We start by answering a question about post-closing gifts, and Greg shared his idea for using AmazingClubs.com to have items delivered to your office, giving you a reason to reach out to your best past clients every month. Doren shared the system he teaches his mortgage clients to run, starting with a gift basket delivered to their workplace to generate word-of-mouth, and including his “Magic Wand” letter.
Then we dive into capturing more online reviews and success stories. Doren explains that most Realtors ask for referrals the wrong way and mistakenly send people directly to a review site that requires an account to submit a review. This often stops clients in their tracks and the agent receives no review. Doren created a software service that solves this problem by allowing clients to submit their review first, then directing them to several options for sites to post the review, that way the review is saved and sent to you even if the client doesn’t post the review anywhere online.
We also discuss why online reviews are becoming so critical to success and when to ask your clients for referrals, plus how to follow up if they don’t respond to your first request for review.
Then we get Doren’s perspective on referral relationships, why he recommends his clients to go narrow and deep with only 6-12 referral partners, and how to find who those high value, high leverage referrals partners are in your market.
We finish with Doren’s tactics for capturing more leads at Open Houses using ethical bribes and blaming the seller for asking visitors to register and leave feedback, and how to use the feedback form to capture leads from both yourself and your lender partner.
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Online reviews are becoming a critical part of the consumer decision-making process. The sooner you start building your presence in online reviews the better positioned you’ll be to succeed over the next couple decades. Make asking for reviews a part of your process with every client, and ask them at the point of highest positive emotion.
4:55 Why podcasts are the saving grace of Doren’s professional development
6:00 Question: Unique options for closing gifts
11:00 One killer technique to launch your closing campaign using gift baskets to the client’s workplace - the “Magic Wand” letter
16:00 Idea for connecting with past clients on the anniversary of their home purchase - why use direct mail ‘homespun’ newsletters in your past client follow up campaign
23:00 What is the McDaniel Challenge
28:07 Online accounts and the problem of getting reviews by sending clients directly to review sites first - how Doren’s service solves that problem by allowing them to create their review within the software first, saving the review even if they don’t submit it to any online sites
36:00 Why online reviews are increasingly important in the next 10-20 years and WHEN to ask for referrals
40:00 A mortgage coach’s perspective on referral relationships
45:15 Why you must know who your highest leverage referral partner is and have a unique value proposition aimed at that them - why go narrow and deep with referral partners
52:37 Two simple and effective tactics to capture more leads at Open Houses
Guest Bio- Doren Aldana is a top mortgage marketing coach and founder of The Testimonial Engine. Doren helps some of the top mortgage pros in North America generate more leads and close more business, and through his Testimonial Engine service he helps service professionals collect and share testimonials and build their online reviews. Connect with Doren at http://mortgagemarketingcoach.com/ and learn more about Testimonial Engine at http://mytestimonialengine.com/.
Get your free gift from Doren Aldana, How To Collect & Share 5-Star Rave Reviews on Autopilot (While You Sleep), at http://mytestimonialengine.com/greg/.