Getting Your Name Out - Plaza Home Mortgage [PDF]

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Getting Your Name Out

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LIVE ONLINE PARTICIPANT GUIDE © 2014 Essent Guaranty, Inc. All Rights Reserved.

Getting Your Name Out Participant Manual

Getting your name out Module Objectives Given the appropriate time allocation and research tools, participants will be able to:

• Identify ways to market themselves • Think about what activities will generate the highest potential return • Define and apply tips for Multi effect marketing • Identify who will be most impacted by Direct mail marketing • Implement strategies for networking • Identify ways to build internal relationships

Marketing yourself To create an impact, people must be exposed to your message over and over and over. The average audience needs to see you four

times before they will

take notice.

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© 2014 Essent Guaranty, Inc. All Rights Reserved.


There are

two ways a business can grow…

1. You can ___________ for your reputation to spread.

2. You can ___________ your reputation to spread.

Market yourself on many levels •

Some people want to ________ you.

•

Some people want to ________ from you.

•

Some people want to ________ about you.

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What have you done? Rate yourself on a scale from 1-5 on the activities listed below. Write in any activities not listed. (1 = Lowest ; 5 = Highest) Regular calling schedule

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5

Cold call new accounts

1

2

3

4

5

Conduct Realtor/Builder sales meetings/training seminars

1

2

3

4

5

Attend Realtor/Builder meetings

1

2

3

4

5

Sit on board committees

1

2

3

4

5

Participate in board activities

1

2

3

4

5

Attend Realtor open houses

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2

3

4

5

Attend Realtor/Builder conventions

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2

3

4

5

Informative handouts

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2

3

4

5

Self-promotion materials with your face on it

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2

3

4

5

Send newsletters/e-mail newsletters

1

4

5

Send thank you notes/ letters/faxes

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2

3

4

5

Provide regular updates on loan testimonials

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2

3

4

5

Provide regular updates on loan referrals

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Train new Realtors

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3

4

5

Advertising/ commercials

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2

3

4

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Talk to the For Sale by Owner market

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Use marketing materials

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Give referrals

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5

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Where is my highest potential return? Highest potential return:

What I need to do or improve upon:

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Materials you should leverage What materials are you or should you leverage for the following customers?

Infrequent Clients

Heavy Hitters

Super Star Rookies

Niche Agent

Listing Agents

For Sale by Owner market


Consider the following ways to contact your business partners and deliver your messages.

Face to face

Telephone

Presentations

Group Meetings

E-mail/Text

Attending Events

Training Other materials you should leverage Multiple effect marketing is when you do something that is marketing oriented that, when you do it, it has impact on more than one person at a time. You could:

• Send an approval email to the listing agent and selling agent • Send a congratulations email to the agent on a closed transaction • Send a wanted flyer

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Networking As you have seen thus far, the key to all these areas are preparation. Networking is no different. You need to know where to go, schedule the time, and be ready to sell yourself.

Principles of Networking •

To get known by those who count

•

To get more prospects

•

To make more contacts

•

To make more sales

•

To build relationships

•

To build your reputation (and be seen and known as consistent)

Tools you need: •

30–second commercial

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Willingness to dedicate the time

•

A plan of where and when

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Where do I go?

Where ever your customers go.

The Average person knows 250 People!

Does everyone in your center

of influence

Where do your customers go?

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know what you do?


Techniques for successful networking: 1. Stand by the entrance. 2. Spend 75% of your time with people you don't know. 3. Spend 25% of your time building existing relationships. 4. Ask the other person what they do before you start talking in depth about what you do. 5. Choice between establishing rapport (finding common interests), and an opportunity to arouse interest in your product/service. 6. Establish some common ground besides business. 7. Offer your card first, or give a reason you need the card (give me your card and I’ll mail you some information). 8. Write all pertinent information on the back of the prospect’s card immediately.

10. After you have established the contact, got the business card, established rapport, and confirmed your next action (mail, call, and appointment), move on.

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How much time should I schedule? Rule of thumb: Have a plan that includes _________________a week.

Creating your 30 second commercial This needs to be well thought out and rehearsed before you even go out the door to begin the networking adventure.

Take a few minutes to develop your own commercial.

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Building Internal Relationships

Why is it important to build your internal relationships?

What are ways to build internal relationships?

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