module 3 – becoming the obvious expert we will cover part 1 of the 3 sentence formula and why...
TRANSCRIPT
MODULE 3 – BECOMING THE OBVIOUS EXPERTWe will cover part 1 of the 3 Sentence Formula and why it's so important to your success. Then we will go into the importance of ONLY marketing to those who we already KNOW we can help and the programs out there to assist them. I will reveal several little known places and ways to get all of the information you need so that you send your messages ONLY to laser targeted prospects that you know you can meet.
© Copyright Brian Sacks www.loanofficersuccess.com
HOW TO BECOME THE EXPERT• READ – EVERYTHING YOU CAN ABOUT YOUR NICHE AND THE
PROBLEMS OR ISSUES YOUR CLIENTS IN THAT NICHE HAVE
• ATTEND COURSES ON THIS TOPIC
• FIND A MENTOR IN THE NICHE AND SHADOW THEM
• FIND EVERY INVESTOR THAT HANDLES THIS NICHE AND LEARN THEIR PROGRAMS INSIDE AND OUT.
• CONSTANTLY UPDATE YOUR SELF ON YOUR TOPIC
REVIEW FROM MODULE 2
SET UP GOOGLE ALERTS
GOOGLE ALERTS
By Brian Sacks www.LoanOfficerTips.com
“Dumb” MISTAKE TO AVOID
BECOMING AN ADVERTISING VICTIM
Don’t Listen to the person Who Says“YOU NEED TO GET YOU NAME OUT
THERE”
• WE DO EVERYTHING A LITTLE BACKWARDS
• EVERY PENNY YOU SPEND MUST BE TRACKABLE AND ACCOUNTABLE !
• YOU CAN’T “JUST” GET YOUR NAME OUT THERE AND HOPE FOR THE PEST
By Brian Sacks www.LoanOfficerTips.com
THINK OF THESE ADS
- NEWSPAPER ADS- 100,000 Circulation – How many need a mortgage
- TV How many viewers
- RADIO How many listeners
- Billboards- or other ads
By Brian Sacks www.LoanOfficerTips.com
Only Market To People You Know You Can Help With The Programs
You Currently Have
BROKER DATA
EXACT DATA
FRESH START
HAVE YOU EVER TRIED DIRECT MAIL?
1. LUMPY MAIL WORKS 2. MULTI STEP MAILING WORKS3. HAVING A GOOD LIST MATTERS4. THE DAY YOU SEND IT MATTERS5. YOUR HEADLINE AND ORDER FORMS MATTER.
BIG IDEA--- YOUR OFFER MUST CONVERT, OR YOU HAVE JUST WASTED TIME AND MONEYYET NO ONE EVER EXPLAINS THIS
THE 4 MOST IMPORTANT WORDS AND A FEW MORE….
MESSAGEMARKET >>>> write this down MATCH MEDIA
Who To Send To What To Send ThemHow To Get Them To Say YES!!!
FOR DIRECT MAIL TO BE SUCCESSFUL:IT MUST BE TRACKABLE
IT MUST HAVE TESTIMONIALS
IT MUST BE MULTI–STEP–SEQUENTIAL
“IT MUST MAKE YOU AN INVITED GUEST – NOT AN ANNOYING PEST”– DAN KENNEDY
THE 4 OBSTACLES EVERY MAILING MUST OVERCOME TO SUCCEED
- Get It Delivered- Get It Opened- Get it Read- Get The Reader To Act READY TO BREAK IT DOWN??
Grab your pen and pad now!
MARKET-MESSAGE-MATCH
IT MUST HAVE THEM SOLD ON USING YOU
BEFORE THEY EVEN MEET YOU!
IT IS ALL ABOUT THE NUMBERS
MOST EXPERTS WILL TELL YOU THAT A 2% RESPONSE IS GREAT. YET I CAN GET A .0005% RESPONSE AND STILL MAKE A TON OF MONEY.
HERE’S AN EXAMPLE
MAIL A LETTER 3 TIMES TO 100 PEOPLE
$1.00 A Letter= $300.00 If you get 1 client For a 200,000 loan you
earned 1000- 2000 dollars
300 plus 250 = $550 investment into 1000 or 2000 each and every month !
THAT’S ONLY 1 RESPONSE !!!!!
THERE IS ONE SIMPLE SECRET !!!WHAT IF YOU COULD SEND OUT 100 LETTERS THREE TIMES AND GET BACK $2000.00 OR MORE EACH
TIME!
AND BUILD A NEW REALTOR RELATIONSHIP !SINCE THIS IS THE “ONE THING” Realtors Want !!!!
I HAVE NEVER EVER SEEN ANYONE SPEAKING ABOUT THIS ONE VERY SIMPLE YET EXTREMLY POWERFUL SECRET!
NOTE – THIS IS NOT AN INCOME CLAIM – YOU COULD DO BETTER OR WORSE.
THE KEY TO CLIENTS ON DEMANDSENDING THE RIGHT MESSAGE TO THE RIGHT
PEOPLE AT THE RIGHT TIME!
THIS IS NOT SOMETHING ANYONE ELSE HAS EVER COVERED- OR EVEN KNOWS ABOUT!
IT HAPPENS IN THE FIRST PARAGRAPH OF THE FIRST LETTER – AND IT GENERATES A FLOOD OF NEW BUSINESS FOR YOU
JUST LIKE PRINTING MONEYWHO ELSE WANTS A PRESS THAT
NEVER GOES OUT OF STYLE?
YOU MUST FOCUS ON THESE 3 AREASWHO- WHAT- WHY ?
WHO ARE YOU MAILING TO?WHY SHOULD THEY LISTEN TO YOU?WHAT ARE YOU OFFERING?WHY SHOULD THEY DO THIS?WHY SHOULD THEY DO THIS…..NOW !!!WHAT IF IT DOESN’T WORK FOR THEM????
THE BRIAN SACKS SYSTEMFor Having A Steady Stream of Buyers Sold On Using You BEFORE They Call
CONSTRUCTING YOUR FREE REPORT
EDUCATION
PROBLEMS THEY MAY ENCOUNTER WITH YOUR COMPETITION
YOU ARE THE EXPERT…THEIR SOLUTION
SPECIFIC ACTION-CALL YOU, FREE KIT OR BOOK, APPOINTMENT
MORE FREE AND VALUABLE INFO, SERVICE OR MATERIAL
RISK REMOVAL-NO COST, NO OBLIGATION
CONSTRUCTING YOUR FREE REPORT
ATTENTION
TARGETED AND FOCUSED STATEMENT
BACKGROUND INFO
CONCERNS AND OBJECTIONS
PROPOSED AND DESIRED ACTION
OUTLINE THE GENERAL PROCESS AND PROCEDURES
IT MUST BE BELIEVABLEWRITE THIS DOWN
YOU SHOULD TELL THEM YOUR STORY
WHY ARE YOU SENDING THIS TO THEM
WHO ARE YOU AND WHY SHOULD THEY EVEN LISTEN
USE PHOTOS WITH CAPTIONS THAT RELATE TO YOUR LETTER AND MESSAGE.
NO ONE BELIEVES YOU But they believe what others like them say
IT MUST FORCE THEM TO RESPOND NOW!
YOU CAN TELL THEM YOU WERE ONLY ABLE TO GET A LIMITED QUANTITY.
YOU CAN LIMIT YOUR TIME … ONLY 4 SPACES FOR MAY.
IF YOUR OFFER HAS NO DEADLINE IT IS NOT AN OFFER !!!!!!!!!
SAMPLE 1 OF FREE REPORTS
SAMPLE 1 OF FREE REPORTS
SAMPLE 1 OF FREE REPORTS
SAMPLE 2 OF FREE REPORTS
SAMPLE 2 OF FREE REPORTS
SAMPLE 2 OF FREE REPORTS
SAMPLE 2 OF FREE REPORTS
SAMPLE 2 OF FREE REPORTS
IT MUST BE MULTI-STEP SEQUENTIAL
THE BIGGEST MISTAKE MOST LOAN OFFICERS MAKE IS TO SEND ONE PIECE AND SAY IT WAS A SUCCESS OR FAILURE.
WHO EVER GETS MARRIED ON THE FIRST DATE
YOU NEED AT LEAST A 4 PART MAILING
SEND EACH PIECE 10 DAYS APART SO THEY STILL REMEMBER THE FIRST PIECE
IT MUST BE MULTI-STEP SEQUENTIAL
MOST OF MY RESPONSE COMES AFTER THE 3 AND 4TH MAILINGS
YOU SHOULD STOP MAILING WHEN YOU STOP GETTING A RESPONSE
USE DIFFERENT MEDIA AND COPY FOR EACH MAILING OR TAKE A SHORT CUT AND JUST DIRTY UP THE FIRST PIECE.
IT MUST BE MULTI-STEP SEQUENTIAL
YOU MUST GO FROM BEING AN ANNOYING PEST TO BECOMING AN INVITED GUEST AND HAVE THEM SOLD ON USING YOUR SERVICES BEFORE THEY EVEN MEET WITH YOU.
IF YOU HAVE EVER SEEN GROUND HOG DAY YOU REALIZE WE ALL SAY THE SAME THINGS OVER AND OVER AGAIN.
PEOPLE DO NOT WANT TO SPEAK WITH US BECAUSE THEY ARE FEARFUL OF BEING SOLD.ALL THEY WANT IS INFORMATION…. FREE REPORTS
GETTING IT DELIVERED
IT HAS BEEN DOCUMENTED THAT POSTAL DELIVERY WORKERS HAVE DISCARDED MAIL THAT WAS EASILY IDENITFIED AS JUNK MAIL.
THERE WAS A CASE IN NEW YORK OF AN ABANDONED BUILDING THAT CAUGHT ON FIRE FROM ALL OF THE DISCARDED MAIL ON A HOT DAY.
ALWAYS USE FIRST CLASS MAIL…
GETTING IT DELIVERED
ALWAYS MAKE SURE YOU HAVE A SEED LIST THAT INCLUDES YOU AND TWO OTHER PEOPLE AT DIFFERENT ADDRESSES. THIS WILL ALLOW YOU TO KNOW IF IT GOT DELIVERED OR NOT.
SOMETIMES YOU CAN EVEN USE FEDX OR POST OFFICE PRIORITY MAIL.
GET IT OPENED
THINK ABOUT WHAT YOU DO WHEN YOU GO HOME AND GET YOUR MAIL. YOU STAND OVER THE TRASH CANS AND MAKE 3 PILES.
PILE 1-OBVIOUS JUNK MAIL-GOES IN TRASH.
PILE 2-MAIL YOU WERE EXPECTING
PILE 3-MAIL YOU WERE UNSURE ABOUT
YOUR ASSIGNMENT
THINK OF WHO YOU WILL BE SENDING TOTHINK OF HOW THEY MUST FEELWHAT IS GOING ON IN THEIR LIVES AND WHAT
PROBLEMS WILL YOU SOLVE FOR THEM?START COLLECTING YOUR TESTIMONIALS -START REVIEWING THE PROGRAMS AND
GUIDELINES SO THAT YOU CAN DECIDE WHO TO MAIL TO.
COMING UP IN SESSION 4
On this special session we will have a guest Credit Restoration Expert who will share the INSIDER SECRETS to getting your clients credit scores raised quickly. This is a true key to your success and will distinguish you from all of your competitors. Knowing these secrets will also allow you to close more loans and quickly be seen as the Obvious GO TO Expert with the agents and even other loan officers.