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by exploring the missed “opportunities” under our noses… every single day…

by exploring the missed “opportunities” under our noses… every single day…. WANT MORE LEADS and BETTER REFERRALS?. Your YCM Presenter Deena Janes Managing Director 1300 926 000.

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by exploring the missed “opportunities” under our noses… every single day…

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  1. by exploring the missed “opportunities” under our noses… every single day… WANT MORE LEADS and BETTER REFERRALS? Your YCM Presenter Deena Janes Managing Director 1300 926 000

  2. Today’s objective1. For you to walk away with at least 1 new idea for your business2. A quick reflection on customer loyalty3. Analyse your current referral strategies4. Look at different referral funnels5. Share our best referral strategy

  3. Why should you listen to me today? My story: Purchased 9 properties in 20 yrs and used 8 Mortgage brokers and a few banks… Also worked as a Real Estate agent in Double Bay (2001 – 2004) Sold just <$140M properties in 3 years 80% geared = $110M 0.7% upfront = $780k 80/20 split = $625k 0.25% trail = $280k pa = 80/20 split $223k pa

  4. Marketing Idea # 1 Put a QR Code on your business card

  5. Who are we?How do we help the finance industry? client acquisition retention engagement

  6. What business are you in? Are you not in the business of selling loans? No? Aren’t you in the business of finding people to sell loans to? ? ? ? ?

  7. There are two main ways to ‘find new people’ to sell loans to. Existing ClientsKeeping the trail and ensuring all new loans are written through you New ClientsMeeting them for the first time then maintaining contact until they are ready to take out a loan

  8. Let’s first meet your clients 50-65 ‘Baby Boomers’ 65+ ‘Retirees’ 30 - 50 ‘30 Somethings’ 20-30 ‘New kids on the block’ 0 – 20 ‘The kids’

  9. How many clients are there? Population clock on 23 February 2012 at 09:52:11PM (Canberra time), the resident population of Australia is projected to be: 22,839,705

  10. What does that mean? 22,839,705 people… • This does not include: • upfront commissions • investment properties • insurance and other products • People who use the banks – 60%

  11. How loyal are your clients? Think about your most recent client…

  12. Where do we find our clients? Through referrals: • From clients • Friends and family • From businesses • Local community

  13. What is your referral rate % ? How many of your clients refer at least one loan every single year? 1-5% Referral % 95% Don’t refer 100 100

  14. Write that down!

  15. Local businesses and the community

  16. Hair dresser Gym Health Food Massage Bike shop Jenny Craig Outdoor shop Pizza bar Orthodontist Muscle building shop Restaurants Real Estate Music School Video Shop Art & Craft Shop Wedding dress shop Interior design Medical centre Dentist Love thy local business Let’s have a look at a local strip. Who shares the same target market?

  17. YOU WANT MORE LEADSand BETTER REFERRALS? Would you like to know about THE BEST LEAD GENERATION STRATEGY IN AUSTRALIA FOR MORTGAGE BROKERS?

  18. But first… What action will you take as a result of today? ? ? ? ?

  19. Extensive range of marketing material • Dozens of lead generation ideas, techniques • Put on your website • Use with your social media • 2 x marketing sessions per competition, AND • Competition marketing video’s to watch • Competition client communication plan, letters and content • Clients • Prospects • Business owners • Fill out order form

  20. Real results Fiona WA: Facebook Shayne VIC: Facebook Matt VIC: Accountant Barry QLD: Property expo Craig NSW: Real Estate agents Valdis SA: Gourmet coffee shop Andrew NSW: Facebook Murray & Miranda QLD: Accountants

  21. Today’s special… Only for IMBF members!

  22. How can we help you?What do you need for your business? client acquisition retention engagement

  23. 3 main marketing streams to help your business Marketing program Website services 3. Corporate marketingservices

  24. Your multi-layered marketing program Magazines:Paper & EMAG Industry announcements and monthly campaigns Competitions:Lead generation Education: coaching, workshops & webinars Resources: Articles, campaigns, letters, scripts, posters, factsheets, topic sheets Websites and social media marketing strategies

  25. Results of FMM • “Every time the magazine goes out I get about 15-20 calls and write about 3-4 loans” Peter NSW • I’ve written $100,000 in upfront commissions just in the first 6 months of using YCM. The only thing I’ve changed is using your magazine”. Robert NSW • “I know when the magazine has gone out because the phone starts ringing” Many YCM partners. John VIC • “YCM subscription is excellent value”. Warren SA • "I have been using the Monthly Marketing Campaigns recently and have picked up 4 new deals just from the last email .......” Dave WA • "Great stuff Deena by far the best finance/broker marketing system in Australia”. Michael QLD

  26. It’s your businessand these areyour clients It’s time to get to know them

  27. Make sure they feel that way... Thank you so much for your time today Your Clients Matter...

  28. You agreed to take ACTION… I, Name, do solemnly swear… in front of my IMBF buddies… that I will Super charge my business… from this day forth… and commit to take action from today’s ideas… So help me Deena Please stand

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