1. Presentations to Agents

2. Presentations
Over the last 6 years, I have had the privilege of getting to know, and help a lot of Mortgage Professionals
From small Single Person lenders, to mega 100+ lender brokers and everything in-between
The glairing thing the most successful of the people I have met is the ability to focus on creating relationships
They do this is many different ways, one of the most successful being the use of Presentations

3. Presentation
Brands you as an “expert” in whatever you are presenting on
They can be a meeting to a large group or just one person
Best results come from groups of 10 to 12 attendees
Allows you to bond more with attendees
Attendees feel more free to engage with you
Give some kind of presentation at least once a week

4. Presentation Types
A “Wine Tasting” –Local Wine stores are glad to offer the tasting. You take 10 minutes before and give a short marketing tip. Then enjoy the tasting.
A “Coffee and Questions” – Host a Coffee and Danish Q and A for your referral partners. Let them ask questions about anything Mortgages. You can answer questions about the new guidelines, what you can use for tax write-offs, VA loans, etc.

5. Presentation Types
A “Lunch and Learn” – Host a luncheon with your referral partners Teach subjects like Expired and FSBO marketing, How to market to their database, FHA 203K FAQ’s, How to Video Market. Co-Host with your Title reps
“Continuing Ed” classes for RE agents. – once approved in your state to teach CE courses, they give you the guidelines for getting a class approved (get schools to bring in agents for you to present to). Teach CE courses on FHA 203K loans, VA loans, even marketing strategies.

6. Presentation Types
Host a “Book of the Month Club”. Meet at a local book store or coffee bar once a month. Go over business and wealth building books. (7L, The One Thing etc.)
“Appreciation breakfast” at a title company for all your referral partners. Attorneys, CPAs, agents, etc. Introduce them all to each other.

7. Presentation Types
Cocktail Party – Host a cocktail social every couple of weeks. Teach a short class or just hang out with drinks and snacks. Host at your office, a title company conference room, a local restaurant or one of your B2B partners businesses to showcase (florist, nail salon, etc.)
“Dialing for Dollars” - Host a cold calling night . Great for approaching brokers. Have food and drinks. Agents all gather one evening with their leads and call them. You are available to answer questions and do pre-approvals

8. “One on One” - Once a week, take a referral partner to lunch
Presentation Types
“One on One” - Once a week, take a referral partner to lunch
Host your meetings in unexpected places. A car dealership (they want realtors to see their cars), a games place (like Dave and Busters – give them tokens to play some games) or a park pavilion with picnic lunch (have horseshoes or corn hole). Just be creative!

9. Presentation Types
Most of all have fun, offer something cool, and meet more people.

10. The Extras
Have a Hand out (a copy of the power point, a summary with a place to take notes)
This will encourage them to engage with you
Gives you a visual indication of who is most engaged
If it’s a quick tip before the wine tasting or at the book club meeting, have a little 1 page flyer with a short description of your tip…..and your contact information on it

11. The Extras
Have a drawing at the end for a give away (book, gift certificate, lottery tickets).
Everyone loves to win
Have “dollar store” tchotchkes or candy to give out for answering questions or participating in your presentation

12. The Extras
Make sure the last slide is your contact info and leave it up.
This is your chance to ask for business
If you are giving a copy of the power point as a hand out, include this with it.

13. Thank you for attending todays presentation
Thank you for attending todays presentation. Please remember, I am a Mortgage Professional First and Foremost, Your referrals are Always Appreciated.
Paul Baxter

14. The Extras
Follow Up

15. The Extras Have a Thank you for attending card written and ready to go
Research your attendees to know who the main targets are so you can focus your follow up efforts
Have your follow up call scheduled and a script planned and ready to go

16. The Extras
Hey Freddy, this is Paul Baxter with legacy Financial calling. I wanted to thank you again for attending the Facebook Neighborhood Page class on Tuesday and find out if you had any questions or need any help in getting it put together?(pause for response)
If they have a question: I get that question quite a bit. Let’s set down and go through the steps together. That way all your questions get answered as you implement the strategy. I have Thursday at 2 or Friday at 3 available, which works best for you.
If they don’t have a question: Great to hear. I hope the class was valuable to you. I would love to share a meal with you and get to know more about your real estate business, my treat of course. I have Thursday at 12 or Friday at 1 available, which works best for you.

17. Getting it Started The first few may have low attendances
Consistency will increase attendance
You can’t just do one and done
Every week at least one 1 on 1
Every month at least one group

18. Getting it Started Partner with a Title rep
Have them invite the agents and you will provide the content
Be prepared when approaching the Title reps
Have a date Have a time Have a topic
More likely to commit

19. Getting it Started
Take a presentation you have access to and adapt it to

20. Become the expert…..everyone wants to work with the expert