Post by Sam Collins

This is crucial lesson #5 in my series to help make your 2010 more successful.

In a perfect world, wouldn’t it be great if you had your clients chasing you?   However, considering all the negative press surrounding mortgages and those of us associated with it, you can justifiably understand why our perception of trust  is often low in the minds of our clients.

So trust building must be high (#1) on your list of priorties to insure your clients respond to you.  Experience  has shown me that senior marketing is unlike many other disciplines.  In other words, senior clients normally will not chase you unless there is a dire need.  But,  once you have set the stage to win your senior clients trust, they are very loyal and often will recommend their friends and family.

Pushing a loan program or pushing your senior client  to make a quick decision is the best way to lose their trust.  Slow and steady wins when it comes to working with seniors.  Pushing to hard make you like just any other salesman.

I like a combination approach such as this:
1.  First establish contact (via phone).
2.  Send a letter (welcome) and include a free educational report.
3.  Send a card (greeting) that has no sales information, just a warm greeting.

I will repeat this process for about 60 days, with my full  array of sequential marketing letters, calls, cards, and reports, all done by system (remember we talked about you needing a system).  Next,  I put them in my monthly newsletter (like this). 

Now all the aforementioned position you as the trusted professional who cares about your  senior clients, rather than just making a sale.  Wallah!  Success!

Yes, soon you will become the welcome guest, not the unwelcome pest!

Remember, keep moving forward to stay ahead in reverse.
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