ACTION e-zineSent to over 2451 subscribers every Tuesday Word count for this issue: 604 To leave list or change email address, scroll to bottom How to Improve Word-of-Mouth Is your phone ringing weekly with new clients? Are real estate agents banging on your door demanding your help? If not, it could be because you're not taking advantage of simple marketing tactics that improve word-of-mouth. Studies prove time and time again people are more likely to do business with someone when they have been referred. Today's article describes how to improve word-of-mouth marketing so you reap the benefits of making more money and creating more relationships in less time. Word-of-Mouth Produces ReferralsDo you deliver great service? Do clients and real estate agents often comment how much they appreciate you? Yet, you are not getting the amount of referrals you deserve? If you only depend on delivering great service as a way to produce referrals, you are missing golden opportunities to increase production. In other words, great service alone isn't enough to stimulate word-of-mouth consistently, especially if you are in a downtrodden market. Here are 3 examples that improve word-of-mouth marketing:
Read further and learn how each point strategically improves your level of service and influences clients and agents so they promote you. Make Your Service MemorableYour service can be remarkable, but is it memorable? Creating memories is what makes it easier for clients to talk about your service. This can be achieved by adding "wow" factors. Consider a home purchase. Traditionally, when a client purchases a new home, a gift basket is delivered when the loan is closed. But what about collaborating with the real estate agent and throwing a welcome party for the client? Guess who attends? ...Their new neighbors, friends, family and co-workers. If the client is refinancing, you can add a "wow" factor by sending a gift when the loan is approved, and then again when the loan is closed. This double gifting has a positive effect, making your service memorable. Use Diversion TacticsDiversion means you are purposely channeling your service so it gets noticed. If you send the client a gift basket when the loan is approved, ship it to their place of work. The girth of the package gets noticed by others and prompts questions. Questions lead to conversations. Give Items with Long Shelf LifeI have always preached to loan officers to mimic how title companies turn each real estate agent's cubicle into a shrine. It places a natural barrier against competition and promotes your service to other agents in the office. But how can you mimic, and do it better? Title companies give agents free stuff, i.e. pens, pads, trinkets, etc. You need to go a step further and give items that have longer shelf life, like building a wall of fame. If you attend your signings, like I wrote in last week's article, you have a photo opportunity. After the client has finished signing documents, have the escrow officer take a group photo of the client, the agent and you. And then you frame the photo with a testimonial from the client and give it to the agent as a gift. I guarantee that they'll hang the picture and never take it down. Imagine decorating the agent's wall with a picture from every signing? ...Hence, the wall of fame. Too often loan officers focus on their next loan by chasing strangers. Don't let this happen to you. Instead look at how you can capitalize on your existing resources and improve word-of-mouth marketing so you enjoy more referrals. Successfully Yours,  Jeffrey Nelson Become an Agent Magnet One of the best ways to learn how to work with Agents is from my program, Become an Agent Magnet. It's battle-tested from years I've spent working hand-in-hand with loan originators marketing to agents. I've been fortunate to work with over 500 mortgage companies and know what loan officers do and don't do in their marketing. My program helps you learn how to attract agents to your doorstep. Includes shipping and satisfaction guarantee.  Fast Path to Success Do you feel confused and unsure where to begin marketing to attract more referrals from real estate agents? If so, you're not alone. It's getting harder and harder to persuade agents to refer their buyers to you and get your clients to evangelize your service to others. Learn how to simplify your marketing to agents, make smarter decisions, and achieve greater success when you join my coaching program called, "Fast Path to Success."
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