SECOND QUARTER 2014 REVIEW
MARKETINGMATTERS Volume 1 / Issue 13
BEST OF LOANSTAR
2Q14 inside
Best Practices LoanStar Marketing Features What’ s New Marketing Library Quarterly Review Page | 1
JULY
| 2014
MARKETINGMATTERS Volume 1 / Issue 13
“ I… I believe… I believe that we will win!” Mike Baldwin, LoanStar President & CEO, quoting the World Cup cheer made famous by US soccer fans
MM
M a r k et i n g Ma tt e rs i s pr ov id ed t o eve ry on e a t L o an S t ar H o m e L end i n g to u s e, sh a r e a n d l au nc h . Th e s t aff w e lc o me s c o m me n ts a nd i d e as a nd a l t ho ug h we s tr i v e fo r p er fe c t io n , w e ar e we l l a w a re t h a t we w on ’ t p l e a se ev er yon e . CONTACTS
| Phone 503.597.6702
Kenn Bartley
| SVP Marketing & Business Development | kbartley@GoLoanStar.com
Mikayla Morgan
| Regional Marketing Manager
| mmorgan@GoLoanStar.com
Adrian Khaki
| Regional Marketing Manager
| akhaki@GoLoanStar.com
Nick Long
| CRM Manager
| nlong@GoLoanStar.com
Kayla Bowker
| Marketing Administration
| kbowker@GoLoanStar.com
Sheri Kramer
| Marketing Administration
| skramer@GoLoanStar.com
Matt Houston
| Business Development Manager
| mhouston@GoLoanStar.com
Emily Eastburn
| Marketing Administration
| eeastburn@GoLoanStar.com
Page | 2
| Email marketing@GoLoanStar.com
MARKETING CONCIERGE REPRESENTATIVES Each branch/region has a specific marketing concierge as a single point of contact for all marketing needs. That concierge will then deal with tasks behind the scenes with each other and communicate with you from concept to completion. Please use this system of communication for all marketing needs. The marketing concierge representatives are as follows:
MIKAYLA MORGAN
SHERI KRAMER
ADRIAN KHAKI
KAYLA BOWKER
Ø Portland (with Sheri) Ø Seattle Metro (with Andy Jaeger)
> Portland Main > Idaho
> California > Arizona > New Mexico
> Vancouver > Portland THG > Bridgeport JKG
MATT HOUSTON Business Development
NICK LONG –CRM Manager
Page | 3
BEST OF
LOANSTAR
2Q14 Welcome to the quarterly edition of Marketing Matters! Your marketing team was busy in the second quarter of 2014 and is looking forward to helping you grow your business in 3Q and beyond! If you have any special projects or want to order a personalized marketing campaign contained in this review, please contact your branch’ s marketing concierge and they will take care of it for you. LoanStar has quickly become “ the place”to originate loans and your marketing team is a big part of that success. Please utilize them to make you shine! Kenn Bartley SVP Marketing & Business Development
Page | 4
MARKETINGMATTERS TABLE OF CONTENTS Marketing
6, 47, 81, 83, 106
Best Practices
7, 63-66, 77-80, 82, 87, 107, 116, 124-125
iPad Give Away
8-9, 67, 70-71, 115
Documentation Checklist
10-11
LoanStar Programs
12-13, 34-37, 42-43, 50-51
Team Marketing, Testimonials
14-15, 104-105
Rates, Loan Amounts and Payment
16-17, 20-21
I’ ve Moved
18-19
Co-Branding/ Cross-Promotion
22-23, 52-53, 108109, 110-111
Newsletter, Email Campaign
24-33, 38-39, 128-129
Logo Store
40-41, 54-55, 76, 122
Power Point Presentations, Seminars
44-45, 68-69, 118-119, 126-127
LoanStar Moving Promotion
46
Referral Partner Budget Reference
48-49
Re-Engagement Campaign
56-59
In The News
60
Personal Website
61, 117
Marketing Concierge
62
Annual Review
72-75
Holiday
84-85
Mobile
87-95, 112-114
Listing Flyer
96-97
Moving Promotion
98-101
Do’ s & Don’ ts
102-103
Rent vs Buy
108-109
Financing Options
110-111, 120-121
LoanStar National Sales Conference 2014
123
Page | 5
Database Marketing Breathes Fire Into Your Business
UNLEASH THE
DRAGON by Kenn Bartley, SVP Marketing & Business Development
Database marketing is, has and always will be the best form of activity any originator can do to create a longterm, sustainable business. Keeping “ top-of-mind”to everyone you know –forever –is what it’ s all about.
WHAT IS A DATABASE
At LoanStar, originators get foundational database marketing provided for them. As long as the database provided to the marketing department is solid (see “ What is a Database” ), the 25 annual drip system will churn out repeat business and referrals month after month. We also provide foundational database marketing to our referral partners. As badly as originators need turn-key support, so do our Realtor® and builder associates. WHY DATABASE MARKETING Everyone you know –your family, your friends, your alumni, network groups, Facebook friends, LinkedIn contacts, doctors, lawyers, accountants –and of course your past clients and more all will need or know someone that will need your services sometime before you retire. And as much as you would like to think they will contact you when that need arises, chances are they will have forgotten what you do, where you do it, or if you are still doing it –unless you constantly and consistently remind them that you are in the industry and how to contact you. The National Association of Realtors® 2013 survey found that 84% of home buyers would use their agent again. That’ s fantastic! However, only 12% did use the same agent as the time before. Why? Because agents, like loan officers, have not been consistently and constantly dripping on their database. Couple that with another statistic –the average time between home purchases has increased from six years in 2006 to nine years in 2013, and now you can see why agents, and likely the loan officers, has been forgotten and they go with the first referral that comes to them.
Originators, Realtors® and builders should be engaging in a foundational database marketing program and never stop. But just who are the contacts that should be engaged into a campaign? It’ s as simple as this: If you call a contact and they answer “ Hi, how are you!”then that is a person to keep your name and contact information in front of for the rest of time. Conversely, if they answer “ Who is this?”then that contact is simply an opt-out waiting to happen. So add more of the former and never the latter and over time you’ ll have a great shot at more business. Occasionally - no often really - originators and agents will say to me that they don’ t have a database. My challenge to that is to look around. Do you have family? Of course you do and they should get a loan from you, but will they remember that you are in the business and where you work many years from now if you don’ t constantly let them know? Besides family you likely have friends, classmates, former co-workers, and networking groups that you can add to your database. Professionals you use in your daily lives should know what you do so add your dentist, doctor, attorney, accountant, financial planner, mechanic, pet groomer - you get the point –all these people need or know someone that needs you, you just don’ t know when so keep in front of them always! SHINEY NEW TECHNOLOGY GAGETS What about blogs, apps, rate blasts, market watch, MBS tickers, videos, and the latest technology du jour? Yes and no, but for the most part these can be effective but add to - not replace - database marketing. So unleash the dragon! Get your database contacts engaged with LoanStar marketing systems today.
Page | 6
BEST PRACTICES If you have a sales or marketing program that is producing results, let us know so we can share with other Loan Stars!
F E A T U R E
Mark Eastburn
LoanStar’ s current top producer, Mark Eastburn, credits his consistent business performance to his dedication to database marketing. Although he spends five figures a month on radio advertising, it ’ s his constant an d consistent annual database marketing plan that bu tters his bread.
MARK’ S D A T AB A S E M A RK E T I N G P LA N •
M o n t h l y D i re c t M a i l N ew s le tte r “ I’ ve mailed the same newsletter for over 16 years. I’ m not stopping – ever!”
•
M o n t h l y E m a i l B l a st “ Most people delete my email, so I don’ t care so much about what is in it but each time they delete me they have to think about me and what my team and I do, every single month.”
•
A n n u a l M o r t g ag e Re v ie w “ I started doing this recently and the personal contact –at least once a year –is powerful.”
Mark started his mortgage career in the early ‘ 90’ s and has been a top originator in the Pacific Northwest ever since. A former executive at ADT Security Systems, he brought the then commercial security alarm company into the residential market and transformed the face of the company forever. “ Going direct to the consumer was a game-changer,” says Mark, “ And the lessons I learned along the way helped me immensely once I got into the mortgage industry.” The ADT marketing and sales team building experience helped Mark gain traction quickly in the mortgage world. “ I knew I had to put a marketing plan in place. Just relying on the next transaction to feed my family was not going to work beyond the next pay-check. So I devised a constant and consistent marketing plan and have never stopped.” Evidence of the system’ s success is as recent as the first week of April, 2014, when two people that Mark contacts through this database marketing called. “ Both referenced my newsletter when they called. I would hope they would have called me even if I didn’ t mail and email to them every month, but I don’ t and won’ t rely on ‘ hope’ to make me a success,”explained Mark. “ I recommend committing to our database marketing system and keep adding contacts to it as often as you can. It will pay off for as long as you are in the business,”says Mark.
Page | 7
Page | 8
CAMPAIGN “ Springstakes!” WHAT Now until June 30, 2014, you can use this “ Enter to Win” sweepstakes to gather contact and mortgage or real estate needs at events. Use at Open Houses, Home Shows, Buyer Seminars, and if you are a year past your initial Re-engagement Campaign, you could elect to do a new give-away promotion. HOW To order contact marketing at marketing@GoLoanStar.com. COST No charge for the iPad or small quantity printing but expensive if you don’ t use it! Postage and vendor printing, if any, will be charged to LO.
Page | 9
Page | 10
CAMPAIGN Documentation Checklist (V1.0) WHAT This simple, easy to follow Documentation Checklist is perfect in helping your clients understand and manage everything they need to work through the process. Send this out with your initial disclosures to help alleviate the stress of needing important documentation at the last minute! This is our first version of this marketing piece, so look for an updated version in the weeks to come. Feel free to send Mikayla input or suggestions on how to make it better! HOW Email Mikayla at mmorgan@goloanstar.com to order yours today! COST No charge for the flyer. Printing and postage costs may apply.
Page | 11
Page | 12
CAMPAIGN “ General Products Flyer� WHAT Our Products Flyer is an easy way to show Realtors, builders and clients what programs we have to offer. Look for specific Product Flyers in the upcoming weeks that will highlight each product category. Use them in a series of meetings with referral partners. HOW Email Mikayla at mmorgan@goloanstar.com to order yours today! COST No charge for the flyer. Printing and postage costs may apply.
Page | 13
Page | 14
CAMPAIGN “ Meet the Team� WHAT At LoanStar you have the support of an awesome group and you should show them off! Use this flyer to let your business partners and clients know who will be helping them with what, and who to call if they have questions. This can eliminate a lot of the headaches of miscommunication! Promoting your team shows your strength in numbers!
HOW Email Mikayla at mmorgan@goloanstar.com to order yours today! COST No charge for the flyer. Printing and postage costs may apply.
Page | 15
Page | 16
CAMPAIGN “ Interest Rate Effect on Payments� WHAT This email blast is ready to go out to your database personalized with your contact information and compliance disclaimers. The message will help readers realize that they should hurry to buy or refinance before rates go up or risk losing buying power in the future. Example payments can be modified to fit your database profile. HOW Keep adding to your client email lists and building that database so more of your clients will get these. If you need help with your lists or the CRM you can contact Nick Long (nlong@goloanstar.com) EMAIL RECIPIENTS General Database COST Free
Page | 17
Page | 18
CAMPAIGN “ I’ ve Moved”Email/Flyer WHAT Let your clients and business partners know you’ ve moved to LoanStar! This marketing piece can be blasted out via email, snail mail, or handed out to all of your clients and Realtors as an initial marketing piece to generate business. HOW Email Mikayla at mmorgan@goloanstar.com to order yours today! COST No charge to you!
Page | 19
Page | 20
CAMPAIGN “ Affordability Options” WHAT Many people, especially first time home buyers, don’ t know how affordable homeownership really is. Utilize this flyer to help clients realize how they could be saving money by owning a home vs rent! HOW Email Mikayla at mmorgan@goloanstar.com to order yours today! COST No charge to you! Normal charges for printing and postage, if any, may apply.
Page | 21
Page | 22
CAMPAIGN “ Let us Move You!� WHAT Our moving promotion is a great added value that can help you not only get more clients, but also help build stronger relationships with Realtor partners. Use this email blast alone, or partner with your Realtors(R) or builder to promote this awesome promotion to everyone! HOW Email Mikayla at mmorgan@goloanstar.com to order yours today! COST No charge to you!
Page | 23
If you can't see the newsletter, or would like to view it online, use this link
If you have received this newsletter indirectly and would like to be added to our weekly distribution list, use this link
Provided to you Exclusively By Dion Mancia
For the week of Mar 17, 2014 | Vol. 12, Issue 11
Dion Mancia Sr. Loan Officer NMLS# 19061 The Mancia Group @ LoanStar Home Lending NMLS# 1094582 Office: (503) 597-6703 Cell: (503) 381-8900 E-Mail: dion@themanciagroup.com Website: www.themanciagroup.com
In This Issue Last Week in Review: Several key economic reports were better than expected. How did home loan rates respond? Forecast for the Week: The calendar is filled with important housing, inflation, and manufacturing reports. View: Keep your identity safe with these easy smartphone tips.
Page | 24
CAMPAIGN “ MMG Weekly” WHAT Mortgage Market Guide (MMG) is a popular mortgage market update newsletter provided by Vantage Production that can be branded and personalized with your information. This specific one is the weekly update for MMG which includes a recap from last week, graphs, and much more! HOW Check out MMG’ s website (https://www.vantageproduction.com/mmg/index.php) and contact Nick Long (nlong@goloanstar.com) for more details. EMAIL RECIPIENT Realtors COST $359 Per Year OR $39 on month-to-month, they also have a 14-day trial.
Page | 25
Page | 26
CAMPAIGN “ MMG Monthly” WHAT This is Mortgage Market Guide’ s (MMG) monthly email which is included in the membership listed on the previous page. HOW Check out MMG’ s website (https://www.vantageproduction.com/mmg/index.php) and contact Nick Long (nlong@goloanstar.com) for more details. EMAIL RECIPIENT Clients COST $359 Per Year OR $39 on month-to-month, they also have a 14-day trial.
Page | 27
CAMPAIGN CAMPAIGN “ MBS Highway” “ MMG Monthly” WHAT WHAT MBS Highway is another example of a subscription service that loan This is Mortgage Market Guide’ s (MMG) monthly email which is included officers can subscribe to. We take what information they have given in the membership listed on the previous page. us on the articles and turn it into your branding with your name and photo on it. Marketing is willing to work with whatever subscription HOW service you want and try and provide that to your database. Check out MMG’ s website (https://www.vantageproduction.com/mmg/index.php) and contact Nick HOW Long (nlong@goloanstar.com) for more details. Go to MBS Highway’ s website and contact Nick Long (nlong@goloanstar.com) for more details EMAIL RECIPIENT Clients EMAIL RECIPIENT Weekly Realtors COST $359 Per Year OR $39 on month-to-month, they also have a 14-day trial. COST $499.95 a year OR $49.95 a month
Page | 28
CAMPAIGN “ MBS Highway” WHAT MBS Highway is another example of a subscription service that loan officers can subscribe to. We take what information they have given us on the articles and turn it into your branding with your name and photo on it. Marketing is willing to work with whatever subscription service you want and try and provide that to your database. HOW Go to MBS Highway’ s website and contact Nick Long (nlong@goloanstar.com) for more details EMAIL RECIPIENT Weekly Realtors COST $499.95 a year OR $49.95 a month
Page | 29
Page | 30
CAMPAIGN “ Neighborhood Open House Flyer� WHAT This is an example of an open house email that was featured all the Open Houses in a neighborhood. The LO did all the leg work to get the agents on board, and now she has new referral partners and the event created leads for her and the agents! If you have a great idea for a flyer and/or have created your own let marketing know! HOW Marketing can create the flyer and contact Nick Long (nlong@goloanstar.com) to get it emailed to your targeted database. EMAIL RECIPIENT Clients and Realtors COST Free
Page | 31
Page | 32
CAMPAIGN “ Home and Garden Show� WHAT This is another great example of a flyer you can tailor to a weekend event! This flyer used the coupon for an upcoming event that the LO and his agent had a booth at. The coupon was for an admission discount and invited all of their database to the event. They even included a prize for the event registrants at the show! Also, if you have ongoing flyer ideas shoot them to marketing! They would love to hear them! HOW Contact Nick Long to set up your own flyer in the CRM (nlong@goloanstar.com) EMAIL RECIPIENT Clients and Realtors COST Free
Page | 33
Page | 34
CAMPAIGN “ USDA Benefits Extended� WHAT This USDA blast was part of the once-a-month email blast going out to clients. Each month will be a new featured flyer and will be emailed out to each of your client email lists provided. All of them will be personalized with photos and other information. HOW Keep adding to your client email lists and building that database so more of your clients will get these. If you need help with your lists or the CRM you can contact Nick Long (nlong@goloanstar.com) EMAIL RECIPIENT Clients COST Free
Page | 35
Page | 36
CAMPAIGN “ HARP”
APRIL 2014 EMAIL BLAST
WHAT This email is the upcoming monthly blasts to customers featuring the HARP program. Every Monthly blast will go out on the third Thursday of every month. HOW Keep adding to your client email lists and building that database so more of your clients will get these. If you need help with your lists or the CRM you can contact Nick Long (nlong@goloanstar.com) EMAIL RECIPIENT Clients COST Free
Page | 37
Page | 38
CAMPAIGN “ Referral Partner Budget�reference flyer WHAT When promoting our marketing services for referral partner use, this handy one-sheet explains how much each piece of the database campaign costs so they can budget accordingly.
Use the budget flyer in conjunction with the Business Partner Marketing Resources brochure. HOW Email Mikayla at mmorgan@goloanstar.com to order yours today! COST No charge for the flyer.
Page | 39
Page | 40
CAMPAIGN “ Logo Store� WHAT The LoanStar Logo Store is online and open for business! Purchase logo apparel, promo items and open house props to gift to customers, referral partners or to use at open houses and events.
New to the Logo Store in April will be balloons in white and green; black golf towels, green tees and Nike golf balls; and green roller-ball pens. HOW Click on the link at the bottom of our home page, shop and purchase online. COST Vendor fees paid directly to supplier.
Page | 41
Page | 42
CAMPAIGN “ FHA Special”email blast or flyer WHAT We’ re still looking for more FHA loans to send through as a test case so the incredible special is extended through April. Send to your agents and database! HOW Contact Nick Long for email blasts. Contact Mikayla Morgan for flyers and direct mail. COST None unless mailing.
Page | 43
Page | 44
CAMPAIGN “ Introductory PowerPoint Presentation� WHAT Marketing produced a PowerPoint presentation to introduce his team to a builder. The presentation was brief and to the point and requested a meeting to follow up and answer and expand on any of the points in the presentation.
If you need a PowerPoint presentation for any reason, contact marketing. HOW Contact Kenn Bartley at 503-597-6702 or kbartley@GoLoanStar.com. COST None
Page | 45
Making the most of the LoanStar Moving Promotion
DELIVERING
WOW!
by Kenn Bartley, SVP Marketing & Business Development
Going above and beyond is a reality at LoanStar! Our moving promotion no doubt makes a major positive impression on our customers before, during and after closing. But we can deliver a bigger impact with just a little more effort. SELLING THE SIZZLE The promotion starts at the first point of contact with every customer. Selling the unique value proposition may seem obvious but is often overlooked. Here are some tips: •
•
Sell Unique. Let prospects know that our gift certificate is a huge value-added benefit to them and and get them excited from first contact. Often times, this perk is all it takes to push them off the fence and go with you and LSHL! Get Agents Excited. Customers love the idea of us helping with their move. So do agents, so get them excited on every deal. If nothing else, explaining how our promotion works with agents on a transaction will help segue to a meeting on how to partner up with them on future business.
30 DAYS OF YEAH! Originators and their processors need To keep the excitement going during the process of the transaction. Since there is weekly communication it is a
Perfect time to always interject the “ yeah!”of how great it will be to close on time and then have a team of professional movers get their heavy-lifting done for them as a gift from us! The more we communicate the “ yeah!” the more they will cheer for us during and after the loan closes. MOVING DAY For those that can manage it, going to the move may be more important than going to the closing table. If you can, attend the move and bring some snacks, beverages and lawn chairs and start a “ mover watching”party. Oh, and pass out your Moving Cards to your customers to give to their friends and family that didn’ t have to help them move the refrigerator and that heavy dresser! Now share it! While you are at the move, take photos and get a quote or two. Send it all to the Marketing Team and we’ ll blast it all out on your social media accounts and add the testimonials to your web page. The more you do this the more your value-added moving promotion will get you referrals. MAKE IT COUNT The moving promotion is a huge part of what makes LoanStar stand out against our competition. Put plans in your process to get customers, agents and your entire team engaged and excited to deliver “ WOW”on moving day!
Page | 46
Springtime is selling season and buyers swarm the farms!
WORKING YOUR
FARM by Kenn Bartley, SVP Marketing & Business Development
Realtors have been farming neighborhoods since the beginning of real estate sales and even though it seems to be archaic, it still can and does produce results.
•
But how can mortgage lenders effectively get involved, and why should they? WHY NEIGHBORHOOD FARM MARKETING Your agents likely farm neighborhoods. So why should you do it too? Here are some reasons why: •
•
Your agents do it poorly. Not that you want to jump in and do it poorly with them, but you can build a deeper relationship with them if you offer to help and improve their marketing and most importantly, the results. To improve farming, set meetings with the marketing department to create plan and strategy with your agent. Once the plan is set, we’ ll help you execute it and help your agent earn more business. Boots on the ground. The most successful farming is done around open houses. Some of our top LoanStar originators have been testing several open house systems to create the “ Ultimate Open House”and we’ ll share that with everyone soon. In the meantime, offer to help agents farm the neighborhood surrounding an open house by walking it with them and personally delivering invitations to attend the open house. Marketing has samples of open house fliers you can use, or use the agents design. Help the agent with decorations and use the LoanStar Moving Promotion signs to attract more attention and interest. Attend the open house and help the agent register people who attend and enter them into the LoanStar “ Springstakes”iPad giveaway contest (see last issue of MM for a sample of the contest marketing). After all this work you should have offers on the house and multiple buyers to follow up and get approved.
•
•
Be consistent. Farming is not a one-and-done proposition. Still, many agents try to blast out some post cards and then stop and hope the phone rings with an interested seller or buyer. However it just isn’ t that simple. You can help by getting them involved in an annual plan that marketing will help them with. Besides the database marketing, we can help them plan out who to farm and when to do it, and then help keep it on schedule. Frequent farming is the key to success. Stay on the farm. Another tip to share with agents is to pick a neighborhood to farm and then keep at it until it is obvious it isn’ t going to produce results. Many agents spread their farms too thinly. A farm isn’ t a city or county. It’ s a neighborhood, and the idea is to “ own”the eyes and ears of that particular space. It can be done but needs to be consistent, frequent and professional. Get marketing involved to help your agents get focused. Grow a bigger crop. One of the biggest successes this spring was when an originator contacted all the agents with listings in a farm area and got them to all have an open house on the same weekend. She promoted it with fliers, online, and door-to-door. Huge results!
HOW TO MARKET TO NEIGHBORHOODS Here are some of the marketing programs now available from marketing to help you get the ball rolling. As always, enlist marketing to help you plan and execute your farming programs. • Open House Listing/Finance Option Fliers • Neighborhood Open Houses Promotion • Moving Promotion Displays (desktop with cards; aframe; roll-up banner) • “ Springstakes”iPad giveaway contest forms
Page | 47
Page | 48
CAMPAIGN “ Referral Partner Budget�reference flyer WHAT When promoting our marketing services for referral partner use, this handy one-sheet explains how much each piece of the database campaign costs so they can budget accordingly. Alternative to using the larger brochure and budget insert. HOW Email Mikayla at mmorgan@goloanstar.com to order yours today! COST No charge for the flyer.
Page | 49
Page | 50
CAMPAIGN “ USDA Product Flier” WHAT Use this to discuss the benefits of the USDA program with Agents or Prospects. HOW Contact Mikayla Morgan to order your personalized copy. WHO Clients, prospects and agents. COST Free unless printed and mailed.
Page | 51
Page | 52
CAMPAIGN “ Downsizing Flier� WHAT Use to co-brand with an agent to show prospects that you have all the bases covered when it comes time to sell and buy a smaller home. HOW Contact Mikayla Morgan to order your personalized copy. WHO Clients, prospects and agents. COST Free unless printed and mailed.
Page | 53
Page | 54
CAMPAIGN “ Logo Store” WHAT The LoanStar Logo Store is online and open for business! Newly added products are logo mugs, pens and padfoli0s –all excellent gifts for customers and referral partners! New to the Logo Store in April will be balloons in white and green; black golf towels, green tees and Nike golf balls. HOW Click on the link at the bottom of our home page, shop and purchase online. COST Vendor fees paid directly to supplier.
Page | 55
Page | 56
CAMPAIGN “ Re-Engagement Campaign (Email Version)� WHAT For those starting their database cleanup promotion, we now have an online version of the highly successful direct mail piece. A fill-form survey is attached to the email to capture updated data, leads, choose their participation gift card, and enter them to win the giveaway prize. The addition of the fill-form may help improve database engagement. Note: Responses to direct mail average 30% return rate. Email return rate has been less than 2%. HOW Contact Nick Long or your LoanStar Marketing Specialist to get started. EMAIL RECIPIENTS Initial Database COST Gift cards and grand prize.
Page | 57
Page | 58
CAMPAIGN “ Re-Engagement Campaign (Email Referral Partner Version)” WHAT For those co-branding with a referral partner’ s database cleanup promotion, we now have an online version of the highly successful direct mail piece. A fill-form survey is attached to the email to capture updated data, leads, choose their participation gift card, and enter them to win the giveaway prize. The addition of the fill-form may help improve database engagement. Note: Responses to direct mail average 30% return rate. Email return rate has been less than 2%. HOW Contact Nick Long or your LoanStar Marketing Specialist to get started. EMAIL RECIPIENTS Initial Database COST Gift cards and grand prize.
Page | 59
IN THE NEWS LoanStar Home Lending Press Clippings
CHRISMAN REPORT, Thursday, April 17, 2014
How does a new mortgage bank more than double in size in its first three months of existence? "For LoanStar Home Lending, born and raised in Portland, Oregon just last November, the recipe is quite simple: Take some of the longest tenured mortgage pros on the West Coast, blend with lots of capital from Texas, engage top tier correspondent investors, add a robust dose of marketing done for the originators, and top it off with an efficiency culture where originators originate, processors process, and marketing markets. ‘ Our vision of how LoanStar helps originators grow their business is by concentrating on originating loans and building relationships, and is attracting nearly every originator in all our markets,' says Mike Baldwin, President & CEO. Baldwin is building his fourth mortgage bank in the last 30 years and has a regional 'who's who' on the management team, including John Giagiari, SVP Production for California, who has already brought on eight originators to LoanStar and matched them with Intero Real Estate offices in Northern California. LoanStar is hiring aggressively to fill or start branches in the Puget Sound, Portland, Southern California, Boise and Phoenix area. Contact Kenn Bartley, SVP Business Development at kbartley@GoLoanStar.com for more information. CHRISMAN REPORT, Monday, April 21, 2014
On the jobs front, last week the commentary mentioned the explosive growth of LoanStar Home Lending but did not mention that SVP California Production John Giagiari is also aggressively looking for originators in Northern California. John said "I have seven more Intero Real Estate offices to place originators and need to fill those spots immediately!" John can be reached at Jgiagiari@GoLoanStar.com. LoanStar Home Lending CEO Mike Baldwin has assembled a proverbial all-star team out west to grow the company. LoanStar leaders include Les Bedford (lbedford@GoLoanStar.com) as the SVP Production for Washington. Les is the 2014 President of the Washington Mortgage Lenders Association and over the last 35 years has built and managed successful, high producing teams. Greg Haase (ghaase@GoLoanStar.com) is the SVP Production for Oregon and Idaho and is expanding to new digs in Vancouver, WA and opening a new branch in Boise in May. And in Southern California, Marcelo Curt (mcurt@GoLoanStar.com) recently joined LoanStar as that region's Sales Manager and is building teams throughout SoCal. "Contact any of these seasoned sales management gurus to find out why LoanStar is growing like wildfire on the West Coast!"
Page | 60
COMING SOON
LoanStar in the News will be added to our main website.
DON’ T FORGET TO ASK FOR TESTIMONIALS Testimonials from happy customers is one of your best forms of advertising! Ask for them always. They can submit a testimonial on your web site 24/7. Also, when you have a willing customer or referral partner, you can also simply ask your Marketing Specialist to call them for a quote and marketing will add it to your web site and social media posts.
ASKING ISNT STEALING! Celia Burlingame is a new originator, starting her career with LoanStar in 2014. She has hit the ground running and has asked her customers for testimonials and they gladly had great things to say about her. Marketing posted the comments on her web page (shown here) and on her Facebook fan page.
Page | 61
CONCIERGE REPRESENTATIVES FOR MARKETING AND ONBOARDING WILL STEAMLINE COMMUNICATIONS As LoanStar grows so does the marketing and onboarding teams. The growing teams consist of specialists in their areas of expertise and responsibility. That’ s all good except that it becomes increasingly difficult for the loan stars they support to know who does what.
MARKETING CONCIERGE REPRESENTATIVES BY BRANCH Each branch/region will have a specific concierge as a single point of contact for all marketing needs. That concierge will then deal with tasks behind the scenes and communicate with you from concept to completion.
To that end, the marketing and onboarding departments are moving to a “ concierge”format. This simply means that one person will be the concierge for each branch or region, or in the case of onboarding, Tonya Nelson is your “ go to”person for every new loan star to contact for any new-to-LoanStar needs.
The marketing concierge representatives are as follows: MIKAYLA MORGAN • • •
Portland Main Bellevue Everett (with Andy Jaeger)
NICK LONG TONYA NELSON, Onboarding Concierge Tonya has been deeply involved in the Onboarding Committee since its formation and has an excellent understanding of how to keep all the specialists involved in onboarding a new loan star on pace. She’ s also a great communicator and has an awesome “ can-do”attitude. For all new loan stars coming onboard, Tonya will be your point person for all things onboarding!
Tonya Nelson Onboarding Concierge
• • •
Northern California Southern California Arizona
KAYLA BOWKER • • •
Vancouver Bridgeport Portland/Hoover Group
SHERI KRAMER • •
Portland Main (with Mikayla Morgan) Boise
All concierge support can be contacted at our main phone numbers or by email. Please contact Kenn Bartley, SVP Marketing and Business Development, if you have questions or concerns. Page | 62
BEST PRACTICES If you have a sales or marketing program that is producing results, let us know so we can share with other Loan Stars!
F E A T U R E
Dawn Robbins
LoanStar’ s Dawn Robbins ran with the best practices of LoanStar top producer Dion Mancia had for Open House marketing and made a huge impact on her business and solidified her new Realtor partner relationships.
First, we all should thank Dion Mancia for coming up with such a great idea! He started off this campaign in January and got the ball rolling and ever since we all have benefited from his paving the way and are getting out there to meet with buyers directly. In doing the open houses there are a few things I have learned along the way too, I guess some obvious and some “ ah-ha”moments and I'm happy to share this with everyone.
OPEN HOUSE BEST PRACTICES By Dawn Robbins, Senior Loan Officer a t th e P o r t la n d , O r e go n b r a n ch
Reaching out to agents. Make them look good and make them money. Share how you will accomplish that and you are “ in!”Most agents have never heard of a lender helping or haven't seen anyone offering open house help in more than ten years. Even though inventory is low and homes are going quickly, it's not about just selling that house, it's about gaining possible listings from neighbors and gaining contacts through talking with potential buyers. Here are some tips: Share our successes with the opens we have done–I had one where we had four listing potentials from one neighborhood, we’ ve had others where we have had more than a dozen buyers sign up IPAD contest entry- This helps the agent and you capture buyer info. It’ s a big hit and has been successful for follow up. Flyers. A lot of agents send postcards but rarely do they walk the neighborhoods anymore. I don’ t know about you, most of my junk mail makes it as far as the recycle bin unless it has something catchy on it. Let them know we walk the neighborhood and how that will benefit them. Page | 63
Flyer the neighborhood. Oddly enough, neighbors feel like they have to sneak in to see an open house, instead we just invite them to “ Come on over!”Get 100-200 flyers to the neighbors. Use the open house flyer and wrap it in the "You’ re Invited flyer". I've attached a copy of the flyer for your use. Friday afternoon and Saturday just before the open house is best. If you are too early they will forget about it before it happens. When you walk around to the neighbors, there are a couple things you can say to change it up. “ Good morning, My name is _____ and we want to personally invite you to the open house we are having on Saturday just (two blocks away).”Always give a general direction or you will get tied into the where is it conversation. “ If you know anyone you would like to have as new neighbors, please bring them along as well, we will be having coffee and cookies and we’ d love to meet all the neighbors.” Google map the location ahead of time and print it. You can even see the homes and count how many flyers you will need ahead of time. Weather map. I know it never rains down in Cali, but for those of you in the NW, look for breaks in the weather or you will look like a wet cat going up to the house. I use weather.com and their radar map. Plastic door knob hangers. When you can’ t catch a weather break, the last thing you want to do is leave a soggy flyer. Uline has great prices - $26 for 1000. Involve the agent. When an agent walks up to a home and says they are a real estate agent, it carries weight. Clients want to talk and get ideas. They typically get at least one good lead from the walk around. Stay within eye sight of your partner. Have your cell phones, they do one side of the street and you do the other. If you are on your own, make sure someone knows exactly where you are. Which houses to skip? Do not go in a fenced yard, skip that home. If the house says no soliciting, I still leave the flyer and just don’ t knock. If the house is scary, the agent doesn’ t want that listing anyway. It’ s better to be safe than to put yourself in danger. Comfortable shoes. Girls –you can’ t run in heels. Besides, I’ m pretty sure I passed a mountain goat last weekend as I went up and down a Cooper Mountain neighborhood! Make sure whatever shoes you wear have some traction or you will slip slide your way around the neighborhood. Essentials. Take cell phone, tissues, water bottle, umbrella, business cards, moving cards, and a pen. Use a basket to carry your flyers or a water proof tote bag.
AT THE OPEN HOUSE What to bring. At first I brought all the flyers and laid them all out. It’ s a bit of a paper blob. If you do take the 100% flyer and the loan process flyer, put them in nice packets with the open house flyer, moving card, paper clipped with your business card and the agents card. And put all this on display: Ipad Contest Flyers –get a stand for them, flyer in front and if you have a box for entries that would be perfect! Moving cards with stand Business cards Pens to fill out entries
Serve Coffee. I get a Starbucks Traveler. For $12.50, it includes the half and half, cups, sugar, creamer and best thing is I don’ t have to worry about it. I have heard of some agents that have networked with a local coffee barn. What a great way for advertisement for the coffee place and maybe a deal on the coffee! Call ahead and order to save time. See if agent will bring cookies. I keep a stash of Girl Scout cookies just in case. Make sure your agent has the following:
Page | 64
o Other properties for sale in the area. Buyers walk in and say I really wanted 4 bedrooms, etc. What a great resource to say, oh I have one right down the road and will be happy to show it to you later this afternoon…. There isn’ t time to search for it later so be prepared. o School information- what school district, any general info about the school. What’ s the high school mascot?
You need to bring the following: Personal Portfolio to give to visiting agents. Guess who is showing up with buyers? That’ s right, it’ s a huge opportunity to win more relationships with other buyer agents walking through the door. Regina had shared a tip that she creates a folder to give them right on the spot. Include a flyer, the moving cards, an intro, the iPad entry. (Get their card to follow up) Open House A-frame. If you use the moving a-frame, put it out by the agents sign. Check it periodically as it will blow over. Balloons and open house signs with date and time of open house. Make sure they are out a day ahead.
Some agents do a kids package – small toy, coloring books, I have one in PDF I can share if you like. It’ s another great way to make sure your smiling face makes it home with them. How to engage. Remember you are the best supporting actor to the agent. It’ s their show! They get to engage first. One of you should greet the client at the door. Leave the door open if you can or a big sign that says please come in (that you can see from the street) Be positive, fun and energetic. Buyers are enthusiastic about taking this first leap. Have fun with them. Ask questions! He who asks the most questions wins. (Thanks Matt Houston for that tip) It shows interest and that you care about helping them. Buyers come in waves. Welcome them in, maybe share a few details, give them a flyer, chit chat and give your agent time to talk to everyone. Know some details about your agent. You are not only selling you, you are selling your agent. If your agent wins the deal, you will too!
Page | 65
Make sure the agent knows all about you. The best sale is when your agent says how great you are to the buyer. Hand out moving cards. I have yet to have someone call from a moving card, but it’ s a great sale. Talk about the moving program. We do the heavy lifting, it’ s the back saver program, etc. Now you have established a little rapport and clients are more willing to sign up for your IPAD entry. Another solution for gaining buyer info is to use a program called Open House Manager on your IPAD. This allows you to email the client right away with the flyer. To get clients to sign up you say, the seller has asked that all visitors sign up and you’ ll get a chance to win and IPAD.
Follow up! Scan in all contacts and email them to your agent by next day. Monday - Send a personal note to your agent to share appreciation and how great it was to work with them. Reach out to any other agents you met at the open house. Call them and send a personal note. Email all contacts within one business day. This one is from Greg as a best practice and it helps solidify your availability and helps them remember your name. Thank them for coming to the open house and remind them of the moving program. Call them. Follow up on Wednesday if you can. Send a personal note to each contact and to your agent (Wednesday or Thursday) Add them to your database. A drip campaign specifically for buyers is in development, but until then, they need to see you and that you are there to help them. It’ s a bit like musical chairs, when the buyers Is ready, who is standing there to help them. Make sure it’ s you. Check in with them weekly depending on their responses from previous communications. Celia had a client come back after more than a month so it pays off to stay in contact!
Above all, have fun with the open houses and know that you make a difference just by being there! Your agents will love it and the time is well spent solidifying that agent relationship.
Page | 66
by Kenn Bartley, SVP Marketing & Business Development
HOW TO BUILD LEADS AND A CONTACT DATABASE – FOR YOU AND YOUR AGENTS LoanStar Originators that are participating in the current “ Springstakes”promotion are building their database and capturing leads for new prospects. And at the same time they are providing leads and fueling their referral partner databases. Here is how it’ s done: OPT-IN CONTEST. The “ Springstakes”is designed as an opt-in, enter-to-win contest that is open to all LoanStar originators to engage with the public. Rules are compliant and posted on promotional materials and online. The contest will be a drawing among all entries received by June 30, 2014. A winner will then be chosen and an Apple iPad 4 will be given to a lucky winner. HOW TO ENGAGE. There are many ways to engage the promotion with your current marketing. The goal is to collect as many entries as you can. These entries become prospects and increase your database to market to going forward. They also can be handed off to your referral partners, building a stronger bond and deeper relationship. Here are some ways to employ the “ Springstakes”into your marketing activities: • OPEN HOUSES: Use the “ Springstakes”headlines to draw
•
•
•
the open house, enter guests on a laptop app or use an oldfashioned enter-to-win form. After the event, use the new data to thank them from coming, gage interest in buying (and selling), and then enter into your CRM. Share the data with your agent so you can both follow up and create new business. WAKE UP YOUR DATABASE: If your initial database “ ReEngagement Campaign”is more than a year old, this is a great promotion to wake up your database again. On average 30% of your database entered to win an iPad when you joined LoanStar, and in doing so you got leads for loans and referrals for your agents. They’ ll do it again, and you should expect some leads and loans –again! SPRING EVENTS: It’ s Home & Garden Show season. Get a booth and share with your agents and others in your branch. Collect leads at the event with the easy to understand contest. NETWORKING GROUPS: You should be involved in one or more networking groups, all of who are prospects or sources of referrals. Invite your networking group members to enter to win and in doing so you will get more data on them than just contact information and likely, a lead for a loan.
GET STARTED. LoanStar is covering the cost of the iPad to give away. You have to provide the initiative and energy to put it to work. Contact marketing to design and launch one or more “ Springstakes”promotions today!
people to come to the open house and enter to win. At
the Page | 67
Page | 68
CAMPAIGN “ First Time Home Buyer”PowerPoint Presentation WHAT Thank you Curt Lillibridge and his team at our new Everett, Washington branch for providing their First Time Home Buyer seminar to share. Marketing has “ Loanstarized”it and can customize it to meet your needs in your market. If you need this or any PowerPoint presentation for any reason, contact marketing. HOW Contact Kenn Bartley at 503-597-6702 or kbartley@GoLoanStar.com. COST None
Page | 69
Page | 70
CAMPAIGN Re-engagement Campaign –Generic for Realtor WHAT Remember the reengagement campaigns that we did for you when you started at LoanStar? We help Realtors with those too! If you ever need to send a sample to a Realtor, we can help brand it to match their realtor group and colors. This will help simulate what they can have done for them. HOW Email Nick at nlong@goloanstar.com to get started! COST No Cost!
Page | 71
Page | 72
CAMPAIGN Annual Real Estate Review –Generic for Realtor WHAT This is a generic look at the annual real estate reviews that we do for Realtor groups for a sample. You can use this to give your real estate groups that you want to partner with a sample of the work that LoanStar can provide them! HOW Email Nick at nlong@goloanstar.com to get started! COST No Cost!
Page | 73
Page | 74
CAMPAIGN “ Expect the Best from LoanStar� WHAT Here is a flyer that puts together both the annual real estate review and the reengagement campaign in one flyer! How great would it be to show them each flyer individually and then follow up with this flyer to tie everything together! HOW Email Nick at nlong@goloanstar.com to get started! COST No Cost!
Page | 75
LOGO PROMOTION –
THE GIFTS THAT KEEPS ON GIVING Although LoanStar Home Lending is less than a year old, our logo is catching on and getting noticed. And it’ s not from TV commercials, magazine advertisements, or a blimp flying over the Super Bowl. So far it is from what our originators have done with their personal marketing –passing out business cards, distributing fliers, providing applications in LoanStar folders, visits to web and social media sites, and an occasional PowerPoint presentation. But those are all “ one-hit”wonders. To make a long lasting impression, you have to give the logo on something that lasts!
MAKE AND IMPRESSION THAT SAYS QUALITY One of the best ways to make a long-lasting impression is to give away the LoanStar logo. Give it away on something that will be appreciated, is of high quality, and will be used and seen by others –for months if not years. Over time, the more LoanStar logo items are in the world, the more we collectively benefit from the overall exposure. More importantly, every gifted item helps them remember you the next time they need financing or need to refer someone to a mortgage professional. See you CPA, but your gifts can be tax deductible as a promotion or advertising expense, so track your costs and keep good records. And here’ s a great tip –track who you gave what to and log it in each contact’ s CRM database. That way you can ask them any time and often if they still use or wear that certain item you gave them way back when. They’ ll be amazed that you remember that, and it will be a great conversation starter. HOW AND WHAT TO GIVE AWAY
Mikayla Morgan Marketing Manager
LoanStar has contracted with a vendor to produce logo items and distribute them to you at an online store. There is no mark up and purchases are shipped directly to you in most cases. The online store link is located at the bottom of our home page. At the store you can find polo shirts in three colors, various jackets and vests, pens, balloons, cups and more. Happy shopping –and gifting!
Page | 76
BEST PRACTICES If you have a sales or marketing program that is producing results, let us know so we can share with other Loan Stars!
F E A T U R E
Regulation Z
Compliance is a major focus in today’ s mortgage world and it applies to how an originator markets themselves. Since ignorance isn ’ t a defense, the following article posted by MortgageDashboard may help you stay out of court and free from regulators punitive fines!
15 Advertising Tips From Regulation Z Disclaimer: This article does not represent legal interpretation or advice.
ADVERTISING COMPLIANCE BEST PRACTICES P o s t e d b y M o r t g ag e D a s h b oa r d May 1, 2014
A loan originator’ s marketing strategy has become a two-sided coin. On one side, there is a genuine necessity to promote and advertise using every tool within arm’ s reach. On the other side, regulations have become an overbearing and complicated machine that suffocates any form of creativity on social media and print advertising. Your originators are between a rock and a hard place; their intense desire to market is matched by absolute fear of regulatory conditions. Since the Consumer Financial Protection Bureau (CFPB) manhandled authority from the Federal Reserve Board (FRB), amendments have been made to the Truth in Lending Act, or Regulation Z, which governs advertisements concerning financial information, among many other things. Though the CFPB is well-intentioned, the Dodd Frank amendments can be considered the strictest and most complex laws set forth. Most violations of Regulation Z are unintentional, but ignorance of the law isn’ t a defense. While these rules are complex and the fines are heavy, Regulation Z shouldn’ t scare finance professionals from omitting any marketing strategies. With a proper understanding of the rules, the originator’ s coin becomes manageable and, in some respects, Page | 77
it even becomes a beneficial situation. After all, originators who understand the current regulatory climate often have a greater advantage over their competitors. In order to help you understand Regulation Z, here are 15 tips to remaining compliant in your marketing plan:
1. Apply print advertising rules to social media. The official commentary to Regulation Z states that “ any social media communication…must comply with Regulation Z’ s advertising provisions.”Advertising is considered to be “ any commercial message that promotes consumer credit”and not restricted to print. The same rules that apply to social media and print apply to any form of electronic media. The commentary also states that “ the regulation’ s advertising rules apply to advertisements delivered electronically.”(See 15 U.S.C. 1601 et seq.; 12 C.F.R. pts. 226 and 1026.)
2. Use disclosures when necessary. Whether on print or online, Regulation Z requires that any information about loan terms and cost must also include a disclosure. Regulation Z is designed to promote the “ informed use of consumer credit” . Disclosure requirements will vary based on whether the credit is open-end or closed-end. Some exceptions are discussed in later tips. (See 12 C.F.R. 226.24(d)(2))
3. Clearly state your rates and terms. Another aspect of Regulation Z is that if an advertisement for credit states specific credit terms, “ it must state only those terms that actually are or will be arranged or offered by the creditor.”In other words, advertising relating to credit must present what Regulation Z deems to be “ clear and conspicuous”information. (See 12 C.F.R. 226.24(1)(a))
4. Adopt or evaluate your companies’social media policy. As employees may be viewed by the public as a reflection of their company, financial institutions may be at compliance risk by what their employees say on social media when they’ re off the clock. For example, if an employee is communicating via social media with a customer regarding a loan product, policies should be in place to ensure they are receiving all of the appropriate disclosures. Employers should evaluate the risks of social media to determine proper policies to adopt.(See FIL-56-2013 (IV) Truth in Lending Act/Regulation Z)
5. Make the equal housing logo easy to find. At least in all written and visual advertisements. Websites that accept loan applications online may be considered a lobby for Fair Housing Compliance purposes and should also contain the logo. The advertisement must prominently indicate the logo in a manner “ appropriate”to its medium. (See Fair House Advertising § 109.30 (a))
6. Know the difference between equal housing opportunity and equal housing lender. Page | 78
If the advertisement is written or visual, it is necessary to include the equal housing opportunity logo. With respect to oral advertisements, the Equal Opportunity Lender logo must be present or spoken in the context of “ This financial institution is an equal housing lender” . (See 24 CFR part 110 & Fair Housing § 338.4(b))
7. Make sure you always use your fully licensed name. Even if it’ s unintentional, advertising a name other than the fully licensed name that corresponds to your NMLS# can handicap regulators and consumers from understanding who you are. In this case, you may be fined. (See 12 C.F.R. 226.24(i)(4))
8. Keep your NMLS# visible. Your NMLS ID improves the supervision and transparency of the residential mortgage market by providing the public with a tool to track companies “ across state lines and over time” . Established by the SAFE Act, NMLS ID’ s are required to be made readily available to customers “ in a manner and method practicable to the institution” . They should be clearly visible on all application forms, advertisements, business cards and websites. (See 12 CFR 1007.104(a))
9. Gain permission to quote someone. Are you wanting to quote someone on your website or include their words in a video? If the quote came from a previously copy written article or review site, you’ ll need written permission. Moreover, you must include the author’ s name, the publication date, the title of work, and the name of the publication in which it appeared. (See EAS-405)
10. Don’ t include lyrics on ads without permission either. If you want to display the lyrics to John Lennon’ s“ imagine”on your website or video, you’ re going to need Paul McCartney’ s permission. ‘ To find out who holds the rights to a particular song, contact the American Society of Composers, Authors and Publishers (ASCAP), or Broadcast Music, Inc. (BMI). After permission, you’ ll need to include the author’ s name, publication date, title of work, and the name of the publication it first appeared. (See EAS-405)
11. Be aware of trigger words that require disclosures. When additional information is added to an advertisement to interest the consumer, you may be required to disclosure further requirements. If trigger words like interest rates, the dollar amount of down payments, or anything related to the closing costs, you are required to further calculate and accurately disclose the following: - The available interest rate - The accurately calculated APR - The payment schedule - Any Required down payment information - State whether the rate may increase In addition, you should also state whether the interest rate may increase at any time after and if the availability is subject to any material requirements or limitations (which must be specified). (See 12 C.F.R. 226.24 (d))
12. Know your state regulations.
Page | 79
In some states, it may be required that at least one responsible individual who is accountable be named in your advertisements. Your state may also require the advertisement to reflect a message such as “ To check the license status of your Mortgage Loan Originator, visit: www.example.com” . Some states even have additional state specific disclosure requirements that must be added to your website.
13. Don’ t say “ government loan program”unless the loan really is. The Truth-In-Lending Act prohibits making any statement in an ad that the product is a “ government loan program” ,“ government-supported loan” , or is otherwise endorsed by a government entity unless the ad actually is for an FHA or VA loan. (See 12 C.F.R. 226.24(i)(3))
14. Convey your message differently to avoid disclosures. Adding disclosures can eat up the available real estate on your ad. If you do not wish to add disclosure requirements, you can still convey the same message with a few minor changes. For example, instead of saying “ 15 and 30 year loan terms available”say “ We offer a wide range of mortgage terms, available to fit your needs” . Or, instead of “ No closing cost loans!”say “ Loan programs with no out of pocket expense are available to qualified borrowers.”(See 12 C.F.R. 226.24 (i))
15. Give your ad these 7 things. In order to comply with the SAFE Act, advertising requirements set for at a federal level under Regulation Z must contain the following (See 12 CFR 1007.104(a)): - The legal name of the mortgage company - The NMLS ID of the company - Full, physical business address - The business phone number –the land-line is required. - The name of the originator as it appears on the NMLS website - The NMLS ID of the originator - The equal housing opportunity logo
Read more: http://mortgagedashboard.com/15-advertising-tips-from-regulation-z/#ixzz31XPcBmOm
Page | 80
Everett branch manager Kiel Lillibridge got five loans in the last 10 days –all from social media interaction.
SOCIAL MEDIA PROMOTION – Like, Link and Share Everett branch manager Kiel Lillibridge shares recent success with generating leads and loans from his Facebook account. “ I only post work related stuff one or twice a month max. Other posts may have work related pieces but are not directly promoting business,”he explained. In the past 10 days, Kiel had four clients send him personal messages (above) and one sent an email.
Those social media contacts resulted in four purchase and one refinance application! It gets better. Kiel is on Round One of his database reengagement campaign and one recipient, an agent contact, posted his mailer on Facebook. “ I now have the agent scheduled to get a database campaign going using our system –all from a Facebook post!” Another post for an Open House he participated in resulted in a few “ likes”and more importantly, he got contacts from three Loan Officers and a Realtor that he is recruiting to LoanStar. “ Occasionally I’ ll post a testimonial. I don’ t post those all that often so I don’ t come off as constantly telling people how good I am,”he explained. Kiel believes that even though many never comment on social media, everyone sees them. “ I’ ve had people that I have not talked to in years see a post and all of a sudden they direct message me because I have built trust through Facebook,”he said.
Kiel had an agent post his re-engagement campaign flier on Facebook. He followed up and now has the agent scheduled to start using LoanStar’ s database marketing system.
Page | 81
Best Practices If you have a sales or marketing program that is producing results, let us know so we can share with other Loan Stars!
F E A T U R E
MortgageMapp
Mobile applications are becoming more common for every kind of business and have come into play more by banks and financial instituti ons. Now there is a mortgage app that supports the LoanStar marketing vision of personal branding called MortgageMapp.
Mortgage App Promotion For any marketing endeavor there must be a goal and objective. Simply “ keeping up with the Jones’ ”is not a viable goal. We’ ve researched mobile applications for the mortgage industry for some time and finally found one to pass on to you as an option to consider. MortgageMapp isn’ t just an application just to have one because the competition does. MortgageMapp fills the following goals and
MOBILE APPLICATION BEST PRACTICES
objectives: 1. 2. 3. 4.
Promotes Loan Officer team branding Is extremely easy to download Is extremely easy for users to navigate Contains branded calculators, industry news and quick link to contact you 5. You can view what users are doing with the app –in real time on a personal dashboard tracker 6. Your contacts can share the application in the same way they might share your business card If the goal of marketing is to get more leads and applications, this mobile app has some horsepower in that you can see when a user is calculating payments on your dashboard and then contact them to see if they are ready to apply for a purchase or refinance. That ability to see thoughts about a mortgage from behind the scenes is worth the price of admission!
W a n t t o l e a r n m o r e? W a t ch thi s d e m o v i d e o : ht tp : / / y ou tu . b e / C HY i j T o X 9 q M
LoanStar has negotiated a special 25% off price for our originators through the end of May. See the promotional offer on the next page. Page | 82
Page | 83
As we remember those that fought for our freedom, my team and everyone at LoanStar Home Lending wish you and your family a safe and memorable holiday! Mark Eastburn, EVP Production/Sr. Loan Officer NMLS#/MLO 128552 9020 SW Washington Square Rd, Ste 350 Portland, OR 97223 Phone: 503.597.6711
503.780.7591
Website: www.EastburnGroup.com | Email: Mark@EastburnGroup.com
Page | 84
CAMPAIGN “ Memorial Day Message”eBlast WHAT Monthly database eBlast to pay respects to our country and wish your contacts a safe holiday. HOW Automatically goes out third Thursday of every month. For May that is the 22 nd. To Opt-Out, contact Nick Long, CRM Manager. WHO Clients, prospects and agents. COST Free unless printed and mailed.
Page | 85
VINCE WEBB (left) served in the U.S. Navy from 1988-1992 aboard the USS Kittyhawk CV63 aircraft carrier. Today (right) he is a loan processor in the Portland Main branch.
LOANSTAR HEROES – Saluting Loan Stars Who Served Our Country We’ re proud of everyone who makes up the LoanStar family and especially grateful for those who have served our country with their service in the military. For this
special Memorial Day edition we recognize the loan stars that gave their time and risked their lives to support all the freedom we often take for granted. For that we are grateful and say “ thank you.” On this Memorial Day we hope everyone associated with LoanStar Home Lending remembers our true heroes past, present and future. While you enjoy your time off, remember why we have the time off. It wasn’ t given, it was earned by many before us and will be protected by many in the future.
Les Bedford was a Sergeant in the U.S. Marine Corps from 1973-77, serving in Japan and 29 Palms, California. He received the Platoon Honorman Award for top of his class. At LoanStar he is the SVP Washington Production and is the current president of the Washington Mortgage Bankers Association.
Page | 86
Best Practices If you have a sales or marketing program that is producing results, let us know so we can share with other Loan Stars!
F E A T U R E
MortgageMapp
Since we introduced the MortgageMapp loan officer mobile application last week we’ ve had several loan stars take advantage of the 25% off discount. This feature will give you a better idea of how the application is downloaded, what it contains, and how your contact s can use it and help your business.
Mortgage App 101 LoanStar has negotiated a special 25% off price for our originators through the end of May. You can pay monthly or save even more with an annual contract. When you order, you’ ll see the full price but at checkout –after entering the promotional discount code LOANSTAR1 –you’ ll receive 25% off your order. See the promotional offer in this issue of Marketing Matters.
MOBILE APPLICATION BEST PRACTICES
Once you order you’ ll download your application and start sharing it with others. The staff at MortgageMapp will help you customize your application. Following is how Portland’ s Dion Mancia set up his app:
STEP ONE: Dion sent me a link to his mobile application
W a n t t o l e a r n m o r e? W a t ch thi s d e m o v i d e o : ht tp : / / y ou tu . b e / C HY i j T o X 9 q M
Page | 87
Mortgage App 101 cont. STEP TWO: After accepting the app by pressing the link, this screen appeared with the instructions at the bottom to click the arrow box “ Add to Home Screen” >
< STEP THREE: After clicking Add to Home Screen the AirDrop options come up and you click “ Add to Home Screen”at the bottom.
Page | 88
STEP FOUR: Next you get a message that the app Icon will be added to the home page. The Icon is The loan officerâ&#x20AC;&#x2122; s photo. HINT: Upload a closely cropped photo so your face is as large as possible as the Icon on the screen is fairly small.
(Above) STEP FIVE: The user can register on your application but they can also skip this step.
Page | 89
STEP SIX: Now the user has several links to contact You with plus the bottom row has a Calculator, News, Rates and More (Links) >
< STEP SEVEN: After clicking Contact the user sees this screen with several options to contact you.
Page | 90
(Below, Left) STEP EIGHT: When a user wants to share your application with someone else (like an agent to a potential mutual client), they click Share on the Contact page and simply type in the mobile phone number of the person and click Send. That person will then get the message in Step One.
(Above) STEP NINE: When the user clicks Get Pre-Approved they go to this screen. Check with your MortgageMapp rep about what this links to.
Page | 91
(Below, Left) STEP TEN: When a user clicks About Me, they get a short bio. Typically you can use your bio from your personal web page or LinkedIn.
(Above) STEP ELEVEN: When the user clicks Calculator on the bottom menu a simple payment calculator pops up. The user will have to choose a rate and can get average rates at the Rates icon on the bottom menu. Since these rates are public information (from Freddie Mac) there isnâ&#x20AC;&#x2122; t an APR disclosure issue. Also, the disclaimer on this page covers general compliance requirements.
Page | 92
(Below, Left) STEP TWELVE: When a user clicks News on the bottom menu they get an RSS Feed from Daily Mortgage News. This is great real-time news that you can share in other social media or email blasts as well. In fact, some loan officer subscribe to news services to share this information and pay more than the price of this application!
(Above) STEP THIRTEEN: When the user clicks Rates they get this page with Historical Primary Mortgage Market Survey速 data provided by Freddie Mac. They have the option to see rates over the last 1 month, 6 months, 1 year or 2 years. From here they can Request a Quote and go directly to a Contact link.
Page | 93
(Below, Left) STEP FOURTEEN: When a user clicks â&#x20AC;Ś. More they can click other links to take them to your Personal Website, Facebook, Twitter, etc. Your MortgageMapp rep will help you link these to the appropriate pages.
(Above) STEP FIFTEEN: When the user clicks Guides they come to a YouTube channel where they can select from several generic home loan guide videos. Check with your rep, you may be able to put your own videos at this link.
Page | 94
(Below, Left) STEP FIFTEEN cont.: This is a screen shot of one of the home loan guide videos that comes with your MortgageMapp application.
(Above) LAST STEP: When the user clicks Privacy Policy they come to the LoanStar Privacy Policy hosted on our website.
For more information about the MortgageMapp application, copy this link into your browser and watch a short video demonstration: h ttp :/ / y o u tu.b e / C H Y i j T o X 9q M. There are several â&#x20AC;&#x153; Best Practicesâ&#x20AC;?videos on how to use the application as well. See the promotion on the next page and contact the MortgageMapp rep, George Florit, at (425) 947-9282.
Page | 95
Page | 96
CAMPAIGN â&#x20AC;&#x153; Open House/Financing Flierâ&#x20AC;?for luxury homes WHAT Re-designed Financing Option Flier for upper end homes. Can be used for any price range. HOW Call your Marketing Concierge to order and specify Standard or Luxury style format. To ensure delivery, allow 48 hours to produce and delivery you a .pdf to print or forward to an agent. WHO Targeted to real estate agents and builders. COST Free unless printed and mailed.
Page | 97
Page | 98
CAMPAIGN “ Moving Gift Certificate/14 Day Close”Flier WHAT This is a new beta test flier to use at Open Houses or other public events. The promotion is to show we give a Moving Starter Kit at closing to our clients and they can receive that too when the close with LoanStar. The “ redemption”steps is to encourage a full underwriting pre-approval that results in a quick close. HOW Order from your Marketing Concierge! Not intended for eBlast at this time. Will be printed on heavy stock with envelopes printed with “ MOVING GIFT CERTIFICATE ENCLOSED”on them. COST No Cost unless over 25 are ordered, then minimal supply charges.
Page | 99
Page | 100
CAMPAIGN “ Realtor Engineered to Shine”eBlast WHAT This is another way to show off what LoanStar can do for Realtors! Get multiple referrals by showing them how we are Engineered to Shine! HOW Email Nick at nlong@goloanstar.com to get started! COST No Cost!
Page | 101
Page | 102
CAMPAIGN “ Credit Do’ s & Don’ ts”Flier WHAT This education flier is targeted to new customers to help them understand what to do and what not to do regarding their credit profile while in process for a new loan. HOW Order from your Marketing Concierge! Can be converted to an eBlast as well. COST No Cost unless mass printing is required.
Page | 103
Page | 104
CAMPAIGN “ Custom Testimonial Request”eBlast WHAT What’ s a better way to get testimonials than to email them and have them submit the testimonials through your personal site? You can use a number of tools, contest, or phrases to catch their attention and it definitely will with a personalized email like Dion’ s. HOW Email Nick at nlong@goloanstar.com to get started! COST No Cost!
Page | 105
BUILDING THE BRAND – Frequency is king in brand advertising. Financing option fliers can do the job, one listing at a time.
You’ ve heard the commercial what seems like a million times. You simply hear the voice now and you know the product. Over and over you’ ve seen the advertisement –in magazines and newspapers and billboards and where you least expect it. Just the layout of the ad, the typeface and colors, the graphics and even the size all instantly project an image of the product in your mind. Since the beginning of modern advertising, the use of frequency is what drives long-term brand advertising. Like the examples about how radio and print frequency instill brand awareness, we have the unique opportunity to create the same affect by having our financing option flier do the job. How can fliers create brand awareness? Not easily done and certainly will take time, but starting with our start up just six months ago, the more financing option fliers put in
Realtor listing flier boxes and Open Houses, the more we all benefit from spreading the brand throughout every neighborhood, every city, every state and eventually the entire regions we all work in. Think about it. Although many buyers start their home search online, the goal is to narrow the field and then drive by the listing before scheduling time to see the home inside, up close, and personal. Almost always the soon to be home buyer will pull a flier from the listing box. It should have you and LoanStar on it, promoting our awesome Moving Starter Package! If it does, and then they find it on another flier at another listing and then another and another and also at an Open House, the home shopper has now been afflicted by frequency. They’ ve seen our look and layout and colors and promotion enough to pause and think about their choice of lenders. And that could be –should be –you. The alternative? No flier, no buyer!
Page | 106
Best Practices If you have a sales or marketing program that is producing results, let us know so we can share with other Loan Stars!
Database Leads
F E A T U R E
One of the most successful marketing campaigns is to “ re-engage”the database of an originator. Not only does the campaign clean up the data, it gathers information for future marketing needs and often times produces leads for new loans and to give to referral partners.
Re-Engagement Campaign Lead Generation LEADS FROM INITIAL DATABASE MARKETING
LoanStar Concierge Marketing handles the intimal database creation for new loan officers and then launches a four-step campaign to clean up the data while “ re-engaging”the contacts to let them know the originator is now affiliated with LoanStar Home Lending, will keep in touch more often, invite them to get excited about the move with an enter-to-win contest, and softly gather some information to update records and offer help if it is needed immediately. It’ s the latter call to action that creates new business for new loan officers and often times for their referral partners like this sample from new originator Kelley Pellerin, how joined LoanStar in mid-May. This lead (next page) came in days after her first round was mailed, and is one of many!
LEADS ONLY AS GOOD AS THE DATA The re-engagement campaign has in the past generated as much as a 30% return rate and as little as 1%. Why the difference? Likely it’ s the initial data itself. The high return data is usually comprised of only past customers, friends and family, and the loan officer has had some limited marketing going to them in the past. The low return rates come from data that has never been marketed to and is therefore extremely stale and often times is not comprised of any past customers, friends or family, but instead made up of “ farm-lists”and other data randomly gathered into a database. This data is “ strangers”and not likely to “ re-engage”since they were never “ engaged”to start with. Still, over time, this stranger database will begin to engage due to the frequency of our long-term marketing campaigns. Page | 107
Page | 108
CAMPAIGN “ Rent Vs. Buy Two” WHAT A version of the Rent vs. Buy flyer that works well targeting rental databases. HOW Contact Nick Long (nlong@goloanstar.com) for more details. EMAIL RECIPIENT Renters COST Free!
Page | 109
Page | 110
CAMPAIGN “ Rate Sheet New and Improved” WHAT The rate sheets that go out to your realtor list each Friday has been improved and now features our new and improved co-branded financing option fliers! HOW Already sent out each Friday to realtors. EMAIL RECIPIENT Weekly Realtors COST Free!
Page | 111
CAPTURE OPEN HOUSE LEADS Open House Pro (right) is a new popular mobile application that Realtors and Loan Officers are using to capture contact info and other home buying data from open house attendees.
CAPTURING LEADS – Mobile Application OPEN HOUSE PRO Is Rocking the Lead Capture Game by Mikayla Morgan, Regional Marketing Manager
Open House Pro is a new mobile application that many LoanStar originators are using to support their agents and builders at Open Houses. The application is a great way to not only capture the leads that come through your Open Houses, but also impress your Realtor Partners! I had an Open House this past weekend and my Realtor Partner and I utilized this app to the fullest and it does nothing but help you look like a rock star! Now he is determined to download the app on his own iPad and utilize it!
easily upload almost like a digital picture frame. Clients would then ask what the iPad was for and I would explain the app, as well as let them know they are entered to win an iPad just for filling out the information!
Andrew (the Founder of OHP) designed this app after watching his Realtor girlfriend struggle at Open Houses to collect client information. Over the last year he’ s realized the problems for agents were much bigger than simply collecting leads. Here is a quick breakdown of the app: This app makes it so clients willingly fill out their contact - It’ s really easy to start a new listing and just enter in information. At my Open House I set my iPad on its stand all of the listing information you get from your at the end of the island in the kitchen. While sitting there agent’ s website, or RMLS. the app slides through photos of the home that you can Continued next page easily upload almost like a digital picture frame. Clients Page | 112
OPEN HOUSE PRO continued
-
Pick the time/date of the Open House. You can share this information on your Facebook page to help promote it and drive people to the home. You will receive an email 48 hours and 24 hours in advance of your Open House reminding you about it (in case you forgot that there are no days off in mortgage!)
Page | 113
-
You have the option to personalize the questions your clients will be asked when filling out the OHP information. There are questions made up for you, but you are allowed to add any you would like as well as change the order of all of the questions.
-
When your clients touch the screen the questions will pop up for them:
-
When the Open House is completed you will receive an email with a report of all of the people who entered their information:
-
You will also receive an email when your lead opens their email from Open Home Pro:
-
Link for Open Home Pro Website: http://www.openhomepro.com/ Link for Open Home Pro Download: https://itunes.apple.com/us/app/ open-home-pro-must-have-for/ id390073215?mt=8
-
My experience with OPEN HOUSE PRO is very positive and I, like others at LoanStar â&#x20AC;&#x201C;endorse it as a way to set ourselves apart. If you would like to know more about this application and how to use it, please contact me any time! - Mikayla Page | 114
RE-ENGAGEMENT LEAD (right) came in days after the launch of Kelley Pellerin’ s first round of her database campaign.
Database marketing will work well over the long-term as long as it is consistent and predictable. LoanStar Marketing is designed to do that for all originators starting with the “ Re-Engagement”campaign. For more information on database marketing, contact your marketing concierge any time.
Page | 115
Best Practices If you have a sales or marketing program that is producing results, let us know so we can share with other Loan Stars!
F E A T U R E
Power Websites
Our basic websites for originators are just that –basic. They do the job, which is primarily to be a landing page for customers to go to apply online. But Travis Hoover and Jon Kurahara, two of LoanStar’ s top producers, have worked with CRM Manager Nick Long to customize their site. And you can too!
Personal Website Improvements are Just a Click Away! UPDATED PERSONAL WEBSITE
Travis Hoover has taken the initiative to improve his online marketing through some customization of his personal website (next page). We’ ve added new sections with his MortgageMapp app link added to capture new contacts and more! Jon Kurahara (below) has a video added, and others have made their sites more interactive and interesting. And you can too! For ideas on what you can do to enhance your personal LoanStar website, or if you have an idea to help generate more traffic and more loans from your web marketing, please contact Nick Long, CRM Manager, at nlong@goloanstar.com or call him at 503-597-6702 to start the improvements!
Page | 116
Page | 117
Page | 118
CAMPAIGN New Home Buyer Seminar Flier WHAT Holding an event and inviting potential clients? With this new invitation you can email them to the event and track RSVPâ&#x20AC;&#x2122; s with a LoanStar hosted online registration link! HOW Call or Email Nick at 503.597.6702 or nlong@goloanstar.com to get started on the promotion. For ideas on how to conduct a successful buyer seminar, contact Matt Houston at mhouston@goloanstar.com ! COST No Cost for the promotion â&#x20AC;&#x201C;may be some costs to hold the event!
Page | 119
Page | 120
CAMPAIGN Financing Option Flier â&#x20AC;&#x201C;Online Order Form Link WHAT This new graphic button links to the Financing Option/Open House Flier Online Order Form that loan officers can send to agents to use to order their own cobranded fliers! HOW Right click the graphic and Copy and then paste into your own email with a note about what it is for along with your offer to follow up on the previous weekendâ&#x20AC;&#x2122; s activity. Do this every Monday to all your agents! If you need copy writing help let your marketing concierge know! COST None!
Page | 121
PERSONALIZE IT â&#x20AC;&#x201C; Now you can put your own brand on gifts from the LoanStar logo store by Matt Houston, Regional Business Development
WHY Personalize? A Loan Officer is a relationship builder! By building great relationships with your borrower clients and referral partners you strengthen your success in the business. Our Online Store allows you to personalize several items to include our LoanStar Pens, Nike Golf Balls, Golf Tees, LoanStar Mugs and Balloons which are great for events and open houses! Imagine each realtor customer that you do business with having your LoanStar personalized mug and pen, or teeing off at a round of golf with your favorite agent and giving them a sleeve of Nike personalized golf balls!
the box marked ADD YOUR NAME AND CONTACT INFORMATION: You put in your NAME and email or phone number. Click ADD to cart and pay with your personal credit card! 7-10 days and your COOL Personalized Give-A-Way items will arrive at your office! If you need help with anything to do with branding gift items for your promotional needs, please contact me any time!
HOW to Personalize? By going to www.goloanstar.com and scrolling to the bottom of the page you will see LoanStar Logo Store. CLICK THAT BLUE LINK and away you go to the Online Store. There you will find all the items available for order. At the bottom of that page you will see the items for personalization (Custom Bulk Order/Personalize It)! Simply click on the item you wish to personalize and in
Page | 122
INFO 9 | SUNDAY
3 pm Welcome Party 5 pm Event
Save the Date!
10 | MONDAY 7 am Breakfast
LOANSTAR NATIONAL SALES CONFERENCE WHEN
November 9-12, 2014 WHERE
8 am CE Hours- Ken Perry 6 pm Dinner & Awards
Location TBA
11 | TUESDAY
Portland , Oregon FEATURING · • Annual CE Hour Session with Ken Perry of Knowledge Coop • 2015 Playbook with Bill Sparkman, The Mortgage Coach • Presentation of the 2014 President’ s Club • More!
7 am Breakfast 8 am Sales Meeting
MORE DETAILS COMING SOON!
1 pm Bill Sparkman 4 pm Departure
Page | 123
Best Practices If you have a sales or marketing program that is producing results, let us know so we can share with other Loan Stars!
F E A T U R E
Event Promotions
Marketing consistently and correctly is one of the best things you can do for yourself and your business. There are many ways to do this and at LoanStar we provide our Loan Officers the opportunity , tools, and concierge support they need to be as successful as possible. One of the best practices is event promotions.
Building relationships through event sponsorships EVENT PROMOTION SUCCESS
By Mikayla Morgan, Regional Marketing Manager
One key marketing tool the LoanStar marketing team wants to make more available to all is the opportunity to build a presence and reputation in your desired territory/city/neighborhood with PR and Sponsorship options. Last week the Vancouver Branch pitched in to be a Hole Sponsor for the 12th Annual Greater Vancouver Chamber of Commerce Golf Tournament. These type of events are perfect to build our LoanStar presence as a whole, as well as build personal and team presence along with the opportunity to add contacts to the database by drawings, giveaways and games. PROMOTION STARTED WITH A PLAN The theme of this particular golf tournament was “ Golf’ s a Circus” . Each hole was encouraged to decorate their area to go along with the theme. Our marketing department helped with the entire implementation, planning and prepping of the tournament and handled all of the logistics. All the Vancouver branch had to do was show up, shake hands and kiss babies! HAVE SOME FUN! At last week’ s tournament we had a Frisbee toss game with $5 Starbucks cards as a prize, a $50 Visa card drawing, and everyone who gave us their business card/information was entered to win the company iPad 4 “ Springstakes” drawing. This was a great way to engage everyone that came through and now we have data to follow up on after the tournament is a distant memory!
Page | 124
To learn more about networking or sponsorship opportunities, contact your Marketing Concierge and we will do everything needed to get it going for you. Each and every opportunity to promote yourself and LoanStar is going to improve our image and brand recognition and help us all win the origination game!
CAPTURE NETWORKING LEADS At the Greater Vancouver Chamber Golf Tournament the LoanStar Marketing Team created a fun and interactive event that generated follow up contacts and increased LoanStar’ s image in the community. (TOP) Mikayla Morgan and Kayla Bowker wore circus animal ears to go with the tournament theme. (TOP LEFT) Anna Linder, Kayla and Mikayla pose with a guest. (TOP RIGHT & BOTTOM LEFT) The LoanStar Sponsored Hole had our LoanStar logo and colors and one of our local moving company partners, Two Brothers, brought a moving truck to act as a “ circus animal cage”to tie in the theme and reinforce our moving promotion campaign.
Page | 125
Page | 126
CAMPAIGN â&#x20AC;&#x153; Why Buy Nowâ&#x20AC;?PowerPoint Presentation WHAT A new presentation was created for an investor networking group, but could be used or modified for other audiences interested in the financial effects of home ownership. Full of facts and examples of why it is better to buy than rent or invest in low yield accounts, this presentation is ready to deliver the message. HOW Call or Email your Marketing Concierge to get a presentation customized with your brand and bio. For ideas on how to conduct a successful seminar, contact Matt Houston at mhouston@goloanstar.com ! COST No Cost!
Page | 127
Top 3 Reasons To Refinance NOW! …even if your loan balance is higher than your value!
1.RATES ARE LOW AND DROPPING AGAIN. It’ s hard to believe but the past few weeks we’ ve seen rates drop to near recent low points. Rates don’ t get much better than this! Call me to get a rate quote and see if it makes sense for you to consider a refinance now!
2.VALUES ARE MOVING UP AGAIN.
Finally! Most markets have appreciation that is allowing borrowers to refinance and take cash out, eliminate mortgage insurance, or simply lower payments and improve cash flow. Call me for an analysis!
3.GOVERNMENT REFI PROGRAM IS ALIVE AND WELL! TAKE ADVANTAGE WHILE IT LASTS!
Even if you owe more than your home is valued at, our Home Affordability Refinance Program (HARP) can help improve your mortgage situation. Call me to find out if your property is eligible before this program goes away! We’ re engineered to shine. Call me to shed light on your mortgage needs!
Page | 128
CAMPAIGN â&#x20AC;&#x153; Top 3 Reasons to Refinance Now!â&#x20AC;?eBlast
JUNE 2014 EMAIL BLAST
WHAT Interest rates continue to fall and now is the time to give our database some reasons to think about refinancing. This piece was created for the June eBlast and can be ordered as a personal flier or to email to your database, post on Facebook, and other marketing channels. HOW Order from your Marketing Concierge! As always, specify if you need a flier or email, how many or how often and to who, and when you need it. Allow normal production time for your project. COST No Cost unless over 25 fliers are ordered, then minimal supply charges will be incurred.
Page | 129
CODA
It's Half Time!
Sponsored by:
Well, that was fast, the end of the 2nd quarter is just days away. The year is half over, wow! Now is the time to pause and see how you are progressing to reaching your goals. Take a look at your plan for the year, then evaluate the results you've gotten so far. Are you on course toward hitting your targets and goals you set? If you are on course, keep going, if you aren't on course now is the time to make adjustments. Ask yourself, what do I need to stop doing? (clue, stop doing what isn't working) What do you need to start doing? And what do you need to continue doing? (clue, what's working) Make the necessary adjustments and then get back on the field of action for a great second half. o Coach
Page | 130