Are you a Purple Cow?

Written By: Brett Grendhal, CEO and Founder of Tidalwave Capital, a boutique mortgage planning firm in Minnesota, where he originates over $30 million annually over his 8 years in the business. He is a honors graduate of the Carlson School of Management (University of Minnesota). With a passion for marketing, Brett is relentless in making sure all of his marketing efforts have high impact. Email Brett at BrettG@TidalWaveCapital.com.

In Seth Godin’s best-selling book, he is driving down the road and mile upon mile, there were nothing but cows munching grass in the fields. After a few miles, getting bored, he spots another herd, but a purple-colored cow stands out from all the rest.

Are you a purple cow in huge field of mortgage loan originators? What steps do you take to make sure that your first contact with a new prospect is remarkable?

The first step to being remarkable is to WOW at First Contact.

How can this be done? I’d like to share some of the “nuts and bolts” of what I do to be remarkable to my prospects. I have a confession: I became lazy during the refinance boom and found myself challenged to keep my volume at the level I desired when the boom ended. So, I decided to map out a plan for how I was going to develop prospects into customers and then into customers-for-life. This plan starts with the first contact I have with a prospect.

Could there be a more important place to start?

Before we jump into some of the specific things I say and do, I’d like to quickly review my objectives. First and foremost, I want each and every encounter to stick out. My objective is simple as that. If I hit this objective, then every day I know that my business will flourish.

Building on my laser-focused objective, I’d like to share with you:

• What I say in person, or on the phone, to a new prospect.
• What I write in email or snail mail correspondence.
• What "unexpected extras" I send or provide.

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