Most originators and sales managers I talk to on a daily basis are always looking for the next "shiny" marketing strategy and they skip right on past the one that makes the most sense. Watch Seth Godin, marketing expert and best selling author of The Purple Cow, as he explains how every salesperson needs to "Flip the Traditional Sales Funnel" concept to improve gain more customers and sales...
I've created a Marketing Grid that I use inside our Originator Coaching System that helps mortgage originators to build a marketing plan that leverages their biggest asset (clients) first and then gradually moves towards consumer direct marketing strategies. Don't focus on generating new customers until you've taken care of the one you've got (or gotten in the past). My motto is and always has been "take care of those who take care of you". If you do this you'll have the ultimate sales system and a business that will run because the business model works (not because you work all the time).
Keep dreaming them big dreams!
This is a great tip David! Its important to take care of our customers well. They are our best referrals!
Posted by: Dale Vermillion | June 03, 2008 at 11:25 AM
This is a great tip David! Its important to take care of our customers well. They are our best referrals!
Posted by: Dale Vermillion | June 03, 2008 at 11:27 AM
It is amazing how easily we forget to leverage the power of established relationships in the pursuit of new business. Good post, David.
Posted by: Mark Madsen | September 16, 2008 at 09:17 PM