So Wait – this stuff actually works?????
Ok, so I’ve been working on my goals for 2010 and have started implementing some of the easy, low hanging fruit.
First off, per Mark Madsen’s suggestion I have upped my social networking presence. I think I answered one post on Zillow and 2 weeks ago a client popped up that told me he had stopped looking for a home over 1.5 years ago. Turns out he started looking again, was approved by 2 other mortgage companies but saw my post on Zillow and sent me a contact from there. Long story short – we’re closing his loan next week!
Now, the flip side of that story is “Shame on me!!!”. Shame on me for not having an automated program to keep in touch with folks like this potential buyer. I’m lucky that he remembered me (I’d like to think it’s all of the value and education I provided but let’s face it- I’m lucky he found me).
That feeds into one of my other easy goals for the year: Getting some automated marketing out to my existing and past clients and more for my referral partners. I had to be honest – I was AWFUL at this. Again, I was lucky that my clients really feel strongly about me because I do get a lot of referrals from past clients but how many opportunities did I miss because I didn’t have an easy, automated program in place.
So yesterday I powered through and started with an easy exercise. I entered my database of closed loans from this year into Platinum Plus (I actually figured out how to do that on my own – it was pretty easy!).
On the very evening that the initial ‘Thank You’ and ‘here’s the info you should expect over the coming months’ email that went out I had 3 responses from clients with ‘Thank you’ emails of their own. That may not seem like a big deal to all of you but this is something that I’ve been trying to do for years and the elation of getting it done and seeing instant results was great. Maybe it’s just me.
Now, the reality is that 4 people on my list were already being emailed by other Platinum Plus members. While I was very excited to get the program started I was also more than a bit upset that some of my great clients and referral partners are already spoken for by someone else. I KNOW I missed a refi and boy am I ticked – I really did a lot to help this couple buy a home when their loan was declined elsewhere and they went with someone else for their refi. Grrr, well guess what? That was MY fault. You’re welcome to the LO that got that deal – I really rolled the red carpet out for you on that one by not keeping in better touch with them and you deserve it. Lesson learned.
Leave it to me to identify the pain in this situation when there are so many positive takeaways. That’s just my process. If I only look at the silver lining I know I won’t adapt and learn. The hard stuff is what motivates me so I tend to focus on that.
I’ve also started a letter campaign for every client. A 3 year program where I only need to set and forget it once. Mark Green’s tom.hdev1.com is a great place to set something like this up. Holiday cards were a simple click and the 3 year card program is the same. Done.
Will any of this replace the calls, the personal approach, etc.? Definitely not. But I only have so many hours in the day and this really helps leverage some additional contact that is paying dividends already. And guess what? I barely know what the heck I’m doing with this stuff. That’s how easy it is!
It took about a day of work that I needed to carve out so I did a lot of this while on conference calls and I’ve already gotten the responses to show for that work – I love instant gratification
So if you are putting things like this off my suggest is – DON’T. It’s very little effort, money and time but should yield some great results.
Thanks again to the Marks and Mr. Egeberg for reminding us about our BHAGS (Big Hairy Audacious GoalS)!!!
Now go get some easy, effective work done – and start with the low hanging fruit!