The Big ThreeThree Lists You MUST Have

• All of the Branding, Marketing, Promoting has only one purpose• To help you build your Data Base of people to build relationships with• In the Mortgage Business there are 3 specific groups we are

cultivating Current Referral Partners Prospective Referral Partners Clients (yes prospects are “clients”)

• That IS your Big Three• How you use your Data Base of those three categories is the measure

of your success

• These lists are your Gold Mine

• Current Referral Partners – • Make a Group in your “system” for just these people• If you don’t have a system make a spread sheet• However you do it….make a separate list of these people

• You must do something to nurture the relationship every week with this group

• Remember – Loyalty must be cultivated• There are MANY Loan Professionals contacting your Partners (you did

the same before they were your partner)• Just like any relationship/ complacency is the killer• You must work on keeping your partner relationships as hard as you

worked on getting

• At minimum a weekly email• Recommended ******Call Once Per week (if no loans in process with

them)• Treat them to coffee or lunch at least once a month• Send “Appreciation” card after EVERY closing with them• These people are your business’s Stability….Maintain the relationship

as if your business depended on it

• Prospective Referral Partners – • Make a Group in your “system” for just these people• If you don’t have a system make a spread sheet• However you do it….make a separate list of these people

• This list is ONLY for true Target referral partners• This is NOT a list of all the agents in the 3 county’s around you

• You are going to spend the time and effort creating a relationship with these people, make sure that they are Above Average• Focus on a manage able number (30, 40, 50)• Your Prospective partner is working with another lender do things

that help you stand out from the crowd• Remember your goal is to create a relationship (use the 7L pyramid)

• To differentiate yourself – • Send a weekly email (video email)• Call every week until you get a Face to Face meeting• Invite to your training seminar (webinar if you are not yet doing

presentations)• Send “Appreciation” card for Face to face or attending seminar• Connect on Social Media• These people are your business’s best opportunity for growth, all it takes is a

relationship

• Clients – • Make a Group in your “system” for just these people• If you don’t have a system make a spread sheet• However you do it….make a separate list of these people

• This is a special group, a recommendation from them to a potential lead carries more weight than any other type of lead generation

• People trust when a friend, relative or co-worker refers them to someone• Your client list are people who are more than likely willing to do that• 2 factors are involved in that happening –

1. Do they know anyone who would need your services 2. Do they remember who you are when they discover they do know someone who needs your services

• Make sure to connect with every client and lead on Social Media(add them to your list on Facebook…see Facebook Formula)• Deploy the Ed Naworol Birthday Strategy (everyone gets a call on their

birthday)• Send quarterly “Appreciation” card “I like you” I appreciate you”

“Thanks again” • Email weekly video (great reason to send something weekly)

• You can’t make them know someone who is in need of your services• But you can make sure they only think of you when they do and are

more than glad to refer you

• Once again……we are lead back to Time Blocking How do I get all that done? That’s 3 different weekly emails? How call I call all those people?• In reality, these are tasks you can accomplish in just a few short hours

• Lets break down the time line

• Email everyone weekly2 hour a week Video (already time blocked) = 0Invitation to Partners and Prospect Partners = 30 minutes

Total additional time = 30 minutes• Phone Calls

40 Prospect Partners = 2 hours20 Partners = 2 hours14 Client Birthdays = 1 hour

Total additional time = 5 hours 3 minutes

• Realistically you need to Block out 7 and ½ hours on your calendar each week• If you block out those 7 and ½ hours you will accomplish

Branding to your past client data baseRelationship building with your current referral partnersBusiness growth with Prospect referral partners

• You can have a strategy designed for the Big Three in 1 and ½ hours a day

• It all starts with the List• Take the time now to create these lists or groups• Tie in the things you know about Personal Branding and mine the gold

that is in your list