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If you are a loan officer or mortgage broker on the market for exclusive mortgage leads, how do you know if that lead is really exclusive or not?

Exclusive Mortgage Leads

Exclusive Mortgage LeadsIf you are a loan officer or mortgage broker on the market for exclusive mortgage leads, how do you know if that lead is really exclusive or not?The true definition of an exclusive mortgage lead is defined as one that is sold in real time and sold to you only.This sounds really good, but there is a small problem with that. Who is to say that this potential customer hasnt taken it upon themselves to contact other "loan officer" s.Unfortunately, this is the chance you take when you buy leads exclusively.Typically, a potential customer who fills out an on-line form over the internet is using the internet to find a mortgage and a loan officer because they feel as though they have no other place to go, and the internet is their best resource to find their product and someone to help them with itAlso, it is against the norm to jump from web site to web site filling out on-line forms. The majority of consumers like to keep their personal information very limited on the internet, so the chances of them filling out many forms is highly unlikely.So your chances of receiving the lead exclusively may be better than you think.Another problem, how can you be sure that the lead company selling you the exclusive mortgage lead is doing just that?The best defense against receiving anything less than exclusive mortgage leads is to research the company you are considering investing in.Call the company, speak with someone in customer service, find out how they obtain their leads and what exactly makes them exclusive.Remember, you buy your exclusive mortgage leads with money that you have worked hard for, so if you cant get answers to your questions, move onto the next lead company.Customer service, as in any industry, is very important in the lead industry. The way you are treated when researching lead companies should be an indication as to how you will be treated when something goes wrong, or if you think you should get your money back. Best of luck.

4 Step Dynamic Sales Letters

4 Step Dynamic Sales Letters

You, like all marketers have a million and one things to do today! At the top of your priorities is marketing... finding more customers and raking in greater profits. If youre looking for a simple, proven model to create sales content without spending hours hunched over the computer, try the AIDA (Attention, Interest, Desire, Action) model. Youll be amazed at how fast you can create an effective salesletter.1. AttentionWhat captures a readers attention more than an exciting list of things that will benefit THEM? Think about the affects of starting right off with 6 of the most appealing benefits of your product or service. A Multi Level Marketer might start a sales letter like this:* Experience the freedom of ...* Being your own boss* Financial independence* Benefit 3 and so on .....That gets their attention, and compels them to read on.2. InterestHeres where we sneak in the basic facts that might otherwise be uninteresting. The nitty gritty details of the product features wont hold the customers attention for long, so keep it short and sweet. Hey, its great that your swimming pools have filters, etc., but lets face it... theres not a lot of excitement going on here!3. DesireWhet their appetite, but give them some cold, hard logic to back up their purchase. Most consumers buy on impulse, then ask themselve whether it was the right choice. Dont make them second guess! Preparing them to face the doubts with a solid logical reason they got the best deal for their buck might include:* The advantages of purchasing from YOU.* Testimonials from other satisfied customers.* An unconditional money-back guarantee.* A good deal!4. ActionOrder now! Hey it says move it, but it doesnt pack the wallop of a stronger action statement like this one:Hurry! Dont miss out on this LIMITED TIME special offer. Call now to place an order, or visit us at www.....Be sure to give details of how to order. Make it a part of the command... make it easy to do... provide several options.

IT Sales: Moving Beyond the First Sales Call

IT Sales: Moving Beyond the First Sales Call

The IT sales call or initial consultation is mostly about qualifying the lead. If you dont, you may waste a lot of time on prospects that just want to pick your brains and really have no intention on hiring you. This can happen real easily when youre moving into small businesses "IT sales" . In this article, you'll learn how to move on to the next step.Don't Let Prospects Play "20 Questions"People will call and they start giving you a bunch of interview questions. They start grilling you and before you know it, its kind of like youre playing computer Jeopardy instead of focusing on IT sales. Theyre asking you all of these questions, throwing you all of these curve balls, and theyre picking your brain.Sooner or later you really have to be able to draw that line and say Hey look, you know weve been talking an hour or so. I have six pages of notes on my legal pad describing all of the problems youve been telling me about. I think the next logical step would be XYZ or Lets talk about what were going to do next. When you and your prospect reach the point that you're done with the IT sales presentation, move on to the next step. The next step would be to have you, your systems engineer, or technician come back and spend a couple of hours to take a site survey. A Site Survey is a Great Next StepThe site survey will inventory all of their problems and help you sort through them. In this way, the two of you can reach a decision on what is going to come first, whats going to come second, third, and fourth. As part of this survey, youll give your client a report. Youll document everything so they know where they are with security, software licensing, data protection, etc. The Bottom Line about IT SalesSo, once the IT sales call is coming to a close, you ask them if they would be interested in the site survey and explain to them what it is and how it will help them. This would be your first attempt at a close. Otherwise, you can sit around for hours and hours just to find out that the customer wasnt that serious in the first place. Copyright MMI-MMVI, Computer Consulting 101 Blog. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}

10 Tips to Increase Your Referral Ratio

10 Tips to Increase Your Referral Ratio

Tip # 1 Discipline Yourself to a Routine of AskingHeres something profound. The reason most of us do not get referrals on a routine basis is because we do not ask for them on a routine basis. Well, its almost that simple. What would be the upside on your year-end W-2 if you asked for 2 referrals from each of your new customers? Lets say you average 6 sales per month. That would be 12 referrals per month or 144 per year. Conservatively, you close half of those warm leads. Multiply 72 by your average revenue per sale. Then calculate your commission percentage off the total revenue sold. Now ask yourself if you can afford not to ask for referrals on a routine basis.Tip # 2 Develop a process to Set the StageAsking for a referral is one thing, but how many times do you actually get one? Execute a Powerful Routine after you sign up a new customer, and request permission for 3 additional minutes to get their professional feedback. Ask a series of questions soliciting their opinion on ways you can be more effective with your sales process, from initial contact to point of sale, with individuals in the same industry and parallel titles. You are now setting the stage for your future success. Over time, your contacts will give you a free Masters Degree. Remember to Pack your bags, but set the stage.Tip # 3 Communicate to a "Win-Win" AgreementBe honest and sincere in reference to the importance of referrals for running your business effectively. Tell your story. If you have a high referral ratio let them know that and why it is high. Customers respect a good businessperson more than a good salesperson. Try to pick a time when the contact would feel comfortable giving a referral to help your business. That may not be at the point of sale, but upon service implementation or some time in the future when you have proved you delivered what you promised. The important point is you must define with the contact when it can happen or what criteria need to be met for it to happen.Tip # 4 Follow through in order to receive a consistently high ratio of referrals.You may not ask for a referral until (a) the service has been implemented and (b) the customer is satisfied. But as described in Tip #3, you want to minimally set a referral foundation at the point of sale and receive a commitment to when youll receive one. Now, this is very important. Always write in your day timer in front of the contact when the expectation is set, and let them know you are making note of it. Treat it like an appointment for your future success. Its found business and will afford you a higher closing ratio, shorter sales cycle and most importantly, more referrals! So, follow-up and get it!Tip # 5 Develop a Referral ProgramBe creative. Give up some money. Maybe its a gift certificate to a local restaurant (hopefully a customer) or a graduated percent off of their next invoice. An entrepreneurial mind will come up with a few flexible programs that fit your level of buyer. After all, youre not putting anything out until the referral is sold. The old saying, "money makes money" is still true. Beside the tax right off (check with your accountant), contacts absolutely enjoy getting a little something. Measure the ROI and the benefit will be evident.Tip # 6 Become the MessengerBe sure to give the referral gifts out promptly on sold referrals. Deliver it in person, since it also serves as an excellent time to prime the pump for additional referrals. Dont underestimate the power of this simple discipline. I have experienced millionaires who reopened their black books after receiving $20 dollar gift certificates. After all, its not the amount but the gesture. And because you are spending your valuable time being the messenger, you will without a doubt focus on receiving one or two more warm leads.Tip # 7 Promote a Grass Roots Chamber ProgramOffer local Chambers a deal they can not refuse. Chambers want to offer their membership a better deal, one that their members can not receive from regular street pricing. They are open to donations to help their chamber and are also motivated to grow their membership. Instead of offering a residual based off of sales, offer to bring them in a certain number of new members each month. After all, a certain percentage of businesses you call on will not be members, and if you can show them a return on their investment, they will certainly join the Chamber to receive it. By helping others you will see your referral ratio reach the sky!Tip # 8 Identify Potential Bird DogsBird dogs are used by hunters to point and fetch game birds for their owners. In sales, a bird dog is someone who has multiple relationships with your potential customers and they are motivated to routinely feed you contacts for your marketing efforts. Research potential business people that may fit into this profile, and take them out to lunch. Explain your referral program and how it could supplement their core business revenue stream. For potential Big Hitters be prepared to customize your referral program to align with their motivations. Treat them like gold and they will open up their Rolodex.Tip # 9 Get Married to a Collaboration PartnerThere are companies that provide products or services in your value chain but do not compete directly with your product or service. Those companies and the professional individuals that sell for them should be a point of concentration for you to identify and contact for strategies of collaboration. I refer to this relationship as "Natural Marriages." Contact 3 sales professionals that seem to indicate a natural marriage for you and them. Outline whats in it for them. Then ask them what you could reasonably expect over time.Tip # 10 Join or Start a Lead GroupYou have to eat lunch, right? So why not join or consider developing a Lead Group of entrepreneurial individuals who are motivated to get together twice a month to share leads. Find individuals who are accountable to bringing in the minimum amount of leads each meeting as outlined in your groups business rules. Make sure every member is covered by the 80-20 rule, getting 80% of their leads from 20% of the members. And dont be shy about charging a quarterly membership fee. That way, members have some skin in the game.

Business Contacts - Which Ones Will Hire You?

Business contacts are the best, most effective, and most efficient way to generate business. Through networking and relationship marketing you can cultivate many business contacts. The hope is that many of these are potential sweet spot clients.When you think about building a base of business contacts you should be on the look out for those people who have a high likelihood of needing your services. Networking for referrals is great but you should focus on business contacts who present a direct line to potential work.Business Contacts Most Likely To Hire YouThe following types of companies have a definite need for IT services. Try to develop as many business contacts within these types of organizations as possible. Advertising and marketing consultantsArchitectsCatering CompaniesCommercial PrintersDistributorsHealthcareDoctorsDentistsEngineersGraphic DesignersInsurance Adjusters, AgentsManufacturerSMoversPublishersResidential and Commercial Property ManagersRecruitersRestaurants with POS systemsTransportation companiesWhen you seek to develop business contacts, make sure you find out who the buyers or decision makers are. It is a good idea to have business contacts with people in administrative or financial occupations. These people are often at the center of IT hiring decisions. Seek to make business contacts with accountants, administrators, bookkeepers, controllers, office managers, and operations managers and sales staff. The Bottom Line on "Business Contacts" Business contacts are critical to your business development. While all business contacts have inherent potential, it is important that you hone in on those people who are in a position to hire you. Look to make business contacts with people in the administrative hub of an organization. Making in-roads with these people has a high potential payoff in terms of business generation.Copyright MMI-MMVI, Small Biz Tech Talk. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}

How to Get Started Reselling for Fun and More Importantly Profit

Reselling is at the base of our entire sales economy. Think about that for a moment. How many people do you know that actually sell products made by their own hands? In most cases, you purchase your products from someone who has bought them from someone else with the intent of reselling them for a profit. In the world of online marketing, though, resale and reseller rights take on a special meaning and its one that can make you a healthy living.What is Reseller Marketing?Reselling is the business of purchasing a product that you can then sell over and over for 100% of the profit. The typical resale product is intellectual property articles, e-books and downloadable software. Once youve acquired resale rights (also called reseller rights), youre free to sell the words over and over, with no royalties or residuals paid to the original maker of the property.In other words, if you purchase the "resale rights" to an e-book about body language for $225, you are then free to sell that content over and over to others. If you sell each copy for $10, then youll be making a $5 profit on your investment when you sell your 23rd copy and $10 pure profit for every e-book that you sell after that.How to Get Started with a Reseller Business1.Acquire reseller rights to a product.The single most important aspect of your business aside from your own work and skills, of course is the product that you choose to sell. I strongly recommend starting small no more than five products so that you can focus your attention on marketing each one successfully. There are a number of different avenues for finding products to resell, from scouring the web to find the cream of the crop to commissioning a writer or programmer to create one just for you.Be clear exactly what rights you are purchasing. Reseller rights give you the right to sell the product and keep 100% of the profit. Master reseller rights give you the right to sell the product AND resell your reseller rights. 2.Create a showcase to sell your product.Some products meant for resale will come packaged with sales copy, including email text, copy for a web site even the HTML for a sales website. Whether it does or not, youll need a showcase for your product a website that includes a compelling sales letter, testimonials and whatever it takes to move people to purchase the product youre selling, and a business web hosting account with SSL for order transactions. If youve done affiliate marketing, this may all sound familiar. In fact, the principals are very similar except that youll get the full profit on what you sell rather than a percentage of the sale. 3.Get yourself set up with a payment method to collect payment.Youll need a merchant account in order to accept credit cards for your merchandise. Some of those that will bill for you include:2checkout (www.2checkout.com)Paypal (www.paypal.com) CCBill (www.ccbill.com for credit cards and EFTs)ePassporte (www.epassporte.com) Stormpay (www.stormpay.com)Greenzap (www.greenzap.com)4.Get out there and market your product.Its nave to think that all you have to do is put your web site up and people will beat a path over the information highway. Youll need to do some serious marketing. Search engines, article directories, forum posing, emailed newsletters and affiliate marketing will all help you to launch your new business with a bang.

Summary

If you are a loan officer or mortgage broker on the market for exclusive mortgage leads, how do you know if that lead is really exclusive or not?