Top of Mind Networks

Using Surveys in Your Mortgage CRM Approach

July 13, 2009 by · Leave a Comment

CRM in and of itself is not a complicated concept.  We deepen relationships with our clients and sphere of influence over time, identifying selling opportunities in the process. Ask any sales trainer and they’ll tell you that the key to closing the deal is listening more than you’re talking.  The same tenets hold true in […]

Stop Wasting Money On Your Closing Gifts

May 14, 2009 by · Leave a Comment

On the surface, big expensive closing gifts seem like a great idea.  After all, what an exciting time it is to be closing on a client’s dream home.  Certainly, you’ve knocked ’em out with impeccable service.  All that’s left is the cherry on top. So you show up with a big basket of fine cheeses, wines, […]

What the Heck is CRM Anyway?

April 26, 2009 by · Leave a Comment

Nowadays, people throw the “CRM” acronym around in extremely general terms.  That’s good news, because it means mortgage professionals are beginning to realize how critical a function CRM is.  This article intends to differentiate between CRM (Customer Relationship Management) and what we at Top of Mind call “Contact Management”. What is CRM? I think Wikipedia […]

Webinar – Where's the ROI in Mortgage Blogging?

April 7, 2009 by · Leave a Comment

Most mortgage pro’s are skeptical about blogging.  It looks like a waste of time on the surface. Here’s the straight dope folks – it’s a completely new world and you’re either ahead of the curve or you’re being left in the dust. Mortgage prospects are doing their homework online. You need to be found. More […]

A Mortgage CRM Tip from the Deep South

March 31, 2009 by · Leave a Comment

I have a good buddy that lives in LA. Lower Alabama, that is.  Yeah, he’s a good ole’ boy we call Bubba Blankenship. Bubba’s always quick with a joke. One time he and his family were looking at homes. I asked what was most important to him. He said there were two attributes he wanted […]

If You're Not a Resource, You're Just Another Salesperson…

March 21, 2009 by · Leave a Comment

Words to live by spoken by my great friend Frank I. in a “real life” commercial for the Wall St. Journal. Though I love music, I used to listen to AM radio on my way into the office each morning to catch the business news on 1010 WINS. I almost drove off the road the first […]

Webinar Replay: Brian Brady on Facebook and Social Networking

February 24, 2009 by · 1 Comment

Wow.  I’ll echo what you’ve all been telling me since Friday. Brian Brady is “the man”.  Talk about a guy willing to give while asking for nothing in return?  For the 190 of you who attended the live webinar, thank you for your participation and glowing feedback.  For those who were unable to attend the […]

Using Permission Marketing in your Mortgage CRM

January 23, 2009 by · Leave a Comment

Your CRM efforts should always bolster two top-line objectives: Facilitation of Repeat Business Facilitation of Referral Business Here’s an execution strategy you can implement tomorrow, followed by a brief ROI analysis. Give a Free Credit Report 1x/year, Complete with FICO Score Analysis Execution:  Send a letter to your sphere of influence DB promoting a Free Credit […]

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