Follow Your Customer Gold In Your Filing Cabinet.

Follow Your CustomerGold In Your Filing Cabinet

Purchase - Refinance

RE – CPA – Builder – Financial Planer

Closed Customer

Prospect

NetworkingPartner

Fill Your Bucket

ListingSelling

InsuranceCPA

FinancialInspectorCustomer

LandscapeETC…

ARM – Pre-Payment – Rates & Term


Personal

Professional

Consistent

Targeted

1

2

3

4


•Photo•Signature

•Contact Info

Personal


•Written•Graphics

•Informative

Professional


•Time Sent•Format•Style

Consistent


•Listing•Selling

•Customer

Targeted


Application to Closing

Referrals

10%

45%

Normal Processing

CRM Builds Raving Fans


Mon. Tue. Wed. Thu. Fri. Sat.

Week 1 Application Processing


Week 3


Totals Touches



Referrals

10%

20%

45%

CRM – Phone

Normal Processing




Week 1 Phone

Week 2Phone

Week 3 Phone

Week 4 Phone

Totals Touches



Referrals

10%

20%

45%

90%CRM – E-Mail

CRM – Phone

Normal Processing




Week 1 Email RE Email PR

Week 2 Email PP Email CC Email PP

Week 3 Email RE Email FP Email PR

Week 4 Email FP Email CC

Totals Touches


PP = Prospect Purchase / FP = Financial Planner PR = Prospect Refinance / RE = Real-Estate / CC = Closed Customers


Referrals

10%

20%

45%

90%

CRM - Printing

CRM – E-Mail

CRM – Phone

Normal Processing




Week 1 Print BC

Week 2 Print PC Print BC

Week 3 Print AR Print BC

Week 4 Print BC

Totals Touches


AR = Anniversary Card (Annual Review) / PC = Post Cards / BC = Birthday Cards


Referrals

10%

20%

45%

90%

CRM - Printing

CRM – E-Mail

CRM – Phone

Normal Processing




Week 1ApplicationEmail RE

ProcessingEmail PR Print BC Phone

Week 2 Email PP Email CC Print PCApplication Email PP Print BC

ProcessingPhone

Week 3Print AR

Email REEmail FP Email PR Print BC Phone

Week 4 Email FP Application Processing Email CC Print BC

Phone

Totals Touches 6 4 4 7 5 26


Professional Consistent

Personal

Raving Fan

Phone

Email Print


Database SystemsACT

Hand Written

Gold Mine

Outlook


CRM – Phone

1. Birthday Call

2. Mortgage Review

3. Arm Reminder

4. Pre-Payment


CRM – E-Mail

1. Prospect Purchase

2. Prospect Refinance

3. Closed Customer

4. Network Partners

1. Real-estate

2. CPA

3. Insurance Agent

4. Builder


CRM - Printing

1. Post card

2. Birthday Card

3. Holiday Card

4. Mortgage Review

5. Newsletter


Over 400 written and graphically-designed emails


Fill Your BucketListingAgent

InspectorLandscaper

Builder

Insurance Agent

CPA - Financial Planner


20 loans a month x 12 months = 240

240 loans x 10% = 24 New Loans

24 New Loans x $4,200 = $100,800

“How much time a month would you spend to get 2 extra loans?”


Follow Your Customer Gold In Your Filing Cabinet.

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Transcript of Follow Your Customer Gold In Your Filing Cabinet.