Free Podcasts

The NEW Short Sale Solution
Chip Cummings, Vanessa Liddell, Ron Garber - Think short sales are too much trouble? Don’t be too sure! Tune in and hear our experts share the powerful process that makes short sales easy and profitable for Loan Originators and Realtors.

Forging Valuable Business Alliances and the Affiliated Business Arrangement Model
Paul Wylie - Paul created a highly acclaimed Affiliated Business Arrangement/joint venture model to bring a consistent focus to the residential purchase money business. His vision and leadership guided Metrocities Mortgage to become the nation’s largest provider of mortgage joint ventures to the real estate industry. Metrocities also formed strategic business relationships with builders, credit unions, banks, financial advisors, business management companies and affinity groups. Paul shares insights and practical strategies you won't want to miss!

Professional Partnerships
Joel Hammond & Steve Probst - Joel and Steve present three "take home" strategies for securing professional relationships with builders, financial planners and Realtors. Strengthen your business partnerships with real tools and proven plans.

What an LO Needs to Know and Say Today to Help Realtors® Sell More Homes
Steve Harney shares great strategies you can implement today: What LO’s can give today’s agents to get their business back on track. What to say and How to say it – helping agents manage home buyer and home seller expectations with the right information to educate customers and clients.

For Sale By Owner
Mike Kortas and Doug Grothjan - How to get more business by servicing FSBO's!

Want more?
Registered clients of The Turning Point have access to a complete podcast library including: Leadership When The Heat's On - Danny Cox, FHA Webinar - Don Exley, The One Minute Entrepreneur - Don Hutson, Rise Above The Media Madness - Lisa Schreiber, Credit Changes - Susan Newman & Michael White, Reverse Mortgages - Sue Haviland.

“Real World” ROI

Magnificent Mortgage Company (MMC) is the pseudonym for an actual client of The Turning Point (TTP) with 67 branch offices and 249 loan originators.

MMC signed up with TTP in January 2007 and right away began putting their new closings on a company-funded loyalty-building program driven by TTP’s MACH3 system. In September 2008 MMC’s database of pre-January 2007 closings was put on an alternative program designed to revive these neglected client relationships. Both programs maintain front-of-mind awareness of MMC as their clients’ preferred lender and solicit repeat business and referrals.

The chart below reveals a strongly upward trend in MMC “repeat clients” and “client referrals” between 2007 and mid-2010. More significantly, it shows that these two phenomena were instrumental in driving MMC’s exceptional overall performance. Specifically, in terms of loan production volume, repeat clients grew by 389% between 2007 and 2009, while client referrals grew by 286%.

Deeper analysis reveals that at least 10% of MMC’s production was not generated as a consequence of industry trends alone. Even taking this most conservative view, MMC enjoyed a return on its investment in MACH3 of at least 100% over the three-year period. And, since the effect of MACH3’s “Automated Programs” is cumulative, this ROI can only continue to increase as time goes by. What’s more, the “Automated Programs” feature of MACH3 ensures a fertile database of clients receptive to on-demand “Custom Campaigns” that address specific sales opportunities to user-defined target audiences.

Customer Retention = LO Productivity

BigBank Lending Corporation (BBL) is the pseudonym for an actual client of The Turning Point (TTP) with multiple branch offices organized under a regional structure. As a pilot scheme, one of BBL’s regions enrolled in TTP’s automated post-close loyalty program in order to maintain front-of-mind awareness of BBL with its customer base. The “hands free” TTP program took responsibility for customer retention out of the hands of BBL’s loan originators. It also ensured that all communications complied with the company’s brand guidelines and with the increasingly stringent regulatory requirements.

Over a period of 2-3 years LO productivity in the pilot region exceeded the rest of BBL by as much as 50%. Many second-tier originators, who previously could be relied upon for steady if unspectacular results, became members of the company’s elite top producers club. The TTP program also gave the pilot region a huge recruitment advantage.

Specifically, as the chart above reveals, 40% of loans in the pilot region were being generated from existing borrowers and as many again from other referral sources, including Realtors and builders. In total, up to eight additional loans were closed for every new loan added to the TTP program, at least half of which would not have been generated otherwise - delivering a far superior ROI versus constantly prospecting for new business.

Fast Start - Big Finish

The moment rates dropped below 5% veteran originator Bill Smith* was in a hurry to reach his diverse database of customers. So he selected an oversize postcard from MACH3’s extensive marketing library, then adapted the copy to meet the specific interests of several niche audiences. After making his copy modifications, Bill’s file was automatically forwarded to his company’s marketing and compliance departments to ensure it met all appropriate brand guidelines and regulatory requirements. Bill’s changes were approved within minutes and the cards printed – including a Spanish translation for some, plus Bill’s new photo and signature added that day – and mailed to over 1,500 clients. It took less than 24 hours for Bill to complete his mission, from the time he accessed the MACH3 site until the highly personalized cards were in the mail. Within weeks, as a result, he closed $10 million in new business.

Expanding a Referral Network

Sarah Jones*, a top producing originator, developed a proactive marketing program that includes a regular series of birthday, holiday and other greeting cards, along with a special campaign to encourage Realtors, builders, customers and others to share referrals. She adapted postcards, letters, e-mails and other materials to include “I welcome your referrals…” messages for different audiences and scheduled them for automatic distribution at various dates. Sarah has found MACH3’s performance tracking feature to be especially appealing. It enables her to measure how her business has increased over time and the number of referrals she is receiving from her professional partners.