1. client acquisition retention engagement © copyright yourclientmatters 2012 by exploring the missed “opportunities” under our noses… every single day… WANT MORE LEADS and BETTER REFERRALS? Your YCM Presenter Deena Janes Managing Director 1300 926 000

2. client acquisition retention engagement © copyright yourclientmatters 2012 Today’s objective 1. For you to walk away with at least 1 new idea for your business 2. A quick reflection on customer loyalty 3. Analyse your current referral strategies 4. Look at different referral funnels 5. Share our best referral strategy

3. client acquisition retention engagement © copyright yourclientmatters 2012 Why should you listen to me today? My story: Purchased 9 properties in 20 yrs and used 8 Mortgage brokers and a few banks… Also worked as a Real Estate agent in Double Bay (2001 – 2004) Sold just <$140M properties in 3 years 80% geared = $110M 0.7% upfront = $780k 80/20 split = $625k 0.25% trail = $280k pa = 80/20 split $223k pa

4. client acquisition retention engagement © copyright yourclientmatters 2012 Marketing Idea # 1 Put a QR Code on your business card

5. client acquisition retention engagement © copyright yourclientmatters 2012 Who are we? How do we help the finance industry? client acquisition retention engagement

6. client acquisition retention engagement © copyright yourclientmatters 2012 What business are you in? Are you not in the business of selling loans? No? Aren’t you in the business of finding people to sell loans to? ? ? ? ?

7. client acquisition retention engagement © copyright yourclientmatters 2012 There are two main ways to ‘find new people’ to sell loans to. 1. Existing Clients Keeping the trail and ensuring all new loans are written through you 2. New Clients Meeting them for the first time then maintaining contact until they are ready to take out a loan

8. client acquisition retention engagement © copyright yourclientmatters 2012 Let’s first meet your clients 0 – 20 ‘The kids’ 20-30 ‘New kids on the block’ 30 - 50 ‘30 Somethings’ 50-65 ‘Baby Boomers’ 65+ ‘Retirees’

9. client acquisition retention engagement © copyright yourclientmatters 2012 How many clients are there? Population clock on 23 February 2012 at 09:52:11PM (Canberra time), the resident population of Australia is projected to be: 22,839,705

10. client acquisition retention engagement © copyright yourclientmatters 2012 What does that mean? This does not include: upfront commissions investment properties insurance and other products People who use the banks – 60% Age Group% of population Equates to x people 40% use Mortgage Brokers Divided by 10,000 mortgage brokers Ave trail income at.15% on $380,000 mortgage 18-30 (New kids on the block) 19%4.339M1.735174 30-50 (30 somethings) 27%5.709M2.283228 50-65 (baby boomers) 26%5.481M2.192219 65+ (Retirees) 14%3.197M1.279128 749$426,930 22,839,705 people…

11. client acquisition retention engagement © copyright yourclientmatters 2012 How loyal are your clients? Think about your most recent client…

12. client acquisition retention engagement © copyright yourclientmatters 2012 Where do we find our clients? Through referrals: From clients Friends and family From businesses Local community

13. client acquisition retention engagement © copyright yourclientmatters 2012 What is your referral rate % ? How many of your clients refer at least one loan every single year? Referral % 1-5% 95% Don’t refer 100

14. client acquisition retention engagement © copyright yourclientmatters 2012 Write that down!

15. client acquisition retention engagement © copyright yourclientmatters 2012 Local businesses and the community

16. client acquisition retention engagement © copyright yourclientmatters 2012 10. Hair dresser 11. Gym 12. Health Food 13. Massage 14. Bike shop 15. Jenny Craig 16. Outdoor shop 17. Pizza bar 18. Orthodontist 19. Muscle building shop Love thy local business Let’s have a look at a local strip. Who shares the same target market? 1. Restaurants 2. Real Estate 3. Music School 4. Video Shop 5. Art & Craft Shop 6. Wedding dress shop 7. Interior design 8. Medical centre 9. Dentist

17. client acquisition retention engagement © copyright yourclientmatters 2012 YOU WANT MORE LEADS and BETTER REFERRALS? Would you like to know about THE BEST LEAD GENERATION STRATEGY IN AUSTRALIA FOR MORTGAGE BROKERS?

18. client acquisition retention engagement © copyright yourclientmatters 2012 But first… What action will you take as a result of today? ? ? ? ?

19. client acquisition retention engagement © copyright yourclientmatters 2012 Extensive range of marketing material Dozens of lead generation ideas, techniques Put on your website Use with your social media 2 x marketing sessions per competition, AND Competition marketing video’s to watch Competition client communication plan, letters and content Clients Prospects Business owners Fill out order form

20. client acquisition retention engagement © copyright yourclientmatters 2012 Real results Fiona WA:Facebook Shayne VIC:Facebook Matt VIC:Accountant Barry QLD:Property expo Craig NSW:Real Estate agents Valdis SA:Gourmet coffee shop Andrew NSW:Facebook Murray & Miranda QLD:Accountants

21. client acquisition retention engagement © copyright yourclientmatters 2012

22. client acquisition retention engagement © copyright yourclientmatters 2012

23. client acquisition retention engagement © copyright yourclientmatters 2012 Today’s special… Only for IMBF members!

24. client acquisition retention engagement © copyright yourclientmatters 2012 How can we help you? What do you need for your business? client acquisition retention engagement

25. client acquisition retention engagement © copyright yourclientmatters 2012 3 main marketing streams to help your business 1. Marketing program 2. Website services 3. Corporate marketing services

26. client acquisition retention engagement © copyright yourclientmatters 2012 Your multi-layered marketing program 1. Magazines: Paper & EMAG 2. Industry announcements and monthly campaigns 3. Competitions: Lead generation 4. Education: coaching, workshops & webinars 5. Resources: Articles, campaigns, letters, scripts, posters, factsheets, topic sheets 6. Websites and social media marketing strategies

27. client acquisition retention engagement © copyright yourclientmatters 2012 Results of FMM “Every time the magazine goes out I get about 15-20 calls and write about 3-4 loans” Peter NSW I’ve written $100,000 in upfront commissions just in the first 6 months of using YCM. The only thing I’ve changed is using your magazine”. Robert NSW “I know when the magazine has gone out because the phone starts ringing” Many YCM partners. John VIC “YCM subscription is excellent value”. Warren SA "I have been using the Monthly Marketing Campaigns recently and have picked up 4 new deals just from the last email.......” Dave WA "Great stuff Deena by far the best finance/broker marketing system in Australia”. Michael QLD

28. client acquisition retention engagement © copyright yourclientmatters 2012 It’s your business and these are your clients It’s time to get to know them

29. client acquisition retention engagement © copyright yourclientmatters 2012 Make sure they feel that way... Thank you so much for your time today Your Clients Matter...

30. client acquisition retention engagement © copyright yourclientmatters 2012 You agreed to take ACTION… I, Name, do solemnly swear… in front of my IMBF buddies… that I will Super charge my business… from this day forth… and commit to take action from today’s ideas… So help me Deena Please stand