Four Star Followup

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My mortgage broker does the best job of follow up marketing of anyone I’ve done business with in the past 5 years. Every so often I get a postcard from her, telling me what is happening in the mortgage world and such. I don’t really pay much attention to them, honestly. I bought my house almost 4 years ago and have no intention of selling any time soon.

Of course, if I knew someone who was looking for a mortgage and needed a broker, I’d recommend Tonya in a heartbeat. Are you curious why I think she does such a great job with follow up, even though I’ve already told you I don’t pay much attention to her mailings? Here is why:

The last time postage increased, I got a card from Tonya with 10 two-cent stamps in it! I was able to cross one onerous little item off my to-do list that week and I still remember it, even though it has been quite a while.

You may be wondering what postage stamps have to do with mortgages.

Nothing!

And that is exactly the point. Tonya sent me something that didn’t have anything to do with the service she offers - however, it was exactly what I needed at the moment. And at its’ best, marketing is about communicating with your prospect or customer in such a way that they feel good when they think of you. That’s more likely to happen if you anticipate and meet their needs than if you are constantly harping on your latest and greatest product, service, award, etc.

Tonya’s company has a service that mails those things for her. If you don’t have access to a system like that, you’re invited to test drive the system I use to make sure my prospects remember me when I call.