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Success with Subprime
by Brian
Sacks
Do you have a question for Mr. Sacks? E-mail
it to brian@loanofficersuccess.com.
Click here
for more articles by Mr. Sacks.
Implementing your plan
In our last article we spoke about how to set up your goals
and plan. We have now set out on our journey to Kalamazoo to receive $1,000,000.
Our goals are hopefully realistic. We have our map (goal
worksheet), and we are ready for the drive (implementing our marketing plan.)
The primary challenge we have as we develop as loan officers
is to market for new business while trying to maintain and close our current pipeline.
Typically, we go out and market successfully and bring
in a lot of new loans. The next two months are spent trying to close these loans with little attention paid to
new marketing efforts. After these loans close there is a gap in our business (income) until we go out again and
market for new business.
Our major fear (and it is a real one) is that we are only
as good as our last deal.
So, how do we maintain our pipeline (income) while still
continuing to create new business?
We must create systems which run on auto-pilot. Some suggestions
are:
- monthly newsletters
- direct mail
- radio and TV appearances
- public relations
- realtor/builder contracts
- seminars for the public
- seminars for realtor/builder
- purchasing leads
- Internet marketing
There are over 100 creative techniques in my system, How
to Close More
Loans, Make More Money & Have a Life at www.loanofficersuccess.com.
At the beginning of each year, you must decide which marketing
opportunities you prefer and then plan your activities for the year. Each part of the campaign must be written
down and planned. At this point you must commit the time to do it. I will generally take my planner and put them
in as if they were appointments. You must do this to avoid the gaps in your business. It is easy to get very busy
and side tracked given all the tasks an originator must juggle.
However, you must remember "marketing opportunities
are really just applications waiting to happen."
The next article will actually show you what you are selling.
Click here
for more articles by Mr. Sacks.
Visit Brian Sacks's web site at www.loanofficersuccess.com.
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