Direct for Referrals With "Fred The Head"

By
Real Estate Mortgage Broker with Pickering Group

 

 

 

 

STEP 1:  Include attached graphic in loan application package at the back after all the

   disclosure documents. Turn page over and stop, make sure you have their

    attention. (I can fax this if needed)

 

STEP 2:  Explain function of Reticular Activator. The more specific the details the better it will be for the client.

   Our script, (delivered a bit tongue and cheek) it's a bit long, but they remember

   it for years.

 

"Do you know about your reticular activator?" (This is very important!)

Reticular means screen like or filter like. Your reticular activator is that part of your brain which helps you sort out the things that are important to you from the ones that are not.  Out of all the information you get inundated with something has to help you filter it so you can concentrate on what's important to you.

            For example:  You're at the airport. You're walking down the concourse, minding your own business oblivious to the dozens of announcements they are making over the loud speaker until they say, "Rick Ruby, pick up the white courtesy phone." Immediately you go over to find out who's looking for you.  The fact that you heard your announcement but none of the others is proof positive that your reticular activator is working.

Or, you buy a new car and all of the sudden it looks like everyone else has the same care you do.  Same make, same model, same color. You see them everywhere. Pregnant women notice other pregnant women.  Everywhere a gal goes she sees other women going through the same thing.

For me, it's little kids.  Before my first son was born, I never noticed little kids.  I practically knocked them over on the way by.  Now everywhere I go, I see preschoolers and toddlers just learning how to walk.  That's what is important to me.

So, right now and for the next few weeks, one of the most important things in your life is real estate and real estate financing.  As you go through the process you have dozens of conversations with people about the mortgage you are doing.

At Cornerstone Mortgage almost all of our business comes from referrals from our current and past clients.  Last year a little over 92% of our business came from these referrals.

"I know you're going to like working with us and the way we do business, just like Joyce and Dan do.  That is why they told you about us.  Rich and I need your help.  In the next few days you will talk to a bunch of people about your new home.  At least a few of them will be going through the same thing you are and want to feel good about a lender as you do about us right now.  Here are several of our business cards; can I count on you to encourage at least 2 of them to call us?  (Wait for commitment) Have you already talked with someone who could use help?"

 

STEP 3:  They have committed to finding at least 2 people.  You have every right to remind

   them of that in weekly status calls.

 

STEP 4:  Use "Fred the Head" on postcards and letters to clients.  We have stickers made up to

   put on envelopes.  We are just barley scratching the surface so far.

 


View Video "2008 is here are you ready?"
--
Click on the blue text link or filmstrip above to view your video e-mail from Jeff A Pickering

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Anonymous
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Rainer
44,071
Jeff Pickering
Pickering Group

Brenda

 

I have the image on my desk so if you would like it I can email it later this week, i don't have a way to create it on the computer yet.

January 01, 2008 12:55 AM
Rainer
48,817
Clark Hitchcock
Realtor - Fraser Valley
Re/Max Nyda Realty Inc
I am curious about the graphic as well can you email it to me. Thanks for the catchy thoughts here which a person can definitely use and I am sure personlize. All the best in 08.
January 01, 2008 03:28 AM
Rainmaker
65,373
Joe Spake
Midtown, Downtown, East Memphis Specialist
InCity Realty
I would like the graphic too, please.  Joe@spake.com
January 01, 2008 11:16 AM
Anonymous #6
Anonymous
Kerry

Yeah...there is no graphic at the bottom of your blog. All there is is a link to your "2008 Are you ready?" video.

January 10, 2008 03:53 PM
Rainer
44,071
Jeff Pickering
Pickering Group

Kerry,

STEP 1:  Include attached graphic in loan application package at the back after all the

   disclosure documents. Turn page over and stop, make sure you have their

    attention. (I can fax this if needed)

 

If you would like it please email me and I can fwd it to you, the video does have the picture of "fred the Head"

January 10, 2008 04:06 PM
Anonymous
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Rainer
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Jeff Pickering

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