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July 2008 Newsletter

Price, Price, Price! Six steps to keep cut-rate competitors from stealing your customers

In the last article, we covered the top mistakes sales people make that can keep them from closing more business. Today, we’re going to take a closer look at an all-too common problem: what you can do to close an existing customer when your competition keeps lowering their price.

All sales reps face competition. And nothing is more frustrating than having your competition offer to sell to your existing client base at dramatically reduced prices.

Brand Image is an Essential Part of Loan Officer Marketing

How do you compare to your competitors? To you, the differences may seem obvious, but to a Realtor, all mortgage companies seem alike. When you meet a Realtor, they automatically assume that you are like every other loan officer they have met. This can make your loan officer marketing incredibly frustrating.

How can you develop your loan officer marketing plans to change the mind of Realtors? Simple, loan officer marketing has to include brand image as an essential component. What do Realtors see when they look at your flyers, newsletters, postcards, brochures, website, ads and even your business cards? Are you clearly communicating an image?

Top 10 Tips for Acquiring New Customers

1. Invest in the best customers. Analyze the long-term value of new customers by source to identify the sources of the most profitable new names. Align customer acquisition strategies to invest more heavily in sources of higher value customers.

2. Look for successes within failed campaigns. Investigate niches that contribute greater responses than the average campaign. Drill down to better understand these groups and the opportunity to expand the list universe to include more of them.

June 26, 2019

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