What if you had a real, honest to goodness reason to join (attend) networking groups?
I know, I know. Networking can be fun. It can also be a pain in the butt. It cuts into family activities. You have time constraints. The same people show up. You get very little in the way of leads and a lot of promises to call you for coffee.
But wait, what if you could be the person who helps them promote their products and services to your clients, with discount coupons.
Creating added value for clients is huge when it comes to setting yourself apart from your competitors. Below are some step-by-step tips on how to create your own discount coupons, from local companies, (kind of like your own Valpak) to closed-loan and past clients.
I’m sure you’ve received a Valpak in the mail. Big, national companies pay Valpak thousands of dollars for the privilege of including their discount coupons in an envelope (along with 100 other companies).
Taking this same concept, but scaling to the local level, you can create your own mortgage client discount coupons, by getting your networking pals to agree to offer discounts to your closed-loan clients.
Virtually any product or service will work: the local florist, carpet cleaner, coffee shop, restaurants, tax prep office, grocery store, chiropractor—just to name a few.
Discount Coupon Prep Tips:
1. Have each company create and print its own coupons
2. Require that they be a uniform size (like 3-1/2 inches by 8 inches) so they fit in a regular envelope
3. Your name and company name be including on the coupon (so they know the customer came from you)
4. Make sure the discount is unique and for your mortgage company only (and not something they offer to everyone or one of your competitors)
Discount Coupon Mailing Tips:
1. Envelope size should be at least 4 inches by 9 inches (or larger)
2. Use a envelope with a unique color (you can find some at Wal-Mart)
3. Create a cover letter, thanking the recipient for his and/or her business, why you are sending the discount coupons, and then list each company and the discount they are offering
4. Handwrite the address on the envelope
5. Use postage stamps
Now back to your networking group.
Let everyone know who will be providing coupons and how you are going to use them (closed loans, pre-apps, past clients, your real estate agents and affinity partners). You could also use the coupons for a Corporate Benefits Program. Show them a copy of the sample cover letter you plan to use.
Give participants the option of updating their coupons/discounts on a regular basis. Ask them to report back to you when one of your clients uses the coupon.
One last thought—each member of your network could provide discount coupons to their own customers. This gives you the opportunity to provide something of value—like a free amortization table to their customers.
Karen Deis is president of
