Tag Archives: Social Selling

Mortgage Originators

Wonderful Wednesday – The difference in your pipeline!

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#WonderfulWednesday – The difference in your pipeline is the actions you take.  More than ever before, TRENDS are affecting the mortgage business in a major way.  If you have seen this trend or do it yourself, it may be something worth adapting too.  What am I talking about?  An Online presence.  You see more and more people use their “phones” in a whole new way.  More people spend more time on their phone, but less time on actual phone calls.  Are you adapting to be in their daily routine or show up with messages that are read?

Today I talk about the difference I see in those LO’s /Mortgage Broker’s that are busy and those that are struggling.  The biggest difference is those that are busy are building brands, and using the phone an entirely different way.  The ways to communicate are changing, are you adapting to this?  While only 33% of all calls go answered, there’s a staggering 98% of all texts are seen/read.  Do you communicate that way?

This isn’t just about using “text messages” to reach out to people.  This is about showing up in a news feed as someone scrolls daily on one of the many social networks there are out there.  Insta, FB, LinkedIn, Twitter etc.  (Is My Space still around?)  lol – 🙂

Those building branding are building communities and groups and or at least participating in them.  There’s discussions all over online where consumers are reaching out for help.  If you’re “doing it right” you would be in those groups, commenting on those posts, and building an online presence.  This also goes into how more savvy referral partners are looking for value from LO’s.  They want someone to share their most recent listing and to rave about them.  Also a great way to prop out a partner that can send you leads.   The difference between those busy and those not are the ones actually doing the branding and online presence to grow their business.

If you want to get started and don’t know where to go, but see ton’s of people claiming to be online guru’s and have some coarse that’s a thousand dollars, before you spend major money, I have #TheBluePrint that can teach you organic marketing at it’s finest.  CLICK HERE

My goal is help LO’s and Broker’s “make it” and grow a pipeline with them.  While we can help you close the loans you have, we can also provide tools to help you source more business.  #GetOnPoint – With #BluePointMortgage – CLICK HERE to partner with a wholesale lender that has niches’ you can market.

PSST – Sign up with BluePoint Mortgage and I’ll personally help you with online strategy marketing to help you dominate your local market place.  #TakeMeUpOnThisOffer – Message me.  🙂

As Always – #SellWell

Mortgage Originators

Weekend Call to Action – Increase your referral partners with this!

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#WeekendCalltoAction – Increase your referral partners with what I call a “Pillar Partner Post”! Using social media to grow your local presence and market domination is a must.  Plus you reach more people.  Hands down.  So it’s all about “how” your utilizing social to grow.  Today I give you a part of the blueprint training I have, and where I teach the 5 P’s of Posts.  One of them is a “Pillar Partner Post” and is a strategic way to grow your referral network!

What I suggest is that you use the information right in front of you! Most just don’t know how to use it.  Today’s strategy is really an easy organic way to make impact and learn to #PULL people onto your feed.   Increase your referral partners when you use social media the right way. This is a great way to #PULL people into your feeds and gain exposure. Also a great way to make a referral partner feel special. I call it a “Pillar Partner Post”! If you want to learn more about the strategies that can help you organically grow your presence all the while increase your relevancy to make your paid ads perform better – Well The BLUEPRINT is here!

As Always – #SellWell

 

Mortgage Originators

Mondays Motivation – Get converting those leads!

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#MondaysMotivation – Last week we talked about gaining lead machines to help you have prospects to call.  This week we talk about converting those leads you have.  This is a social profile you obtain when you run Facebook ads.  So you should know how to social sell in order to be converting them at a higher level.  No doubt someone clicked on something that said they are interested – But wait the lead isn’t a lay down??

LOL… That’s the big misconception on how this all works.  You get a lead, and you need to follow up and probe for interest and action takers.  It’s a numbers game.  What a professional lead system does is help you build a list, the “Gold is in the follow up” to those lists.  Which is why automation machines and systems help with text messages to email drip campaigns.  But it doesn’t help “convert” prospects to a client.  You actually have to connect most of the time to do that.  Will you get a one off lead that jumps into your online app and fills it out, yeah probably over time.  But if your waiting for that to happen every time, you will be disappointed.

Converting online leads is a skill, you need to bring out the detective a little bit and research that “social profile” you have.  Look them up, poke them, call them, email them, text message them, find them on LinkedIn… See my point.  There’s several types of “ads” you could have, but if your after numbers in leads, then the buyer/seller type advertisement is key.  Everyone wants a home, no one wants a mortgage.  Sell accordingly, and get in front of the prospects that want the shiny object your selling.

As Always #SellWell

Still want in? – Leads convert when you social sell, if you are still “thinking about it” nows that chance —-CLICK HERE!

Mortgage Originators

Two for Tuesday – Social Selling tips

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#TwoforTuesday – How are you using social media?  As a search engine yet?  As a way to search for new referral partners?  Two things, groups and pages!  If you don’t have a page yourself and you sell RE or Mortgages, make one.  Then grow it.  Second, join groups all the time, don’t just add a bunch at once FB will block you for that.  There are groups for just about everything, I suggest you join groups that support your past times, hobbies and likes.  That way it’s easier for you to develop a presence that you can leverage later.

Do not “advertise” in groups unless you add value to the group first, just thoughts.  As owner of over 10 groups, most around 3000 people, I segment the content and group focus for the types of people I want to “gather in there”.  It’s a way for me to build an audience and add value to everyone.  You should do the same, and join groups that are not yours and develop a presence in them to be seen as an authority.  It’s easy to do if you are adding value to the group based on the groups focus.  As far as pages go, you should be advertising on your page and then sharing that relevant post into groups that coincide with that content.  Pages are also a great thing to “look up” and expand your referral network with.  Most LO’s spend too much time focusing on just RE agents when they could be getting leads from different types of partners.  Use FB pages to search those in your area that could be a good fit for you to network with.  As an added “bonus” make sure you are gaining testimonials and looking at testimonials other pages have.  It helps to give them too.  🙂

Social selling is an art, and there’s a way to “reverse” sell to those you connect with.  You just need to nurture this practice with your prospects more, or referral partners in order to gain exposure.  Comment on enough things, like enough of their posts, be omni present in many groups – those people that see and engage along with you on your posts or someone elses are people that have grown to see your “value proposition”.  What you can do is leverage this, contact them directly and then the call is warm and not so cold.  There is a fine line between being stalker-ish and happen to be showing up.  If you do it right, networking on social in groups, pages, and on peoples posts can help you social sell big time.  If you engage with someone “new” on purpose over the next week more than 8 times, and then go back and call or PM that person, I can bet you my lunch they will openly have a conversation with you.  All because you engaged on social with them for a week.  Funny how this works, but if you “show up” more than half a dozen times in someone’s feed, they seem to think they are getting to know you.  Use this technique to grow relationships.  Besides #SocialSelling is fun when you do it right.  🙂

I have #theBLUEPRINT I can show you how too.  — CLICK HERE!

#SellWell

Mortgage Originators

Thursdays Thoughts – Are you Mobile?

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#ThursdaysThoughts – Are you mobile?  In every meaning of it.  So when was the last time you went to your OWN website on your mobile phone?  Does it look right?  In advertising, one of the things taught is to “test your own funnel” or advertisement.  See how it looks on desktop and mobile.  Funnel or not, have you checked yours?

How about this, do you have a CRM?  If so, when was the last time you texted someone from your mobile as you called and dialed them from the office line?  Do you check Facebook to see if you can IM your prospects?  What about LinkedIn messaging, do you reach out to prospects that way?

Point is are you using your mobile phone at the same time as your office line?  If your boss says put your cell phone down, and get on the phone – They need trained.  You should be social selling as much as you are calling people from an office line.  This is the truth! Communicate where your client is the most, if they are instagram the most, meet them there, engage with them, message and or add a comment to their story.

Get Mobile – And use it as a CRM for yourself.  If your in sales, you need to think mobile in many ways.  If not you’re going to be left behind in the times, competition and reach of your efforts.  #SocialSellingwithShawn – I can say with 100% certainty that those that do the BLUEPRINT training I have level up their social selling game and are increasing their sales as a result.   Getting mobile and social are not optional in sales any longer, and if you don’t do these things to learn now, you will have a hard time in the future.

Today I want to help YOU! If you read this and are not doing these things, then reach out me, click the BLUEPRINT link below.  Let’s get started in helping you social sell in many ways.  The BLUEPRINT helps you expand your pillar partners, helps you learn to push and pull your messages on social media.  The idea is simple, the concept is genius and the action is easy.  In fact the BLUEPRINT teaches you to program and schedule your messages in advance to have a clear intent on delivery and marketing.  Most of what you see from me is done on Sunday.  This post included.  I did the video almost 5 days ago.  When was the last time you planned a week long marketing campaign?

The BLUEPRINT can show you how —>> CLICK HERE

#SellWell

Mortgage Originators

Two for Tuesday – New Fannie Announcements!

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#TwoforTuesday – I love doing these videos on guidelines and hope you all get stuff out of them.  Today I highlight the few changes that Fannie Mae introduced on 1/30/2018.  It is awesome to see the work that FNMA did in the past in collecting data is coming to fruition.  The first announcement and change to lending guidelines comes just in time for tax season.  The second in perfect timing as home values have gone up and even the national loan limits have been increased.  And as a bonus one of the hardest loans to close for property is updated; Condo’s!!

Today I am updating my CRM and organizing lists to help myself do more timely follow up and email marketing campaigns.  There has to be a management of information (just like Fannie) that you have as a sales person too.  Now’s the time to organize for the year.  Merge your past client lists, update your prospects, take a look at who’s opening your emails, reading your blog, or visiting your website.  These are the things that make a difference in sales success, I suggest you do the same.  I also bet you find an “app” that comes of the follow up, or because you strike while the iron was hot.  (they were on your website yesterday).  Use information to help you close the sale, just like Fannie is using the information to close the loans.

I ♥ Sales, Marketing and Mortgages.  Not sure which more, but they all go hand in hand in my book 🙂  As a result this week I am helping any LO that wants to develop a fan page on Facebook take their social selling to a new level.  Want to #LevelUP?  Click below, I’ve got the BLUEPRINT waiting: The BLUEPRINT to SOCIAL SELLING is HERE! #SocialSellingwithShawn – #SellWell

 

Mortgage Originators

Thursdays Thoughts – Testimonials and Culture

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#ThursdaysThoughts – Are you working with a company that has an awesome culture?  Are the walls painted orange, yellow or blue?  Do you have motivational quotes or some mission statement that is often heard in the meetings.  How about any type of community events?  Do you do those?

You see now days people don’t want to work with just a “company” they want to work with “PEOPLE” that they know like and trust, more than ever.  And expressing your people centric focus internally with culture is a great idea to share.  People want to hear these stories.  Same with testimonials.  When was the last time you gained a testimonial on any social page and shared it on your personal profile.  Or perhaps make light of it in any way shape or form?

Again it’s the “fact” that facts tell, stories sell.  And I encourage you to embrace your company culture if you have one, and tell others about it.  Get testimonials and share stories of how you impacted someone’s life.  This is a difference maker and will be what creates more reach for you than saying you have the programs or lowest rate.

I embrace all of this and would love to show you how as well.  I teach social selling in a whole new way to those LO’s that want to level up their game.  Hit me up personally today, you’ll be glad you did come purchase season.

#SellWell

Mortgage Originators

Weekend Call to Action – Follow-UP Friday

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#WeekendCalltoAction – And I believe we have a new hashtag this week going forward I will use, #FollowUPFriday! I do write these blog’s for myself, and they really just apply to anyone in sales.  It’s funny because I will do a video or give out a suggestion and then follow my own advice.  #LeadbyExample – Right?! – So the moral of this today’s posts is all about just this, Follow up and Follow Through.  Different but one in the same “action step”!  The DOing, that I talk about.

80% of prospects turn into converted sales after the 5th contact.  Somewhere between contact 5 and 12 is when they convert on average.  Here’s the thing, if you’re getting into online lead generation (which I teach with my BLUEPRINT) they you should be reaching out to engage with that person on social media.  Every 5 touches would be considered equivalent to 1 phone call (5 minutes or less).  What I mean by that is the nature of social media.  You see, on average as you engage, comment, like, IM etc with others on social media strategically (don’t always be selling, but always ABC) you are essentially building a relationship.  After (on average) 8 touches with someone online they begin to think they know you.  Might sound silly but it’s true.  Are you following up with your leads on social media with this intent.  And if every 5 interactions you make count as 1 call, how many calls do you need to convert.  5 like the statistic shows?  Law of Averages is different with everyone, but social selling is a game and if played right, the art of the follow up and follow through can reiterate the old saying: “There’s a fortune in follow up”!

Don’t forget to follow up as a HUMAN contact too! I think some rely on too much automation now, with email drip campaigns and autobots!  lol.  The real statistic is close to the first one, except, 79% of leads are NEVER followed up with!  ARE YOU KIDDING ME!  $ucce$$ is in the follow up for sure.  There is a fine line between being tenacious and annoying, or persistent and harassing.  Words cast spells, that’s why there’s so much importance on “Spelling”!  If you collectively gain interest through being genuine and show a social being, trust me others will reach out.  You can’t just have a fan page and not post.  You can’t just post on your social media wall every two weeks and expect everyone to see what you do!  Consistency is key.  And following up is the master lock.  Combine them together to open the door of success stories.

#FollowUpFriday The Blueprint will help. CLICK HERE!

#SellWell

Mortgage Originators

Weekend CALL to Action – Social Selling Tip

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#WeekendCALLtoAction – Social selling tip today for all you LO’s reading and watching my videos.  Exploding in traction is a direct result of your actions.  If you pound the phones someone will call you back, if you network large enough (go wide) someone will give you a shot!  If you perform social selling acts DAILY you will be seen!  It’s all about consistency.

And all you have to do is start with the right places.  Here’s the tip and the #WeekendCALLtoAction – On Facebook this weekend, click HOME at the top blue bar.  On the far left side, scroll down until you see the work EXPLORE! Then right under that is the first option that says PAGES – CLICK IT!   Then at the top you will see several “tabs” and one of them is INVITES and probably has a RED number next to it.  Looks something like this;  invites

CLICK THAT! There you will find a ton of your friends that have PAGES that have invited you to “like” them and you haven’t done so yet!  I bet you may have some referral partners or Pages you’ve done business with in the last 12 months that you haven’t engaged with them yet!   START SOCIAL SELLING PEOPLE!!

Engage with others and use these “pages” to help you gain referrals.  Infact you can use this strategy to sell “backwards” and you could look up a potential referral partner’s page and then like it.  Then go find out whom owns the page by scrolling around and ultimately finding whom controls the page.  Fairly easy to do if you put your detective hat on.  Then Friend that person on your personal profile, engage with them.  Make a comment on a post etc.  A few days later call them up.  You’ll turn a complete COLD call into a warm conversation.  This is a great way to start networking and using SOCIAL SELLING TO DO IT!

Have fun, and #SellWell

If you want to learn how to step up your game and get into a routine weekly that can help you gain more referrals and leads FREE right on Facebook or any other social platform.  I have a program that I put together that helps others transform their social selling and gain a ton of traction increasing their business online.  Like actually gain leads FREE! Yep, it’s called the BLUEPRINT!  – A step by step guide that can help you bring your business to life online.  Just about everyone that has gone through this is using these strategies on an on-going basis and gaining more exposure, relevancy and reach as a result.  And the real results of that become more loans.  So if you’re not actively gaining leads online, I can show you how!  Without spending a dime!

THE BLUEPRINT IS HERE – CLICK HERE!!