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Thank you for visiting our membership website.

Below, you will find a few samples of all the great content provided to our DIVA MEMBERS

MEMBERSHIP INCLUDES:

  • Online Training Classes with Related Marketing Materials
  • Sales & Marketing Articles
  • Pre-written scripts to use with Clients & Realtor® contacts
  • Industry-related Ebooks
  • Done-4-You, pre-written content to share with your Client & Realtor® database of clients, share on social media, or use as scripts to record videos to post on your website/blog/social media pages.
  • Complimentary strategy phone calls with industry experts
  • Access to the PRIVATE, MEMBERS-ONLY Facebook Page, where members network, share ideas with one another and refer loans

We offer 3 members options. 

  • $37/month
  • $97/quarter (13% savings over monthly)
  • $348/year (22% savings over monthly)

JOIN NOW!

 

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FREE E-BOOK!

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No Shiny Objects: 29 Timeless Mortgage Marketing Strategies.


Sample Pre-Written Script

Generate Leads from Your Current Borrowers-ASK for the Referral at the Time of Approval AND Post Close.

[Edit and use the following verbiage as a hard-mail letter or email to your Borrowers at the time of approval.]

Script Title:  Have You Ever Heard of Your Reticular Activator?

Have you Ever Heard of your Reticular Activator?

Dear Mr. & Mrs. Smith,

Your reticular activator (RA) is the part of your brain that heightens your awareness of certain things.

For example, you buy a red Volkswagen and suddenly you start noticing red Volkswagens while you’re running errands or on your way to work. Another example is women start noticing other pregnant women around them once they become pregnant. That’s the sort of thing your RA makes you aware of.

What does this have to do with your mortgage transaction? Well, your RA is “turned on” already. You’re going to find yourself in conversations with friends, family and possibly co-workers who are thinking about obtaining a mortgage. When you’re having those conversations, I’d ask that you think of me and pass on my name, or contact me with their information.

My goal is to spend my time serving great clients like you, and those you refer to me, rather than advertising to the general public for new business. This is how I have built my business “by referral only”.

Copyright ® MortgageGirlfriends.com
All Rights Reserved

Sample Marketing Download

How a 1 Percent Rate Increase Affects a Homebuyers Purchasing Power

 

You’ve seen the ads.

Posts on social media.

Maybe you’ve said these words yourself.

“The feds are planning to increase rates, so you better buy a home now.”

But, what does that REALLY mean, and can you illustrate how an increase in interest rates affects a client’s buying power?

Do real estate agents understand the full impact of what a 1 percent rate increase means and how it affects their commission?

I found this information online.

I did the math myself.

You can download an illustrated chart to email/mail when a prospect calls you. Share it in sales meeting with Realtors. Or post it on your website/blog page.

Oh, and be sure to run it by your compliance department, too.

So, let’s say that your client qualifies for a P & I payment of $1,200 (using only P & I to illustrate – taxes, insurance and mortgage insurance are not included).

  • $1,200 per month,
  • 30-year fixed rate,
  • 20 percent down payment,
  • loan amount of $236,000,
  • 4.5% interest rate

Translates to a sales price of $295,000.

So, what happens with the interest rates increase by 1 percent?

Same scenario — but the rate is now 5.5%. The maximum sales price decreases to $265,000. With 20% down payment, the loan amount is now $216,000 or a 10% decrease in purchasing power.

I’ve created a chart to show you how a one-half percent increase in the interest rate reflects on a buyer’s purchasing power.

(Note, payments have been rounded up or down by a few dollars. APR’s are not disclosed. Chart for illustration purposes only. Check with compliance department before distributing.)

Here’s the bottom line! For every one-half percent rate increase, your client’s purchasing power is decreased by 4 to 5 percent (the percentage is lower for lower loan amounts).

For every 1 percent rate increase, your client’s purchasing power is decreased by 9 to 11 percent (the percentage is lower for lower loan amounts).

While no one can predict the interest rates (not even those rate-notification services), you can show your clients the impact it might have if rates do increase.

Copyright ® MortgageGirlfriends.com
All Rights Reserved

Sample Marketing Content

Hiring a Marketing Assistant - Sample Employment Ad

While talking with a loan officer who is trying to build a mortgage team, she told me that she has hired and fired 3 marketing assistants within the last 8 months. 

I asked her what the problem might be—and she said that maybe the job description was not attracting the right type of person.  In fact, she was getting resumes from grocery store clerks, construction workers, hairdressers—but hardly any resumes from people who have past marketing experience. 

So I asked her what her ad said. 

Marketing Assistant Needed – Top mortgage loan officer is looking for a marketing assistant to join our mortgage team.  Must have 2 years marketing experience (or college business courses) and can work well with others.  Base income with bonuses as business increases.

I think the hiring process should begin with the employment ad.  An employment ad should be a “marketing” piece that is written so that people can “self-eliminate” themselves from being considered.

So, here’s an example of a great ad if you are looking to hire an awesome marketing assistant—outlining the qualifications needed for the job—all within the ad. 


SAMPLE AD for MARKETING ASSISTANT

(Name of Mortgage Company/Team Name) is looking for a go-getter assistant. Someone who is a self-starter.  Efficient. Great with people.  Who wants to be on the front line—without being on the front line.

It’s really several jobs rolled into one.  Help with client retention strategies. E-mail coordinator. Database manager.  Marketing coordinator. 

Are you an organizational whiz?  Do you like to set up systems so that things run more efficiently? 

Are you computer savvy?  Know your way around the Internet?  Can figure out new ways to keep in touch with clients?  Oh, and you know Word, Excel and Publisher.  You are familiar with using database management systems.  You can learn new stuff without breaking a sweat.

You’ll share the income rewards of our growing business. 

If you have 2 years’ office experience mentioned above and a minimum of 2 years college, please email your resume to (your email address).

Copyright ® MortgageGirlfriends.com
All Rights Reserved

Sample Sales/Marketing Article

4 Steps to Delivering Bad News

Your loan is denied. The property did not appraise. Your lock expired. The seller won’t agree to do the required repairs.

I’m sure that you have had to deliver the bad news.

Some people were okay with it. Others went ballistic on you.

While there is no “best way” to deliver it, there are some steps you can take to communicate negative info with clients and real estate agents.

Instead of picking up the phone right away and blurting out the news, take about 10 minutes to “frame” an outline of what you are going to say and how you are going to say it.

Listed below are four steps to consider.

  1. Anticipate the questions you will be asked. In order to do that, you have to be able to get into your client's head – think and feel from their point of view. If you deliver the news and they ask you a dozen questions that you can't answer, they will feel that you really don’t care and haven’t given any thought to a possible solution.

    Sometimes you don’t have ALL the answers, so you may have to make a few calls, send a few emails to verify facts.

    Example: The appraisal comes in lower than the sales price. Advise them about the process to reconsider the value. What’s the alternative if the value cannot be increased?
  2. Be prepared to explain in a broader context. If the buyer decided to lock the interest rate and the rate expired through no fault of your own, you may need to explain how rate locks work and why you are not able to give them the same rate. If the new rate is higher, show them the difference in payment between 1/8% higher rate bases on their loan amount. Or they may have to pay a point to maintain the same rate.

    If the lock expired due to processing or underwriting delays, you’ll need to explain (meaning, tell the truth) and see if there is some concession that you or the company can make to honor the commitment.
  3. Understand your client's frame of mind. Your clients have ways of looking at the world and interpreting information from their own perspectives. Some clients will react emotionally and some will be calm and pragmatic. Think about your client's mindset as well as their situation. Has your buyer sold their home and were hoping for back-to-back closings? Do they have a moving deadline? Going back to step #1, determine if there are alternative resolutions to present to them.

    For example: The title work shows a large judgment against the seller that needs to be cleared up and will delay the closing. Deliver the bad news with an estimated time frame for clearing it up. If it can’t be cleared up by the closing date on the contract, give them alternatives—extend the closing date or cancel the deal.
  4. Have a plan for next steps. Let your client know that you are a professional who understands their situation – both the emotions involved and the practical issues. You need to convey that you have the experience and expertise to guide them through this difficult time. Even if you don't have a plan for how to handle the situation right now, give them a time frame for when you will get back to them with a plan.

Last thoughts.

Deliver bad news as soon as you can. Don’t procrastinate, thinking that things will get better. The longer you wait, the worse it gets.

But, you do have time to ask questions and come up with a game plan. Put yourself in their shoes, because you want a satisfied client who realizes that you are looking out for their best interest — even if the problem is your fault. They will respect you for being honest.

Copyright ® MortgageGirlfriends.com
All Rights Reserved