Target a 4th Group - NOW!
In tips 3-6 I share 3 groups that you should be marketing to consistently. Failure to market to all 3 concurrently can cause you to get paid only a fraction of what you are worth. Those 3 are a must. I think a fourth group is also critical–kind of like a table, you want 4 legs of income. This 4th group can be anything but should be something that either capitalizes on your past or gets you excited. If doing a First Time Homebuyer Seminar excites you then it can be that. If you used to work as an accountant, then market that group. It does not matter what group it is, the key is to add value to them and to do it consistently. I know a women who is married to a roofer, she markets to roofers! She says there are over 7000 roofers in the FL Roofers Association alone and she gets them helpful finance tips and follows up with them and goes to their monthly meetings. You know how many LO’s she competes with for their business? None! Be creative, capitalize on your past or a niche no one has and then add value consistently. On the Top Producer Training DVDs we share over 10 different groups you can target!

In a phrase, the secret to huge monthly cash flow is systematic marketing. On DVD 5, I reveal to you exactly how to utilize my proven system for generating higher conversion rates, more referrals and, ultimately, close more loans. In my opinion, if you’re not systematic, you’re selling yourself short. Top Producers become top producers because they ask for the business more and use systems to increase the amount of asks on a daily basis. My systems show you how to automate mailings, phone
calls and faxes to boost your sales exponentially. In short, my systems will help your income soar by harnessing a few basic technologies and leveraging every part of the business. It’s about working smarter, not harder! The key to this business isn’t the quantity and quality of your leads; it’s what you do with the leads you have. My systems help you maximize the profitability of every lead and will help you generate a steady stream of referrals from all your past customers. The mortgage business is like most other sales vocations. It all comes down to the number of times you ask for the business. My systems will show you how to boost your asks by a large multiple without changing the number of leads you have or the amount of time you spend working. “The chart below was field tested and proven accurate from 1994-1997 which was a mostly purchase, low refinance market. It has never failed in that environment. Since 1998 the numbers just got better since refinancings soared. In a big refinance environment you actually make MORE money for every 4 calls. Bottom line, if you make the calls, you guarantee yourself the income–REGARDLESS OF MARKET CONDITIONS!”