DATES AND TIMES:
Every week for 8 weeks on Wednesdays, beginning July 28th, 2010
TIMES
3:00 PM to 4:00 PM Eastern Time
2:00 PM to 3:00 PM Central Time
1:00 PM to 2:00 PM Mountain Time
12:00 PM to 1:00 PM Pacific Time
Once registered you will receive a confirmation email with your initial packet of mcourse materials, and the information you will need to join the Group Coaching Sessions.
"How to Get & Close More Mortgage Leads" will focus on generating and closing purchase market leads. (You can apply the principles you will learn in this course to any market, including refinances and reverse mortgages.)
What you'll get from the 8 weeks of Group Coaching:
How to Get & Close More Mortgage Leads
You'll learn how to apply five key marketing principles to any situation:
The Offer (what do you offer your prospects that they want badly enough to volunteer their contact information?)Targeting (who are your best prospects and how do you reach them?)
Your Unique Selling Proposition
Distribution Tools (how you get your offer in front of the prospects you are targeting)
Call to Action (not just what you want them to do, but how to get them to do it)
Reality Check: Don’t Kid Yourself – This is a Tough Market
Quality lead generation has become more difficult for several reasons, not the least of which is the simple fact that fewer people today are confident about the idea of buying a home.
Many originators make the mistake of asking their prospects for far more of a commitment than they are willing to make. The result: they ignore you, reject you, or put you off.
Another common mistake is to offer prospects things that the prospects themselves consider to have very little value. For example if someone doubts whether it is a good idea to buy a home in today's market, it is pretty unlikely that they will be motivated to give you their name, phone number, and/or e-mail address in order to find out how much home they could qualify to buy.
They're also not going to be terribly interested in obtaining a list of things they would need to bring to their loan application!
And of course, they really don't much care how good your rates are -- certainly not until they have decided for sure that they will be buying a home and therefore needing a loan.
However, there are questions that potential homebuyers are actually asking -- and they would actually be willing to provide their name and e-mail address in exchange for getting answers those questions. What are the questions? Here are a few:
- What Are the Honest to Goodness Pros and Cons of Buying a Home in Today's Real Estate Market?
- What Should I Know about Buying a Foreclosed Property or a Short Sale?
- Should I Wait for the Market to Improve before Buying a Home?
- How Can I Compete with Cash Buyers?
- If I'm Buying My First Home How Do I Do It the Right Way?
- Is There an Effective Strategy That I Can Use to Sell My Current Home and Buy a New One in Today's Market?
If you have spent much time actually talking to very many potential buyers who are on the fence about buying -- and let's face it, most buyers are at least somewhat on the fence about buying today -- then you already know that these are the kinds of questions that are actually on their minds.
So why are you still offering these people the same old stale information you were offering six or seven years ago? And is it any surprise that you're not finding very many takers?
The good news is that if you register for this new 8-week course, you will be receiving all 6 of the reports I listed above. These reports are brand-new, and no one in the country has them yet. You will be the first to have this information to offer to your prospects. Each of these reports will eventually be for sale on my website at a cost of $49.95 each -- but not until this eight week course is over. That means, if you don't take the course now, you won't be able to get these reports until the end of September(unless you are already an active weekly coaching client). And if you do wait until September to get these Special Reports, the total cost for all six reports will be $300, which is $100 more than you would have paid for the entire 8-week course (Which includes a lot more than just the reports).
Converting Leads into Loans
In a hot market, where there are plenty of buyers and they are all highly motivated to buy homes, loan originators have few problems getting and closing enough loans to make a living. You get a call from a Realtor, or a buyer who has been referred by the Realtor, and they have bought a house and they need to get financing. You schedule a loan application, they come in with their paperwork, and you're off to the races.
However, in a market like the one we're in today, potential buyers are much more ambivalent about the wisdom, the safety, and the practicality of buying a home. As a result, it is much harder for a loan officer to establish enough rapport in an initial conversation. And that means that the loan officer will need to follow up over a period of time in order to develop a relationship with the prospect and nurture that relationship until the prospect is ready to buy. This requires two things that most loan officers don't have:
- A system of organization which allows them to follow up with multiple leads all at different stages in their process, and
- A sufficiently large repertoire of relatively intelligent and interesting things to say to your prospects once you've given them your initial "song and dance".
To solve this problem, I'll show you a surprisingly simple 7-step process for converting leads into committed clients, including a new drip e-mail campaign that establishes you as a knowledgeable expert on buying a home, and on your local real estate market.
And I will show you how even the most organizationally-challenged loan officer can set this system up and manage it efficiently. Having such a process in place isn't just helpful -- it is absolutely necessary to convert purchase leads in today's market.
When your prospects have become more comfortable with your knowledge, experience, ethics, and your commitment to their financial well-being, it is time to encourage them to move to the next level -- a personal consultation with you, either on the phone (in a teleconference where you can show them a presentation), or in person. Participants in the 8-week How to Get & Close More Mortgage Leads course will receive a scripted interview that you will be able to use to get your prospects enthusiastically ready to meet with you.
You will also receive a PowerPoint Strategy Session™presentation that you can easily personalize -- a presentation that takes them through all of their remaining questions about whether now is the time for them to buy a home, and which also incorporates a loan application so that you can begin the process of getting them preapproved. Here is what one of my coaching clients recently wrote me about this Strategy Session presentation:
“The presentations that you have developed with/for me are better than anything I have used in the past. The clients? Fughedabowdit (that’s Brooklyn tawk by the way) – they are so engrossed in learning about what they care about – buying a home – that fees, rates, etc. are nothing more than an afterthought – if they ever come up at all!”
Another client wrote me after she had been using my Strategy Session presentation for a few months, to say:
“At the risk of jinxing myself I just had to tell you I have 7 yes that's 7 purchase loans in house!!!!!!! Thanks, I owe a lot of this to you!”
She also sent the following testimonial, that one of her clients had posted on a social networking site:
Dear Laura,
I've written this recommendation of your work to share with other LinkedIn users. I hope it helps you keep the telephone ringing! We love Grace House more and more as we go through the process of making it our own. Thank you for keeping me from becoming discouraged. This truly was "the one", and it was worth waiting for!
When I was looking for a home, I brought Laura in as my financial advisor for the transaction. Not only was she a highly skilled and well recommended lending consultant, but she hooked me up with a website that helped me narrow the listings to ones that met my specific criteria of what I was looking for in a home. This automatically eliminated the hundreds of homes that did not meet my criteria so I could focus on the 10 or so new homes every two weeks that would meet my needs. She also gave me free up-front training that proved invaluable in negotiating the purchase of the home I bought. I learned when to counter offer and when to walk away. Laura probably saved me thousands of dollars on the price of the home I bought.
She also helped me keep on track with my original goals and priorities in my ideal home. It is so easy to get off track and forget what was most important to you when you see a pretty home or one that has a lot of extras that are not on your original check list. Laura kept me focused on finding the home that met specific priorities within my price range.
When I finally found the home I wanted, Laura helped me hit a home run by producing an interest rate that I paid a few points for, but for a little over $2,000 now, she saved me tens of thousands of dollars over the life of my loan. I would recommend Laura to anyone who needs to finance or refinance a home.
Michelle Grace
How to Get Leads (and Business) from Realtors (The Change that Has Changed Everything)
Real estate agents have always been an important part of mortgage originators’ strategy for the purchase market, and they continue to be very important today.
The difference is that in the past, Realtors have tended to treat loan officers as, at best, junior partners in the transaction -- and at worst, as mere Vendors. And in recent years it has become increasingly difficult for LOs to get an opportunity to even present their case to a real estate agent. But given the state of the real estate market across the country today, that attitude has undergone a 180° change. Realtors are hurting so badly today that they are much more willing to listen to creative ideas from mortgage professionals about how to generate more and better leads, and how to sell more homes.
The "How to Get & Close More Mortgage Leads" course will cover strategies for developing productive and profitable relationships with real estate agents, and you will receive a realtor presentation which has been developed and continuously improved over the last 10 years. Here is what one of my clients had to say about how this Realtor presentation worked for him:
“I just wanted to take a minute and tell you how the presentations that you helped me design are working. (Pause while author adjusts his salesman cap 
). I have been doing realtor and client presentations for most of my 15+ year career and I have to tell you that the presentations that you have developed with/for me are a million times better than anything I have used in the past. When I am done with the Realtors – they are asking ME if they can work with me – talk about switching the roles around, huh?”
Distribution Tools: Effective (and Inexpensive) Ways to Get Your Offer in Front of the Right People
Once you're in a position where you have:
- something to offer that your prospects actually want, and
- you're clear about the people you are trying to target, and
- you understand what is motivating them as well as what is holding them back, and
- you have in place and ready to go an actual selling strategy -- as opposed to wishful thinking based on your old habits of selling that may have worked in days gone by but no longer work in the world today --
Once you have all of that put together, then it's time to turn your attention to the tools and methods you will use to get your "offer they can't refuse" in front of the right people.
I have identified 14 Distribution Tools that I will be teaching you to use during the course. I have chosen these tools because, for the most part:
- they are readily available,
- You probably already have access to them,
- most are relatively inexpensive, and
- they are ideal for the kinds of offers and the sales strategies you'll be learning in this course.
At $200, This 8-Week Course Is the Best Value You’ll See All Year. And the Deadline to Register is Midnight on Tuesday, July 27th .
You’ll receive recordings and copies of every session (along with all of the supporting materials), so if you have to miss a live session, you can watch it later at your convenience. And if you’re not completely satisfied at the end of the 8-week course, just email me and I will refund your tuition with no questions asked.To register, click here: