marketing: Are Realtors and loan officers worth their commissions??? PART 2 - 03/19/08 07:33 AM
I ended Part 1 with a question... how can consumers make sure they are working with a true sales professional and a Realtor/lender that's worth their commission?  This question should be foundational for consumers that are in the process of shopping for a home or interest rate.  Simply calling around and asking for rates or calling a Realtor who has a home listed that you like might not be the best way to get the service and terms you want!
Below I will list a few simple ideas that I think would help consumers to make the right choice in picking their … (0 comments)

marketing: Are Realtors and loan officers worth their commissions??? PART 1 - 03/13/08 08:58 AM
Sometimes I hear Realtors or loan officers comapred to other professionals, but can you really compare a Realtor to a M.D.?  I am sure many Realtors and loan officers view themselves as a professional, but I think we do ourselves a disservice when we fail to realize how we are actually viewed by the public.  I know we all love the title "consultant", but lets face it... we don't get paid consulting fees, we get paid sales commissions!  We are sales people.
This takes me to a fundamental question... why are we so scared of being thought of as sales people?  I think it is … (6 comments)

marketing: Don't leave your business at the mercy of the market! - 10/23/07 04:18 AM
The overall market has peaks and valleys.  Many times in the past 10 years there was so much business that you could just show up and close some deals.  Right now the market is a little slow and many Realtor and lenders are nervous.  Don't allow your business to have those peaks and valleys!  A little variation is normal for anyone in our industry but there are things you can do to ensure your business is consistent.  
 1.  Go deeper!  Get your lender to call your past clients to make sure they are not stuck in an adjustable rate situation that could … (1 comments)

marketing: Do you have a target? - 07/06/07 08:39 AM
One way to ensure you miss your target every time is not to pick one.  I have been reading some of Seth Godin's books lately and one recurring point he makes is focus your marketing money and energy on a terget.  I have always thought that trying to be everything to everyone is not the best idea.
When you stop and think about products that are successful today, most are to one extreme or another.  They are either really expensive or really affordable, very large or really small.  One example Seth gives is the Hummer and the Mini Cooper.  Both are at … (0 comments)

marketing: Forget about GREAT service growing your business... - 06/25/07 11:55 AM
This is a follow up post for the first one I wrote on Activerain.  I just received some new comments yesterday on it, and that got me thinking about what I have learned since then.
#1.  Great service is NOT enough to grow your business anymore! 
Wow, I know I am going to get blistered after this one, but hang with me.  I am not saying that I do not believe in great service, nor am I saying great service isn't a must.  I am simply saying it is not enough anymore to grow your business from start to finish.  For our … (11 comments)

marketing: Can you hear me NOW? - 05/25/07 03:52 AM
Give and Receive MORE from your current relationships
Have you ever felt like the people you work the hardest for end up being the least grateful?  Have you ever thought you had a "good thing going" only to see a relationship go south, and fast?  I think we have all been there in our business and personal life.  Now I am not going to try and say there is a magic cure for this.  After all, people are still people!  But I do believe that there is a common cause behind this that we should all think about... unclear communication.
We all strive to … (6 comments)

marketing: Blind Trust vs Unreasonable Skepticism (Part 2 of 2) - 03/26/07 11:11 AM
In my last Blog I wrote about clients that seem to fit into one of two categories.  It seems like most clients are either Blindly Trusting and Unreasonably Skeptical of real estate and mortgage professionals.  There must be a hppy median, and I think it is the "Informed Consumer".
I believe that informed consumers are almost always a product of education from a professional.  The problem is that most of us don't know how to educate, don't take the time, or haven't prepared simple materials that your average consumer will read.
Below are some suggestions for Realtors and Lenders alike:
Create a "Buyer" or … (2 comments)

marketing: Buyer Agents... Do you know what you're doing? - 03/12/07 10:26 AM
OK, don't get mad at me because I mean this in a good way.  I am not asking if you are competent.  I am asking literally do you know WHAT you are doing?  How many activities are you performing for your clients?  I bet you do a lot more than you think!
Below is a form I got from a real estate speaker recently with permission to distribute...

WOW, you guys do a lot!  I think you should all find a great lender that will help take some of the burden off of you.  (ha ha, shameless plug... GO LENDERS!)
… (5 comments)

marketing: Is GREAT service still enough to grow your business??? - 03/07/07 06:16 AM
I have been in the mortgage business for over 8 years.  When I started it seemed that if you answered your phone and closed deals smoothly... the sky was the limit!  These days things have changed and I am not sure if it is for the better.
It seems to me that great service just isn't enough anymore.  Now, that is not to say that great service isn't important because it is.  If you don't have good service you aren't even in the game.  Great service can still give you a solid foundation, but it doesn't seem to actually grow your business … (58 comments)