Sales | REMALO Marketing Blog

I’m not ready now to do a reverse mortgage!

Sunday, March 14th, 2010

I’m Not Ready Now to do a reverse mortgage!
post by Sam Collins
save-stop

Have you ever been on an appointment and knew before going that the reverse mortgage for your senior clients really made a lot of sense and you would return to the office with a signed application?

Oops, Rule #1. Our Senior Clients are not on the same schedule as us. Last week I visited a Senior couple and everything seemed to be going just fine, until I asked if they would mind proceeding with an application. To my amazement, everything changed. The protective blinders went up and the client was saying that they will have to think about it! If you have been doing Reverse Mortgages for a while, I‘m sure this has happened to you. So, what do you do?

My approach is simple. I back off. I turn the conversation around and start asking some additional questions. I remove the application. My conversation will turn to them. I may ask, “I know this is a big decision, would you mind sharing with me your concerns?” Now, the flood gates open. The client may share several things with you.

Here are some of the typical concerns of senior prospects

1. I really don’t want another mortgage.

2. This whole thing sounds too good to be true.

3. My friend told me not to even consider a reverse mortgage.

4. I have enough money now, I am not really sure.

5. I am concerned about leaving a legacy.

6. I don’t like the idea of more debt.

7. How long does it take?

8. Looks like a lot of paperwork. Is this necessary?

9. I think it costs too much money?

10. I have to check with my accountant.

I am sure you can come up with even more reasons. Here’s the bottom line. You should have an answer for all of the above questions. The answer should be honest and forthright. Remember, do not revert to the “salesman” approach or you will surely lose.

Lastly, you now have given the client space and time to make a decision. Always carry a return addressed overnight package with you. Leave the package with the client, and ask if it is OK to follow up with them the following week. This follow up action sets the stage for them to at least consider a decision knowing that you will be calling them for an update.

Remember, keep moving forward to stay ahead in reverse.

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Tags: Prospects, reverse mortgage, Reverse Mortgages, Rule 1, Sam Collins
Posted in Sales | No Comments »

What makes a winner?

Monday, February 22nd, 2010

What makes a winner?
post by Sam Collins
olympics

I had just pulled up to the parking lot to meet my friend. We had volunteered to do some chores at the soccer club. We were the first to arrive. It was a cold and rainy day. As we sat in our warm vehicle, a car pulled up and a young lady, with soccer ball ran onto the field.

Both my friend and I watched as the young lady went through self motivated drills. She was juggling the ball, doing sit ups, crunches, and overall putting herself through the ropes.

My curiosity eventually got the best of me. I got out of my car and went to find out more about this motivated young lady. I introduced myself and told her how impressed I was with her and I wanted to know more. She went on to tell me, she was home for a break and played women’s soccer for Yale. She was working out to keep in shape and keep touching the soccer ball in order to great ready for a big game. Wow!

Now I was motivated! If only I could get my soccer team to have such an explosive and dedicated work ethic. If there was only some way to make that happen?

I had no clue what the women’s Yale soccer record was that year. I just knew I met a winner. You too can be a winner if you dedicate yourself to be the best you can possibly be!

So what does it take to be a winner on the “Hometown” RM team:
1. You must be a self starter
2. Make up your mind to stay in the game
3. Be a team player
4. Don’t be afraid to step onto the field that others won’t tread
5. Set the benchmark for your success and don’t care what others think
6. Work hard - but- work smart

No doubt many of you are winners now. But remember, being a winner today does not necessarily mean tomorrow is a guaranteed success! It’s called competition.

Winning is an attitude! Winners take success to heights beyond what others are willing to give!

Remember, keep moving forward to stay ahead in reverse.

NOTE: REMALO member call in Wed. February 24th.
register log in to remalo: http://www.remalo.org

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Tags: Self Starter, Team Player, winner, winners
Posted in General, Sales | No Comments »

Maintaining control of your business!

Sunday, February 7th, 2010

Maintaining control of your business!
post by Sam Collins
deckpic

This past weekend taught me a good lesson, as I watched for 24 hours as the snow fell and left its mark of 30 inches. I realized there are some things in life we have very little or no control and we just have to deal what is dealt to us.

So, what do we have control? Surprisingly, we do have control over much of our business success. We are in control of when we start and stop each work day. We have control of how many people we meet and speak with each day. We have control over keeping good records of our clients and reaching out to them daily. All these things are in our control and will make us more successful than imaginable.

So, what is holding us back from taking action over the things we have control. Yes, many of talk the talk, but very few actually walk the walk. The old saying, “you can lead a horse to water, but you can’t make him drink” is ever so true. Then why is it many of us tend to lose control? Because I am not you, I can’t answer that question? Maybe you are one of the lucky few who do have the control, but in case you are not, here are a few suggestions you can use:

1. Start your day with a purpose
2. Have a plan who you are going to speak with
3. Speak to at least 3 old clients every day
4. Speak to at least 2 new clients every day
5. Mail something to at least 3 old clients every day
6. Mail something to at least 2 new clients every day
7. Meet one on one with another discipline at least twice a week
8. Put your old, new, and potential client list in some order
9. At the end of the week, see how close you came to the above 8

I did some quick math and computed if you followed the simple formula above you will have 552 touches a year, not including the “just happened to come to you” touches.

This is what I call CONTROL.

***********************************************************************
REVERSE MORTGAGE LEAD EXTRAVAGANZA!
***********************************************************************************
Reserve your Reverse Mortgage Lead Extravaganza Event Seat NOW!

Join Sam Collins and special Lead Providers for our two hour special “Reverse Mortgage Lead Extravaganza”, February 17th. contact information and lead sources to help you generate moreopportunities to close more reverse mortgages.
Please don’t miss out on this great opportunity.

Title:   Reverse Mortgage Lead Extravaganza

Date: Wednesday, February 17, 2010

Time: 1:00 PM - 3:00 PM EST

The lifeblood of our industry is LEADS. Join the Extravaganza for our 2 hour event, featuring six (6) different leads providers. After the event you then make the decision which lead provider will provide you the leads you need to keep your pipeline full.

As an added bonus , upon completion of our Lead Extravagana, you will receive a video/audio download of the entire presentation, providing you with contact information for each lead sponsor!

Remember, keep moving foward to stay ahead in reverse.

REMALO, LLC
800-283-1323
www.remalo.org
sam@remalo.org

******************************************************************************************
PS
We expect this event to sell out quickly. Leads are in high demand and you
don’t want to be left out. Go ahead, REGISTER NOW! to reserve your seat.
Early registrants will receive over $49 in Free Bonuses, just for signing up.

Share and Enjoy:

Tags: Business Post, Business Success, Control, Discipline, Few Suggestions, Horse To Water, Keeping Good Records, Lucky, Mail, Maintaining Control, Math, Mortgage Lead, Quick Math, reverse mortgage, Sam Collins
Posted in Sales | 1 Comment »

How Can Lead Nurturing Win Over Senior Clients?

Thursday, February 4th, 2010

How Can Lead Nurturing Win Over Senior Clients?

thumbs-up

Have you noticed your marketing response is not what it used to be? Don’t feel bad, you’re not alone. Why do you feel your response rates are down?

There are several reasons:

1. Competition

2. Your marketing area

3. Saturation

4. Lack of education

5. Same old stuff

6. New guidelines
7. Client fears

There is one big thing I did not mention. Yes, things are changing among our senior client base. Clients are expecting more from you than ever. That is to say, I just don’t want to know you are a reverse mortgage specialist, I want to know more about you and how you are different than the other ten loan officers who called me today.

keep reading…..>

REVERSE MORTGAGE LEAD EXTRAVAGANZA!
***********************************************************************************
Reserve your Reverse Mortgage Lead Extravaganza Event Seat NOW!

Join Sam Collins and special Lead Providers for our two hour special “Reverse Mortgage Lead Extravaganza”, February 17th. contact information and lead sources to help you generate moreopportunities to close more reverse mortgages.
Please don’t miss out on this great opportunity.

Title:   Reverse Mortgage Lead Extravaganza

Date: Wednesday, February 17, 2010

Time: 1:00 PM - 3:00 PM EST

The lifeblood of our industry is LEADS. Join the Extravaganza for our 2 hour event, featuring six (6) different leads providers. After the event you then make the decision which lead provider will provide you the leads you need to keep your pipeline full.

As an added bonus , upon completion of our Lead Extravagana, you will receive a video/audio download of the entire presentation, providing you with contact information for each lead sponsor!

Remember, keep moving foward to stay ahead in reverse.

REMALO, LLC
800-283-1323
www.remalo.org
sam@remalo.org

******************************************************************************************
PS
We expect this event to sell out quickly. Leads are in high demand and you
don’t want to be left out. Go ahead, REGISTER NOW! to reserve your seat.
Early registrants will receive over $45 in Free Bonuses, just for signing up.