How’s business?
You probably hear that a lot. I know I do. When asked where most business comes from, many mortgage brokers answer “referrals” – with what I sense is a relief that they’re not making calls anymore. Good for them. A steady stream of clients without working to get them should be the goal for every business.
But is that the best your business can be? If you’re a reputable company that has people referring their friends to you then you have something to offer. And if you’re not putting effort into increasing your client base then your business is not accomplishing its potential.
The problem (if one could call it a problem) with referrals is that they’re easy. Not the work involved of course, but the acquisition of clients. Yet most businesses are satisfied with only referrals because there are few people that actually like to work leads lists.
Why is that?
Is it because most leads lists come as a spreadsheet and the thought of having to go line by line sounds excruciating? Is it because you need to get out a notepad and a calculator and maybe a ‘talking points’ script for notes and questions?
Sure you could create a formula in the spreadsheet and apply it to all the rows. And add a column for notes too. So now you have your spreadsheet, maybe a calculator, a notepad and possibly a script with talking points and you’re ready. It took what – 5 minutes or so to get ready to make your first call?
And every time you think about making calls to increase your business you think about that routine. And it starts to sound like a lot of work so you put it off. Just this one time. No wonder most mortgage brokers are grateful for their referral business.
An article entitled “Set Smaller Goals, Get Bigger Results” describes setting whisker goals instead of stretch goals to accomplish big results. The premise is that by setting small goals we can overcome inertia. The article provides some good examples of setting aside a few minutes to accomplish a small goal so that the next time you feel empowered to accomplish more.
Taking that concept to the spreadsheet approach of working with leads lists, we see an issue in our few minutes being consumed by getting ready. And that’s one of the main reasons we created our Leads Manager.
By using the Leads Manager you can make a few calls in the time it took to get ready.
Since everything you need is already at your fingertips, there is no setup time. Simply select a contact and dial.
By setting aside just a minute or two everyday, you’ll have made dozens of calls over the course of the month. And your whisker goal may turn into a stretch goal.
Think of the Leads Manager as your ‘5 Minute Increase Your Business’ Manager.
