Archive for mortgage marketing

I’ve Been Keeping Secrets…It’s Time You Knew…

Secrets With Friends Book CoverFor the last two years, I’ve been writing a book, just for you…with all my small business secrets!  The book is titled The Secrets I Share With My Friends, Everything I Know About Building A Small Business.  I’m  excited to announce it’s been published and is now available on Amazon.

Why this book is for you, as a Realtor®:

Whether you realize it or not, you ARE a small business owner and seeing your real estate business as a small business will help you to build it up as such.  There’s a big difference between having a real estate business and being a Realtor®.  The real estate business owner has a business that’s of value to someone else, where the Realtor® who didn’t build a business just quits selling real estate one day.  Done, THE END.  There’s nothing beyond the last day of work to show for it, other than years of dedication to helping the people helped along the way.  The name just fades away in to nothingness the day the Realtor® stops serving…the business owner can sell his/her business, has systems, a valuable database, a solid marketing plan and it lives on without her providing income long past the days worked.

There are very few books available (that I’ve been able to find) on how to build up and market a real estate business, that’s why I wrote this book!

I’ve made a lot of mistakes along the way, like the time I showed up to a really important business meeting with a business card I had printed from my computer ink-jet printer.  I’ve included that super embarrassing story in the book along with many other mistakes I’ve made along the way to success as a small business owner.  My personal stories of bumps and bruises received from attending The School Of Hard Knocks can save you from taking the same path.  A path all too common with entrepreneurs and small business owners…and yes, Realtors® too!  If you’ve been in real estate for a while, your story isn’t likely much different than mine when the real estate market crashed and everything when to…ummm…hell!  I’m not sure about you, but I found myself in line at the food bank to make sure I had groceries to feed the kids while trying to meet my financial obligations (1.5M. in debt), with NO income!  Rough times!

The book is filled with an abundance of easy to understand, easy to follow and easy to read information on how to build your real estate business, build a team, hire the right people, delegate what should be delegated, market your brand of real estate, managing business finances, building your prospect list, where to get a list, and everything in between… all the way to retirement.

Reading this book will completely change the way you see your real estate business and the possibilities that exist with some simple planning and thinking ahead.

As a Realtor® maybe retiring and selling your real estate business at some point isn’t something you’re thinking about, right now.  After all,  your clients are doing business with you, versus your business/brokerage.  Changing your thinking around this could be the difference between a comfortable retirement that includes passive income from your real estate business and just deciding to stop selling real estate when you retire with no passive income.  Which path sounds better to you?

As you build up your real estate business, if you build it up with the end in mind, you have the ability to set yourself up for a nice retirement and create a business that pays you even when you’re done and not working any in it longer.  Creating a successful real estate business that can live on without you is easy with some direction on how to do it and I’ve included all of my secrets on how to do that in the book!

The book is getting rave reviews from top thought leaders and coaches like Steve Hardison “The Ultimate Coach” as a blue print for small business owners, like yourself, that’s easy to read because it’s not a boring text book, it’s a memoir that’s interesting, funny and filled with secrets throughout.  Here’s what Steve had to say about the book after reading it in one sitting.

Nadine Larder’s part memoir, part “how to,” and part textbook, “The Secrets I Share With My Friends…,” meets with trumpets of success from world-renowned personal, relationship and business coach Steven Hardison.

“I met Nadine today in the parking garage after attending #ICON 14.  It was my great privilege to be given her first copy of the book, “The Secrets I Share With My Friends: Everything I Know About Building a Small Business.”  After I completed my afternoon with a client, I sat down to thumb through the book she had given me.  I could not simply thumb through it. It was too compelling.

“As I read her book I was amazed at the passion that came through the pages, and I was even more astonished at the content of the information.  It is extraordinary! I can hardly wait to speak with her to tell her what I thought of her masterpiece.  It is beyond brilliant.

“I particularly love her Pssst… comments throughout the book. I will be giving this copy to my daughter who, like Nadine, has the desire to build a small business from the ground up. This book is a brilliant blueprint.

“I do not know Nadine, other than the 5-10 minute encounter in the parking garage, AND I am totally moved by her contribution to me as I have consumed her writing. I can only imagine the impact it will have on readers who are building their own business. My hat is off to this powerful and dynamic woman. Thanks, Nadine. Be blessed.”

Visit for more information on the book, Nadine and lots of small business secrets!  You can get the book on Amazon…Grab your copy now!  They’re first edition and we plan do to a reprint soon!


The Secrets I Share With Friends: How To Get More Leads From Your Website

Nadine Larder: The Secrets I Share With FriendsWebsites and internet marketing strategies play an important role in the success of any real estate business in this day and age.  It’s been proven time and time again that 90% of all new home searches begin on-line.  Having a well built, user friendly website always leads to more leads and listings and using these tips will help you get a much higher conversion rates from the visitors who do stop by your site.

Make these minor adjustments to your website and watch the leads start coming in.

All websites need a contact form. People don’t like giving out their email addresses until they are absolutely ready to do so. When you only supply an email address as a means of contacting you, the person must reveal who they are and chance ending up on a spam list. Many people aren’t willing to do that. They want their questions answered, in the method that works best for them, maybe they prefer a phone call. Providing a contact form is also the easiest way for someone to be in touch. The easier you make it for people to do what you want them to do, the more likely they are to “do it”.

Get more leads by offering a coupon right on the front page of your website. Doing so on the PrinterBees site resulted in a large surge of business because we know who our visitors are and can maintain contact with them. The coupon is emailed out and we are able to keep in touch with the people who have shown interest in our business printing services via email, being proactive. We aren’t waiting and hoping for prospects to use the coupon they’ve requested, we email them a few times over a 30 day period reminding them that they downloaded a coupon and should use it before it expires. The best way to understand our process is to go to the PrinterBees home page and request a coupon and experience it first hand. It’s an award winning campaign that results in a tremendous amount of business.

As a Realtor®, you can offer coupons and offers for local services or local business.  Partner with a small business in town to peddle their products/services as a way to collect leads.  Make sure the business you partner with compliments and attracts the kind of leads that match the profile of someone that would at some point be in the market to buy or sell a home.  Get creative with it.

Make sure you’re contact information is on every page so people never have to hunt for it. Website visitors should never have to hunt on a website for how to reach you. It should be present on every page and obvious.

The website needs to act as a sales person, providing all of the information regarding your real estate business that people want to know is essential.  Take the most frequently asked questions about your real estate practice, the area, neighborhoods, area events, and make sure the website answers all of them. You’ll get way more leads that way.

Include a way to schedule an appointment on-line.  It could be as simple as something on your contact form.  This subject deserves a dedicated blog post, coming soon.

Give something valuable away on your website. Providing something free on your site is the absolute BEST way to collect email addresses from prospects that match your customer profile so you can later market to them via email. E-books, free reports, and some of the free downloads available on this site will work too!

Automate your follow-up with programs like Constant Contact or Infusionsoft. You can’t go wrong with automating follow-up as long as you keep it personal and free of spammy email marketing.

Include a blog. It’s not only Imperative if you wish to have the search engines sending you traffic, it’s a reason for prospects and clients to visit the site repeatedly. It’s also the perfect platform for updates and announcements, neighborhood information, market updates, showing your expertise, bragging, etc.

Implement these changes one by one and watch what happens. These minor changes WILL result in major improvements over time.

Make sure you subscribe to the Real Estate Marketing Magazine to make sure you don’t miss the latest and greatest information about how to build and maintain your real estate business!  It’s published only twice a month, and it’s only the BEST stuff!

Why You Owe It To Your Sphere Of Influence To Get In Touch | Real Estate Marketing Magazine

real estate marketing to your sphereIf your like many of the agents I speak with, you too may be avoiding your sphere of influence and I’d like the opportunity to challenge your thinking. Once I convince you it’s time to get back in touch, I’m even providing a free download to help you out.  The download includes letters and call scripts to increase your comfort level and give you some direction.  Before you scroll to the bottom to get to the download, please read on…you reading why you need to get in touch will help you follow-through on actually using the download.

I first want you to know that you’re alone about not being in touch with your sphere, so please don’t beat yourself up…it’s totally normal and I totally get it.  I don’t remember ever meeting a Realtor® who feels comfortable about contacting their sphere of influence. There isn’t any excuse or story I haven’t heard before, and they’re all valid, but they’re still stories. They’re the kind of stories that keeps Realtors® from doing what works to grow a real estate practice at the fastest, most profitable and most practical manner.

Let’s start with the cold hard facts.

  • Your sphere of influence is twice as likely to do business with you than strangers
  • According to the top 150 agents who are part of the Mike Ferry coaching, 28% of their business comes from past clients and their sphere of influence
  • According to NAR, 42% of buyers find their agent via referral from a friend or family member, 12% of buyers used the same agent they had used in the past
  • 39% of sellers found their agent via referral and 25% used the same agent they had used in the past.
  • Close to 90% of clients said they would use their Realtor® again

The facts are “the facts” and they support investing in marketing to your sphere of influence. The sad part is that most agents don’t keep in touch, aren’t marketing to their sphere, so they aren’t reaping the benefits of all the above mentioned statistics.  Keeping consistent with marketing to your sphere does pays off and will absolutely give you the highest return on your marketing investment.

So, you may be asking yourself why you “owe it” to your sphere to get in touch…here’s why.  The people in your sphere are confused about the real estate market.  They have questions and are looking for honest and sincere answers.  The market has made huge shifts in the last few years and people are lost as to where it leaves them and their real estate investments.  Don’t you owe it to them to let them know you’re available to help and answer their questions?  Don’t you want them to reach out to you if they have questions about where things are, where things are headed, etc?

There’s a reason the top 150 agents have 28% of their business come from referrals, it’s because they work their database and they stay in touch.  Use these free downloads to help you get back in touch with your sphere.  They’ll be happy to find out you’re still in the real estate business and that they know someone they can trust.  You’ll reap the benefits of having gotten in touch, especially now that the real estate market is exploding again.  There’s no better time than the present!

Visit PrinterBees for a huge selection of postcards to help your marketing efforts.  It’s the best place on the Internet for real estate marketing!



One thing Realtors® can do worth $11,250 | An Important Real Estate Marketing Idea

Realtor Comission CheckIt’s such a simple business practice, it’s an expected and standard business practice, but a challenge most Realtors® struggle with in their business.Following-Up!  I was inspired to write this article by the pure frustration I’m currently experiencing to find a Realtor® who will follow-up and sell me a home!

Would it surprise you to know I have given my contact information to five different Realtors® over the last several months, letting each of them know I intend to purchase a home in the very near future…and NOT ONE of them has followed-up with me?  Why are these agents not interested in the potential commission check of over $10,000 at the close of escrow??? Am I missing something?   I have asked for comps in the area and to be set-up to receive the property updates for the area…not one agent has done as they said they would “I will follow-up, I promise”.  The last Realtor@ I gave my information to, more than TWO-WEEKS ago assured me he always follows-up, and that he would be in my neighborhood a lot due to an active listing…I haven’t heard from him since.

One of the Realtors® I gave my contact information to frequents the same restaurant I do, I see him all the time and he hasn’t followed-up with me either.  It’s been at least four months and I see him no less than once a week.

Not following-up is a deal-breaker for me when it comes to any business transaction.  I will not work with people who don’t follow-up as a standard practice, it’s a sure sign of the type of customer service I can expect to receive throughout the transaction.  Someone who is trying to earn my business or wants my business and doesn’t follow-up, doesn’t want or value my business all too much or they’d call me back.  If they aren’t going to follow-up during the “getting the sale” period of our business relationship, they certainly won’t follow-through once they’ve got the sale and the work begins.

  • How do you rate yourself when it comes to following-up with prospects, returning phone calls, sending out thank you notes, follow-up emails, etc?
  • How do feel your business would change if you got really aggressive with follow-up.  What would happen if you became diligent and focused about it.
  • Has not following-up cost you business in the past?
  • How do you feel about follow-up in general?  Is it as important to you as it is to me?

If you read this magazine, you’re likely interested in real estate marketing ideas, lead generation and looking for ideas on how to sell more homes.  I have a very, very, very simple tip for you, follow-up.  If you follow-up, return phone calls, emails, texts and follow-through you will stand out, because you’re likely the only one doing so.

I’m still hunting for a Realtor® to help me find the perfect home in the Phoenix, West Valley area.  If following-up is part of your standard business practice and you’re looking for a new client, please contact me.  I’d love to work with you…and I’d like to think I’m a pretty easy client.

Being the one Realtor® who always follows-up will build up your database, grow your business substantially and help you stand out as the only one who actually followed-up.  Win/Win!


The Making Of A Mortgage Marketing Animal

Mortgage Marketing AnimalIf you want to be a “mortgage marketing animal” with a pipeline that’s always filled with loans, you really need to be a mortgage marketing animal. Marketing needs to always be a priority no matter how full or empty your pipeline is, and the marketing never stops or waivers. It’s planned for, budgeted for and it’s purposeful. Marketing is like food for your business and without food, you starve and so will your business without marketing. Keep reading if you understand the importance of marketing and need some ideas to help you become a mortgage marketing animal!!! A master of mortgage marketing and you’ll of course need to be good at funding loans or repeat business may be an issue.

As a mortgage broker, the long term success of your business is determined by relationships and trust. The only way to maintain relationships is to keep in touch, which is why building a list is the SINGLE most important thing you can do for your business. If you’re not going to follow-up or keep in touch, there’s no sense in building the list. There’s no value in a database that’s not “worked”, contacted and courted.

The second most important thing you can do to create longevity in your business is to build a network of people who know, trust and respect you as an expert on mortgages. You want to be “the guy/gal” at the party everyone is approaching to discuss their mortgage questions with. The one who really “knows their stuff” and is clearly educated on current rates and programs. Being that person takes marketing, networking, showing-up and participating.

Speaking of participating…You can sign up for a Facebook account and not post or participate, but that’s not going to help your business. You can create a Linked In profile and never return to it as well, and that will also not help your business. There’s no point in setting it up as a marketing and networking channel if you don’t show-up and participate. Participating can have such a profound impact on your business. It’s not nearly as time consuming as traditional networking events. You can even do it in your PJ’s and…it’s totally FREE!!! Think about how many more people you can connect with using social media to stay in front of people, let people get to know you and build trust as the “go to” person for anything mortgage related. Participating means regularly creating posts of your own and regularly commenting on the posts of others. It doesn’t mean being a social media voyeur. It means sharing parts of yourself with those who know you or have connected with you as a result of your profession as a mortgage broker.

Social media has given all of us who participate a “public image” that spans cities, states and even countries. Our lives are far more “public” than they’ve ever been, while we may not be The Kardashians it’s still important to consider the image you portray in social media, IF you have people you know professionally connected with you personally. That means keeping your personal rants, drama, politics and anythinf else offensive to others to yourself. Social media can really do a lot to boost your business, but it can do damage just as quickly.

The rates are so low right now that it isn’t hard to find loans to originate (I know it’s not easy to fund them), BUT…trust me when I tell you that this too shall pass. When this landslide of loan originations passes as rates start to increase, and they will… you’ll wish you’d done a better job keeping in touch with your database. Don’t shoot yourself in the foot by not understanding the true value of your database, past clients and relationships that take place over time.

Mortgage Marketing Postcards – real estate marketing that works

mortgage postcard marketingAnnouncing our new mortgage marketing postcards. We will be adding more new designs shortly and look forward to your feedback. Let us know what you think and be sure to stop by our Real Estate Marketing Home Page to see all of the great real estate marketing materials we have. Every postcard is customizable and there are no additional fees to do so.

Order your mortgage marketing postcards by August 15, 2010 and receive $10 off. Use Coupon Code PBBLOG10815