Do you feel like you are just calling hundreds of people and trying to hustle mortgages? Then you probably are. Stop dialing for dollars and build a plan for your business that adds value to your potential and current mortgage client. They need mortgages and you are the expert--organize and convey that value to become a trusted mortgage professional.

1. Stop Dialing for Dollars
Start Building a Business
Bill Rice
866.667.5253
bill.rice@kaleidico.com
www.kaleidico.com

2. Create Your Playbook
• Study last 5 years
– Rate markets
– Mortgage products
• Build top 10 customer scenarios
• Build top 5 customer financial objectives
– Create playbook matrix
– Create top 3 options for each
• Study playbook every night & update
Copyright © 2007 Kaleidico, LLC. 2
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3. Look at Big Competitors
• Countrywide
• Quicken Loans
• What do they do well?
• What are they telling customers?
• What products are they pushing?
Copyright © 2007 Kaleidico, LLC. 3
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4. Structure Your Day
• Start your day the night before
– Read and study
– Structure your plan
• Start the plan as soon as you arrive
– Morning: phones
– Midday: prepare presentations, applications, work
emails
– Afternoon: phones
– Evening: phones, email, next day s plan
Copyright © 2007 Kaleidico, LLC. 4
All Rights Reserved

5. Build Your Brand
• Decide on your value proposition
– Credit counseling
– Market analytics and guidance
– Financial planning
• Only chose one to focus on
• Everything to everyone, means nothing to
anyone
• Market that value relentlessly
Copyright © 2007 Kaleidico, LLC. 5
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6. Build Your Brand
• You, Inc
• Buy a web domain, or two
• Host a website and/or blog
• Start writing
• Build an online network
• Build content appropriate to prospects and
clients
• Links, links, links
Copyright © 2007 Kaleidico, LLC. 6
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7. Start Client Loyalty Program
• Market your website/blog
– Give clients a reason to check it often
• Email them at least once a month
• Send birthday cards
• Call them once ever six months
• Do a mortgage/financial/credit review
annually
Copyright © 2007 Kaleidico, LLC. 7
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8. Generate Internet Leads
• Website/blog
• Online directories
• Links, links, links
• PDF downloads
• Landing pages
• Contact page
Copyright © 2007 Kaleidico, LLC. 8
All Rights Reserved

9. Questions?
Bill Rice
866.667.5253
bill.rice@kaleidico.com
www.kaleidico.com