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Dial Out to Bring Business In

 

 

When I tell people, “Dial Out to Bring Business In”, I am often asked, “Are you serious?”

 

And the answer is simple….if you are not on the phone already and you are in your office, you need to pick up the phone and talk to SOMEONE!!!! So in short, YES!!!

 

–The Challenge–

 

Take 1 hour per day and call current and prospective referral partners. If you don’t, someone else will!  The calls should genarally be between 8:30-9:30.  Most people are more energetic in the morning and the daily fires have not blown up yet.

 

You should be able to do a minimum of 8 per hour if done properly.  That leaves 7.5 minutes per call which really is a LONG time to talk.  That little hour means you can/should talk to 40 referal partners per week.  

 

–THE CALL–

 

 

Hi _(referral partner name)_, this is Derek from Territorial Mortgage do you have a minute for business? (ask this so as not to interrupt their schedule…they may have clients. Also this will intrigue them.)

 

Great, I’m actually prospecting and wanted to follow up with you to see if you have any clients or transactions you may need help with or anyone you know that may need a second opinion.  (You have now been completely honest. You are calling for business and if you are honest ABOUT your business my estimate is your service can IMPROVE their business.)

 

—let them respond with Yes/No/maybe….

 

If yes, take it from there, if NO then…(Drop a value add here such as)

 

–THE VALUE ADD–

 Great, I have some flyers for the new $8000 FTHB tax credit. If you have any questions just let me know and I will be happy to answer them for you and your clients. I will drop them off by _(be specific so you can BEAT the expectation)_.

  

–SETTING EXPECTATIONS–

Would it be ok if I followed up with you in about a month?  (Why a month? My guess is if you REALLY look at your potential partners you can come up with a list of 150-200.  It will take you a month to get back around to the first call.)

 

–THE CLOSE–

 

_(insert partner name)_, is there anything else i can help YOU with right now.

You ask this to show that you care, but also they may have other questions and you open the door to THEIR conversation.

Then end with.

 

Thanks (insert partner name), have a great day!

 

THIS STUFF WORKS!!!!!

 

Now, should you get their VM I leave the following message.

 

Hi (insert name), this is Derek from Territorial Mortgage.  I was calling with a business question.  Please give me a call when you have a moment. 

 

That will get their curiosity up but not give away your intent. 

 

There are the two forms I use to track my calls, both are easy spreadsheets.  Feel free to drop me an email and I will be happy to share.

 

The old saying, “build it and they will come” should be “CALL AND THEY WILL ANSWER!”

 

To your success!

May 27, 2009 by · Leave a Comment

About Derek

Derek is the Branch Manager and Sr. Loan Officer for Academy Mortgage in Yuma, Arizona. Derek is NMLS Licensed (#180899) and has over 12 years experience of government lending, both on the mortgage broker and banker sides of the business. His passions are: helping first time home buyers as well as those who may need credit counseling. He resides in Yuma, AZ with wife Sheri and three wonderful sons.

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  1. Mark Green says:

    Welcome aboard Derek!

    I love the plan, and concur that one couldn’t fail if they commit to making these calls every day – consistently. I’m curious to hear about your rationale behind the voicemail message.

    When you get a live prospect on the line, you’re approach is to be 100% transparent and direct, which I LOVE.

    With your voicemail approach, it seems you’re a little bit in the grey area (although you are definitely stating that you’re a mortgage professional). Obviously, we don’t want to be “yet another sales call”. Have you ever tried going straight into your “value add” when leaving a voice mail?

    Thanks for sharing, and to be completely honest, this is an area I could always use more guidance and help in. I have gotten away from “cold calling” over the years.

    Finally, I have a system where I’m able to send a follow up email after every phone touch (using my ACT system). Maybe we can demo this sometime here on the Top of Mind Blog?

    Awesome first post man.

  2. Mark,

    I would love to compare ACT system notes.

    My thought behind the VM is this, no one else is calling anyway so keep you name out there. If you say “I’m calling with a business question,” you leave the door wide open as you may be calling to see if they already have/know about your value add and also leave the door open for your business question.

    I want to give them enough information to call me but not enough info to say no before we talk.

    IMPORTANT NOTES

    You must not look or feel needy. You must be a giver of value, education and business building ideas. I personally call to help my current and prospective partners. Yes I ask if they need any help with current clients but that is the result of knowing my team and my service will help and increase their business. It is not about me, it is about the results I can provide for the end client and the partners business.

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