9 FREE WAYS TO GROW YOUR ORIGINATIONS AND PROFITS

Ron Vaimberg International, Ltd. Growing Your Profits

520 White Plains Road, Suite 500

Tarrytown, NY 10591

Phone: 866-824-6237

www.ronvaimberg.com

There are a number of methods that you can use to grow your originations and profits. Many of

these methods are already in use but they are never used as part of a marketing system so they

are not used consistently. When you begin using any strategy for marketing as part of a

system, then it becomes a positive source for the growth of your business.

Most loan officers and mortgage brokers have methods of marketing; however, most do not pay

close attention to the results and frequency of implementation. The key to remember is that

when something is part of a system, then it is repetitive therefore multiplying the effectiveness

and guaranteeing significantly better results.

The best way to use this guide is to make sure that you answer the questions that are part of

each concept. The goal of you answering the questions is simple. If you take the time to

answer the question, even if it is just in your head, you will take yourself to a higher level of

awareness of how you are working in your business.

MARKETING WEAPONS

1. Business Cards – Your business card should contain your picture. Your business card

must be distributed to everyone you meet. The goal of giving your card to everyone is

placing you in the subconscious mind of everyone you meet. Q: Do you give your card

to everyone you meet or just people that ask you about mortgage financing?

2. Ask For Referrals – Everyone you develop rapport with both inside and outside the

mortgage arena should know not only are you in the mortgage business, but that you

would appreciate them referring people to you if the chance arises. Q: How many

people know you are in the mortgage business versus knowing that you would

appreciate referrals?

3. Have a Clearly Defined Message – Make sure that everything you do has a message

about who you are and/or what you do. For example.. “Turning Renters into Buyers

Everyday”. Q: What is your message? (That you do mortgage financing or that you

are a specialist in something? Remember, you can specialize in more than one area)

4. Voice Mail Marketing – Make sure your voice mail has special marketing statements. It

is very important to place some type of reminder for the listener to ask you about

something specific about you or your products. An example of a voice mail marketing

system is at the end of your greeting, you ad the statement “Don’t forget to ask me

about….!” Q: How do I get people to ask me about my competitive advantage?

5. E-mail Marketing – This is very similar to voice mail marketing. Every e-mail you send

must have as part of your signature, a special offer or once again a question for the

recipients to inquire about once they speak with you. Q: What does your e-mail

signature look like?

6. Testimonials – It is a must for you to get testimonials from your clients and referral

sources. Every mail piece you send either electronically or through the postal service

should contain a customer quote. These quotes give customers sub-conscious

references to your services and the quality of them. Q: How many testimonials do you

have and are they from different types of sources so you can attach them to the

appropriate marketing piece?

7. Bulletin Boards – One of the best ways to attract first time buyers is to have a flyer

hanging above the real estate books that you often see on the way out of supermarkets.

Create a flyer that would get 1st time buyers interested to call you when they are picking

up the real estate publication. Q: What type of flyer would attract a first time buyer?

(Something related to low money needed is usually a great attraction strategy)

8. Community Involvement – Get involved with your community and increase your

exposure. Individuals that participate in community activities tend to be compelled to

want to help other members of the activity because of the common bond that is shared.

Q: What organization could you join that would surround you with the type of

people that either could use your services or refer you to people that could benefit

from your services while simultaneously giving something valuable back to your

community?

9. Accessibility – Make sure you are easily reachable. Make clear to your clients the best

way to reach you along with the best times to reach you. Add on your voice mail

message specific times that you will be returning phone calls so clients know when to

expect to hear back from you. Provide clients an emergency number to reach you,

however advise them that it is only to be used for emergencies and that you will always

return their messages that they leave on your voice mail. When you return clients

messages when you say you will, your credibility grows and so do the quality of your

referrals. Q: How much time do you need to answer your messages and when

would be the best time of the day to answer your messages and return client calls?