database Marketing with Mortgage Coach Presented by Khai McBride

5. Effective Database Marketing 1.Be proactive, not reactive 2.Create loans NOW 3.Provide value that is viral 4.Establish long-term sustainable growth regardless of market

6. How We Make Money Number of Loan Opportunities Conversion Rate of Getting the Loan Profit Per Loan X Increase Opportunities 1.Wait for opportunities to come 2.Create the opportunities

7. Strategy #1: Opportunity Marketing Marketing opportunities to people that they did not know existed or were possible.

8. Create Opportunities Mortgage Coach Marketing Machine Opportunities Debt Consolidation Payment Improvement Home Improvement Dream Homes Accelerate Retirement Vacation Homes College Savings

9. Strategy #2: Trend Marketing Marketing your product or services to the target audience of another market trend.

10. Trend of the Late 90’s: Dot.com Boom Which Company Prospered the Most?

11. Trend #1: Home Equity Boom Average Equity Growth in the United States 199720002006 2003 $127,500 average increase in equity

12. Trend #2: Credit Report Boom 2003 20042005 Consumer Spending on Credit Monitoring Services $2Bil $600Mil $5Bil

13. Client Appreciation Program Quarterly Credit Review Package Annual Equity Review Package Complimentary

14. Profile FICO: 683 Debt: $45,211 Assets: $2000 Home Value: $675,000 Home Equity: $242,000 LTV: 64 Opportunity: Debt Consolidation Quarterly Credit Review: Excessive Debt Quarterly Credit Review Package Pre-Approved

15. Profile Rate: 6.875% FICO: 612 Debt: $700 Assets: $120,000 Home Value: $675,000 Home Equity: $242,000 LTV: 64 Quarterly Credit Review: Derogatories Opportunity: Loan Improvement Quarterly Credit Review Package

16. Profile FICO: 723 Debt: $1,545 Assets: $121,000 Home Value: $675,000 Home Equity: $145,000 LTV: 79 Opportunity: Remodel / Move-up Buyer Annual Equity Review: Equity Growth Annual Equity Review Package

17. Profile FICO: 723 Debt: $875 Assets: $12,000 Home Value: $675,000 Home Equity: $382,000 LTV: 43 Annual Equity Review: Equity Imbalance Opportunity: Strategic Equity Annual Equity Review Package

18. Profile FICO: 723 Debt: $875 Assets: $8,000 Home Value: $675,000 Home Equity: $145,000 LTV: 79 Annual Equity Review: Insufficient Equity Opportunity: 2 nd Home / Investment Annual Equity Review Package

19. 5-Step Implementation 1.Offer complimentary service to entire database 2.Offer complimentary service to affinity partners’ database 3.Analyze reports and find opportunity 4.Deliver WOW package with LTB Platinum Plus & Mortgage Coach Marketing Machine 5.Systemize and repeat over and over

20. Create Your Own Opportunities “If opportunity doesn’t knock, build a door.” – Milton Berle Effective Database Marketing with Mortgage Coach 1.Be proactive, not reactive 2.Create loans NOW 3.Provide value that is viral 4.Establish long-term sustainable growth regardless of market

21. Effective Database Marketing with Mortgage Coach Presented by Khai McBride