Today Mark Stiles takes a call with owner and broker at Beacon Rock Realty Services, Pat Palzkill. Listen in as we discuss the benefits of combining mortgaging and real estate as a one-stop-stop, leveraging technology in a vast market, and why your past customers could end up being your most valuable resource.
Core7 serves up a value-packed episode today with our first guest on the 100 Million Dollar Series, Rick Scherer of OnTo Mortgage. Listen in to hear about Rick’s journey to entrepreneurship starting at 10 years old, the keys to a successful mastermind group, and how Rick has kept the entrepreneurial spirit alive within himself and his children.
In this episode, Mark Maiocca, Amazon-bestselling author of What’s Your Rate?: How to Buy a Home and Secure Your Financial Future At the Same Time and the creator of the Core7 Referral methodology and the Core7 Mastermind Group Format, delves into his journey to creating Core7 and how it has changed the way he does business. Tune in for an inside look at how Core7 operates, and why it guarantees to change the referral landscape for real estate, mortgage, tax, and financial professionals.
Stay tuned for part two of this episode!
Here are 3 reasons why you should pre-purchase a copy of my “Not yet released” book HOW TO CREATE A CORE7 MASTERMIND GROUP: EXCLUSIVELY FOR REAL ESTATE, MORTGAGE, TAX, & FINANCIAL PROFESSIONALS.
1) You get full access to the step-by-step formula quietly generating over $200,000 per year (so you can drive more prospects and customers to your business with the same easy-to-implement system)
2) You’ll get email & sales copy templates, of all the Cross-Sell Scripts for each Core7 Professional, so you can plug these tested strategies into your business to save time and money from day one.
3) You’ll receive a 49% Discount. DON’T FORGET TO PUT THE REBATE CODE C7EBOOK (all caps)
So… If you’re at all interested, or even just curious to discover what Core7 can do for your business, here’s where you can pre-order a copy. https://core7.mykajabi.com/
Outgoing referrals are the best thing a business partner can do to become valuable. Here are the top 4 scripts that can be used by all Core7 Professionals (REALTORS, MORTGAGE ORIGINATORS, CLOSING AGENTS, FINANCIAL ADVISORS, ACCOUNTANTS, ESTATE PLANNING ATTORNEYS, & P&C INSURANCE AGENT)
Generic Referral-REFERRAL GENERATOR
Hi (Client’s name),
It was a pleasure speaking with you. I wanted to follow up because I thought it would be advantageous
to consider (__________ )
How is your relationship with your Financial Advisor who specializes in (______)?
This is very important and definitely something we should address as soon as possible.
To Offer a Valuable Resource
Hi (Client’s name),
How are you? I really value our relationship and want to be a valuable resource for you. Because I am so active in the market, I come across some really great professionals like (Core7 partner’s name and profession).
Please let me know if I can make an introduction. I think it will be an important benefit to you.
PS- There’s no obligation. I just want to make sure I am always providing value for you.
To Clients (Low Rates Refi-No Cost Email)
Dear (Client),
How are you?
Mortgage rates have staged a nice rally recently. There may be an opportunity to refinance and save some money. Many times this can be done with NO COST. Please let me know if you are interested in this timely opportunity, and I will refer you to my Core7 Mortgage Originator who specializes in Mortgage Management.
Business Owner Specific Referral In October
Dear (__________),
This is specifically for my clients who are business owners. Accounting and preparing Tax Returns for Business owners is very different than it is for individuals, as there are many details and opportunities that exist.
How is your relationship with your accountant who specializes in working with business owners?
Please let me know if I can make the introduction to an expert on my team?
Thank you
BUSINESS TIP: Feel Good Friday Emails. At Core7 we teach our professionals to send emails to their clients and business partners to let them know how much you appreciate them. Every Friday an email reminder is sent to remind our members to do that. Here’s what it looks like to a past client for example:
Dear Friend,
I just wanted to reach out and say hello. I want to let you know how much I appreciate our business relationship. I am very fortunate to have you as a client.
Thank you,
Simple…but effective!
GREAT QUOTE: “Victory is reserved for those who are willing to pay the price.” -Sun Tzu
TOP 5- NOT FINANCIAL: Who are your top 5 Rock bands? Here’s mine…..
SCRIPTING: Here is a great script that has been effective for me to set the table to be able to refer comfortably at my consultation with a client:
LOAN CONSULTANT: “Mr Smith, can i have your permission to give you a quick agenda of how the call will go?”
CLIENT: “Sure.”
LOAN CONSULTANT: “First i want to find out what is important to you about the home loan, and assess how real estate fits into your overall financial plan. Then I may make some introductions to some experts in other fields like Financial Advisors if that makes sense. There’s no obligation, and you do not have to speak with them if you don’t want to, but I may make the recommendation. Is that ok and does that make sense?”
CLIENT: “Sure.” (What kind of client would say no? Seriously….)
Then I go on with a few other items that we’ll discuss. The point is that many professionals are afraid to make referrals to their business partners, because they are worried the client will not like it. EVEN IF IT’S ADDED VALUE!!!!
This scripting gets permission and makes it easy.
CORE7 WILL PRESENT AT YOUR OFFICE:
Managers of real estate, mortgage, tax, and financial establishments. Core7 will conduct a presentation at your office or by webinar to explain the Core7 Referral Methodology, and How to create a Core7 Mastermind Group with their business partners.
Just the presentation alone will generate business. It will give your reps scripting, ideas, a format for the networking meeting, and strategies to increase accountability between partners.
The entire presentation is built around how the 7 professionals can work together systematically in a predictable, systematic, and accountable way, that most importantly benefits the consumer.
Here’s How we do it:
1)We obtain a headcount of the representatives who will attend from your organization.
2)We then provide them the materials and swipe copy invitations to invite invite their business partners to attend.
3)Then we present our unique Core7 Referral System to illustrate how they can work together to generate more accountable win/win relationships that benefit the consumer. The positives of this presentation for your teams will be invaluable. Let us know and we can send you more information regarding The Core7 Referral System.
support@mycore7.com
Many Financial Advisors have said that they are disappointed that they don’t receive more referrals from their Mortgage Originator partner. Most have given up on even trying, and just settle for good service and getting loans closed for clients.
It doesn’t have to be that way………….. The Core7 Referral System has a proven methodology that makes it easy for a Mortgage Originator to generate a ton of outgoing referrals to financial advisers. Here are some of the tactics that allow the Mortgage Originator to do this:
1) Set the stage and convey a different approach. Use the Core7 Agenda Method:
Let the client know you take a different approach to make sure you integrate real estate into their overall financial plan. Then ask permission to go over a quick “Agenda” of how this call or meeting will go.
When they say “OK.” Tell them you first want to find out what most important to them about this mortgage, and you may make some introductions to other experts on your team to make sure they get the best service. Let them know there is no obligation and they don’t have to accept your introduction, but is typically time well spent.
Then ask “Is that OK?” Now you have permission to make referrals without the client feeling uncomfortable. Many professionals are reluctant to make suggestions. Now there’s n0 excuse. (You then continue with next steps based on your own “Agenda”.
2) The Cash Flow Cross Sell at The Loan Consultation:
All Mortgage Originators use debt to income ratios to calculate the loan amount for Pre Approval. These numbers do not include lifestyle expenses for entertainment, hobbies like travel and leisure, and other expenses not included on the credit report etc. This is a great time to introduce a Financial Advisor to analyze cash flow and discuss some of the basic tax planning.
Here’s how I introduce it.
“Mr. Smith when I issue a pre approval, I use debt to income ratios based on debt from your credit report and the mortgage payment. This does not include many of your lifestyle expenses like hobbies, vacation, and entertainment. I think it would be great to review this with a Financial Advisor to make sure we make smart decisions. How is your relationship with your Financial Advisor who specializes in cash flow and tax planning?”
The closing can trigger many financial ramifications. The client has created an estate, and it’s important to protect it. A Financial Advisor Introduction at this point is necessary.
By introducing the Financial Advisor at these 2 points, whether they have said yes or no to the introduction, you have accomplished 2 things:
4)The 1 to 3 Month Cross Sell: This is really simple just follow up and say:
“Hi (Borrower),
It has been a while since we have last spoke, I hope you are doing well.
My goal is to always be a valuable resource for you. I was reviewing your Mortgage Planning Analysis and I noticed you don’t have a financial advisor. I think it is so important to have one, and it’s critical to your financial well being.
I’d like to make the introduction to the advisor on my team, I think it would make a lot of sense. Would you mind if I made the introduction?
Again, there is no obligation, but I feel it would be time well spent.”
Core 7 Mortgage Originators ask this integrated question in every review. It’s the question that helped me generate 70 Referrals to my Core7 Financial Advisor in 18 months!
“What are your 2 to 10 year financial goals?”
This can bring out so many future needs, and most important it creates the opportunity to ask The Referral Generator.
“How is your relationship with your financial advisor, who specializes in (WHAT THAT NEED IS?)”
GO GENERATE REFERRALS, ADD VALUE TO YOUR PARTNERS, & MAKE A DIFFERENCE IN THE LIVES OF YOUR CLIENTS!
