FreeReferralSecrets.com

How to produce great results FAST

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How I was able to buy my first home when I was 20, after working in the mortgage industry only 10 months can be traced back in part to this little FAST acronym.

It's part of I AM principle 2 on the Improvement After Movement peak performance online resource. ImprovementAfterMovement.com is a resource I sold my home to create, it cost me a little over $100,000 and 18 months complete dedication.

Check it out, it could help you improve on your current results.

www.ImprovementAfterMovement.com

'Just because I've been in the industry for 9 years doesn't mean I know everything'. Joe Ghoussain

Joe Ghoussain, sole loan writer in his business Fast Funding was last month ranked number 2 on Choice Aggregation Qld's loan writer leaderboard and number 3 on the company leaderboard, here's how Joe has benefited from Free Referral Secrets coaching.

Firstly, Joe attended one of my 2 day training sessions a few years ago, then in April this year decided it was time for a refresher on the FRS system.

Joe started back with the $235 Starter Pack, then decided in June to continue with one on one coaching, here's how the weekly coaching has helped Joe improve his business.

1. My time management is a lot better, Client Updating Webpage's are one system that gives me more time now.
2. My client's are comfortable paying me a professional fee.
3. I feel like my client's need me now, not me needing them.
4. The transaction process is now in a series of numerical steps, so I'm now more organised and structured.

And now that I've implemented a quality system I'm getting closer to my longer term goal of having 2-3 quality loan writers joining my business. Joe Ghoussain

Complete this online enquiry form or send me a quick email to learn more about the Free Referral Secrets system: 

http://frsmembers.com/online-enquiry-form.html

How to leverage your time while you still build trust

Trust is everything in business, clients are prepared to pay more for a trusted service. Why do you think so many clients are prepared to pay professional fees when they could easily find someone to help them who won't, trust!

If you write a monthly message for your clients, I strongly recommend you do, (they take only 15 minutes to put together when you know how to) the trust you're continually building could be enhanced so that all your future prospects can benefit too.

You can do this by placing your monthly messages on your own blog. My blog's cost me around $8 per month, I actually have 2, Free Referral Secrets for my business clients and Improvement After Movement for everyone.

The Improvement After Movement blog is more of a hobby at this stage, I save about $500 per month with sponsorships from my physio and chiro, they've been helping me put my body back together so I can play sport again.

The I AM (Improvement After Movement) blog gets hit between 2000 and 3000 times per month, it looks like it could be pretty big. Check out both blogs if you want to get a feel for how I leverage my time.

Blogs are basically an extension of yourself, they build trust 24/7 so you don't physically have to.

Free Referral Secrets

Improvement After Movement

You'll see my blog's act like a website and blog, the homepage stays the same, the blog is in behind it, you'll see what I mean.

Why it's important to stay on top of your referral systems

Once you reach the stage of implementing a number of Free Referral Secrets systems, and have income producing results, it's easy to clock off and think your new flow of business will just happen.

That's a big mistake, it's only in managing and maintaining each system that you'll continue to see consistent results, that's why keeping on top of the Referral Tracking Spreadsheet is so important, it tells you everything you need to know.

The Beginning Unit, the Middle Unit, and the End Unit, they're the 3 units that make up the Free Referral Secrets system, and they're simply a series of simple systems, systems that will continue to produce income producing results so long as you stay on top of them.

Complete this online enquiry form to learn more about the FRS systems.

http://frsmembers.com/online-enquiry-form.html

 

Why you should focus on transaction referrals

Out of your last 10 clients, how many referrals did you receive throughout the transaction process?

Most people usually tell me 1 or 2, which falls in line with what research tells us, that 20% of your clients will refer you just for taking care of them.

Research also tells us that another 60% of clients will refer you if you take care of them, AND you train them to refer you.

This is when the Free Referral Secrets systems come in to play, and not just the referral language, the 'experience' systems, like the Welcome Pack and Client Updating Webpages too.

These additional systems make the client 'experience' memorable, then when you add the Plant-Nourish-Flourish referral language into the sales process you begin to earn free referrals from that additional 60% of your clients.

Complete this online enquiry form to learn more about transaction referrals.

http://frsmembers.com/online-enquiry-form.html

Do you have an untapped database full of past clients?

If a $200 strategy could result in an extra 1,2,3,4 or even 5 new transactions, what would your return on money be on that?

The Free Referral Secrets system is made up of a Beginning Unit, Middle Unit and End Unit.

The Beginning Unit is a 3 step process for getting back in touch with past clients, the 3 steps are:

1. Create your list.
2. Send your letter.
3. Make your follow up phone call.

There are some basic rules for who to add to your Beginning Unit list, less is more in a lot of cases.

The Beginning Unit letter to send or email has already been prepared for you, you may want to make a couple of subtle little changes to personalize it.

The all important Beginning Unit follow up phone call gives you up to 6 points to cover off, so you'll never be stuck for something to say.

Complete this online enquiry form to learn more about the Beginning Unit: 

http://frsmembers.com/online-enquiry-form.html

 

The difference between planting referral seeds and asking for referrals.

It's important to understand the difference between planting and asking, my 3 simple steps to unlocking pro-active client referrals during the transaction process is plant, nourish and flourish.

There are up to 6 seeds to plant, a seed is a comfortable little conversation to have in the early stages of a new client relationship, usually as you're completing a client's application. (There's a system for unlocking referrals from past and existing clients too)

You might only plant 2 seeds in the consultation, one of my favourites is called, 'You're going to find yourself talking...'

During the transaction process to settlement there are going to be times when asking for and most importantly, receiving a client referral is probable, that's when you use the THANKS Talking Template, a step conversation to unlock the referral, and get talking with them.

The seeds you planted initially are what set you up for success when you apply the THANKS Talking Template.

Complete this online enquiry form to learn more: 

http://frsmembers.com/online-enquiry-form.html

Do you want to have one or more brokers working for you one day?

Right now I'm teaching 4 of my clients (3 mortgage brokers, 1 risk protection consultant) to systemize their entire transaction process, here's an example:

Step 1: Initial enquiry.

                    a) What exactly is it you would like to do?
                   
                    b) I need to take a snapshot of your current situation, do you have 20
                    minutes right now to go through a few questions with me? (fact find)

                    c) I'm going to do a little research on your situation now, I'll be back in
                    touch with you by close of business tomorrow to let you know if I think 
                    I can help you.

I have a system that goes right the way through from first enquiry to settlement, and beyond, that also includes what referral seeds to plant at what specific times, then when to ask for a referral that the chances of receiving one pro-actively is most high.

If you're thinking about having other brokers work for you one day, if you want to attract a good one, have a good system in place that will not only attract them, but keep them.

Here's an enquiry form to learn more about the system.

Marc 

5 extra transactions in July and August so far.

Ian Ross has been implementing the Free Referral Secrets system for a couple of months now, we had our weekly coaching today. Ian calculated his results from July and August so far.

Ian's submitted 5 transactions so far that he attributes to implementing FRS systems and strategies, and the best part, there's still 20 days left in August.

Let me know if you'd like to learn a little more about the Free Referral Secrets system, here's an online enquiry form to complete.

Marc

How to get your clients working around your timetable.

Here's a time management tool I taught one of my coaching clients during the week, it might help yourself or a colleague.

Block out 8 recurring appointment times each week, maybe 2 in the morning, 4 in the early afternoon and 2 in the evening/late afternoon.

These 8 times are your client consultation times, the language you will consistently use when talking with clients or prospects to arrange appointments.

E.g. I can see you at 2pm on Tuesday or 4pm on Wednesday, which time works for you?

There will be the odd exception to the rule when talking to a client this way won't  work, but you'll find it to be a very rare occasion that clients can't work around you when you're organised with set appointment times.

This little time management system gives you great structure for your entire week, let me know if you want to learn more time saving strategies.

And if you want to get a taste of the Free Referral Secrets system, begin with the Starter Pack, it includes the Basic Essential referral systems, along with 2 coaching calls, all for only $235 including GST and express post.