1. Communication What to say

2. We have been covering the Layers of developing relationships The more Layers you can add consistently the easier it is to achieve the ultimate goal Referral Partners must trust that you will be able to deliver their pay check and strengthen their own relationship with leads they give you Mortgage Loan Clients must trust you to handle in most cases the largest purchase of their lives dealing with lots of money over a very long period of time

3. The goal of all your marketing efforts is to give you more opportunities to develop relationships The layers you use help you climb that Communication Ladder

4. But what do you say? How do you deliver a similar message in Layers? You do it by scripting what you are going to say Make a plan that has a very specific purpose, and implement it Purposeful Planned Implementation!!!!

5. Script/Pre-write your emails – You are competing with 146 other emails for attention Get attention right off the bat with a good subject line “This weeks video What’s Up” “Whats up for this week” Use subject.com to check if it’s a good one

6. Make your email look as natural as possible Lots boxes and sections make it look more like a website and NOT an email (less is more) If you are using a system, use plain templates You are trying to develop a relationship make it feel friendly

7. Hello Friends, It’s time again for your weekly what’s up. Those summer pattern afternoon storms are here. Make sure to stay safe on the roads and don’t forget your umbrella. This week in the real estate market, as expected new applications have started to dip with the slight rise in interest rates. Depending on who you are sending it, use a different call to action

8. For referral partners …. If you have buyers on the fence, give them a call and let them know now’s the time to move before the rates get higher. Or have them call me I will glad to help. Make sure to look for next weeks addition to your weekly what’s up. For clients (past and prospect) ….. Stay ahead of the wave and get your rate locked in today. Doing so could save you thousands in buying a home. Give me a call to find out all the options. Feel free to pass this along to any friends who could use some honest help buying a home. Make sure to look for next weeks addition to your weekly what’s up.

9. If you are making a video, script out what you will say Practice it so it come out smoothly and within your personality You don’t want to appear to be searching for the right words “Hey friends, Paul Baxter with Leader1 Financial her with this week Whats Up. Those summer pattern afternoon storms are here. Make sure to stay safe on the roads and don’t forget your umbrella. This week in the real estate market, as expected new applications have started to dip with the slight rise in interest rates.”

10. Record the call to action part twice and then just quick edit them together For referral partners …. If you have buyers on the fence, give them a call and let them know now’s the time to move before the rates get higher. Or have them call me I will glad to help. Make sure to look for next weeks addition to your weekly what’s up. For clients (past and prospect) ….. Stay ahead of the wave and get your rate locked in today. Doing so could save you thousands in buying a home. Give me a call to find out all the options. Feel free to pass this along to any friends who could use some honest help buying a home. Make sure to look for next weeks addition to your weekly what’s up.

11. If you can write an email, you can make a video

12. Script out what you will be posting on Facebook Think of the type of engagement you are trying to get before you post Remember a post does not have to be long The goal is engagement…..post to prompt

13. “I love it when a plan comes together” First it is a positive statement Second it prompts a question the mind of those who see it “What is he talking about” It allows you to brag without bragging Someone comments: “Sounds like a good plan. LOL” you can say “clear to close in 6 business day, yeah it is a good plan. =)”

14. “It is day like these that make me love what I do” Again positive statement Prompts the question “what did you do” If engaged properly: “what makes it so great?” you can say “seeing someone fulfill a dream of owning a home when they didn’t think they could. Awesome feeling every time.”

15. The right kind of posts can create engagement that allows you “sell” The more natural short sweet posts get the most engagement Use images to support the post Instead of picture of the happy new home owner Start with a fun pic that reflects the posts sentiment Or

16. Script your text messages before you send them Create texts with a goal in mind You are looking to create a conversation that will lead to an opportunity for a relationship

17. Text referral partners – “In case you missed it. Here is the link to save your spot for this weeks class www.xxx.com” “Just a reminder… If you’re working, I’m working. Call or text if you need a pre-approval or any help.”www.xxx.com Text Mortgage Client prospects – “If you are out house hunting this weekend and need any help or a pre-approval for negotiating, don’t hesitate to call. I am available all weekend.”

18. Text the Mobile Voice Routing or 800-Call Capture people who do not opt through to speak “I see you are interested in the home for sale at 123 Easy St. I am Paul Baxter with Leader1 Financial and help Sally Agent with Realty Realtors. Just want you to know I am here to answer any questions you may have about this or any other home you are looking at. Does this home fit within the budget you have set for buying a home?”

19. All of your calls should be scripted – Allows you to lead the conversation Ensures you are aware for and prepared for any objections you get Helps you to focus on the main goal of your calls

20. Call your Past Clients 3 to 4 times a year – "Hey, this is Paul Baxter with Legacy Mortgage Group. I helped you with the mortgage for your home. I just wanted to give you a quick thanks for letting me help you with that. Hope all is well with you. If you ever have any real estate or mortgage questions, please feel free to give me a call. Also, do you have any friends or family members that are looking to buy, sell, or refinance a home and could use some honest help? (Pause for answer.) Can I count on you to give me a call when you do? I'd be happy to help out. Do you have a pen? I'll give you my direct number. (Give time for them to get a pen.) The best number to reach me is 747-221-6649. I look forward to speaking with you when you call back. Bye.

21. If you get a past clients voice mail – (or message to pre record in Phone Burner) “Hey, this is Paul Baxter with Legacy Mortgage Group. I helped you with the mortgage for your home. I just wanted to give you a quick thanks for letting me help you with that. Hope all is well with you. If you ever have any real estate or mortgage questions, please feel free to give me a call. Also, if you have any friends or family members that are looking to buy, sell, or refinance a home and could use some honest help, I'd be happy to assist. The best number to reach me is 747-221-6649. I look forward to speaking with you when you call back. Bye.”

22. Call current prospects with the relationship in mind – “Hi Fred McBuyer, this is Paul Baxter with Legacy Mortgage Group. I understand you are going to buy a new home for your family and yourself. I am excited for the opportunity to help you do that. I am known for helping make the home buying process very easy and for saving my clients a whole lot of money. How can I help you make getting your new home easy?”

23. Call prospective referral partners (only targeted above average agents) once a week – “Hey this is Paul Baxter with legacy Mortgage group. I heard you are serious about growing your real estate business. I would love to treat you to a cup of coffee and see if I may be able to help you grow your business. I can come by your office on Friday at 9:00am for 20 or 30 minutes to make it easy on you. Or if it’s more convenient for you I can meet you at Starbucks on 5th?”

24. Use the higher profile agents ego to your advantage “Hey Fred, this is Paul Baxter with Legacy Mortgage Group. I am calling today because I have noticed some of the things you are doing to grow your business. I would love to treat you to a cup of coffee and run some ideas I have about getting even more business by you. I have Thursday at 2;00pm or Friday at 3:00pm available. Which works best for you?”

25. If you get the voice mails – “Hey there Freddy McRealty this Paul Baxter with Legacy Financial Group. I’m calling today because I’ve heard that you are serious about building your Real Estate business. I would love speak with you about how I may be able to help you build your business. Give me a call back at 747-221-6649.” “Hey Fred, this is Paul Baxter with Legacy Mortgage Group. I am calling today because I have noticed some of the things you are doing to grow your business. I would love to treat you to a cup of coffee and run some ideas I have about getting even more business by you. Give me a call at 747-221-6649 so I can explain how a mortgage guy can help you grow”

26. If you are doing live presentations pick up the phone and invite the targets you want there – “Hi this is Paul Baxter with Legacy Mortgage Group. I’m following up on the invitation I sent you for the class I’m teaching on “Farming a Neighborhood with Facebook”. It is an easy to do strategy that can help you go deeper in the community’s you want to farm. I keep the attendance low to make sure those that come have a clear plan to implement. What email address do you want me to send your seat confirmation to?”

27. Cards and Letters can be from the heart ( they are always best when they do) But you can script some of your cards and letters (especially the ones you send consistently) “Hey Freddy, I have not heard from you in a while and I just wanted to drop you a quick hello. Hope all is well. Your friend Paul Baxter Legacy Financial”

28. “Hey Freddy, Just wanted to drop you a quick note to say hi and hope you and the family are doing well. How’s Bobby doing in the new Pop Warner league. No doubt he is having a blast. Don’t hesitate to call if you have any mortgage or real estate needs or know someone who does. Talk to you soon. Your friend, Paul Baxter Legacy Financial”

29. Or go Old School

30. Use these scripts or prepare your own The point is to be ready for the action you are taking To have Planned Purposeful Implementation!!!