A short observation on success... Having the opportunity to speak to thousands of loan officers across the country has given me an opportunity to pull out my "magnifying glass" so to speak. One of the things I have noticed is that there is a certain quality, or intangible that separate those who are successful versus those who are not. During my weekly calls, I will speak to 50-75 loan officers each week. Out of this number of lo's I will typically find one loan officer who is either already experiencing a level of success, or has the necessary mindset and tools to begin improving. Did you catch that? Only one person out of this group of 50-75 actually feels that he/she is experiencing success! This isn't meant to scare you or discourage you, it is only meant to illustrate a point. The secret to success in the mortgage industry has very little to do with your marketplace, personality and the company you work for. While these things certainly can make the job easier, they will not help you one bit if you do not possess that elusive "something" that seems to catapult a rare group of men and women to new heights. Are you ready to hear what this quality or "something" is? Ok then, here it is: They work..... You read this right. The main separation between those who are successful and those who are not is this group of individuals is willing to be proactive and MAKE things happen! As "plain Jane" as this trait may seem, what did you expect? We all seem to constantly look for some glossy, super secret technique that will FORCE success into our laps, when the answer is floating in front of our faces all along. See, I give away free materials, and campaigns, and techniques EVERY SINGLE DAY. Yet, when I conduct follow-up surveys, I find that the VAST majority of individuals who were so pumped up and excited about the information and techniques they learned, did absolutely nothing with what they learned. We all know that this knowledge does us no good unless it is put into practice, so why do we do this? Why do we refuse to invest in ourselves? Why do we refuse to put the necessary time and energy into our business? Why do we fail to realize that sales and marketing is nothing more than communication; a form of processing and distributing information in an effective manner? I ask these questions because each and every one of us needs to take a look at ourselves, and decide to work ON our business instead of just working IN our business. The answers are out there staring us in the face. Whether you wish to be successful with refi's, builders, Realtors, equity loans etc. Nothing happens until you decide to DO something. More energy is expended complaining about lack of success than actually doing something about it. Please don't read into this as a rant, but rather as a wake up call! There is so much talent out there that goes unrealized it blows my mind. Success CAN happen, and it can happen relatively quickly once we decide we want it bad enough to do something about it. Chances are you already possess a talent or potential that you have'nt even realized yet. Do you believe enough in yourself to uncover this talent? What is stopping you? Chad Weber Average Joe L. O. averagejoelo Average Joe L. O. provides unique, no-hype marketing solutions for loan officers determined to build their realtor referral business. Free training materials and educational conference calls are available on the site averagejoelo.
There is a great website called hypodeals. info, they seem to be great people, they update their website categories quiet often! you can actually find nice deals on there, and the best thing is that they also have a forum where people can ask for help or request info on products, what else to say?..if you check it out go to the latest deals page, thats updated quiet often, i would say kinda every day or two.
We discussed the most overlooked Key Performance Indicator is the "magic number," which refers to how many new appointments a sales rep must generate each week in order to achieve their revenue goal. In early 2000 I walked into a VP of Sales mission with a sales organization consisting of 120 reps spread out over 12 sales regions. They were running at 38% of revenue goal for over 2 years. I ran a KPI study and determined they were running 2 new appointments per week/rep, but their KPI’s dictated they needed to achieve 7. So I announced a training objective to enable them to do it effectively, (now branded the X2 Sales System®) and threw quota out the window for 90 days. But I replaced the monthly quota with the weekly ‘magic number’. 8 months later sales units sold increased by 520%. (See the Resource Box below to calculate your sales team’s ‘Magic Number’.) A rep's magic number is determined by looking at several of her other KPIs. Say, for example, that your company sells copiers (for which an average sales cycle is 45 days) and that a rep's monthly sales revenue goal is $15,000. Her average revenue per sale, meanwhile, is $2,500; her current first-appointment-to-proposal ratio is 60 percent; and her closing ratio is 40 percent. What's her magic number? In other words, how many new appointments does she need to set each week in order to achieve her sales revenue goal of $15,000 per month? The Magic Number Formula Monthly sales revenue objective: $15,000 Divided by (/) Average revenue per sale: $2,500 / First-appointment-to-proposal ratio: 60% (What percentage of the time do reps gain commitment from prospective clients to "take the next step" in the sales process after the first appointment?) / Closing ratio: 40% (Proposal to close--measures proposals submitted vs. new business achieved.) / Weeks in the month: 4 = Magic number: (approximately) 6 new appointments each week Once you have identified the magic number, the next step is to determine how many new appointments a rep is currently generating each week. If she is falling short of her six-appointments-per-week goal, your job as a sales trainer is to find ways--through targeted KPI training--to help her bridge that gap and achieve her "magic number." Here are some tips for doing just that: 1. As an organization, announce that the ability to convert conversations into appointments will become a KPI of the sales process. 2. Define an appointment-setting objective and train to that objective. For example, if the average weekly amount of time that sales reps devote to prospecting new clients is 22.5 hours (out of a 45-hour workweek), your organization's objective might be to cut that prospecting time in half (to 11.25 hours per week) while simultaneously exceeding current appointment-setting levels. With your objective in place, it's now time to break down and document the steps in the prospecting process and train reps on how to make better use of their prospecting time during each step. 3. Map out all possible scenarios that might occur during the prospecting process. Once you have done so--and documented best-practice strategies for handling each scenario--create mini training modules and/or job aids that show reps how to handle each scenario effectively. 4. In addition to enhancing reps' prospecting skills, another way to ensure that they achieve their "magic number" is to help them improve other KPIs in the "magic number" formula, such as their closing and first-appointment-to-proposal ratios. > To increase their first-appointment-to-proposal ratio, for example, your training might encourage reps to start at the "top" with those who have fiscal authority and can "call the shots." Training might also pinpoint ways for reps to avoid "selling" products during the first appointment by providing them with an outline of the diagnostic steps they should follow in order to evaluate the fit between their solution and a prospective client's business objectives. >To increase reps' closing ratio, meanwhile, the training you develop might show reps how to ask pertinent questions to determine what a prospective client's decision-making process entails, what the client's internal criteria for change include and which players need to be involved in the sales process in order for proper evaluation of a product to occur. In addition, your training might show reps how to catalog risk factors (e. g., possible objections or reservations a client might have regarding purchasing a product or service from your organization) for each player involved in the decision-making process and then provide reps with strategies, tactics, and tools for direct communication with clients based on those risk factors. In the end, targeted, effective sales training can make a critical difference to your bottom line, and so can effective goal-setting. In today's high-performance sales culture, it's up to trainers and sales management to work together to focus more on daily and weekly goals and less on monthly or quarterly quotas. Success in doing so rests on the ability to switch paradigms from looking merely at required end results to also determining the necessary KPIs it takes to get there--and then building supporting tools and training to help sales reps along the way. And, above all, don't forget your magic number!
Many of us are aware of the marketing strategies many consumer based organisations use when getting people to buy their products at selected price structures. The most common price structure used to win over competition is the number 99 which has been proven to increase sales but have you ever considered other pricing numerals which may be just as advantageous over your competition. Numbers in pricing products are more than mere quantitative data and numbers also have psychological values which should never be underestimated when beating your competition. Many people are religious around the world, certain numbers have a religious significance such as 12 for disciples and jurors and folklore. The number 3 is associated with bad luck and the number 7 associated with being lucky. If you take these numbers into consideration when pricing your products or services you may tap into the psyche of the consumer and win sales by merely adjusting your prices accordingly. The number 3 should be avoided, a recent study into price setting tested consumer products with different prices other than 3 which concluded that the prices which sold best were 495 and 295 which equalled 34% sales. The price of 395 sold worst in the study which equalled 17% of sales with the number 7 in 9.97 sold 10% more than 9.98 or 9.96. Small numbers generally promote simplicity, large numbers mean masculinity and complexity. Even numbers, particularly the number 2 usually promotes femininity or convenience. Odd numbers means power and happiness. A good marketing pricing structure when targeting the male market would be to use large, odd numbers. When targeting a womans market, it would be more appropriate to use small, even numbers. The number 8 coveys power so use this number if you want to project a powerful impression. However choosing wisely is a recommendation when pricing products as generalising can be dangerous. Remember to consider psychological factors when choosing your numbers, a case study would be beneficial first using one of your products as this would provide damage limitation in your sales market if this information did not work for you.
Imagine this…everybody walking the universe with a piece of tape across their forehead saying “Make me feel important “. This is the essence of sales and providing outrageous customer service. It’s also the essence of building a great company and attracting all-star talent. Think about when you were provided a service or sold something. Doesn’t it feel good when the service was provided in a quick, timely, efficient, and friendly manner? It feels so good that you will go back and buy more (even if you don’t need anything) because you want to be around that feeling. The following is a great example from one of my clients: Paige had two wrist watches that needed to be fixed. Walking into the jewelry store she remember thinking and assuming that something will get accomplished but probably only half way, and this would most likely be a process where she would have to keep calling or coming back. To her amazement she was greeted with a smile and open arms, and the owner immediately confirmed to her “ no worries “…that both watches would be ready within a week and that she will call her personally when ready. Paige noticed in those few minutes that the owner was able to identify immediately what needed to be done. The owner even went as far to call the manufacturer directly to confirm that she could get from them what was needed. Paige remembered how she felt as she left. She felt like skipping! She was astonished that this kind of service still existed. It completely changed her attitude and her day. She was now smiling, and she felt fulfilled and also felt important! All this happened in a matter of minutes. This experience completely changed Paige’s attitude and demeanor for the day. - She felt valued! - She was recognized from a previous visit. - She sensed immediate hope. - She was understood. - She certainly felt important. - She felt powerful because the process unexpectedly met her expectations in minimal time. The above mentioned are called people’s universal needs. This is what professional selling and customer service is. You are meeting people’s universal needs. It’s so easy, but often overlooked. Try it for a day…to everyone you come across…try making them feel important and see what happens! Authors’ Note: Paul Sember, President of Coach SEM, Inc. is an executive coach, motivator, and speaker, and uses a state of the art teleconference system to effectively work with executives and their teams around the world in creating a sales centric culture, providing outrageous customer service, and attracting and keeping all-star talent. Paul can be reached at 480-342-8990, E-mail paul@coachsem or visit his website at coachsem.
There are ancient teachings for increasing wealth that few people will ever know. If you are aware of the secret you may have tried several of the steps. Perhaps you spent time visualizing what you want, repeating money affirmations. However what you truly wish for is to make money fast and the results are slow and fruitless. Perhaps you feel like giving up your quest to make large sums of money and live the life you want. Do you know something? It does not matter if you are sell a packet of gum to an island of chimpanzees or if you are selling a product for $997 you can become rich and attract money faster to you by doing things in a certain way. One of the greatest secrets to attracting money fast is to place a large amount of power behind the intention. Few people know how to do that and even fewer will use it even if they were told. You see it’s quite easy, magical and powerful and most people like complicated and confusing. If affirmations and visualization is not backed by a super natural power it is a hit or miss. You can yield some of that power by starting to free up your time. The more work that you take on the more frustrated you get and the more blocked your own energy field will be. Your intentions need to move through a body that is light, calm and focused. Energy flows quickly and easily where there is little obstruction. Can you now see the intense power you can yield by just doing this basic thing? Yes the more you free up yourself the easier it is to attract money fast. You can make money move a lot faster towards you if you will move out of the way and if you learn to increase your energy to outrageous levels. Everything starts at a subatomic level. Your desire to increase your sales and attract money faster can only be done at a subatomic level. That is the tiniest level of energy. Once you have access to the energy of a thing you can manipulate it to move in the way you like.
Copyright 2006 Joel Sussman Possibly one of the biggest obstacles to making a sale or increasing your client list is fear: fear of making the wrong decision, fear of being ripped off, fear of getting lousy service after the sale. Two things fuel that fear: personal experience and news headlines. Case in point: A couple years ago, I tried out a new dentist based on a full-page ad in the yellow pages and the credentials listed on his web site. To make a long story short: After a couple visits, I decided I was extremely dissatisfied with every aspect of my experience as a patient of his, so I asked his office staff to forward my records to a different dentist that was recommended to me. The upshot is that about a year later, I saw a newspaper article about this first dentist saying that he was sentenced to five years of felony probation after pleading guilty to bilking dozens of patients out of almost 100 grand! Another case in point: The state Attorney General’s office is now building a case against a contractor with whom I had some major service-related problems. Apparently, he has created a long trail of disgruntled customers over the years and it’s catching up to him. For the time being, however, his display ads in the local Penny Saver newspaper keep luring new, unsuspecting customers in. The purpose of these two stories is this: Lots of people have been burned and many other people have heard news reports and stories about fraud, dishonesty, or just plain bad service. That’s one of the reasons it’s more important than ever to convey to your prospective customers and clients that you’re an ethical, respected, and service-oriented business person. It’s All in How You Communicate Similar to an integrated marketing strategy, one should pursue a combined approach to portraying themselves as an ethical, customer-centric individual or company. One way is to develop a mission statement, a values statement, and/or a vision statement that you can include, in some form, on your web site, brochures, press releases, newsletters, and other modes of communication. Those statements should convey a strong emphasis on client satisfaction and customer service. Developing and maintaining a stellar reputation for excellent quality and value-added service is the foundation for gaining people’s trust and generating valuable word-of-mouth advertising. The more positive ways the public hears about you, the more receptive they’ll generally be to becoming your client, customer, or patient. What a lot of professionals fail to do – and this is costing them clients and income – is to ask for referrals, especially at the moment when their client is at their optimal level of enthusiasm. Each situation is different, and everyone has to be their own judge of what’s appropriate, but one of the best times to ask for a referral is when a client has just profusely thanked you for the great service you’ve provided. The opposite side of that same coin is to give them a few of your business cards and ask them to give them to friends, co-workers, or family members who might be in the market for your services. Whether you’re talking about Internet marketing or traditional marketing, the more hooks or nets you have in the water, the greater your catch is going to be.
What does value mean? When addressing this fundamental question I first thought about its relationship to money which got me thinking about when money was invented and who invented it. Internet to the rescue… What is money? Money means different things to different people — to you it may mean coins, notes or credit cards. To some people in developing nations it may mean beads, shells, acorns or human toes. In short, money is whatever we think has value. So who invented it? The first written records of the use of money date from 1200BC, in the area of land now known as Southern Algeria, although then it was covered with water. Inscriptions in stones record that 'twelve shekels' were paid into the bank account belonging to Algar Hammurabi, in return for 'use of his daughter'. Twelve shekels in today's money would buy you hundreds of prostitutes, all better looking than Hammurabi's daughter, who was, by all accounts rather dull. More generally, before ‘money' was introduced as a common currency, cost was determined by the effort / innovation we personally had to apply in return for other things that we needed to be supplied by others. For example, the local Blacksmith might shoe a farmer's horse in return for a few sacks of flour. In the modern world, common currency allows us to purchase products and services from a broad range of suppliers, many of them offering similar items at sometimes similar and sometimes very different prices! Why is this? Why does a hotdog at a pop concert or a football match cost 3 times as much as at the village fete? Why does a bunch of bananas sell for 3 times as much in Marks & Spencer as it does from a market stall? Why do 80% of consumers use BT for their domestic telephone services when the same services are available from other vendors at half the cost? The answer lies in the ‘value propositions' that these products and organizations offer in terms of the customer's perception of the cost / benefit equation. The, key word, of course, is: ‘perception' which gives us a clue regarding the importance of, not only our value propositions, but also how we communicate them to our customers. Why is it important for a company to define its value propositions? Any organization that has to sell things (and most do), needs to be able to communicate value to its customers if it is to optimize its long-term profitability. The sales team in particular needs to be able to articulate value to its customers to demonstrate that their cost / benefit equation is stronger than the competitions'. But what is customer benefit? It is clearly not just a long list of the company's offerings in terms of features and advantages. It is only a benefit if the customer gains ‘pay-off' in relation to their needs and wants. The salesperson's job is to define these needs and wants through careful positioning, questioning and listening but to do this, the value propositions of the organization and its products / services need to be clearly defined. So who seeks the value? Shareholders want value in terms of profitability and ROI. The CEO and Board members usually have a weather eye on this! Departmental heads tend to look at the value that is added to the department and the achievement of their local objectives. In all cases, value is sought by the individual driven by their personal, emotional wants as much as the needs of the business. Again, sales people need to expose and develop these. Brainstorming There are likely to be several key people in your organization who are well placed to help build value propositions. Form a task group comprising sales people, marketing, product development, finance and any others who might be able to contribute (they can soon leave the party if they can't). In traditional brainstorming style, fill up flipcharts with all ideas, no matter how ‘zany' they may be at first. (Mind Mapping software can also be a useful tool for doing this). Assuming you are in a business-to-business selling environment, start with the fundamentals of the value a customer might be seeking. The central theme is profit. How to increase sales and / or how to reduce costs. Remember you can sell more by increasing volumes or prices. You can reduce costs by paying less or increasing productivity. Consider the functions within the customers' business that contribute towards these goals, and then consider what your value propositions are to help your customers to achieve them. Think about the negative consequences of them not having your products / services. These negative impacts can soon be converted into positive value propositions. Draw up where your product / service fits in their value chain. How much value does it add? What profits do they make as a result of your inputs? If in a ‘product' business, don't forget your service ‘wrapper'. Very often, in the customers' eyes this is of more value than the product! Once you have listed your value propositions, prioritize them into ABC's in terms of how much competitive edge you think they represent. A's being USP's (unique selling point), B's generally strong v the competition and C's as ‘me too's. Finally, alongside each proposition, consider the best possible ‘proofs' you have to substantiate your claims. Technical bulletins, case studies, presentations, testimonials etc. Oh, and one more thing! Make sure the sales team develop the value propositions by adding the questions that need to be asked of specific individuals to engage needs and wants for your propositions. Otherwise, no deal!
Doing things right with your own online marketing of entertainment networking Be your own business, be for real, and show the world you know how to sell online better than anything else. Building a marketing network that you control uses the same skills you have always used to sell pretty much anything. But online, it is easier because you have the time to develop your sales pitch exactly the way you want it. Today’s world of sales is very different than from 10 or even five years ago. More and more people are using the internet every single day. The internet is the most efficient way to distribute human knowledge in effect, to the entire globe at present. It will probably continue that way for at least 30 years. The element to consider now however, is the human one. Most people take their technology for granted, or they hold it so dear to themselves that it is more important than the family house pet. Values have changed so much since the millennia began that people are becoming more and more cybernetic by the day without even realizing it. That is something significant, because with the computer becoming a center for work, study and social life, the Acropolis from ancient Greece has now spread out across the world and can reach into the schools of thought that permeate the atmosphere of every cyber cafй and home office. Home-business networking online with your very own sales program and structure need not take thousands of dollars in personal investments, or long years of college study at Yale or Harvard. Although it does help, it’s not necessary. What is necessary however, is merely the human factor of a world that seems intent on mechanistic reality. Sales is about the human element. Selling online means selling to human beings who find themselves attached to a mechanical world through a cybernetic interface. And that means reminding people that they are human. Entertainment is about humans, about a human reality, and one that demands a certain amount of fun and distraction. Networking online means being real, being honest about what you sell and really showing that you can sell. The skills that we use to make a good sale are still the same human skills as with traditional face to face sales, but now we have an advantage, the electron. Time to think, time to focus and the time to build a presentation online, of course a little persistence on your part as a sales professional is a world of difference, the electron has forever revolutionized first impressions. We as a human race are ready to come together in one place “the internet,” and civilizations exist to improve the quality of life. That is the job of the entertainment industry, to improve how we live our lives to the fullest possible potential. Selling catharsis is important to our new cybernetic world order. Selling cathartic experiences with online business networking in the entertainment industry is selling more than a commodity, it’s selling a basic human need, and it’s selling “an experience.” Be for real Long ago in the days of traditional door to door networking sales professionals, selling a product was like having an excellent first impression, creating rapport, getting to know the client’s needs, having a conversation, making friends and then laying the sales pitch down. That hasn’t changed with online sales because people are still people. Building a network has always had the same rules. So what has changed? The fact that instead of going face to face with people at the door step we are now approaching them for the first time through a media of which many are not yet familiar. The internet interacts with images, sounds and movement, just like in the real world, but the movement, the sense of smell and taste are now virtual sensations. It’s just like having a digital outdoor sign inside a virtual freeway of flowing electrons or a digitally moving poster board inside a coffee shop. By just clicking on them you go to the appropriate electronic address. Online marketing business affiliates that work for the entertainment industry have to build advertisements that really make clients want to visit the entertainment site. With a little honesty, knowing your product and showing that you know how to be creative in the marketing industry, you will be for real, and have your own company with your own hours. Working for yourself in the world of cyberspace is the only way to be truly successful today. With your own business, one that you believe in, one that sells a product you believe in and one that provides the proper motivating inspiration to succeed, there is only space for real and honest business professionals. The Skills to Sell The skill to sell is one that is very subjective and not everyone yet understands how a person can actually learn to sell something. It is possible to learn to sell something just as it’s possible to learn to read and write or any other ability. Selling online is an ability that can be learned just as easily as out in the face to face world. Especially for those who are already professionals in the area. Some people are just naturally interested in one thing while other people in another. No one was simply born knowing how to read, yet here, you and countless others are, reading this text. It takes years before children can read, so, why would things be different for anyone trying anything else for the very first time? It is no different, but sales on the internet is exactly like sales in the real world, and if you know how to do that, you know how it works online. Basically the point is to ask yourself, are you good at selling and do you want to be even better? Of course you want to be even better than you already are and the internet offers that chance. It will take a frame of mind that cannot in any way be compromised with things that are not equal to or above your own personal goals. It will take the kind of willpower that you only hear about in tales of great deeds. But most of all, it will take the kind of enduring self-discipline that it takes to conquer your own self. Time to Think The greatest advantage to selling online is the time one consecrates to the eternal flow of human creative thought. You have time to research your target public, create enduring and valiant presentations that have never been seen before anywhere and most of all, time to be persistent. The target public is not just going to pop out of the wood work, they are there though. People are beginning to come together in a new globalized civilization and we are at the very head of those interested in commerce, trade and foremost entertainment. We sell what people want. Finding them is as easy as putting up signs on the freeway of flowing electrons and in virtual reality cafйs that they might chance onto while surfing the silver thread of silicon webs. Mostly, chat rooms and e-mails do most of the work for affiliate marketers, even more so for those building a home network, but nothing can compare to the power of having a static site on your very own server and a subdirectory for blogging. Sales is endowed with the coherent patterns of human speech and has been responsible for the development of new linguistic patterns unlike anything else in our history. Creative people have creative ways of dealing with markets, and on the internet nothing could have more potential than network builders who enjoy a good conversation. Time to think is really that, time to talk over ideas and concepts that directly may not even appear to be related to entertainment, but related to rapport, empathy and feeling. Blogging is a way of creating interesting conversations in forum fashion, that people may discuss their own passions. Passion is the very blood of a sale. When we see a passionate person talking about their passion, we too become passionate. But it must be for real. Nobody wants to buy a vacuum cleaner from a person who sees the vacuum cleaner as a domestic tool for the unhappy domestic servants of the world. People want to buy vacuum cleaners from people who see the vacuum cleaner as a revolution to our way of life on earth! But really see! Not acting like they see. Really seeing! Of course most people probably haven’t received a vacuum cleaner sales person at their door in over a decade, the metaphor is perfect. If you truly believe in what you sell, if you truly know that it is fulfilling of some exceptional role in society, you will sell it well. This is why blogging sells so well for online networkers. Passion sells, and it is found by the search engines more often than sites that don’t evolve. Chat rooms and blogs do more work for online marketing than static sites do, and that is purely human. Only a professional sales person can deal with it. Learn the area, research and you will soon find that your marketing company can be for real, even in an ocean of electrons.
: Informational Marketing Produces Sales Leads Plenty of companies have a marketing budget and staff. Leads come in slowly and are not of good quality. One recommendation is to shift to response accountable direct marketing. Accurate data can be gathered from each lead generation process. A lead database, which tracks the lead source and lead process, can report precisely how campaigns are producing. Measuring results is key. When a baseline is gathered and understood, improvements can be sharply applied. Using proven formulas, companies can experience a 100% to 1000% increase in the lead flow results. This attractive and valuable improvement will take time and can be done without spending more money. Cost per lead will go down actually and qualified opportunities will go up. Companies that sell many products: distributors, manufacturing representatives, and dealers can err by counting on the partner or principal for leads. One can argue that this is the partner responsibility and one can argue that to be self-sufficient, or very good at lead generation, will only strengthen and provide options to the sales company. Sales companies, resellers, reps, dealers and distributors can quickly develop a “bare bones” lead generation system that is not so much built around your product lines as it is built around the selling company company and the selling companies’s expertise, ability to diagnose and provide a solution using value-added expertise, unique knowledge and special specialties. Market Information Leads can be generated by writing articles for trade magazines. This can do two things, first, the company can be established as a thought leader, and second, the author can be positioned as an expert in the field and step over the lable of “salesperson.” Reprints of articles published make terrific leave behinds for prospects and for customers. One of a dozen different repackaging of the article can pull leads in a dozen different ways. Investigate publications that go to your target prospects and seek out local chapters of organizations that may be looking for interesting information to publish. Often a courteous approach to the editor or chapter head can get you in the door. Press releases about interesting things are picked up by local newspapers. And it is not unusual for a paper to do an article on the “local company” for the Sunday edition. What would the average reader of a periodical find interesting about your business; figure this out and you have the material for an information piece. It is important to know that if you get an article published in a trade magazine or in newspapers this will not generate a ton of leads on its own. The real skill is to ALWAYS offer something in the article that gets the reader to go a step further. This is something you should always do. Always offer a free report or white paper or How to Guide describing it like this: XYZ Sales Company has just released a free report called “10 Tips To Reduce Maintenance Costs for Power Supply Systems"and it is available FREE for the asking. Just call (555) 123-1234 or email tips@xyzsales  to receive a copy. Informational Pieces are Golden Nuggets Making this guide is a snap. Invite the salesteam to a brainstorm session, fuel the thought process with a pizza and some chocolate chip cookies and irrigate the vocal cords with adult beverages. (Optional) Throw out talking prompts like: “What are the prospects telling us?” and, “What customer problems can we fix? “ and, “What conversations are going on in the prospects’s heads? Think like this:If two top prospects are having a beer and talking about business, what is being said? Hammer this vein of information and data gold will shine. Good technical salespeople should be industry and technology deep and will know how the smart customers thrive deploying technology and services. Put the thoughts on paper and boil the the thoughts down to seven issues or ten issues. Smooth each pain point with a sentence or two and this creates the first information piece. Professionally solve customers problems and avoid platitudes and your Guide will be worth something to a prospect. “We have been in business for ever and Billy, Bobby and Francie are here to help you,” are platitudes. Prospects care less. Prospects care about persistent problems, the headaches, and how to disappear them. The Project Manager, the elusive man with the checkbook at the biggest prospect, may need the expertise that rattles around your companies’s head. Believe this. Well thought out information pieces materialize these wraiths. You will be surprised. Now there may a toe stubber, if the company is the master of the low ball pricing strategy, if the company sells commodity products and the company does not have any technical expertise…the company is a dinasaur drone with a price book. This is most likely not true and it should be easy to put together a report using Word and run it off on the copier. There is no need for colored paper or a fancy brochure. Turn your Information into Dollars Go to Kinkos. Print the report for 25 cents. Printing copies of your report is akin to printing money because you can use the report to get leads in many different ways. . You can send out postcards to a list of companies in a certain Industry Group. Tee up a Fax blast to current customers and opt in prospects. Fire off an email to your customer and prospect list. Highlight and advertise the report in a newsletter, yours or someone else’s Place the report strategically on the web site. Kick off a press release using the report as a hook. The report can be the basis for a magazine article. With work, the report can be the first chapter of a best selling novel. For that matter you can use your report as a script and do an infomercial. Make a second, and third and fourth report about other topics. Most remarkably, if the usual marketing Ambien, like a report on product features, with 5 colors and eye scalding glossiness, with a head knocker headline like “In Business a Million Years,” is sent to 500 prospects, you will choke on your results. Now print up the thought provoking, “ Crush Your 7 Monster Pains with our 7 Secret Solutions,” in beautiful black and white, insert said guide into a dimensional mailer, a tube comes to mind, stamp this Cialis chewing lead magnet, and rocket it to the same 500 prospects—results will be exponentially better than the 5 color mail piece. The 5 color beauty is stacked high in many sales offices, attracting no leads, attracting dust bunnies. The first approach is why most direct mail does not work. Direct mail, full of product pablum and self-inflicted platitudes, is blind to prospect issues. Put the prospects’s eye glasses on and see the prospects’s vision of day to day in-efficient processes. Sit in the prospects’s chair directing your eyes outward, Solve these problems; be a thought leader and prospects will flock to you. Please pay close attention! Informational marketing with will get 10 times the response of traditional Ambien marketing. Mail 500 product info postcards and get 5 responses or 1%, mail 500 problem solving postcards 10% or 50 replies. It helps if you really put some sizzle to it. Write like this: Trouble Shooting Guide Solves Product Problems To help manufacturers install and maintain power supply systems XYZ Sales Company is offering a Free Guide, “The Fast Trouble Shooting Guide to Solving Widget Production Problems.” Armed with this guide most people can identify and solve Widget mysteries in a few minutes. Topics include: 1. One of the most elusive widget problems, _______, can be solved using a little known trick discussed on page three of the Free How to Guide. 2. Basic installation problems that guarantee problems will be traceable and …. 3. How to determine if devices have faulty …. The guide will also indicate which tools should be used to solve any particular problem and will tell you which problems do not apply. Tools described include ABC Company’s ____, and DEF Company’s ____. The guide is sent free of charge to anyone who calls or sends an email with their address to XYZ Sales company, Main Street, Dallas, TX 76000. Take exactly what is here and send it out as a press release, a fax blast, or use it in a postcard or email promotion. Put the offer on the web site, and leave the offer on the counter of your top competitor. This is the first step in building profitable relationships with prospects and your customers. You have to earn your stripes at each step of the way. You may be saying, “Ok, now I got a bunch of leads and now I can go to town.” Careful here, this approach is the old school and will damage the new relationships you are building before they can bear fruit. This approach will work. The work is fun and pays off. Jim Romano Marketing & Sales Lead Management dataforceCRM 817-886-0380 On-demand CRM and Sales Lead Management Solutions P. S Our next paper, “Secrets of Google Adwords; How to Turn your Business into a 24/7 Lead Machine,” is ready. To get this paper now, just send a request to info@dataforcecrm . This paper will be immediately sent to your email inbox.
: No matter if you’ve been in business for ten years or ten days, the reasons why most businesses fail are the same: failing to research your niche, determining demand, not having an updated business plan in place, and not asking for help when you need it. This short piece will discuss these important facets to ensure your wholesaling business is a smashing success. Do You Know Who Wants Your Products or Services? Most successful business owners can tell you exactly who their target market is at any given moment, and why they should purchase from them. They also understand how to sell their product in one or two sentences, buying into the current trend that less is more. Let’s use an example to demonstrate my point. If your business was showcased on a major network television program, you are given perhaps 5 seconds to share with the audience exactly what it is you do. "And now, next on The Evening News" What one or two lines would you want the announcer to say about your wholesale products? If nothing comes to mind, look at your niche, your customers, and what benefits you provide them with. Then craft your marketing sentence to accommodate all of these things so that you can rattle it off at a moment’s notice to anyone who asks. Do You Have a Business Plan? When Was the Last Time You Updated it? Things change. Markets evolve. Customers demand newer, flashier, cheaper, better products. Does your business plan reflect this? You never know when you’ll need a capital loan from the bank, or extra cash to keep up with the sudden demand for one of your products that was mentioned on Oprah. Make sure that you are prepared to use your business plan at any time, with anyone, by scheduling time to update it on a yearly basis. If Challenged, Do You Know Who to Call? Maybe your business starts to grow faster than you anticipated, or you are looking to purchase some new equipment. Perhaps staffing is your issue, or customers aren’t knocking on your door as they have in years past. Whatever your issue, sometimes talking to a colleague, professional or business counselor is required. But do you have a list of these kinds of people at your fingertips to call when needed? If you don’t, talk to your local Chamber of Commerce for names of local business owners that may be willing to speak with you regarding your wholesaling concerns. You can also contact SCORE, a non-profit business advising organization (and it’s counterpart in the UK), or a networking group created specifically for this purpose.
If you are a loan officer or mortgage broker on the market for mortgage leads, you will have a few different varieties to choose from. For starters, your budget is the most important thing to consider. If you are on a limited budget, you will need to take a look at the lead companies that allow for low minimum deposits to get you started. In the mortgage lead industry, a low minimum deposit is considered to be around $100.00. The two most common leads out there are known as exclusive and non exclusive leads. Exclusive leads are sold only one time. The lead will go to you and to you only. Non exclusive leads are sold up to five times on average by mortgage lead companies. So if you are going to buy your lead’s non exclusively, be prepared to compete with other loan officers. One of the most popular methods of buying mortgage leads is to cherry pick your leads. Cherry picking your leads allows for you to look at the lead before you purchase it. Real time leads are another popular type of lead to buy. Real time leads are delivered via a streamline process to your e-mail box. It works like this . . . You open up an account with a real time lead company and set up a filter specific to the type of lead you are looking for. Lead type, ltv, loan amount, credit rating, specific state, etc. Once a lead comes in matching your filter scenario, it is delivered to you via e-mail. The lead arrives in your e-mail box literally seconds after the customer submits their on-line application. The benefit to buying real time leads is that you can count on the quality because the lead is fresh. Try to steer clear of recycled leads, or what is better known in the mortgage industry among loan officers as junk leads. These leads are bought and sold from one lead company to the next, than sold to loan officers at a profit. The chances of turning a junk lead into a loan are slim to none, so stay away from these types of leads. Perhaps the best way for you to determine the best lead company for you is to do your research. Speak with someone in customer service and ask a lot of specific questions. If you are not happy with the customer service or the answers you get to your questions, than more than likely you won’t like the leads.
Mortgage Leads, Choosing the Best Option When it comes to buying mortgage leads, there are many good companies out there for you to research, and many avenues to travel down when considering which lead type will work best for you. While working as a loan officer, I dealt with my fair share of mortgage lead companies. Along the way, I bought my leads in bulk, I bought them fresh, and I bought them with a live transfer. Researching lead companies is an important aspect when deciding to invest in one, but lets be honest with each other, we really don’t know what we are getting until we begin to purchase them. When I would purchase my leads in bulk, I would take $100.00 of my hard earned money, find what I believed to be the best cherry-picking site out there, and by about fifty leads at $2.00 each. Now I know that you get what you pay for, and my goal was to close two at the most, and at the very least, one. Over the years this approach would occasionally pay off, but I had the feeling of working harder, and not smarter. The next approach I took a shot at was the purchase of “real time leads,” or “fresh leads.” I would take that same hard earned $100.00 and receive approximately three to five fresh leads consisting of purchase leads and refinance. These leads I did not cherry pick, I would set up a filter before hand. The filter would be specific to state, type of loan, credit, ltv, loan amount. Etc. When a lead came in and matched my filter, it would be stream lined directly to my e-mail account, and it would be roughly ten minutes old. I had a lot of success with these leads, but continued to keep all of my options open. The other type of lead I decided to take a shot at was the live transfer lead. I believed this to be a wonderful concept, and a very efficient way of obtaining leads and increasing my applications. I basically sat at my desk and waited for the lead company to transfer customers to me by way of the telephone. Sometimes this worked and sometimes it didn’t. The problem was, there was no guarantee that I was going to answer the phone. I worked in an office with ten other loan officers, if I stepped away from my desk, they would end up in my voice mailbox, or if the phone went unanswered, the potential customer would hang up. It is pointless to go into further detail, I think you get the picture, the live transfer at times could be a mess. Again, I felt as though I was working harder and not smarter. Before investing with mortgage lead companies, make sure you do your home work thoroughly. Read the companies “terms of service,” find out what their return policy is, call and speak with a representative, ask about a free trial. Does it consist of a free lead or some type of credit toward your first deposit? If they are confident in the quality of their leads, than they should not have a problem accommodating you. I have had, and know loan officers who have had success with all of the above mentioned lead type scenarios. Some may work for you and some may not. But remember, if you find yourself working too hard to make the lead work for you, consider a different type of lead!
If you are a mortgage broker or loan officer and you are actively buying mortgage leads, or you are considering buying mortgage leads, here are a few tips on how to get your customers attention. Most lead companies will sell their leads up to five times, so you can pretty much count on competition from other loan officers. When calling your prospect for the first time, be sure you are armed with the knowledge of some products you believe would benefit your prospect based on the info you received on the lead. If a customer tells you they are no longer interested, most likely it is because they are working with another loan officer. So, if you have done your homework, you will be able to say something to the effect of “oh, I’m sorry to hear that Mrs. Jones, I have some really great products and rates, I’m sure would have benefitted your needs.” I guarantee that your customer will once again be interested, and more than willing to listen to what you have to offer. Also, if you have to leave a message, don’t just leave your name, number, and the company you work for. Let them know that you have products and rates that you know they will be interested in. This will highly increase the chances of your customer calling you back. One more thing, if you want to wipe out your competition all together, you may want to consider buying leads exclusively.
If you are a loan officer or a mortgage broker, and you are currently using a mortgage lead provider, or you are considering investing with one, one of the most important things you should take into consideration, is the closure ratio. If you are closing anywhere from 5% to 12% of the leads you purchase, than you are doing very well according to the industry’s standard. Here are a few helpful hints to increase your closure ratio. Keep in mind that a lead provider does just that, they provide leads. It is entirely up to you to make the sale. Just because you were provided with a fresh lead doesn’t mean you don’t have to work to close the deal. Most lead companies will sell their leads up to five times, so you are competing with other loan officers. So, if you come across an objection over the telephone such as “I am no longer interested,” it is most likely because they are dealing with somebody else at that point. Here is something you can counter with . . . Oh, that’s to bad, after looking at your on-line profile, I was able to fit you into a really nice mortgage program with one of our lenders. I can just about guarantee this will get their attention. If this approach does not work, e-mail them with some attractive programs that you offer, or mail them out a flyer with a list of your products. Whatever you do, do not give up after the first objection. Remember, home buyers, and people refinancing their existing homes are very apprehensive, they are embarking on perhaps the largest financial transaction they have ever made, so put yourself in their shoes. So, the friendlier you come off, and the more knowledgeable you sound, the better your chances of making the sale. If you fail to have someone answer the telephone, and you have to leave a message, make sure the message is short, friendly, and informative. Ask them to call back at their convenience to discuss a great product you know they will be interested in. Remember. It is all in the approach and the inflection in your voice. The lead provider can provide the lead, but you have to work to get the sale. Best of luck with your leads.