Another Fact-Filled, Lead Generating,
Time Saving, Money Producing
Marketing Tip From Reed Hoisington

"Seven Idiot-Proof Mortgage Marketing Strategies That Will Skyrocket Your Sales And Profits..."

Idiot Proof Strategy #1

Create A Marketing Parthenon

We are experiencing some of the most turbulent times in history. The Stock Market is a roller-coaster ride. The Internet has created a whole new economy. And, this is just the beginning...

There are literally thousands of different marketing strategies you could be using to grow your mortgage business but only a few that you need to do consistently that will allow you to make all the money you desire.

As the famous football coach, Vince Lombardi once said...

You Have To Be Brilliant At The Basics

For those of you who don't know what a "Marketing Parthenon" is, let me explain...

A Marketing Parthenon means having multiple different sources of revenue and lead generation instead of relying on just one.

For example, let's say your primary method for generating new business is through direct mail.

What happens if, for whatever reason (like Anthrax), your postcards, fliers, or FREE Reports stop working tomorrow? How will that impact your business?

Now imagine you also generate leads through fax and voice broadcast, the internet, space advertising, referrals, word of mouth, joint ventures, etc.?

You have now successfully diversified your marketing like a good risk manager.

Can you imagine if you put your entire life savings in stocks and the market crashed and didn't come back for 6 years?

The same thing can happen to you if you don't diversify your mortgage business.

Start now by conservatively testing other methods of marketing so that if one method stops working, it won't put down your entire business. We recently created a home study course which is now being used by over 1,436 mortgage brokers to diversify their marketing efforts to generate a flow of motivated ready-to-act clients calling them. For more information CLICK HERE to register for our FREE report "How Any Mortgage Broker Can Add An Extra $5,000 - $25,000 Per Month To Their Existing Business With Absolutely No Cold-Call Prospecting."

Idiot-Proof Strategy #2

Consistency

This one seems so easy, yet so many people fail to be "consistent" in their marketing efforts.

For example, we get calls all the time saying things like "I just mailed 200 postcards, now what do I do?" The answer's pretty simple...

Fax 2500 More Next Week!

You can't do just one broadcast fax or mailing, run just one ad, do just one joint venture and expect blockbuster results.

Marketing doesn't work like that!

Create a marketing plan and a marketing budget for the year, and stick to it.

For example, maybe your plan calls for faxing 2,500 ads and mailing 200 postcards a week, developing and maintaining an internet website, running 2 small ads a week in local newspapers, and setting up one new realtor joint venture per month.

If that's your plan, you must stick to it.

Over a period of about 90 days, you will create momentum, and loan closings and profits will start to roll in.

And if, for some reason, one of your marketing methods stops working...

Change Your Approach!

Don't just give up on fax broadcasting, direct mail or advertising entirely - test a new ad or sales letter.

Whatever you do...

Be Consistent!

Idiot-Proof Strategy #3

Sequenced Mailings

This is probably the most important marketing strategy you could implement, yet very few mortgage marketers put systems into place to allow them to tap into the power of consistent sequenced mailings.

There was a famous marketing study done several years ago which determined that over 70% of all people who respond to an advertisement (or letter) will ultimately buy the product or service being offered.

Here's the interesting part...

Almost All Of Those People Will Purchase The Product Or Service From Someone Other Than The Original Advertiser!

Why do you think that is?

I'll tell you why...because people do business when THEY are ready not when YOU are ready to sell.

So what does all this mean to you?

It means that sending out one FREE Report to a lead is not enough.

When a lead calls your “Recorded Message Line” (800#) to get a FREE Report, all they are basically saying is that they are interested in buying what you have to offer (but NOT necessarily ready to buy yet).

"Yet" is the important word here. This means that at some point in time they will be ready to buy, and the company that gets the sale will be the one who stayed in front of them until they did become ready to buy.

Let me give you a personal example.

In my company, more than half of all my members sign up for our Fax Marketing lead generation Program  which teaches "How to eliminate Cold-Call Prospecting and instead get motivated ready-to-act clients calling you" after the first notice.

What would have happened had I not mailed a 2nd or Final Notice?

That's right, I'd have half as many members, and I'd be half as profitable.

Let me ask you a question, "Do you send 2nd Notices, Final Notices, and postcards to follow-up on leads?"

If not, you're costing yourself and your business a fortune!

Idiot-Proof Strategy #4

Monthly Newsletters

Do you send out monthly newsletters to your clients?

If no, why not?

Did you know it's far easier to re-sell an existing client than to sell to someone who doesn't know and trust you?

Did you also know that you lose 1/12 of the value of a client every 30 days you don't communicate with them?

So knowing these two facts, what's the easiest, most profitable way to maintain relationships and re-sell existing clients?

You guessed it...

A Monthly Newsletter!

But don't just send a monthly newsletter. Make sure you also enclose inserts about other products and services that you offer.

Heed this advice: Don't try to sell directly from the insert. Instead, offer your clients FREE reports on "How to Escape the Debt Rat Race"; or "How To Buy A House With No $ Down" or whatever.

Remember, you must re-market to your clients the same way you got them in the first place.

So if someone becomes a client after reading a FREE report, offer them more FREE reports on other things.

But whatever you do, make sure you keep in touch with your clients once a month!

Idiot-Proof Strategy #5

Create A Back-End For Your Business

Like I said earlier, it's far easier to re-sell an existing client.

It's also...

Far More Profitable!

Think about it...once you've spent the high upfront costs to acquire a new client, it's relatively inexpensive to send them a letter promoting another product or service.

For example, once you sell someone a service like a rate refinance which is one of the marketing strategies we discuss in our FREE Report "How Any Mortgage Broker Can Add An Extra $5,000 - $25,000 Per Month To Their Existing Business With No Cold-Calling," what other products or services do you think they would be interested in?

The list is endless. The sky is the limit.

Now it's up to you to either offer these services yourself, or set up Joint Ventures with other companies who already offer these services and split the profits.

Idiot-Proof Strategy #6

Testing

It always surprises me how few marketers actually "test."

For example, have you ever tested one price against another to see which price pulls the most sales leads?

I'll bet most of you haven't.

Well starting today, here's a brief list of the most important things to test:

1.     Headlines (in fax ads and sales letters)

2.     Price

3.     Guarantees

4.     Offers

5.     Mailing Lists

6.     Newspapers

And the list goes on. There are an endless number of variables you can test in your business.

Here's the exciting part: One "minor" change can have a major impact on your business.

For example, let's say you test charging a 3% fee instead of a 1% fee for your services and your sales remain exactly the same. Let's further assume you're selling approximately 200 new clients a year.

That triples the dollars per client multiplied by 200 clients or ...

That’s at least $100,000 Extra Dollars Per Year With No Extra Work On Your Part!

That's the power of testing. Put it to use in your mortgage business.

Idiot-Proof Strategy #7

Creating A Deluxe Version Of Your Service

Airlines have "First Class" tickets. Nightclubs have "VIP" rooms. Hotels have "Suites."

Are you starting to get the point?

Give your clients more than one option. Offer them the "No Frills" service for one price, and the "Premium" service for a higher price.

Add extra bells and whistles to the "Premium" service, and create a much higher "perceived value" and I GUARANTEE most of your clients will choose the "Premium" service.

You want to give your clients a "Yes" or "Yes" decision NOT a "Yes" or "No" decision.

So if you aren't already offering a Deluxe service, start doing it immediately!

If you would like more information on how to get qualified leads, sales and referrals for your business, CLICK HERE to get a copy of our FREE Report "How Any Mortgage Broker Can Add An Extra $5,000 - $25,000 Per Month To Their Existing Business With No Cold-Call Prospecting."

You are welcome to copy this page and post it on your web site or use it in your newsletters. The only requirements are:

1. You must copy the entire article and make no changes whatsoever.
2. You must include the signature file below at the bottom of my article.

For more FREE articles, tips, newsletters and expert opinions on how to get more qualified leads, sales, and referrals for your business, you can visit the RHPI website at http://www.ReedHoisington.com/

Or, you can sign up for Reed Hoisington’s FREE Magnetic Mortgage Marketing Tips Newsletter which contains dozens of proprietary marketing secrets and strategies on how to skyrocket your sales and profits. To subscribe, simply complete the form below:

Reed Hoisington

Executive Director, RHPI
Tel: (910) 484-5216

Fax: (910) 485-3524

Email rhpi@nc.rr.com