Tips Guides

My office sells mortgages. It’s not very exciting, and there are a ton of other loan officers around the country who we have to compete with. So, what do we do to be successful?

Success comes from marketing your product and service much better than your competition. Set yourself apart through your Unique Selling Proposition (USP). In our case, it’s not just about selling mortgages - instead, provide a specialized loan product within the mortgage industry to insure that you can provide a service that none of your competitors can provide.

Be unique. In the mortgage industry, most of the competition will try to survive by selling low interest rates and fees. Good luck to them. Unfortunately for them, though, they don’t stand out among the crowds of other loan officers who are offering the same exact thing.

Specifically, in the example of a mortgage office, you could provide a niche product such as an owner builder construction loan. Owner builders are individuals who want to build a home without a licensed general contractor. As you can imagine, this specialty product sets you apart from the standard mortgage. Simply providing construction loans is a niche within the mortgage industry. But, owner builder construction loans are an even better niche. Eliminate 99.999% of your competition by working within a very specific niche.

Then, within that specific niche, set up your USP by offering services that none of your competitors will offer. Be unique in your overall industry. And, be unique even within your niche.

But, it doesn’t matter if you are selling owner builder construction loans or if you are selling pizza. You need a strong USP to help you stand out.

Two years ago, we hosted a room full of loan officers at a mortgage marketing boot camp. During that weekend I got to talk to a lot of interesting people and hear a lot about their businesses.

Something I like to do when I’m at an event like this is conduct my own “undercover market research” - which means I ask a lot of people the same question to see what the most common answers are.

One question I asked often was, “What makes YOU different from your competition?”

Or, using proper marketing mumbo jumbo, “What’s your Unique Selling Proposition?”

Here were the most common answers I got:

1. “I am new to the business so I haven’t got one [a USP] yet.”

How can you start in any business and not have a USP? Seriously, before you even start developing or selling a product line, or building your website, or writing a single advertisement, you must be able to clearly articulate what the heck makes you different from your competition!

Having the owner builder construction loan niche is essential to my office’s long term success. Having a niche in your industry will be just as essential to you.

Look around at who is doing well out there. I am willing to bet you they all have some kind of niche they work in.

2. “I have the lowest prices!” - or - “I have the best service!”

Let me blunt: neither of those USPs work.

After a number of people at the boot camp told me their USP was about price or quality, those very same people told me they wouldn’t believe other loan officers who claimed those USPs! Do you think your prospects believe you?

The fact is you don’t have the lowest rates or the best service. The fact is that anyone can under price you in two seconds flat if they are willing to work for nothing.

The fact is that the “best service” is a very subjective thing, and anyone can claim to have the best.

Trying to compete on rates alone immediately establishes your product or service as a commodity - something that is meant to be shopped. You’ll quote your rate and the customer will immediately hang up in order to call the next guy in the phone book to get his lowest price. Then, if you are lucky, he will call you back and get you to cut some more.

Lowest rates or best service is not a USP.

If you want to be really successful, you need to stand out from the crowd by offering a USP that’s truly different… something your competition just can’t claim. Become the expert at a niche for your market.

Then, price shoppers go away. Rate cutting goes away. And what you are left with is a line of people seeking you out.

So, step one: get a niche.

Step two: get a real USP!

There are plenty of niches to choose from. Then, you must let the world know what makes you different from your competitors — in ten words or less. Being an expert in a niche and having a strong USP gives your customers a powerful, compelling reason to do business with you.

That is exactly why you should want to be different!

Chris Esposito provides owner-builder construction financing nationwide through his Owner Builder 101 program. Visit www.OwnerBuilder101.com to get all the information you need to be a successful owner-builder, saving tens of thousands on your next home. Or call Owner Builder 101 at (877) 876-3688.

A business will never work out if marketing will not be included in your prospect. It is just too tough to go on with the flow of the business without employing direct marketing. Not all trades flourish because costumers come to you.

There are times when you will be the one to go after these customers. Now if you are dead serious with earning profit and making your commerce work out, you will be geared towards direct marketing.

It is important that you gather your leads and once you did this, ensure that you keep them in close touch. One form of direct marketing is via direct mail.

You can encourage prospect customers to avail of your service or your goods by mailing to them directly. If you are successful in convincing them then you can be rest assured that your trade will work out well.

Honestly, your earnings largely depend on the effort you concert. Through direct marketing, you can tell your potential customers what’s in store for you.

Give them news regarding what are your new services or products which they may avail of. You may likewise offer them good deals so they can be more attracted to your offer. You may wave right into their faces the possibilities of great discounts, promotions, and other freebies. Direct marketing is nonetheless your avenue of letting your customer become aware of what you can offer them.

Direct marketing may take the forms of email or snail mail. However, as per efficiency is concerned, the snail mail works the better. Due to the outbreak of the spam messages, your email can just merge with them. Or potential customers may think that yours is just another spam email. There are times when the customer may miss the chance of checking his or her email so you lessen the opportunity of counting him into your leads.

As with the snail mail as form of direct marketing, the potential customer’s attention will likely be piqued as he sees the letter from you. Email may be cheaper yet it is ineffective at times.

Through mailing as a form of direct marketing, you need to secure the exact postal address of the customer. As soon as you receive responses from that customer, remember not to tire out or bore him or her by sending out numerous forms to be filled out. He or she may not have enough time to deal with this and you risk losing them from your care.

You have to work out that your information gathering scheme must become a pleasurable experience rather than a chore assigned to him or her. Always top your mails with the promotional strategies regarding your business. After all, it is your primary goal. Highlight freebies and other wonderful opportunities that will prompt the reader to give you back a nice response. It is likewise a NO NO to ask very personal questions.

It is important that you make use of a friendly tone as you converse in your letter. You must not sound bossy or else you will not win the customer. Go for repetition.

Sending out only one mail may not prove successful. There are cases when the helpers misplace the mail so the supposed to be recipient fails to recognize the letter. Likewise, always request for return responses either through phone or mail. It pays off to include some free items in the envelope as this will trigger further interest from the customers.

Direct marketing has been proven effective through all ages. Much more, today’s modern era calls for a strict direct marketing stratagem for you to be able to keep in touch with the businesses’ fast paces.

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If you are struggling to get the media interested in your press release, you are not alone. Many people believe that you write a release, send it over to the producer at a radio station and wait for the avalanche of phone calls. Then, when you get no response, you call up the station who promptly tells you that they never read it!

If you want your radio press releases to grab the attention of producers…here are two quick tips to crafting an effective press release!

1. Topic Overview

Once you have gained attention with your eye-catching headline, topic summary, and talking points, it is time to present your full show idea. This is when to position yourself as an expert on the topic.
Do not write a sales piece here. Write the show. Work the author’s name, personal quotes, and book title into the overview. Use the following liberally to build your topic and profile: statistics, testimonials, current facts, specifics from relevant news stories, and professional credentials. Use anything that will interest the producer, the host, and their audience. Try to limit this section to no more than a page; the ideal range is four to six paragraphs with no more than four sentences in each one.

A Topic Overview for a show on pets would read as follows:

For some people, “cute” is the only criterion they follow when choosing a new pet. But deciding which pet to adopt based solely on the animal’s appearance can set new “pet parents” up for disaster. After all, puppies don’t look quite so cute when they’re chewing your furniture! Lack of foresight is one of the top reasons an estimated 6 to 8 million unwanted pets end up at local animal shelters each year.

Enter pet expert Jane Doe, author of the new book about pets.

As a bonafide animal lover, she wants to help prospective pet owners understand how to make the best decision when choosing a new pet and to recognize that adopting a pet is a lifetime commitment and responsibility that requires much thought and planning.

“There’s no denying the attraction to a cute puppy or kitten,” says Jane. “But people need to be fully prepared for what’s truly involved in caring for that animal. Realistically speaking, they are bringing a child into their home. If you don’t have the temperament, the schedule, or the space requirements to meet those needs, you should consider a pet that does fit your lifestyle.”

Another important factor that often goes overlooked is how children in a family will interact with a new pet. Pets make wonderful companions for children and can help teach them compassion, responsibility, and respect for all living creatures, as well as boost their self-esteem. But it’s important to determine ahead of time what type of animal best suits the household and what role each family member will take in caring for it.

Money also comes into play when adopting a new pet. Vet bills can be expensive, and upkeep for some animals can be costly if they develop health problems.

“The reality is, pets can be expensive and time intensive. When you love your pet, obviously you want to provide the best care possible. So it is important to understand the costs and responsibilities ahead of time when choosing your pet.”

2. Biography

Oddly, this is the element people tend to forget, underplay, or overplay. It is important to position the author as an expert. You can cite a variety of qualifications: education, career, relationships, memberships, travel history, odd pets, and more.

If the book is about religion, for example, anything the author does that pertains to religion is applicable.

Two warnings: Sensationalizing the author’s credentials will immediately turn producers and hosts off; and simply rehashing a resume with bullet points is an absolute no-no.

If you take your time developing exactly what a book related interview segment will be about, and then put lots of thought into developing a press release that clearly reflects your planning, you will command more media attention.

For 20 years Marsha Friedman has been a leading authority on public relations as CEO of EMSI. Go to http://www.publicitythatworks.com to claim your free “Power of Public Relations” video today!

Businesses today are very different from those of the past. Business today is far more aggressive in their pursuit of success. With the growth of the Internet, competitiveness has gone global. Millions of businesses compete everyday, and it is necessary to arm your self with the right tools to close the sale.

A business that wants to remain competitive and be profitable will need to understand the products that their target market is looking for. This kind of information only comes from marketing research. Not only will they need to understand what products should be brought into the market, but also the success of their current products. Information on what they are doing right and what could use some improvement is vital to a businesses success. It is only with the correct data that a business can create a marketing plan or adjust the one they already have.

For market research to be useful it must contain a detailed plan on the method that will be used to collect the information and how that information will be analyzed. This will ensure that there is applicable information that allows management to make the correct decisions. When the research is completed the resulting information is given to the marketing group or managers of the business. All of this information will aid the marketing team in creating the correct promotions and marketing strategies to gain the market share they are after.

There are two different types of research that is conducted when marketing research is being gathered. The first type is secondary research. This refers to information that is already available. A database is typically created to contain information related to the competitors, the market demographics, rate of use, population, lifestyle patterns and behaviors of the market audience. With this information the database can be used to create situational scenarios that will help the business determine their overall strategy.

The second type of research is called primary research. This is information that is generated through current sales and how the current marketing plan is working. The plans that the company is already working will be measured against the sales to determine if changes must be made. The effectiveness of competitors in the market is also analyzed and communicated with primary research.

The methods used to collect the data can fall into two categories. The first method is quantitative and uses an analysis that is mathematical in nature. This method uses a very large sampling of the population.

The second method of data collection is qualitative. This method uses one on one interviews to gather information about the personal beliefs and values that the user of the products has. This information is the basis of quantitative research.

In today’s competitive business world it is important to have the right data to properly develop a marketing plan. Without a plan to market products a business is set up to fail. Marketing methods and tools are the basis of the marketing strategy that a company will use to rise to the top of their market.

Peter Geisheker is the CEO of The Geisheker Group marketing firm. Peter develops and implements strategic marketing programs for businesses of all sizes. For a no-obligation quote, contact The Geisheker Group marketing firm today.

Chances are that whether you are the owner, manager, or public relations director of a company, you are always looking for ways to be in the public eye. While advertising is important, it doesn’t provide the credibility that PR can. Al Ries, marketing guru and strategist says in his book The Fall of Advertising and the Rise of PR, “For most companies today, PR is far too important to take a backseat to advertising. In many ways the roles are reversed, PR is in the driver’s seat and should lead and direct a marketing program.”

A smart way to apply Ries’s advice is to secure valuable publicity for your company by appearing as a guest on talk radio. It’s a great vehicle for speaking directly to thousands (and sometimes millions) of listeners tuning in to hear what you have to say! In the enthusiastic words of one of our clients Dr. Cass Ingram, “Our sales have grown into millions per year from talk radio interviews alone! Regular, consistent radio publicity really works!”

Imagine that being your success!

Appearing as a guest on talk radio is a fantastic marketing medium, but if you are not media savvy it is difficult to know where to begin. The first step would be to know how to write a powerful press release for this specific medium.

When it comes to press releases most people believe they just can write one, email it to a list of radio stations and sit back and wait for the avalanche of phone calls. But as time passes and no producers are beating down their door, they make a few phone calls to the producers and hosts only to discover that no one even read the release in the first place. So, all of that time and work goes down the drain bringing you back to square one.

How to Get Started

The most challenging part of writing anything is getting started. Looking at a blank page with a head full of ideas can be frustrating. Which one do I use? Which one will get the response that I need?

The first step is to understand that you’re writing to radio hosts and producers who are inundated with press releases and phone calls every day. They are looking for the hottest show ideas that their listeners will enjoy.

So, come up with a show idea. Easy? Well not necessarily easy, but it is your chance to flex those creative muscles. Think about how you can tie your product, service or message to a newsworthy story that would grab the attention of a producer. Think outside the box a bit: some of the best radio show ideas live there!

Now that you have your show idea there is something else to consider: why should a producer interview ME? The answer is simple: Radio shows need experts, not unqualified guests sharing opinions.

And, you are an expert! Think about it: who knows your product better than you? You can talk about the problems your product solves with more knowledge and enthusiasm than anyone else out there.

With a good show idea that ties your message into the news — combined with your experience and expertise on the subject — you now have the tools to start working on a radio release that will get producers calling you!

For 20 years Marsha Friedman has been a leading authority on public relations as CEO of EMSI. Go to http://www.publicitythatworks.com to claim your free “Power of Public Relations” video today!

Most people seem to believe they can write a press release, mail or email it to a radio or television station, and sit back and wait for the avalanche of phone calls. But as time passes and no producers are beating down the door, they make a few phone calls only to discover that no one even read the release.

The following are components of radio and TV press releases that will make your show idea come to life for producers and hosts, and also position you ahead of the pack.

1. Headline! Headline? HEADLINE!!!

Arguably the most important aspect of your press release, headlines are so vital that entire books and seminars are dedicated to the art of constructing the most effective ones. Now, don’t let this scare you. Writing a killer headline is definitely a skill that can be developed; all you need is a clear and concise overview of your topic.

Write down your show idea and look it over. Now look it over again, remembering that it should be an idea for an interview that relates to your book but most definitely not a summary of the book’s theme or content.

What is your key message? Is your show idea newsworthy? Are there any well-known people you can tie into your topic? Do you have any impressive statistics that are relevant? Does anything controversial tie directly into your subject? The answers to these questions will help you develop a headline that will capture the attention of producers and hosts.

First and foremost, your headline must instantly communicate the topic of the show. The test is, if you can envision what the conversation will be about just from the headline - you’ve got it!

Generally, headlines should be no longer than one sentence. As this is a lot of weight to put on a single sentence, sometimes you will need a subhead to support it. The result is that anyone who reads the headline and subhead together will immediately click on the concept of the show.

Here are two examples of the successful headline and subhead combination:

Global Economic Chaos?
Expert Reveals Predictions on Grim Future of US Economy

Are Personal Conflicts Ruining Your Life?
How to Successfully Resolve Squabbles in Everyday Life

2. Topic Summary

This is your chance to present a concise summary of your show topic. It should continue naturally from the headline and expand on it. The headline gets the attention, and the discussion topic gives the reader more.

The discussion topic component of your press release should be two or three sentences, tops. Again, try to tie your topic to current events, big names, big money, or controversy. Don’t be worried about repeating yourself in different sections of the press release. After all, you want to get a cohesive point across! Tip: Try writing the headline and topic summary together.

Here is an example of a headline with a topic summary.

Global Economic Chaos?
Expert Reveals Predictions on Grim Future of US Economy

The United States is about to move into a period of major economic chaos and poverty that will wake up people to overthrow the rule of money in society in a ballot-box revolution. Let an internationally renowned expert reveal predictions on the grim future of our economy.

3. Talking Points/Question

These are an absolute must for radio and TV because they are the shaping tools that guide the host through your topic. Often, hosts read directly from press releases during an interview. This not only makes them look knowledgeable; it saves them heaps of time. So why not have them ask you questions you’ve created, enabling you to get your specific message heard? This makes you look knowledgeable and makes for a great interview!

Yet again, you will need to tie in current events and any controversy that will stir interest. Generally, it is good to give no more than 7 or 10 of these conversation shapers. For instance, here are a few questions that were used in a release for a radio show on “How to Find the Perfect Pet for Your Lifestyle”:

* What are the primary reasons people decide to get a pet?

* What criteria should people follow when choosing a pet to make sure it fits into their lifestyle?

* What can families do ahead of time to determine what type of pet is best for them?

* How can families prepare children for the responsibility of caring for a pet?

* What are some of the things people need to consider before adopting a puppy or other young animal?

If you do get invited as a guest, your interviews will generally last anywhere from 10 to 30 minutes for talk radio and 3 to 5 minutes for TV. So, concise is a word you should keep in the forefront of your mind.

Remember: The more you focus your questions on the topic of your book, the more interested listeners will be in it.

For 20 years Marsha Friedman has been a leading authority on public relations as CEO of EMSI. Go to http://www.publicitythatworks.com to claim your free “Power of Public Relations” video today!