Easy Mortgage Marketing

How to Hire Dependable People

noreply@blogger.com (Brian Diez) — Mon, 28 Apr 2008 15:34:00 +0000

This tip on finding, identifying and retaining employees that will grow your business, is the second in my series of four articles on hiring.

A recent survey of employees by the USA Today revealed the following:

56% of working people admit they have lied to their supervisors
41% say they have falsified records
64% admit using the Internet for personal reasons during working hours
35% have stolen from their employers, by their own admission
31% abuse drugs or alcohol

This is your applicant pool!

As discussed last week, three out of four employees “disappoint” in the first week. The number one reason for this is they don’t fit your culture or team.

The sad truth is, most of the individuals in the workforce do not have the integrity, reliability, work-ethic or personal standards that you have; and therefore have set for your company or team. They will not come to work on-time, everyday. And even worse, they will not give you a full day’s work for their full day’s pay.

The success of your business depends on finding the people who DO fit your unique culture. Here are five ways to do so:

1. Believe Half of the Resume – Studies have shown that 85% of resumes and applications contain “exaggerations.”

2. Phone Screen – Create lead, behavioral questions that start to measure culture, team and job fit… even before meeting with a candidate.

3. Perform Reference & Background Checks – Nobody advertises being fired for dependability issues, theft or other criminal activity on their resume. (If you’d like a list of effective reference check questions, request it here: www.RecruitingWinners.com

4. Pre-Employment Integrity Assessments – Using instinct to make hiring decisions hasn’t worked in the past and it surely won’t work in the future either. Valid, reliable and affordable on-line assessments can help remove “luck” from your hiring process.

5. Set Standards (& Don’t Ever Lower Them) – Just one “wrong” person can infect an entire workforce. At the least, you’ll soon experience apathy and moral problems… and ultimately customer service, sales and profitability problems.

One of the main topics of the free educational video is how to hire dependable people.

To watch the 5-minute video and learn how to find & hire the people you need to grow your business, here is the link: www.RecruitingWinners.com

Best,
Brian Diez

PS: Don't forget to leave a comment.

PPS: Save a buddy and pass this along to a friend.

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The Ugly Truth About Employees

noreply@blogger.com (Brian Diez) — Tue, 22 Apr 2008 14:11:00 +0000

Studies have shown, finding and hiring productive people has remained the number one issue in business for the past seven years.

If this has been a challenge for you and your company, you’re in luck. The next four weeks I'm going to explore how to solve the costly personnel issues that plague businesses like yours today.

Thanks to Grant D. Robinson of People Values for contributing his tips for the next few weeks.

Does your business have greater productivity and revenue potential?

If so, what is holding you back?

The National Federation of Independent Businesses (NFIB) recently realized that 61% of businesses are struggling to grow. That means six out of 10 businesses either had no or negative revenue growth last year.

The majority of these businesses said “their people” were holding them back. People who lack reliability, work-ethic, integrity, internal motivation, teamwork and the customer service skills to grow your business.

The ugly truth is, three of four new employees will “disappoint” you in their first year on the job. They will either quit, be fired or linger on as a “workplace survivor” and drain your revenues.

The Department of Labor says that every “mis-hire” costs you a minimum of $11,713.

When you factor in the personnel issues that stem from the wrong people on your team like conflict, apathy, theft, etc., you can double that figure. When you factor in the lost sales and lost customers that stem from errors and poor service, triple that figure. Anybody that has actually measured what a mis-hire has cost them, will say this figure is more accurate.

To hire the people you need to grow your business, it’s imperative to know the 5 Hiring Best Practices. And even more important is to use them.

Here are the People Values’ 5 Hiring Best Practices:

1. “Actively” Recruit – Don’t depend solely on classified ads, recruiters and general web boards to provide you “passive” candidates

2. Thorough (& legal) Job Descriptions – Document the minimum requirements to get a job in your company.

3. Benchmarks & “Job Success Patterns” – Document the minimum requirements to keep a job in your company.

4. Lead Behavioral Based Interview Questions – 90% of interviewers ask the same pointless questions that tell you nothing about culture, team or job fit. (If you’d like to know what these questions are to stop asking them today, request the list here: www.RecruitingWinners.com

5. Reliable & Validated Assessments – Adding a pre-employment assessment to the resume, interview and interviewer’s “gut feel” can improve your odds of hiring a TOP Performer from 26% to 75%.

Over the next three weeks, we’ll be discussing these best practices. If you can’t want to learn more about how to incorporate all of these practices into your business, People Values and Brian Diez have created a free, educational video.

To watch the 5-minute video and learn how to find & hire the people you need to grow your business, here is the link: www.RecruitingWinners.com

Best,
Brian Diez

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Using Positive Reinforcement

noreply@blogger.com (Brian Diez) — Mon, 14 Apr 2008 12:35:00 +0000

A good friend of mine does a ton of referral business. When I asked what his secret was his answer surprised me.

Every day he calls at least 10 people in his database just to say hello. He doesn't pre-qualify. He just dials the next name in the list.

He literally keeps a clock on his desk with a second hand. He makes sure he's off the phone in less than 3 minutes. It's a personal touch that keeps him in his client's mind.

At the end of every month he also examines the loans he closed. He notes where each one came from. Who ever gave him the most referrals gets invited to a dinner where they can meet his other networking buddies.

It's a system of positive reinforcement. It's usually the simplest plans that work the best.

Give it a try and see if your referrals get a boost.

Best,
Brian Diez

P.S. Don't forget to leave a comment.

P.P.S. Pass this along to a friend.

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The Movie in Your Mind

noreply@blogger.com (Brian Diez) — Thu, 10 Apr 2008 14:10:00 +0000

If I were to tell you we were going out to a 5 star restaurant what would you expect?

You might picture pulling up in a limousine to a red carpet where a door man opens the door and helps you out. You may imagine being whisked away to the VIP table where 5 waiters are standing by, all dressed in tuxedos with white gloves.

There's probably no menu, since the head waiter has the entire menu memorized. He explains our options with a heavy French accent. Each course has it's own wine which was preselected to compliment each of our 8 courses. The waiter with the Italian accent explains the region the wine came from and suggests what flavors to look for as we sip.

We barely notice the staff as they serve and remove our plates. We're distracted by the Zen garden in front of us surrounded by a stream with swans swimming just a few feet from our table. Our glasses never seem to empty as our every whim is wordlessly carried out.

Who's that over there? Is that Warren Buffet? He's requesting our table. No worries. I know the owner. We're not going anywhere.

Finally, the bill comes. We don't even bat an eye because we didn't just enjoy dinner. We had an experience in fine dining. Life is good.

This little story is known as the movie in your mind. Your customers have certain expectations. When their experience doesn't match their expectations you will have price resistance and fall out.

It all starts with the first impression. The ad they respond to or the referral from a friend sets the pace. Are you positioned as an expert or are you selling rates?

When they call do they get your answering machine or a friendly professional receptionist? When they're on hold do they hear nothing, music, or testimonials?

When they come to your office are they greeted with coffee and water? Does the waiting room surround them with testimonials from satisfied clients? Are they sitting on leather or plastic?

Put yourself in your customers shoes and walk through your sales funnel. You may be surprised how many holes you find.

Best,
Brian Diez

P.S. Don't forget to leave a comment.

P.P.S. Pass this along to a friend.

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How To tell If Your Marketing is Effective

noreply@blogger.com (Brian Diez) — Fri, 04 Apr 2008 01:59:00 +0000

I've been traveling for 2 straight weeks now. Not my idea of fun, but it's necessary to take myself out of my comfort zone if I'm going to continue to grow. You'll have to forgive me if I babble, but I'm tired.

I have met some fantastic people in my journeys. You'll meet some of them real soon. It's always cool to meet someone else who "gets" it. One guy in particular shared his ideas with me. Over lunch we figured out how we could benefit from each other's knowledge. Things like that don't happen sitting on the couch.

There is no one tool more effective for boosting your bottom line and achieving more, financially or otherwise, than a mastermind group.

Anyway, I just got back to my hotel room and decided to check my emails. I noticed that my emails had slowed considerably since my last teleseminar. I also noticed that my referrals had slowed as well. I've always known, since meeting Dan at least, that there is a direct correlation between my dialog with my database and my income.

What I have come to realize is you can measure how effective your marketing is by the amount of response you get from your customers. It only makes sense that the more I touch my database, the more they feel connected to me, the more likely they are to reach out and ask questions.

My theory is this; you can measure how effective your marketing is by how much your customers respond with emails, letters and phone calls.

Does this sound obvious? Ask yourself this - how many of YOUR customers, other than the ones you're actively doing loans for, have called you for advice, sent you an email, or written you a letter in the past month?

Now ask yourself how many friends have you spoken to about whatever.

Makes you rethink how much effort you're really putting into developing that relationship, huh?

Food for thought.

Best,
Brian Diez

P.S. Don't forget to leave a comment.

P.S.S. If you know someone who would benefit from this post, pass it along.

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Are You A Mortgage Samurai?

noreply@blogger.com (Brian Diez) — Mon, 10 Mar 2008 16:19:00 +0000

Before I leave work I make a list of the top 5 things I
need to accomplish the next day. My day isn't over until
I've crossed all 5 things off my list and made a new list
for the next day.

Using this technique guarantees that I do at least one
thing everyday that advances my business and makes me
money.

You can borrow this technique starting right now. Your
list may look something like this:

1. Email processor with list of goals that need to be
accomplished on my files at the bank. Be sure to request
update on status on each.
2. Update clients by phone and email on status of their
loans. Invite to teleseminar and ask for a referral.
3. Place direct mail order for 5,000 letters to drop on
Monday.
4. Follow up calls to last week's prospects. Pitch those
that qualified for money saving solution. Refer those that
didn't to Score More for credit help (wink, wink, hint,
hint).
5. Make list for tomorrow.

The Japanese have followed this principle for years. They
even have a word for it, Kaizen.

Kaizen - continuous incremental improvements

Consider how much progress you'll have made by the end of
the day, week, month, and year, by making consistent
improvements to your business on a daily basis.

Best,
Brian Diez

P.S. Get paid $150 for credit referrals. Sign up here:
http://www.creditscoringsecretsexposed.com

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Want to see how I get things done? - Part 3

noreply@blogger.com (Brian Diez) — Thu, 06 Mar 2008 15:13:00 +0000

In the past 7 days I put together a teleseminar for my clients using my teleseminar system. I invested a little under 60 minutes putting the whole thing together. I used only the internet to promote it.

My client list started at about 1000 subscribers, actually it was 1101. I now have about 1225. With just 4 email blasts I had 124 people register for the teleseminar. 84 showed up for the call, but 45 stayed on the entire call from beginning to end. All I do now is add them to my regular autoresponder for future campaigns.

I spent zero dollars making this happen. So far I've received 7 credit repair referrals and 2 loans. Total projected profit is about $25K.

Now here's the thing that most don't understand. The residual benefits of my kind of marketing aren't measurable in the conventional sense. Who knows how many people were on the call last night that are talking to a friend or coworker by the water cooler explaining how collection agencies work? Who do you think they'll call when they have a problem they don't know how to deal with?

What's more is that collection agency owner now wants to do business with me as well. Talk about a referral base!

The point is this; nothing good happens if you just wait for the phone to ring. You MUST reach out and touch your clients regularly. Your job is to find creative ways to keep them interested and entertained. The returns far out way the investment of your time.

Best,
Brian Diez

P.S. You can steal my system here: www.TeleseminarSystem.com

P.P.S. Don't forget to leave a comment below.

P.P.P.S. Make $150 per credit repair referral. Go here:
www.CreditScoringSecretsExposed.com

P.P.P.P.S. Pass this along to someone who could use a hand with their mortgage business.

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Want to see how I get things done? - Part 2

noreply@blogger.com (Brian Diez) — Mon, 03 Mar 2008 14:58:00 +0000

First, a quick recap. I'm showing you just how easy my
marketing systems are to use and how quickly they can make
you money... even if you have zero budget. That's right.
I haven't spent a dime and I've invested less than an hour
of my time so far.

I built a landing page using frontpage, which came included
on my PC. I used getresponse, which costs $140 a year for
unlimited campaigns, to capture subscribers and send out my
call in information. The teleseminar company I use is
free.

First I reached out to you and got some guest speakers for
my teleseminar. Then I blasted out invites to my database
driving them to my landing page. My database has told me
what they want to hear, so now I just put those questions
in logical order and send them to my speakers so they can
prepare their answers.

All the emails driving traffic to my landing page were
written in one sitting. I literally cut and paste them
from my Teleseminar System product. I blasted my invite to
1000 customers and as of Saturday morning I have 87 out of
150 slots reserved.

FYI - Just because someone reserves a slot it doesn't mean
they'll show up, so I have a sequence of reminder emails
programmed to go out on autopilot.

All that's left for me to do is to show up for the call.

During the initial email campaign I've received 3 credit
repair referrals and 1 loan. Total projected profit so far
is @ $13K and I haven't broken a sweat yet.

Pretty cool, huh?

Imagine if I would've pulled out all the stops and did
video, voice blasts, direct mail, etc.

Am I doing anything YOU can't do? Nope. Just use my
systems. Follow all the steps. If you fall short, call
me. I'll help you.

Ready to send out another invite to your list?

Use this one:
*****************************************************
Subject: Last chance! Only a few slots left...

FINAL NOTICE

Dear [[firstname]],

Maybe you missed my earlier emails. If so, let me tell you
again about an upcoming FREE teleseminar. We are now
almost
completely sold out!

Since my original email, we've been flooded with
responses, but as a courtesy to you, I thought I'd give
you one last chance to reserve your spot.

Many people like you have suffered from stressful
collection agency efforts. Until now you probably felt
helpless to do anything about them. This is your chance to
to grill some collection experts and find out just what
rights you have and what you can do to stop them.

If you have questions, this is the one time you can ask
them for FREE.

Besides answering your question, you will also learn:

* How to make them stop calling
* How to get a collection deleted from your credit
report
* What strategies they use to get more money out of you
* Exactly what happens behind the scenes when they
obtain your debt

And much much more!

To take part in this special event just go here:
http://www.thecreditaudit.com/collection.htm

This free 60 minute teleseminar is taking place Wednesday,
March 5th at 2PM EST.

Don't delay. Reserve your spot now!

Warmly,
[your name]

PS Just click here to reserve your spot now:
http://www.thecreditaudit.com/collection.htm
**************************************************

Have questions? Send them my way.

Best,
Brian Diez

P.S. If you want my teleseminar system with all the done
for you marketing stuff, instructions, and resource list,
you can get it here:
www.teleseminarsystem.com

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Want to see how I get things done?

noreply@blogger.com (Brian Diez) — Thu, 28 Feb 2008 17:04:00 +0000

How many times have you heard someone say, "So and so's marketing stuff doesn't work."?

Chances are they, or someone they know, bought the product then made a half assed attempt to make it work. Then they have the nerve to walk around bad mouthing so and so or asking for their money back!

Well, I'm going to do us all a favor. I'm going to show you the 1,2,3 behind the scenes steps to show you exactly how easy it is to market like me.

This one is on me. If you learn something useful, please just send me an email so I know you appreciated it.

So here we go:

I've told you 1000000000 times that marketing is about constant contact. Your job is to build a relationship with your customer. Thanks to the internet your job is easier than ever.

I'm going to promote a teleseminar for my customers with poor credit. Thanks to the new FHA limits, these customers are finally going to get a shot at decent interest rates. Chances are they won't call me until I remind them how awesome I am.

So I have my list. Just to make a point, I'm going to do this one HALF ASSED and still kick the b'jeezus out of the average LO's numbers. I'm only going to use the net. No direct mail. No voice blasts. No telemarketing, No fax blasts. It's like having one hand tied behind my back.

I mapped out my plan. I decided I'm going to use my teleseminar system on this one. I chose a date for the teleseminar, then listed the milestones. I gave myself 9 days from idea to execution.

I used Microsoft Frontpage to build a site in exactly 14 minutes. I literally cut and pasted my first direct mail letter right out of my teleseminar referral system as my landing page.

I use godaddy for my hosting. I use getresponse for my autoreponder.

I set up my autoresponder with my call in information and a free report. That took 4 minutes. You'll get the links in a second so you can see what I did.

Next, I sent an email blast and asked for guests. You should know. You got one of the blasts. I was flooded with emails. It's not very hard to get a guest. Offer money. Offer bribes. Offer to give someone a hand in exchange. Just don't expect something for nothing.

All in all I've invested less than 30 minutes so far. I have my site, my autoresponder, and my guests. Now I just need my prospects.

I took my exact campaign right out of my teleseminar system and cut and pasted them into my autoreponder. They're set to start blasting tomorrow. Want to see what they look like and see my landing page?

Great! You can help me while you help yourself. Invite YOUR prospects to listen in on my call. Send them the following email:

****************************************
Subject: Free Telephone Seminar Reveals Everything You Ever Wanted To
Know About Collections And Your Credit Report

Dear [[firstname]],

I would like to invite you to a very special 60 minute FREE
Tele-Seminar. My good friend, Brian Diez, has gathered a group of former collection agents and a collection agency owner to reveal their inner
most secrets.

Discover the insider secrets collection agents DON'T want
you to know about!

Click here to reserve your slot now:
http://www.thecreditaudit.com/collection.htm

Hurry! Slots are limited!

Why have they agreed to do this call? Let's just say Brian can be very persuasive. Besides, those collection people are everyday
people doing everyday jobs, just like you.

This call will help you better understand how their
business works so you don't have to be afraid of the agents
who call.

This invite is going out to over 1000 subscribers and we
only have 150 slots available, so don't delay. Reserve
yours now!
http://www.thecreditaudit.com/collection.htm

Best,
[your name]

P.S. Even if you don't have a collection on your credit
report right now, you may one day. Learn everything you
ever wanted to know about collections and how they effect
your report. How often do you get to listen in on a call
like this?

Reserve your spot here:
http://www.thecreditaudit.com/collection.htm
*******************************************

While you're at it, why not get on my list and watch the process unfold like a spectator. You'll learn a lot.

Go here:
www.Creditscoringsecretsexposed.com

Got questions? Let me hear'em.

Best,
Brian Diez

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How to Rewire Your Brain For Success

noreply@blogger.com (Brian Diez) — Mon, 31 Dec 2007 18:27:00 +0000

First and foremost, success starts from within. Your self image, self esteem, and internal dialog have more to do with where you are in your life and where you're going than anything anyone can teach you.

If you've never read Psycho Cybernetics, by Maxwell Maltz, I'd encourage you to get yourself a copy immediately. Understanding how your brain works is the first step in taking control of how you think.

In the book, Max relates how he witnessed plastic surgery patients undergo amazing emotional transformations in front of his very eyes. His stories paint amazing images that help us understand how changing the way we perceive ourselves effects us in every aspect of our lives.

I've witnessed similar changes when I was a personal trainer. The greatest change that comes to mind was an older couple who bickered constantly. Both walked with their heads hanging low and scowls on their faces. Fast forward 30 days and the two were practicing tango in the aerobics room. Round and round they went, laughing and giggling like little kids, as they waited for me to greet them.

They hadn't changed a thing about themselves, other than their self images, which brings me to my point.

If you're having trouble breaking free of your self destructive habits, try starting with something more basic. It's great that you take the time to read articles that help put you in the right frame of mind for success, but they're useless if you don't really believe YOU can be successful.

Here's my challenge to you. Commit to working on yourself for 30 days. Here are the rules:

1. You have to get up by 8AM latest. Get your butt out of the house. Sleeping late and being lazy leads to depression. That's the opposite direction we want you to go.

2. Exercise first thing in the morning. 30-45 minutes will do it. Your goal is to break a good sweat and get your heart rate up. DON'T THINK. JUST GET DRESSED AND GO. I leave my gym clothes next to the bed. Some people like to bike ride or run. I follow www.CrossFit.com. It's like having a free personal trainer. The results you'll get are nothing short of amazing. Their videos and testimonials are inspirational. They post a new workout everyday around 11PM EST.

3. Eat at least 5 or six small meals a day. I recommend the Zone Diet, by Dr. Barry Sears. It's a very easy program to follow. Heck, even Madonna and Jennifer Anniston are fans of the Zone Diet. I don't recommend the Zone Diet Delivery service. They're NOT the same thing.

4. Once a week, treat yourself to a pampering day. I usually go with Saturday mornings. Go for a massage, manicure, haircut, whatever. You deserve to feel good about yourself. Consider it a reward for sticking to your challenge.

Take any 30 day period you choose. You have to write down your goals. Make them easy and be specific, i.e. I will go to the gym at 8AM every Monday, Tuesday, Thursday, and Friday for the next 30 days. Put it where you can see it everyday.

Send me a copy of your goals by email at briandiez@gmail.com. If you're REALLY ballsy, email it to everyone you know, like I do.

Complete the challenge and I'll send you a free gift.

A funny thing will happen. Working out in the morning boosts your endorphines. You'll be on a natural high for most of the day. You'll get more done. You'll naturally have more confidence.

As you begin to really get into exercising, you'll start to care more about what you eat. The better you eat, the better your workouts. You'll see results faster.

You'll want to stop smoking and any other bad habits you have. They'll effect your progress. You'll feel them holding you back.

Now here's the important part. To change your habits, focus on the good things you enjoy about the habits you want to keep. Lose the bad habits by focusing on the pain they make you feel.

Want to stop eating junk? Focus on how crappy and guilty you feel after eating them.
Want to quit smoking? Focus on the sore throat you wake up with every morning or the way it makes your hair and clothes smell.
Want to go to the gym in the morning? Focus on how good you'll feel when you're done.

At the end of 30 days, I guarantee you'll be a different person, from the inside out. I promise it will trickle over into every aspect of your life.

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Learning From My Mistakes

noreply@blogger.com (Brian Diez) — Mon, 17 Dec 2007 23:06:00 +0000

I hope I have helped you make more money either through my sales copy
or marketing tips. However, I feel I've let you down.

You see, I gave you some fishing line and bait. I gave you directions
to the lake with plenty of fish in it. I gave you a book on fishing
techniques used by the pros.

What I didn't do is stand next to you and help you fish. I didn't
make sure you baited the hook properly. I didn't critique your
casting technique. I didn't cheer for you as you reeled in a
whopper. I didn't make you take a picture with it, so you'd remember
that special moment.

It's all MY fault.

2008 is a new year for us all. My new year resolution is to learn
from my mistakes. My new year resolution is to FORCE your
ACCELERATION towards success.

What's forced acceleration? It's the difference between mediocre
results and phenomenal results.

It's also the name of my new program.

I've learned my lesson. No more sales copy without coaching.
Why? Because it's the COACHING, not the sales copy that guarantees
success.

You with me so far?

Good.

I've developed a new marketing campaign, that I believe is the best
I've done to date. I believe it's going to be the corner stone of my
marketing for 2008. It hits triggers, ARMs, what ever.

But it's not the campaign I had intended to release.

In truth, it happened quite by accident. I've been trying to break
into the A paper market for some time. It's a tricky business writing
sales copy for A borrowers.

You see, no one WANTS to refinance. They just want the nice things
that come with refinancing. The problem you run into is that they are
all very rate conscious and are quick to shop you, regardless how good
your sales game.

I had planned to release some sub prime sales copy directed at BC
borrowers, but was still testing my A paper stuff...when the
UNTHINKABLE happened.

I woke up one morning, turned on the computer, and my Outlook took
about 2 whole minutes to download my mail.

I went and got a cup of coffee while I was waiting.

I was taking a sip when I looked down and saw literally DOZENS UPON
DOZENS of messages from my answering service. I burned my lip.

Uh oh, I thought. Did I do something right or something wrong?

(You have seen my sales copy, so you can guess I've gotten myself in
trouble before. I once called myself a manager, which I was. The
banking department went wild and audited my company.
Apparently, managers are officers and need to be registered and finger
printed. News to me...and my boss at the time. Whoops.)

I started to print the pages and call back these prospects. I expected
some hard nosed negotiating, but instead they all folded.

They just wanted to know more information about my INCREDIBLY
IRRESISTIBLE OFFER.

I had made some notes on how to handle possible objections, but what I
was learning really blew me away.

These people no longer cared about my fees. Few ever even asked me
what I was charging.

They just wanted IN! It was like I was selling crack.

I had to laugh to myself.

I freakin' did it. I finally CRACKED THE CODE!

I spent the last week scheduling appraisals and getting docs.
I didn't even have time to set up a sales page for my new program!

Now here's my dilemma. I promised you more marketing material, but I
feel that in comparison to what I've just developed, it just doesn't
deserve to be sold. It's OBSOLETE.

That's why I'm emailing you. I had to trash the sales page I created
to sell the BC triggers and ARMs.

But this new campaign is so good, that I can't release it to just
anyone. It's TOO good. It would get burned out and tired pretty
fast.

What's more is that the sale is a little complicated. I'd definitely
have to coach you through your pitch.

(I'm not giving out hard numbers just yet, as to ROI. These deals are
all in the pipe still, but you wouldn't believe the projected numbers
anyway. I barely believe them.)

If you just want some sales letters, then I'm sorry. But I refuse to
take a step backwards. I want everyone who invests their money with
me to enjoy phenomenal success, even if I have to drag them kicking
and screaming.

So here's what I've decided is best for everyone. That's you and me
both.

I will not release this as independent sales copy. It would only take
away from the people who want to build a fortune in this business of
ours. This one is just too good, even if I do say so myself.

Instead, I'll be licensing my sales copy to a few hand picked
professionals.

That means, as long as you're with me you can use it. It is copy
written and I've hired TJ Bailey and Associates (516-745-5605, ask for
TJ) to make damn sure no one steals my stuff.

In addition to the sales copy:
*You'll get monthly members only coaching tele-seminars *You'll get MY
business plan for 2008, *You will have access to all my information
and products, *You will have access to me 1 day each week for one on
one coaching calls, *You'll get weekly faxes with all my tips and
strategies (I hold a lot of stuff back) *You'll get reduced credit
repair costs for your borrowers And much, much more!

This is an area exclusive opportunity.

You will have full access to my business. We'll work together as a
team duplicating each others successes. Learning from one another's
mistakes.

What do you think would happen to YOUR business if you sat in a room
every month with other mortgage professionals hell bent on making
millions?

It's called the Mastermind principle (see Think and Grow Rich, by
Napolean Hill). Masterminding is critical for you to succeed.

Ask any multi millionaire. They'll all agree.

If you'd like to be considered for the Forced Acceleration Mastermind
Group, send an email to forced@getresponse.com for an application.
Fill it out and fax it to 516-209-4553. The deadline for entry is
December 20th.

I'd highly recommend filling it out whether you choose to apply or
not. You may find the answers to your questions very revealing about
your business.

Before you go and fill out the form, let me just add a few warnings.

I'm ex-military. If I'm going to coach you, you better be in the mind
frame of following instructions. If that's a problem for you, don't
apply.

If you can't work as a team player, don't apply.

You will have to sign a confidentiality agreement.

I will review fees and the rest of the details of the program with the
chosen few.

I want you to know that I want nothing but the best for you, but you
have decide what success is worth to you.

Is it time for you to take the next step? Are you really READY?

I hope so.

Have a great weekend.

Best,
Brian Diez

P.S. Fax the application to 516-209-4553 before December 20th to Force
your Acceleration towards success in 2008.

You Can Make More Working Less.

noreply@blogger.com (Brian Diez) — Mon, 23 Jul 2007 17:25:00 +0000

Have you ever noticed how much you get done just before you leave for vacation? That's because you ruthlessly eliminated anything that wasn't critically important for that one day.

Time management is a myth. Time doesn't stop. There is no managing something you can't control. What you can do is eliminate your wasted movements to become more efficient and effective.

There was a study done where fortune 500 CEO's were asked how much time they actually spent "working". that is to say, how much time they spent on tasks that directly effected their bottom line. Most replied that they spent less than 45 minutes a day on actual work. The rest of their day was spent in meetings, answering emails, addressing employee challenges, or on the phone handling nonbusiness related distractions, to name a few.

Examine how much time YOU actually spend performing tasks which put money in your bank account, whether it be selling a loan, getting a referral, or whatever other action you can attribute to a paycheck. If you're lucky you may be able to say an hour or two at most.

If you made $150,000.00 last year while only effectively working an hour a day, five days a week, 50 weeks out of the year, then your income is actually $600 an hour, or more precisely, $10.00 a minute.

As you sit in your office staring at your screen or talking on the phone, ask yourself, is what I'm doing at this moment worth $10.00 a minute? If not, see if you can think of a way to eliminate, systematize, or outsource that activity so you can focus on tasks that actually make you money.

Here are some examples of how a mortgage professional might outsource or systematize their daily activities:

1. If you're answering the phone, for instance, consider using an answering service. I use Patlive.

2. Instead of cold calling, try direct mail. Don't chase prospects. Send them a letter and the interested ones will call you. You can sit back in your chair and cherry pick the loans you want. I recommend my Brian Dead Easy Mortgage Marketing Program for sales material.

3. Don't waste valuable time calling prospects who haven't returned their signed application package. Use my systematized approach in my Lost Borrower Campaign.

4. And finally, the cherry on top, use the ultimate mortgage CRM to track everything from outbound marketing, inbound calls, sales pipeline, referrals, follow up correspondence, you name it it does it system. All you have to do is logon and your tasks for the day are laid out in front of you. No brain work whatsoever!

Eliminate the wasted movements and focus on increasing your time on the activities that make you money. You'll find you have plenty of time left over for enjoying your life.

Save This Page

How To Exceed Your Borrower's Expectations.

noreply@blogger.com (Brian Diez) — Wed, 11 Jul 2007 18:42:00 +0000

Step 1: Build Rapport

Anyone can take an application and price up a loan. Take the time to get to know your borrower. Find out what challenges they're facing and what their goals are.

Question them about their interests. Everyone has a hot button. Some people like to discuss sports, others money, and still others are family oriented. Find your borrower's hot button, be genuinely interested, and they'll look forward to speaking to you.

Step 2: Be a Consultant.

Take the time to coach your borrowers to ensure they get the best deal available.

Think of yourself as a manager of your borrower's debt in the same way a financial consultant advises their clients about their assets. Important questions to ask may include current and future financial challenges and/or goals.

For example: Do they have kids that plan to go to school? Do they have a plan to get out of debt? Do they have retirement plan in place?

Another great technique is to review your borrower's credit with them. An increase of 20 points on their credit report can save your borrowers over $100,000.00 on a 30 year loan. Your borrowers will appreciate and remember the extra effort.

A great site for FREE credit repair tips is www.CreditScoringSecretsExposed.com.

Step 3: Keep your borrower informed.

Borrowers can't stand not knowing what's going on with their loan. They begin to think you've forgotten about them. Make an effort to at least send them a daily email with their current status. It's easy if you knock it out first thing each morning.

Step 4: Send a Thank You card.

For most people, their home is their largest investment. They trusted you with their livelihood. Show your appreciation with a handwritten thank you card. I guarantee referrals will follow.

Step 5: Stay in touch.

No one wants to be cast aside. Keep your name in front of your borrowers with a newsletter. They'll stay abreast of mortgage news, get the impression that you're thinking of them, and they'll get other helpful tips as well.

I recommend www.hotsalesmachine.com. They have low minimum orders, come in full color, and you can include your picture or logo.

For more mortgage marketing tips go to Easy Mortgage Marketing.

Does Your Fishing Net Have Holes In It?

noreply@blogger.com (Brian Diez) — Mon, 02 Jul 2007 15:50:00 +0000

Finding borrowers is a lot like fishing. You throw out your offer and see who bites.

There is a lot of debate at the moment as to which bait is best. A-paper borrowers and sub-prime borrowers each have their own advantages and disadvantages. Regardless of the bait you're using, it's all worthless if you can't get them in the boat once you got them to bite. In other words, your fishing net has holes in it.

The most successful companies in the world spend a large part of their revenue building systems to develop and nurture a relationship with their customers. For example, Amazon sends regular emails with coupons and purchase suggestions and American Express uses membership upgrades. Why should a mortgage company (or individual) be any different?

A mortgage office that desires to exist long term should seriously consider implementing systems to develop relationships. Consider the profit margin on each closed loan. Then consider that most Americans refinance once every 3-4 years. Even if you spent $5 a month per person, keeping your relationship with your borrower is infinitely cheaper than finding a new one.

At a bear minimum, a monthly newsletter or postcard will keep your name in front of past customers. There are many excellent companies on the net. I recommend www.hotleadmachine.com because of their low cost and 50 customer minimum requirement. The newsletter comes in full color with your picture or logo included.

More advanced marketers would benefit from a short term system designed to ensure the customer moves forward with their home financing. The costs of finding new qualified borrowers is increasing daily as competition increases. With the availability of trigger leads, the need to keep marketing even after the sale is undeniable.

My Lost Borrower Campaign, which is fast becoming standard operating procedure in many offices, provides a multi-step marketing campaign designed to eliminate borrower fallout. As of this post, there is no other program like it available anywhere.

"Make a sale and you'll make some money. Make a friend and you'll make a fortune." -Jeff Gitomer.

Mortgage Experts Close More Loans

noreply@blogger.com (Brian Diez) — Thu, 14 Jun 2007 13:42:00 +0000

Positioning is one of the most overlooked tactics in the sales industry. Used properly, positioning can be one of the most effective tools in your sales arsenal. Positioning can mean the difference between charging one point or four. It can stop your prospects from rate shopping you. It can even lead to increased referrals.

By positioning I mean how your prospects see you. Are you a dime a dozen or are your the local expert? Consider this: Do you think someone like Dr. Phil charges more or less than his competition? Do you think his clients try to haggle fees with him?

There are a hundred different ways to position yourself as an expert. The trick is to strategically plan out your positioning campaign for maximum effect.

Here is a simple starter plan to help separate yourself from your competition.

1. Submit articles to ezines. Ezine articles are recognized by search engines as separate pages. Make sure you list relevant keywords and include your own name. Eventually, you can tell your prospects to "Google" your name should they want to research you.

2. Write a book. Having your name in print AUTOMATICALLY makes you an expert. One of the fastest ways to write a book are to collect all your articles together and publish them as an ebook.

3. Start a blog. Answer questions you hear allot of your prospects asking. It's a great way to interact with a large group of prospects at once. Make sure all your articles and your email signature have your blog's address in the signature area to help drive in the traffic.

4. Send out a press release. Journalists are always on the lookout for news story ideas. Sending out a press release will not only get you high placements on relevant search engines, but you may get picked up for an interview by a local or national paper, radio show, or television show.

A small amount of consistent effort is all it takes. Start with an achievable commitment to write a new article at least once a week. Before you know it you'll have hundreds of articles in circulation, a book in print, and you'll be doing interviews for local TV and radio stations.

For more great marketing ideas just visit www.EasyMortgageMarketing.com, www.LostBorrowerCampaign.com, or MortgageMarketingProgam.Blogspot.com.

You're in the Marketing Biz

noreply@blogger.com (Brian Diez) — Wed, 23 May 2007 14:42:00 +0000

Most mortgage professionals started in this industry during the refinance boom, when all it took to make money was the ability to call an internet lead. As a result, most of us never learned how to build a mortgage business correctly.

Not so long ago, I was in those same shoes. My first 2 years in the mortgage business I tried all the same things most newbies try. I spent hours cold calling new prospects. I tried "direct mail" companies and their worthless fake check letters. I knocked on every realtor's door looking for scraps, practically begging for a chance to prove myself. I even called those stupid internet leads and ended up competing against 10 or 15 other mortgage guys for the same pathetic loan.

Finally, I wised up. I realized that if I kept doing the same things as my competitors, then I'd keep getting the same results. I began to search the internet for new and different ideas. I was looking for the "magic pill"... the secret technique that would make me wealthy beyond my wildest dreams. What I found will Amaze you.

Before I can tell you about my Amazing discovery, first let me tell what I realized this business is not. Try to keep an open mind, since this may go against everything you've been taught. You should find this to be very revealing.

Mortgage Myths Exposed!

Myth #1 - You have to close 15-20 loans a month to be successful. The problem with the volume mentality is there are a lot of borrowers who want a mortgage, but with so many lenders now out of business and home values declining, fewer borrowers will qualify for your services. But there are still a ton of loan officers who are spending thousands of dollars every month, on all types of leads, trying to hit these numbers.

For every 10 applications they take, they may be able to do 1 loan. Unfortunately they'll have to cut fees and compete with 4 or 5 other desperate Loan Officer's for the business. That's a lot of money and time WASTED.

....News flash...The "refi boom"...as we know it...is over....

If you're only getting half a point to a point on every loan, and you can find and close 15-20 loans a month, then you may be able to survive in this market.

Personally, I wouldn't want that kind of business. Would you?

Myth #2 - You have to work long hard hours to make a lot of money.

How many beautiful sunny weekends have you wasted sucking up to nasty real estate agents at their open houses trying to get their buyers to let you pre-approve them...or how many dinners, softball games, or parties have you missed while you were cold calling till 9PM five days a week?

Now of that time you gave up forever, how much of it was spent actually MAKING MONEY?

Myth # 3 - You need to be educated about every mortgage product available so that you can close any loan.

Are you one of those mortgage people who spends hours on end trying to find a home for a loan because it's your only customer? Many people would have you believe you need to be a jack-of-all-trades to succeed, otherwise you'll risk losing a loan.

That's a lot of time and energy you could be spending closing loans.

Myth #4 - You have to be aggressive and chase a prospect to get their business or someone else will get the loan.

Call it being aggressive if you like. I call it begging. You know it's begging because deep in your gut you feel desperate. You need them more than they need you!

Myth #5- You need a lot of money to market like the big companies.

I got started with a HP 2500 Color Laser Printer and a HP desktop computer with Windows XP 2000 mailing out 200 letters a week. My point is my techniques work whether you're a one man shop working from home or a major lender sending out 100,000 mailers a week.

The AMAZING thing is, somewhere in the back of your mind, you've probably always known these things to be true.

Chances are you've been blaming yourself for your lack of success, so you push harder and harder, working later and later, spending more and more on leads and advertising, but you still aren't seeing any major results.

The Problem Isn't You. It's Your System That's Flawed.

Your system is based on the philosophy that who ever works the hardest makes the most money. Sorry, buddy. That's just not how the world works.

The world rewards the better mousetrap. Don't try and reinvent the wheel, just make it better, faster, or cheaper. Change the way you think and your actions change as a result. New actions lead to new results.

The Definition Of Insanity Is Repeating The Same Behavior And Expecting A Different Result.

It took me 2 years to figure out how to make big money in this business. I'm about to share with you my Philosophy For Success.

Revelation # 1 - Close fewer loans for bigger fees.

Concentrate on clients who are predisposed to paying more. There is less competition and less work involved, once you know how. You won't have to "sell" them on your services because they are in real need of your help.

Revelation #2 - Work smarter, not harder.

A mistake many sales people make is trying to wear all the hats in their business. They mail the letters, answer calls, go to open houses, price the loans, call the prospects...MISTAKE. Why do yourself what you can have others do for you, especially if they can do it better and cheaper than you? Concentrate doing what you do best. Contract out the rest.

For example, I could teach you how to write sales copy like a pro, but consider how much time and energy you'd waste trying to do what I can do better than you anyway. Your time is more valuable than money (you can always make more money). Spend your time doing whatever it is you do that makes you the most money, like closing loans.

Revelation #3 - Be an expert in a niche.

Knowledge is power. If you look at any "Guru" he or she is an expert at their chosen field. That's why they can command top dollar. Besides, it's much easier to be great at one thing than pretty good at everything.

Revelation #4 - Positioning is everything.

From the moment you first make contact you must position yourself to be, and stay, in control of the relationship (or sales process). Your prospect should see you as the best, if not only, solution to their problem.

Revelation #5 - Be consistent.

Don't think that by mailing just one "perfect" letter out over and over again you're going to be rich. The secret to effective marketing is repeating your message to your target audience over and over again in new and creative ways. Avoid looking like the competition and avoid being boring at all costs. Consistency builds trust.

For example, send out 1 outrageous letter to 1000 prospects and get 10-20 calls. Send out 6 outrageous letters to the same prospects and your return is MULTIPLIED.

It's time you realized you're not in the mortgage business. You're in the marketing of your mortgage buisness - business. Digest that and you'll have a chance to survive.