1. The Big Three Three Lists You MUST Have

2. All of the Branding, Marketing, Promoting has only one purpose To help you build your Data Base of people to build relationships with In the Mortgage Business there are 3 specific groups we are cultivating Current Referral Partners Prospective Referral Partners Clients (yes prospects are “clients”)

3. That IS your Big Three How you use your Data Base of those three categories is the measure of your success These lists are your Gold Mine

4. Current Referral Partners – Make a Group in your “system” for just these people If you don’t have a system make a spread sheet However you do it….make a separate list of these people You must do something to nurture the relationship every week with this group

6. Remember – Loyalty must be cultivated There are MANY Loan Professionals contacting your Partners (you did the same before they were your partner) Just like any relationship/ complacency is the killer You must work on keeping your partner relationships as hard as you worked on getting

7. At minimum a weekly email Recommended ******Call Once Per week (if no loans in process with them) Treat them to coffee or lunch at least once a month Send “Appreciation” card after EVERY closing with them These people are your business’s Stability….Maintain the relationship as if your business depended on it

8. Prospective Referral Partners – Make a Group in your “system” for just these people If you don’t have a system make a spread sheet However you do it….make a separate list of these people This list is ONLY for true Target referral partners This is NOT a list of all the agents in the 3 county’s around you

9. You are going to spend the time and effort creating a relationship with these people, make sure that they are Above Average Focus on a manage able number (30, 40, 50) Your Prospective partner is working with another lender do things that help you stand out from the crowd Remember your goal is to create a relationship (use the 7L pyramid)

10. To differentiate yourself – Send a weekly email (video email) Call every week until you get a Face to Face meeting Invite to your training seminar (webinar if you are not yet doing presentations) Send “Appreciation” card for Face to face or attending seminar Connect on Social Media These people are your business’s best opportunity for growth, all it takes is a relationship

11. Clients – Make a Group in your “system” for just these people If you don’t have a system make a spread sheet However you do it….make a separate list of these people This is a special group, a recommendation from them to a potential lead carries more weight than any other type of lead generation

12. People trust when a friend, relative or co-worker refers them to someone Your client list are people who are more than likely willing to do that 2 factors are involved in that happening – 1. Do they know anyone who would need your services 2. Do they remember who you are when they discover they do know someone who needs your services

13. Make sure to connect with every client and lead on Social Media (add them to your list on Facebook…see Facebook Formula) Deploy the Ed Naworol Birthday Strategy (everyone gets a call on their birthday) Send quarterly “Appreciation” card “I like you” I appreciate you” “Thanks again” Email weekly video (great reason to send something weekly)

14. You can’t make them know someone who is in need of your services But you can make sure they only think of you when they do and are more than glad to refer you

15. Once again……we are lead back to Time Blocking How do I get all that done? That’s 3 different weekly emails? How call I call all those people? In reality, these are tasks you can accomplish in just a few short hours Lets break down the time line

16. Email everyone weekly 2 hour a week Video (already time blocked) = 0 Invitation to Partners and Prospect Partners = 30 minutes Total additional time = 30 minutes Phone Calls 40 Prospect Partners = 2 hours 20 Partners = 2 hours 14 Client Birthdays = 1 hour Total additional time = 5 hours 3 minutes

17. Realistically you need to Block out 7 and ½ hours on your calendar each week If you block out those 7 and ½ hours you will accomplish Branding to your past client data base Relationship building with your current referral partners Business growth with Prospect referral partners You can have a strategy designed for the Big Three in 1 and ½ hours a day

18. It all starts with the List Take the time now to create these lists or groups Tie in the things you know about Personal Branding and mine the gold that is in your list