Written By: Karen Deis, Publisher

TESTIMONIALS FROM ATTENDEES

Kevin McGovern, President, Majestic Mortgage

David Kuiper, Loan Originator, Republic Bank

Ralph LoVuolo, Mortgage Industry Trainer

Ken Pederson, President, Aarrow Mortgage

Sheila Smith, Owner, The Real Estate Loan Co.

The 4^th Annual Turn On Your Million Dollar Brain Workshops were held a few weeks ago and here is a recap of some of the Share & Tell ideas that attendees shared with the group.

Almost 170 of the most gifted loan originators from all over the country, and a fabulous lineup of speakers and trainers, showed up for the 4^th annual Turn On Your Million Dollar Brain workshops in Florida. They literally doubled their amount of brain cells - in the area of the brain responsible for sales and marketing - the right brain.

Not only do I want to thank the speakers and sponsors for making this content-rich event one of the absolute best in the mortgage industry, I also want to thank all the loan originators who participated in the famous "Share & Tell Session", where some of the best lead generation ideas were shared.

Here are a few of the winners, and their creative ideas:

Dan Poulos - Food Seasoning (specially blended) with a label showing his picture, contact information and asking for referrals. The label also states that when they run out of the seasonings, to call Dan for a replacement jar. (Thanks Dan for providing a free jar of seasoning to everyone in attendance.)

Leslie Lowery - Business cards printed on the back of a "$1 million dollar bill".

Kim Toland - Appears on a local radio talk show - whose audience is mostly women. She talks about problems specific to women and finances.

Lorcan Lucey - Niche marketing ideas to Hispanics and Women where he presented a series of ads specifically addressing financing issues facing the Hispanic homebuyers and single women.

Chris Vinson - A "Realtor Survival Kit" that he delivers to Realtors at open houses. It's presented in a bag with instructions on how to use the contents. The contents are: Car Wash Certificate; note pad; pen to write purchase agreements; a package of M&M's for instant energy; gum to freshen their breath; stress-squeaky shaped like a house; and his business card with the instructions to give to clients when they need financing.

Sheila Smith - Multimedia business card which is a customized, personalized CD Rom to distribute to high-end clients and Affinity partners. Not only does it include information about yourself, it provides live links to your website and email address.

Mike Moffitt - First-time homebuyer seminars - over the telephone. He discussed how he attracted 1^st time home buyers to "attend"; how it was set up over the telephone, how clients register, what's presented and how he follows up after the telephone seminar has been completed. He averages 30 people per telephone seminar and eliminates travel time and meeting expenses.

Denny Andrews - Presented a series of 6 commercials he produced for television; why he placed them during the morning and afternoon news programs; the cost to produce and run for 3 months. Seminar attendees viewed the completed commercials.

Vivian Feng - When she receives a voicemail from clients thanking her for helping them with their mortgage financing, she downloads the audio to an audio CD and has created a series of testimonials (on CD) she can send out to other clients.

Jack Long (MGIC Sponsorship) - Imprinted golf balls - but with a twist! The golf ball contains the words "$5 Reward for returning this lost ball to XYZ Mortgage Company (with phone number and address)".

And David Kuiper, a 4-year alumnus of the "brain workshops", made a special presentation on the ideas that he has used in his business (from previous "share and tell" sessions) and how he incorporated them into his business over the last 4 years. Eleven of the ideas have made a huge impact in his sales and marketing efforts.

I personally want to thank each and every person (18 in all) for sharing their ideas with the exceptionally brilliant group of loan officers attending the sessions.

And, I would not be able to sleep at night if I did not extend a huge thank you to all the speakers and sponsors for the event. The speakers were:

• Amy Tierce: "Work as an LO, But Think Like a CEO"



• Mike Moffitt: "How to Create Your Own Personal Sales Force"



• Chip Cummings: "Internet Marketing in the Key of E"



• Doug Smith: "Successfully Selling to Realtors^TM"



• Sue Woodard: "Your Database: Making You an Army of One"



• Mike Baker & Jack Davis: "Earning What You Are Worth - Let's Get Started"


• Tom Ward: Special Management Session on Profitablility

And finally, Harry Beckwith (famous author of Selling the Invisible, The Invisible Touch and his newest book What Clients Love.) Harry spoke and absolutely WOWed us for over 3 hours on how to make our business more customer-centric. He shared important ideas on the power of your brand; why integrity is paramount; why you should conduct your business at a break-neck speed; and why each and every customer experience has to be predictable. He shared a story about how a $12M account was lost just because of the way the receptionist answered the phone!

I also encourage you to visit the sponsors' websites. They were choosen as sponsors because of the exceptional and valuable services they provide to help you increase your business.

The purpose of the workshops are

...to re-generate your "brain cells".

...to "brainstorm" with other loan originators from other parts of the country.

...to thaw the "brain freezes" (Florida in February) that seem to keep us in a rut.

...to simply get out of the office and "think" about your business.

After all, you may just be the best and brightest loan originator on the face of the Earth - but if nobody knows about you - you'll go broke!

Your Brainstorming Buddy,

Karen Deis

P.S. Remember Florida next February!

Copyright, 2004, LoanOfficerMagazine.com

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