Podcast Webinar: Jump Start Your Marketing 

R.E. & Lending is a continuous business cycle 

We’re about to begin another in 2020. 

Give me 24 minutes & I’ll give you years worth of commission producing projects, micro-targeted marketing campaigns and low budget-high profile advertising strategies; all based on my personal experiences or from real agents with long successful careers.

The webinar is filled with event checklists, marketing road maps & industry studies to download afterward!

And I’ll throw in a little “black Irish humor” because let’s face it, in this crazy biz, a sense of humor is cheaper than a therapist!

Listed below is just a sampling of the topics we will be focusing on!

Click here for Audio/Visual Powerpoint

“Jump-Starting

Your Marketing”

Frame 1

INTRO

DanielDobbs.org 

120 Articles – Worksheets – Handouts

Links – Worksheets – Handouts
75% Are Self Authored – Feel Free to Use Anything on My Site –
Plz Give Me “Plug” or a Link to my Blogsite
I’ll send you a “Copywrite Release”

Frame 2

Mutual Home Mortgage “Fb”

More Free Web Content
Posts From Major Publications

Feel Free to Share – I update 2-4 times a week

I read 5 newspapers and 6 blogs a day -so you don’t have to!

Frame 3

Our Google – Yelp and Fb
Rankings (4.9 Stars)

 Frame 4

Mutual Home Mortgage is Licensed
to Fund Loans throughout California

Frame 5

For Blogging: Use “Word Press”
EZ to Navigate & Post Articles

Frame 6

“Old School” C.S. with a Modern Tech Twist

Frame 7

Today’s Goals
Focus on Blogging and Community Based Marketing

Frame 8

No One Works Anywhere Forever
You’re only as Valuable as Your Client Base is Loyal

Sink or Swim: Choosing a Brokerage

Changing Brokerages: The Finer Points of Employ. Contracts!

Always use biz cards with ONLY YOUR PHONE # & E-MAIL

Long Holidays / Slower Times are the Easiest to Make a Change 

Make Sure to Get Paid “Going Out the Door”

California Tops for Wage Theft

Frame 9

How to Protect your Client Base

Electronic Business Cards in addition to Paper Cards

When you change brokers ALL  Ecards

update contact info automatically to previous recipients

Frame 10

Inman News

The Best Source of Insider News in the R.E. Industry

Frame 11

Blogging is Easier than You Think

Just Focus & Follow the Steps -Keep a narrow focus to start

Frame 12

Content-Content-Content

Your Blog is the On-Line “Engine”

Which Drives Your Marketing Plan

Frame 13

Seasonal Postings & Guest Writers

IRS: Tax Advantages of Buying a Home!

Inman: Here’s Every Tax Deduction for RE Agents!

Surviving An IRS Tax Audit

IRS Statute of Limitations

How Gov’t Liens Affect Buyers

1st Responders (fire season) our men & women in uniform (patriotic holidays)
the volunteer at the Senior Center, the H.S. valedictorian (graduation time)

Frame 14

Renter / Buyer Blogging
“Buyers are Liars”? Some Are…Many Just Need MLO Coaching

Timeline: Taking “Prospects” from
Leads to Clients to Offers = $$$$

Here’s the “buyers” formula:

Motivation (got married) & Timing (lease is ending) +

Credit (paid off a car) + Income (got a raise) +

Down Payment (gift from parents) = We want a house …NOW! = $$$$

Frame 15

Working with Buyers (1) 

Avoiding Time Wasting Buyers (EZ to Spot)

Morale is your most bankable asset – without it-
you’ll be 1 of the 80% of agents who fail in their first 2 years.

Poor Morale Hurts You -Your Family and Career.

Be with family, at the beach or with a
glass of wine rather than working with time wasters

You MLO is Your “Blood Hound” tracking “leads”

Frame 16

Working with Buyers – Challenging (2)
“Blood Hounds” Need a “Trail to Follow”

 Taking “Prospects” from
Leads to Clients to Offers = $$$$

Frame 17

Is Your Buyer Real?
Where are they on the “Client Timeline”
The MLO is the 1st to Know

Frame 18

Credit Scoring is a Game
Let’s Get Your Buyers Ready for the Future
We’ll Both Need Paychecks Then Too (1)

Frame 19

Re-Scoring Credit Reports and Time Consuming

Never Pay for Credit Repair: SCAM

Frame 20

“Closing Costs (CC) Seller Paid”
Make it all about what the Seller “Nets”

With the slowdown in home sales – buyers have 

more leverage to ask for closing costs (typically 2-3%)

The challenge is how a buyer’s agent presents the offer!

Frame 21

“Lender Paid” No Closing Costs (CC)
But a Slightly Higher Rate – Here’s the Math 

Lender Paid CC is only a viable option if a buyer has enough income

to “bump up” the interest rate & be able to qualify with higher “debt to income ratios” (DTI)

Here’s of 2 choices + an appreciation calculation (see Frame)

Frame 22

The Rate Game

There’s No Truth in Advertising…No Free Money
A.P.R.s are a good Benchmark for “shopping”

There are 8 factors that determine the buyer’s rate!

“Advertised rates” (i.e Realtor sites) are for gold plated” buyers only!

” 740 Fico – 20% + Down – 15 day Rate Lock + other fine print

Buyers can’t get a valid full loan approval

in minutes online – there’s no self -serve” mortgage

BTW: It’s a complete myth agents must give out 3 loan referrals 

All you’re doing is giving up control of your deal and playing commission roulette with your paycheck!

Find 2 good lenders (who “Pre-DU” files) and team up

Frame 23 

The Rate Game (cont’d) 

(see PowerPoint )

Frame 24

Taking Control of the Loan Process
Before You show Homes

We both are more likely to earn future biz & referrals

  • A “DU” is a computerized loan approval (Fannie / FHA / VA) verifying buyers have completed their ENTIRE loan package and (when approved) is assigned a “lending case #”, guaranteeing no last-minute surprises before COE!…

  • If your client has minimal down & Fico scores in the 600s?

  • “DU” loan approval is the only way to get an offer accepted

  • Just include it with the initial offer (RPA)

  • Advantages to Buyers!

Movers & tradesmen can arrive on time. Vacations aren’t lost, work & school schedules are maintained …Buyers can utilize a shorter rate lock period & get a lower interest rate

Frame 25

Desktop Underwriting (“DU”) Loan Approval
“Never Lose a Buyer Again”
Most lenders won’t do a full “DU” because of time (3 hrs) and only about 1 of 3 COE

With “DU” Approvals You Take Control

  • Most lenders won’t do a full “DU” because only about 1 of 3 potential buyers actually go forward and buy a home

  • Agents just focus on opening escrow & meeting timelines

  • COE’s are timely & competed in 35 days

  • The loan contingency periods are already met (before inspections and appraisal fees are incurred)

  • Offers are accepted more readily, so fewer property showings, less time for buyers to be anxious & less time writing needless offers and avoid losing deals at the 11th hour

Frame 26

  • Most large lenders rely on call centers (Utah /Texas) 

  • Staffed by hourly customer service employees, not licensed or seasoned MLOs

  • Lenders who rely on advertising (vs agents) for biz, see agents and buyers as a “1 & done” deal.

  • And they are!

  • Purchase deals are much more tedious, close escrow less often & take up more of time (vs. refis)

  • “DU”ing a file takes 3 hrs. to process, so lenders are reluctant

  • So easier/quicker files (usually refi’s) take priority..

  • Bottom line: Without a relationship with an MLO, an agent’s deal becomes just another file on the CS clerks desk.

  • Frame 27

Desktop Underwriting (“DU”) Loan Approval

Buyers Name – Max. Loan Amounts –

Debt Ratios-Down Payment -Amount – Loan Type –Interest Rate 

Frame 28

Blogging for Sellers

Macro Targeting: Cities-Communities-Farm Areas
Micro Targeting: Seniors – Families – Groups!

Frame 29

Blogging for Sellers

Blogging for FSBOs –Dont!

It Only Encourages Them – Aggravates Your Colleagues

Study: Agents Sell Homes for Higher Prices than FSBOs!

Profiling Homeowners About to Sell Their Home!

ID Owners Who Down Size – Retire Early and Sell!

11 Reasons “By Owner” is a Bad Idea!

Frames 30 and 31 

See PowerPoint Frames

Frame 32

Community Sponsorship & Event Marketing
Your Blog is the Engine of Your Marketing Machine

Micro Marketing is Better than a Corporate Sponsorship

  • You Have to Get a 100 “Nos Before You get a “Yes” Seriously?
    That’s Not a Marketing Plan – It’s a RX for a Therapy and a Xanax Patch

  • Dropping off flyers – Notepads – that’s littering

  • Direct Mail is expensive and goes into the trash

  • Buying Internet leads? DON’T C. A.R.’s own study (2016 & 2017)

  • 87% of all clients use an agent they’ve used before

  • OR they ask another person for a personal referral.

  • Internet leads are just “data” sold as leads and we’ve all come to realize it!

  • “Dialing for Dollars” Don’t! We all hate spam calls.

  • Door Knocking …You’ll burn out!

Frames 33 – 43

Community Marketing Examples

Frame 44

Buying and Selling is a Home; is Personal Experience

Real Estate Sales Can’t be Done by “A.I,”, Computers or a C.S. Rep

  • Whether its Megan’s Law – Homes for Heroes – Prop 13 – or food drives…the agent community is here for the long run

  • No “whiz kid”, cut-rate commission, start-up company will be around for long – remember “Help-U-Sell? Yea, me either

  • Relationship selling has changed venues but it hasn’t changed people –

  • Clients do business and choose people who exhibit the same positive traits as they have

Frame 45

My team and I would like to earn your buyer referrals.
We bring unique skill sets to the table..
I hope our skills were evident here today

  • Let’s talk about how we can be successful together. I’ll provide you with enough Web /Blog /Fb content to get you started

  • Call Me! I really do pick up the phone at all hours

  • If you liked our presentation today, can I make 1 request?….

  • Please “like us”, write a brief review (Mutual Home Mortgage) on Facebook and /or Google ..It makes a difference

  • I know your time is valuable; this market requires us to work harder & smarter.

  • I hope you feel the time we spent together today has been worthwhile.

  • Copywrite © August, 2018 Daniel Dobbs MHM Mortgage /// All rights reserved. No part of this publication may be reproduced, distributed, or transmitted in any form or by any means, including photocopying, recording, or other electronic or mechanical methods, without the prior written permission of the publisher, except in the case of brief quotations embodied in critical reviews and certain other noncommercial uses permitted by copyright law. For permission requests, write to the publisher, addressed “Attention: Daniel Dobbs, Author- VP-Broker Mutual Home Mortgage 265 S. Randolph #120 Brea, Ca. 92821 Cell: 949 250-3981 Dandobbs6@gmail.com NMLS #307631 BRE #00986886