As I start to clean out my hoffice closet, getting ready for the end of the first quarter and getting ready for the 2nd quarter hotness. I notice one of my old mortgage notebooks, and I don’t mean an iPad or smart device. I am talking about an actual notebook you write in… As I look in it, I get reminded of what I call today, my Prospecting and Selling Circa. A time period of my life during the mortgage boom in the mid-2000s. A time period where I worked the most outside sales and prospecting ever in my professional career.
The notebook I am speaking of is a notebook I used to call “My Money Making Activities or MMA book”. Every time I went to a seminar, network and/or had a power meeting, and learned a new prospecting tip, system or edge I would write it down. Every quarter I used to read through it and implement these ideas into current prospecting or new prospecting activities… Bellow,
1- Market realtors & previous customers.
2- Every end of the day, plan for the next day.
3- Get more accounts! Get more accounts through already establish brokerage relations.
4- Create a system for maximum productivity.
5-Automate, increase speed.
6- Learn more products [Mortgages].
7- Put every customer, client, and realtor in an asset and investment category
8- Any brokerage alliance contact, respond asap!
1-Always gift to closing and camera to take the closing picture for follow up thank you note.
2- Schedule 1 per month lunch and learns with each brokerage alliance. Bring an item of value [Realtor MMA Systems] or always ask what they need?
3- For every realtor referral, give a handwritten note and follow the 6 steps contact.
4- Once a month contacts al realtors in the database.
5- Get together with realtors[after hours/happy hours] to set monthly goals.
6- Weekly send out mortgage update newsletter, with the mortgage hot products.
7- Do weekly caravans with different brokerage alliances.
8- Get roster list for all brokerage alliances and give a calendar gift to all realtors.
9- Constantly bring food to all brokerage alliances.
10- CoBrand with all realtors in every brokerage.
What a killer MMA system. This one set of steps it is guaranteed to increase your sales in any mortgage, insurance, real estate or sales position.