1. Database Marketing Presented by: Bliss Sawyer October 21, 2008 www.blisssawyer.com Bliss@BlissSawyer.com www.blisssawyer.com Bliss@BlissSawyer.com

2. Why?  Consumer confidence  Trust = Referrals  Easiest way to get loans!

3. Build It (And they will come)  Value of a strong Database  Efforts = Results  Do it right this time

4. Who?  Take time to gather names  Personal contacts  Business to business  Fear vs. Confidence  Referrals vs. second job

5. Systemize  Good System = More Loans  Easy to use  Upload/transfer  Sorting capabilities  Rating system  Customer Support  Marketing Support

6. Increase  Networking  Casual  Formal  Seminars & training  Consumer  Realtor  Joint ventures  Website opt-in

7. Organize It (You’ll spend less money to make money!)  Past client  Prospects  Referral Partners  Information is King!  E-mail, Birthdays, Personal info

8. Organize It (You’ll spend less money to make money!)  Utilize a rating system  Always work to move someone up a level  Review every 6 months to keep list clean

9. Communication 4 Levels of Communication  E-mail  Mail  Phone  In Person

10. Using E-mail  Look professional  Track each e-mail  Random vs. Scheduled  Market Updates  Education - Information  Newsletters

11. Snail Mail  Postcards  Greeting Cards  Newsletters  Letters  Information Marketing  Value Mailings

12. Use the Phone  When & Who?  What do you say?  Greeting  Reconnect  Offer information  Ask for referrals “By the way…”  Offer assistance “Let me know if there’s…”

13. In Person  Drop-by’s to referral partners  Holidays & Birthdays  Information Marketing  Marketing campaigns  Customer appreciation events  Entire Database  Referral Partners

14. Your Tasks 1.Commit to a database system and get familiar with it 2.Work to put as many names into your database as possible 3.Have a 12 month marketing plan using 4 levels of communication 4.Consistently increase database through networking