STEP 1: Include attached graphic in loan application package at the back after all the
disclosure documents. Turn page over and stop, make sure you have their
attention. (I can fax this if needed)
STEP 2: Explain function of Reticular Activator. The more specific the details the better it will be for the client.
Our script, (delivered a bit tongue and cheek) it's a bit long, but they remember
it for years.
"Do you know about your reticular activator?" (This is very important!)
Reticular means screen like or filter like. Your reticular activator is that part of your brain which helps you sort out the things that are important to you from the ones that are not. Out of all the information you get inundated with something has to help you filter it so you can concentrate on what's important to you.
For example: You're at the airport. You're walking down the concourse, minding your own business oblivious to the dozens of announcements they are making over the loud speaker until they say, "Rick Ruby, pick up the white courtesy phone." Immediately you go over to find out who's looking for you. The fact that you heard your announcement but none of the others is proof positive that your reticular activator is working.
Or, you buy a new car and all of the sudden it looks like everyone else has the same care you do. Same make, same model, same color. You see them everywhere. Pregnant women notice other pregnant women. Everywhere a gal goes she sees other women going through the same thing.
For me, it's little kids. Before my first son was born, I never noticed little kids. I practically knocked them over on the way by. Now everywhere I go, I see preschoolers and toddlers just learning how to walk. That's what is important to me.
So, right now and for the next few weeks, one of the most important things in your life is real estate and real estate financing. As you go through the process you have dozens of conversations with people about the mortgage you are doing.
At Cornerstone Mortgage almost all of our business comes from referrals from our current and past clients. Last year a little over 92% of our business came from these referrals.
"I know you're going to like working with us and the way we do business, just like Joyce and Dan do. That is why they told you about us. Rich and I need your help. In the next few days you will talk to a bunch of people about your new home. At least a few of them will be going through the same thing you are and want to feel good about a lender as you do about us right now. Here are several of our business cards; can I count on you to encourage at least 2 of them to call us? (Wait for commitment) Have you already talked with someone who could use help?"
STEP 3: They have committed to finding at least 2 people. You have every right to remind
them of that in weekly status calls.
STEP 4: Use "Fred the Head" on postcards and letters to clients. We have stickers made up to
put on envelopes. We are just barley scratching the surface so far.
View Video "2008 is here are you ready?"
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