In our industry, we almost always talk about what the hottest new tech is, or what the latest lead generation strategy is.
People want the recipe or the “secret sauce” to closing more deals and doubling their business.
But here’s the magic of this episode and it serves as a great reminder, often times you don’t need fancy or complex marketing strategies, you just need to build a sphere, you need to stay in front of them, let them know that you like them, let them know that you want to work with them, and you want to work with other people just like them.
Join me as I interview Josh Lewis, a 20-year veteran of the mortgage industry and co-founder of Buywise Mortgage on the strategies they implement to continue to capture repeat and referral business from their database and the other strategies that they’re implementing to continue to grow their business.
Click the flash-player below to listen to this episode:
Show-notes:
- About Josh Lewis and how he go into the business [2m:58s]
- Going to work as an in-house lender at a real estate office & getting 65% capture rate out of that office [7m:36s]
- Getting to know what realtors value and what they’re looking for [8m:35]
- The makeup of Buywise Mortgage’s business: 1/3rd of their clients from online marketing, 1/3rd of their business from past client relationships, 1/3rd realtor business [13m:36]
- Josh’s one internal goal and how achieving this ensures that marketing takes care of itself [16m:30s]
- You never own a client, you have to stay in front of them, remind them you did a good job, you’re still in the business, and you want to work with them [17m:17s]
- You have a 30-day audition to show the realtor and the borrower how you do business and to convince them that you’re the right person to be working with [18m:40s]
- The weekly follow up and contact cadence that we learned from being in our mentorship group, Freedom Club [18m:48s]
- Monday is following up with your realtor partners [18m:56s]
- Tuesday’s is for your in-process stuff (i.e. pipeline review) and reaching out to every party in the transaction [19m:20s]
- Wednesday’s, you’re calling all of your past clients. You’re calling two letters of the alphabet every week. [20m:04s]
- Thursday’s, we follow up with all of our pre-approved and looking clients [20m:50s]
- How Buywise Mortgage uses Homebot (who they upload & how they stay in touch) [23m:58s]
- A piece of snail mail every other month & a case study on why this works so well [32m:38s]
- You don’t need fancy or complex marketing strategies, you just need to build a sphere, stay in front of them, let them know that you like them, you want to work with them, and you want to work with other people just like them [38m:20s]
- Building an effective retargeting strategy in order to stay top-of-mind [40m:30s]
- You have to be a market expert. If you’re not, what reason do you have to exist?[43m:10s]
- If you put 100 people who know like and trust you into Homebot, you will sell 2 homes [51m:20s]
Quotes:
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Resources Mentioned In This Episode:
- Neverbounce – for bulk email list verification & cleaning
- Vyral Marketing – done-for-you video marketing for staying in touch with your database
- Lodasoft – mortgage process automation
- Sales Boomerang – notifies lenders when a borrower is ready for a loan
- Monitorbase – determine when a consumer is likely to be in the market to purchase or refinance a home
- Buywise Mortgage
- Findmywayhome.com
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