Sell With Purpose

At Lead Research Group, I have been asked for help with scripting for sales organizations in the loan modification, debt settlement and tax resolution industries. I come from a 13 page script background. No memorization, no phone time is what I am accustomed to. There is something to be said for good scripting knowledge and making it your own. This is true because not to conversations will start alike. You can do your best to control a conversation but with many potential customers in these industries, suspicion, interest, questions and fear make up a common psychology of people calling you on mail and tv campaigns. They do not know you, so scripting will be important in your effort to get enough information to qualify and educate your potential customers on a product or service.

Scripting is not enough though! A sale made without having a customer's best interest in mind is hollow. I heard a saying years ago something like the following: "Help enough people get what they want and you will get what you want". From a sales standpoint, we want more closed deals and are clearly motivated by increased compensation with increased production. But this presents a danger: The danger is that the sale is cared about more than the family being serviced.

So, what do the potential clients of these industries want. They want to get financially back on track. They want to remove worry and uncertaintly from their family and often times to protect their children. They want to save their family home, get out of credit card debt, and put an end to threatening letters and calls from the IRS, Mortgage Companies, Credit Card Companies and Collectors. They are not bad people but are caught in circumstances financially that have spiraled out of control. They would prefer to recover and then focus their time and effort on family, kids and relationships. In essence, they want what most people want...love, friendship, time with kids, date nights for husbands and wives, dinners without arguing and silence created by burden and stress and for a strategy to right their finances.

In comes you! Help enough people get their finances back on track and remove worry and burden from a family and you have a customer that will refer you potential clients left and right. They have to believe you care. They have to believe that some how and some way that they are connected to your greater desire to help people, and that you as a representative of your company, are the perfect conduit to righting the ship, and helping them enjoy family and life once again, without the fear and worry that has plagued them during this financial crisis. It comes down to good people helping good people that became side tracked.

Get them back on track. Do so, with a greater concern for familes and fellow human beings and you will win business from the competition hand over fist.

Loan Modification Referrals-Direct Mail

The Loan Modification Industry, given the state of the housing market and economy, is very busy. Most people know someone who had been or is currently suffering from a job loss, hours reduction, furlough, lay off, adjusting rate loan and medical emergency. If you don't know of someone like this, you travel in circles of people that don't face these real human troubles or you are not paying attention.

Why is this important to the loan modification firm? It's simple! Referrals still are the best marketing you could have but how do you get them? The easiest way to get them is to do a good job helping a family get their loan modified. The next best way is to use your sphere of influence that you can lean on to gain credibility with people they know. There is a bit more trust in this situation and yes, given the experiences of people out there, trust is a huge issue.

The most often overlooked referral opportunity is those inbound opportunities where someone calls in from a direct mail campaign and is not a good candidate for loan modification. Sure, it is disappointing when a sale cannot be made, but if you treat that person well and educate them on the product, it should be okay to ask for a referral of someone they know that you may be able to help. The goal is still to save Americans from losing their homes, right? Why not use rapport and trust built in a conversation to gain referrals even when you can't help someone? Even if one in 10 people you talk to a day gave you a referral, it would lead to 22 extra sales conversations. If you closed 10% of the people you talked to that would be 2.2 extra deals per month. Why? Because you asked for referrals!!!

For a direct mail campaign for loan modifications packed with sales opportunities and great referral potential, call Robert Brack Lead Research Group. 800-884-8371 Ext. 5430

Limited Marketing Budget Solutions for Loan Modification Firms

Let's face it, the economy is atrocious and not every company has the corporate muscle and reserves to spend big dolllars. That is why data is such a great solution. Sure, you could pay top dollar for Television Inbound Calls, Internet Leads and Direct Mail but what if this is not in the budget?

Think about it for a moment. Internet Leads, and Inbound Calls as a result of both TV and Direct Mail are still representative of people with certain characteristics. The beauty of data is that you can find people with the characteristics of people likely to fill out a form online requesting info, respond to mailers and respond to television commercials. However the conversation originates, there are key characteristics of people that need loan modification or shortsale services.

Data can be had for pennies. It can be modeled or true data. It will require a commitment to scripting and a personable touch but it will allow realtors and loan mod companies to reach the same struggling homeowners that some of the pricier lead generation strategies are getting thru their campaigns.

Robert Brack of Lead Research Group spends time with master compilers in the data industry to help deliver effective targeted data to loan modification and short sale listing realtors. To talk strategy on finding good candidates for loan mods and short sales call Robert Brack Lead Research Group. 800-884-8371 Ext. 5430

http://www.robertbrackleadresearchgrouprbrack.blogspot.com/2009/11/data-does-mail-campaign-good.html

http://www.robertbrackleadresearchgrouprbrack.blogspot.com/2009/11/telemarketing-data.html

Telemarketing Data

Data is the gasoline that fuels the telemarketing machine. Many groups continue to drive their sales organizations with phone sales. Hand Calling and Predictive Dialing are still out there. There is a need for data specialists out there. The feeling I get from speaking with customers is that many companies out there are happy to allow you to pay for and access data but few are willing to engage their customers and try and come up with a formula that helps a campaign perform better.

Data will never be perfect, but it can be manipulated to affect results more positively. Lead Research Group is under mentorship and advice of a master data compiler. This relationship has allowed the company to offer suggestions for targeting that have helped 1000's of companies get better performance out of their data. For discussion on your next targeted campaign and data, call Robert Brack Lead Research Group. 800-884-8371 Ext. 5430

www.robbrack.com

http://robertbrackleadresearchgrouprbrack.blogspot.com/2009/11/data-does-mail-campaign-good.html

Data Does A Mail Campaign Good!!!!

With good data and demographics, direct mail shines in the marketing and advertising business. There are so many possibilities with data that you will want to have a discussion with a marketing professional that is immersed in the world of data. No joke, I spend atleast an hour a night after hours discussing strategy with a master data compiler. This should help you, get better results with Lead Research Group.

You can target prospects by age, ethnicity, interests, ailments, net worth, credit model, true credit, homeowners, consumers, ethnicity, mortgage holders, internet subscribers, home biz opportunity seekers, income, and much, much more.

If your mail campaigns have not worked well, call Robert Brack with Lead Research Group to discuss who you want to reach and what characteristics they have. This should insure that you are in front of people that have the characteristics of the people you typically do business with.

800-884-8371 Ext. 5430

Loan Modification Mailers-The Marketing Firm Versus the Mail House

Mail houses are great and they provide a service. They understand mail processes and the technical aspects of making sure of merging data, printing and dropping the mail. They are good at all of the above.

Where they fall short is in the data. Marketing firms have spent countless hours and dollars testing, tweaking and trying new things with data. At Lead Research Group we have worked with data a ton and what separates Lead Research Group as a stand out turnkey direct mail campaign provider is its in depth understanding of how data is developed and then how to best employ it.

Lead Research Group is a top notch marketing firm that sits on the front lines with Loan Modification Companies. We work closely with our clients and our data compilers to adapt to changes in the market from a geographical perspective as well as a regulatory and key data attributes standpoint.

Data over time in the loan modification mailing business, has changed from Arms and Subprime Lenders to simply people that are underwater on their mortgage. This market continues to evolve and Lead Research Group is a marketing firm that is paying attention.

Yes, you could get great service from the mail house but wouldn't you rather work with a company like Lead Research Group whose data expertise allows a responsive and effective campaign for loan modification mail without having to sacrifice quality service? For an effective and responsive loan modification mailing campaign, call Robert Brack Lead Research Group. 800-884-8371 Ext. 5430

Loan Modification

Loan Modification Mail- Snap Pack Versus the Windowed Envelope

There are two directions the Loan Modification Busines can turn when it comes to mail. The snap pack is that official government-style, check-size letter with tearoffs on the side that unfold into a z-fold document. These have been around awhile but and may have run their course a bit. While this style has seen high open rates it no longer catches the mail opener by surprise. It became so popular so quickly that the market is flooded with variations of the snap pack. Some of the snap packs are of such a poor quality that the tear-offs leave frayed edges and a messy, tattered letter after opening. Time to steer clear of this method as it has become the me too of loan mod mailers. If you are stuck on this style of piece, not to worry, Lead Research Group has a high quality snap pack that will not look tattered when it is opened.

Separate yourself from the pack with the pink card mailer as an insert in a white windowed envelope. The insert is a simple to the point letter that fits nicely into the envelope. It is handy, small and convenient. It is my belief that this piece is fresh, and easy to afix to the fridge. Response rates have been high and it continues to help Loan Modification Companies get the inbound call volume they look for. For a pink card mailing campaign, call Robert Brack Lead Research Group. 800-884-8371 Ext. 5430

Lights Camera, Action-TV Inbound Calls for Loan Modifications

Lead Research Group has recently enhanced its media partnerships to deliver live inbound loan modification calls at rock bottom prices. It is a turnkey inbound call system and can light your phones up in a matter of days. Are you craving the excitement of room abuzz full of agents selling deals? Are you looking for a flood of calls? Good! Let's Talk! Call Robert Brack of Lead Research Group to discuss blowing the phone room up. 800-884-8371 Ext. 5430

Loan Modification Direct Mail-Super Hot

Loan Modification Mail is performing. Response is anywhere between 1.5% and 6% plus. Companies that fool around with a dying breed called telemarketing are missing the boat. I know, mail is not exciting. Nobody does a back flip for mail but if you get a 3-6% response like we have recently seen, then you might just do a cartwheel or two. Call Robert Brack of Lead Research Group. Get the scoop on data, geography and mail piece design. 800-884-8371 Ext. 5430

Customized Internet Lead Campaigns for Loan Modifcation Organizations

Many of the big national players in the loan modification industry rely on custom internet lead campaigns to keep their busines growing. With Lead Research Group, the loan modification company enjoys the quality of a custom exclusive internet lead campaign with no incentivized traffic, co-registration or exit path traffic.

Why is this important? Its simple. The quality of results is largely driven by the number of companies the lead is sold to and whether or not the lead was incentivized, co-registration and exit path.

Incentivized means the form filler was offered something in return for filling out the form. This does not develop the most responsive and motivated prospect.

Co-Registration is capturing an internet surfers permission to send information on a product of service while they are engaged in another topic or doing something else.

Exit Path is where an internet surfer starts with one service that they request info on and then are funneled to other related services without an easy way to get out of the string of additional services offered. This creates a far less motivated prospect.

At Lead Research Group, our publishers use various networks and strategies that include landing page e-mail broadcast hits as well as pure search driven traffic. The result is a highly motivated and more responsive prospect. To speak with a representative about a customized internet lead campaign call Rob Brack Lead Research Group. 800-884-8371 Ext. 5430

Direct Mail for Debt Settlement

Of all the strategies for debt settlement, direct mail is the most under-utilized. I am quite sure there are some players in the industry that would prefer that competition not become educated and then throw their hats in the ring for mail.

Internet Leads and Radio and Television fall short in their ability to perfectly target debt settlement candidates with high debt amounts. There is no measure of perfect control of who is marketed to.

Direct Mail on the other hand can target people with $30,000 in debt or more. One inbound call with this debt load is better than 3 calls with $10,000 in debt. This makes mail a solid play for the debt settlement organization. Closing less deals on a mailing campaign with more debt load often is more profitable than both internet and media driven leads.

To speak with a representative about a direct mail campaign for debt settlement, call Rob Brack Lead Research Group. 800-884-8371 Ext. 5430

FHA 125% LTV Program Mailers

Finally, a little help for those that are underwater on their mortgage but have made their mortgage payments on time. Since the sizeable decreases in property values and the worst housing market since the Great Depression, the 125% Loan is a necessity.

Direct Mail is the perfect new marketing strategy for this emerging program. Target people underwater on their mortgage that are not on the telemarketing list.


For an effective 125% Mortgage Loan Mailer, call Robert Brack Lead Research Group.

800-884-8371 Ext,5430

Sales Scripting

Sales Scripting has to be employed by sales organizations to help insure consistency amongst sales reps. As a marketing professional that helps companies with lead generation campaigns, you get the question over and over. " What is the expected closing ratio". A tough question indeed.

What an organization's sales agents close is largely based on how they field the calls. If they go at it with purpose and a plan the numbers will always be more favorable. Develop a script and do not bend on the need to stay on point with the script. Bottom line is that if given the chance, sales reps will do it their own way and stray from proven techniques.

For a new loan modification or debt settlement marketing campaign, call Robert Brack Lead Research Group to discuss an effective lead generation strategy and sales script implementation.

800-884-8371 Ext. 5430

Loan Mod Mail Data

Lead Research Group is seeing amazing results with its loan mod mail campaigns. We have isolated some hot spots that have proven the value of timing, research and data. That is what we do. We are an extension of the businesses we work with and we do everything that is in our power to grow our clients. At LRG, we grow if you do.

To talk with an expert at LRG about Loan Modifcation Mail and Data call Robert Brack Lead Research Group. 800-884-8371 Ext. 5430.

Call Center Warm Transfers

Hate Cold Calling?


Many salesman do. Lead Research Group offers a reasonably priced call center warm transfer for the mortgage, loan modification and debt settlement industries. No need to purchase data and yes leave all the cold calling to the call center.

The call center will ask a series of questions punctuated by " Would you like to speak with a professional right now? Boom!!! Transfers the call and then you close them up!

To speak with a professional about warm call center live transfers, call Robert Brack Lead Research Group. 800-884-8371 Ext. 5430

Turnkey Direct Mail Campaign

Lead Research Group offers a turnkey direct mail campaign for reverse mortgages, refinances, fha streamlines, loan modifications, final expense insurance,annuities and investment, debt settlement and alarm/security systems. Each category of business above does well when the homeowners and consumers mailed to are highly targeted with filtered data.

Every person who calls in on a mailer has been pre-qualified and focussed on as accurately as marketing can. The result is a call from an interested party who fits the characteristics of an indsutry's ideal prospect or customer. You can't beat that! Telemarketing, Internet Leads, and Radio and Television fall short in their ability to produce a highly targeted prospect.

With a direct mail campaign from Lead Research Group, the end-user gets a CRM to work the inbound call leads, a Kall 8 number to measure results specifically from their campaign, ability to track mail drops as well as mailer creative and design, print, postage and data all inclusive. Lead Research Group has an efficiency model that allows us to be competitively priced and offer technology that separates us from other direct mail companies.

To speak with a representative about a turnkey direct mail campaign for your business call Robert Brack Lead Research Group. 800-884-8371 Ext. 5430

Loan Modification Data Special

For Dialing Campaigns, it is important that the Loan Modification Company use data to effectively target its clients. Filters for Loan Modifications can include:

Loan Size
Credit Rating
Fico Score Range
Mortgage Holder
Loan Type-Arms
Loan to Value Ratio
Property Type
Spanish Surname

There are bothers as well. Lead Research Group has a secret recipe. Data can be purchased for 1 cent to 10 cents on credit modeled data and anywhere from 10-30 cents for premium data. We have a special currently offering 5000 wholesale modeled data records for loan modifications for $250. It won't break the bank and will pay for itself many times over. All you have to do is sell 2 in 5000 and you will profit a ton. We do have clients who exceed this number on a 5000 record purchase. To speak with someone about this amazing special call Robert Brack Lead Research Group.

800-884-8371 Ext. 5430
http://www.leadresearchgroup.com/targeted-data/target-data-leads.html

Targeted Data Leads

All Sales Organizations depend on quality data. At Lead Research Group you can pick up targeted data from 1 cent per record to 30 cents a record depending on the type of data and the difficulty of compiling it. At Lead Research Group, we provide many types of data. The following data sets are extremely popular:



FHA Loan Data

VA Loan Data

New Home Owner Connect Data

New Business Connect Data

Automobile Ownership Data

Loan Modifcation Data

Debt Settlement Data

Mortgage Data

Consumer Data

Homeowner Data

Tax Settlemet Data



What is possible in data includes but is not limited to what you see above. Targeting can be done by age, ethnicity, gender, marital status, presence of kids in a household, business opportunity seekers, investors and much, much more.



To discuss the benefits of targeted data for your business call Robert Brack Lead Research Group.



800-884-8371 Ext. 5430

http://www.leadresearchgroup.com/

http://www.leadresearchgroup.com/targeted-data/target-data-leads.html

Direct Mail For Property Tax Reassessment

Property Tax Reassessment is a natural progression in this housing downturn due to the rapidly decreasing property values nationwide. Given that property values have come down so drastically it is logical that property taxes come down. But how many people know that their homes can be reassessed and how many homeowners have done something about it?





Educate potential clients with the reduction of home values in their area and present a new value to be taxed on and a reduced property tax bill. Call Robert Brack of Lead Research Group on mailers that work well with property tax reassessment. 800-884-8371 Ext. 5430.