Make 2019 a slam-dunk with 3 ways to get 5 new leads

What do you think made Michael Jordan the best basketball player of all time?

 

Were his shoes better than the other players? Was it his height?

 

No.

 

Michael Jordan mastered the fundamentals, he did the simple stuff better than anyone else.

 

“You can practice shooting eight hours a day, but if your technique is wrong, then all you become is very good at shooting the wrong way. Get the fundamentals down and the level of everything you do will rise.” – Michael Jordan

 

Mortgage broking, just like basketball is like anything else: it all comes down to doing all of the basic stuff, correctly.

 

Once you’ve got the fundamentals sorted, you’ve got a solid foundation to build on and smash your way to the top.

 

So today, we’re going to look at what I would consider are the three fundamentals to any Broker’s business and a few tips to help you master them and make 2019 your best year yet!

 

 

Tip 1: Make 11 calls before 11am each day

 

The classic 11 before 11 is so simple yet so effective.

 

The basic idea is calling 11 old leads, accountants, lawyers, real estate agents, settled clients – anyone that can help you generate activity and business.

 

Schedule it into your calendar and get moving. The hard work will be worth it in the long run and unfortunately, there’s no substitute for it.

 

Read More: Activities to generate leads everyday

When I decided that I was going to double my monthly settlements, I set my goal to make 11 calls a day, which seemed like a lot at the time.

I made the decision and stuck with it and even on days that I couldn’t think of anything worse than speaking to 11 people on the phone, whether I was sick, or just tired, I still pushed through.

This consistency delivered results and helped to set me apart from other brokers, escalating my leads, significantly.

Track your results for three months with our 90 day planand let me how you go.

 

 

 

 

 

 

 

 

Tip 2: Call leads that you had two years ago

 

An email or SMS is no substitute to a phone call.

This isn’t about getting new business, but about maintaining the current relationships between you and your clients, or potential clients.

Think about old leads that you had a year or two ago and reach out to them just to touch base with them.

It’s worth seeing where they’re at now, because they may be ready to buy but could have easily forgotten about you.

Most importantly:

Always look to add value to them.

I like to talk about the property market, you can use the Herron Todd White Month in Review(free report) as a carrot.

Getting on the phone with them will help speed up your services instead of relying on their email response.

So give them a call to just touch base and reiterate that you’re their first point of contact.

And remember, they may also have forgotten about you, so being able to explain quickly via phone call who you are clears things up instantly.

Read More: How to create raving mortgage fans

 

 

 

 

 

 

 

 

Tip 3: Hit up your old referrers

 

“I know fear is an obstacle for some people, but it’s an illusion to me.” – Michael Jordan

 

It might feel awkward to randomly hit up an old referral partner that you haven’t spoken to in a few years, but the reality is, their situation could have completely changed from when you last spoke.

 

So it’s time to get social and touch base with your old referrer networks.

 

Whether you touch base in the form of a happy new year call, offer them your own market update or take them out to lunch, it’s up to you.

But make 2019 the year of the relationships and become your very own PR agent.

Read More: How to make it rain leads from referrers

Also consider how you can become a connecter(help others grow their networks through who you know) – that isn’t just focused on getting more home loan leads for yourself.

(Tom Panos calls this ‘reeking of commission breath’, when you only call to ask for a sale).

So what are a few examples of how you can do this, without stinking up the call:

• Think about ways you can introduce referral partners who are accountants to financial planners – this could even be when you meet a client who is in one of these professions.

• Or even introduce real estate agents to your clients that could be gardeners or electricians.

Give yourself a goal to do these things over the next three months, plan it out with the free 90 day plannerand track your results to see how you go with these three tips to getting five new leads.

 

And finishing up with one of my favourite MJ quotes, here’s to a MASSIVE 2019.

“Some people want it to happen, some wish it would happen, others make it happen.” – Michael Jordan

 

 

Cheers,

Jayden

 

 

 

 

 

 

 

P.S. The Top Broker team and I have been working on a new system called the Top Broker Blueprint and I want to invite you to join us for our official launch.

 

I’ve been testing this process privately and the brokers involved have completely transformed their business inside of 8 weeks.

 

Keep an eye on your inbox next Monday for more details.