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Published byGianna Pearman Modified over 10 years ago
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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!”
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My Niche and Strategy DatabaseMarketing Systemize Everything Master the Presentation Be an Expert
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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
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Effective Database Marketing with Mortgage Coach Presented by Khai McBride
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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
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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
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Strategy #1: Opportunity Marketing Marketing opportunities to people that they did not know existed or were possible.
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Create Opportunities Mortgage Coach Marketing Machine Opportunities Debt Consolidation Payment Improvement Home Improvement Dream Homes Accelerate Retirement Vacation Homes College Savings
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Strategy #2: Trend Marketing Marketing your product or services to the target audience of another market trend.
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Trend of the Late 90’s: Dot.com Boom Which Company Prospered the Most?
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Trend #1: Home Equity Boom Average Equity Growth in the United States 199720002006 2003 $127,500 average increase in equity
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Trend #2: Credit Report Boom 2003 20042005 Consumer Spending on Credit Monitoring Services $2Bil $600Mil $5Bil
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Client Appreciation Program Quarterly Credit Review Package Annual Equity Review Package Complimentary
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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
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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
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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
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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
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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
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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
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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
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Effective Database Marketing with Mortgage Coach Presented by Khai McBride
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