Bliss Sawyer

My posting last Monday talked about gathering testimonials. Now I want you show you how to take those testimonials and utilize them in your business. Here are a few ideas to get you started:

Testimonials, in their most basic sense, are others selling you and your services. A third party recommendation of your work can be a powerful marketing tool. Someone had a positive experience with you and in turn, has the ability to influence potential clients. If utilized effectively, you can't get a less expensive, more persuasive marketing strategy.

I've lived (and originated loans) in three states over the last 10 years and an interesting thing happen one day. I got a call on my home phone from an old client. This was a client I had helped a numbers of years earlier, in another state.

Have you ever had a situation where a friend, neighbor or family member got their mortgage from another lender? They like and respect you, but someone else asked for their business and got it. Sometimes we don't take the vital step of asking, simply because we can't think of an appropriate way to phrase the question.

If your pipeline isn’t full, don’t blame the market. I see many loan officers that get caught up in the "Ain't it Awful Club" and more often than not, their production reflects a (hopefully, temporary) lack of motivation and passion.

One of the best ways to improve your reputation with Realtors is to add value "behind the scenes." Basically, this means that you go above and beyond getting the loan done. You find ways to help their business or make their job easier. It's even better if you give this type of value in ways that are not expected.

There is great value in following up with borrowers and Realtors to find out how they felt about their experience with you and your company. Knowing what you have done right and getting the opportunity to fix what may have gone wrong is priceless.

I talk and write (a lot) about Realtor marketing and as you know, there are countless ways to spend your marketing time and dollars. Today, I want to point out what I consider to be the top three elements of a successful loan originator in relationship to Realtor marketing. These will help you build a strong referral-based business so your phone is consistently ringing with new clients. And isn’t that what we all want?