NMP - April 2017 - 51

4. Connect with the referrals
using a personal message
referencing your mutual
friend. This will drive your
connection rate from 35
percent to 85 percent.
5. Once the referral connection
is accepted, send a message
asking to talk on the phone
to find out more about them
using a Referred Lead script.
How my client
doubled originations
One of my one on one coaching
clients, Matt, spent $10,000 in

mailings trying to originate new
business. Of his 400 clients, he
segmented them into 15
percent A's, 35 percent B's
and 50 percent C's. He
personally called the A's every
three months using the Catch
Up, Update, Referral strategy
and gave the C's to his other
LO's.
Before the calls, he would
connect with his clients using
LinkedIn. Seventy percent
were already LinkedIn
members, so that was easy.
But on the call, he would let
the client know where rates
were headed and the
approximate value of their
home from Zillow. Thirty-eight
percent wanted to start a refi
or purchase. For those not yet
ready, he asked about the four
LinkedIn contacts they had. He
asked how well the client knew

them and would they send a
note of introduction. All agreed.
After connecting with the
referral on LinkedIn, he asked to
chat on the phone for 10
minutes to get to know them

better. Few refused. Matt then
put each referral into the three
month call rotation and
doubled his business without
spending a dime on
advertising.

Dr. Kerry Johnson is a frequent speaker at mortgage
industry conferences. He is the author of six books,
including Mastering the Game: The Human Edge in
Sales and Marketing, WILLPOWER: The Secrets of
Self-Discipline and his newest book, Why Smart People
Make Dumb Mistakes With Their Money. He may be
reached by phone at (714) 368-3650 or e-mail
Kerry@KerryJohnson.com.

Will Double Your Business

hnson, Ph.D.

51

NationalMortgageProfessional.com

n National Mortgage Professional Magazine n APRIL 2017



Table of Contents for the Digital Edition of NMP - April 2017

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