As I was ending the long & dreary work week before the holiday weekend, I was encompassed with many thoughts as we have 4 new people that just started last week. What advice can I give these newbies on how to network with professionals, especially established ones? So, I let my thoughts and meager opinions dance off my fingertips and onto an email. I figured I would share it with all of those here on ActiveRain.
So here it goes............ I would like go off on a tangent of sorts and it involves....Marketing! The opinions expressed are soley mine and are not endorsed by First Choice Equity Group Inc, Active Rain, The National Association of Mortgage Brokers, The Allentown City Council, or The Committee to re-elect Gus Hall: I apologize now if I come off sounding like Tony Robins or even Yoda with slightly more hair.....I am what I am just a little taller than that Yoda dude.
When targeting realtors, financial advisors, builders, Bankruptcy or Divorce Attorneys....appeal to their ego. I'm not talking about kissing keisters here folks, I'm talking about the right approach in selling yourself & your services you offer by appealing to that deadly sin of mankind.........PRIDE. An example, "Mr. Papsmire, I hear through the grapevine you do a great business, but more importantly to me, that business you garner generates more business. Since referrals are the very core of my business, I aspire to work with individuals just like you." Everyday we pitch, whether an idea/loan to lender/rate to customer/etc, and when you do start with the premise. Example, "I have a brilliant idea on how to corner a market largely untapped until now," or "This might amaze you but I've done this before and in your unique situation, this very thing can work again!" This isn't about products anymore, don't get me wrong it is important to know and absorb them but we always need to differentiate ourselves. You have to believe you are the best of the best(even if you are just starting out, why would anyone trust their mortgage in anyone else's hands) and if you don't believe that...why should they and why would they want to work with you?
If you really have a story & product to sell that can help people and most people eventually need...direct mail, internet, banging the phones,kissing babies, hit the streets and combine every available outlet we have and be original....create new ones! A young dame used to work here that dropped off a boot at banks filled with goodies and fliers. The point, it was her introduction to them and her way of getting 'her foot in the door.' Innovative, yes....and it worked. Have you ever looked at the world or this business and said, "What is missing?" Provide that, idealistically & in reality. Create the perception you want them to have of you. If a perception is already there and you believe it to be wrong, change it. Even small firms can compete against the big boys whose billboards hang large and plain for all to see at Yankees Stadium and while that seems strange...that's the hidden beauty. We have the tools to compete and beat the big boys without all the high to do corporate B.S. We are here to grow......like opening a door and instead of walking in the room, we Enter it. And we do so knowing that this great big world is better off with us in it and the mortgage industry, is better off with us being a major player. Helping people and making money doing it.
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