Marcia Ferreira Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs

and all heÆs looking to buy is a fast boat - without all the engineering details. You have to get your message across to your target market that is going to communicate to them. In other words, they are going to understand it and RESPOND. Working out of your home, you donÆt have access to the Big Mortgage BankÆs Marketing Department. When you donÆt have a marketing expert telling you what to do, you may still need that expertÆs help. So here again, do research to get that help or assistance. Go on the internet to find the biggest lenders web sites. Get on their mailing list. Look at their marketing materials so you can see what they send you û not ôyouö as broker, but ôyouö as a potential customer. Not only are you researching how you are making the most money, but also research how the Big Dogs are bringing in the clients. What are the materials they are sending to the end-user? There is no need to reinvent the wheel. Find out what is working and do that. A lot of those Big Dogs are doing postcards. HereÆs your assignment: Now that you know, 1) which product you sell the most of, 2) which product you make the most money on and 3) what the successful big lenders are doing; start by mailing postcards (repetitively) to the first audience that buys ôProduct (1)ö. And you will start generating the kind of leads that buy the product that sells the easiest. Then, while still marketing ôProduct (1)ö, start mailing postcards (repetitively) for ôProduct (2)ö and you will start getting leads that will buy the product that will pay you the highest commission. You will first get leads from the most-volume product and then while you are still getting those and closing them fast, you will get leads that pay the highest commission. Make sense? To recap: ò Research ò Pick your marketing media û I recommend postcards. You will get a lot of ôbang for your buckö with that type of media. ò Find a resource for mailing lists. ò Get inside that publicÆs mind and BE them and figure out what they would want to know. This, by the way, is a trade secret. If you can get inside your publicÆs head and look at it from their viewpoint, then you can be a genius in your message. It is actually BEING them and looking at things from their viewpoint. Take Joe Blow who has never refinanced. Someone with average credit would probably be interested in a low cost equity line of credit so he can get money out of his house. ôGetting moneyö communicates to people. ò Send out postcards repeatedly getting

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