Concept 

• To have a system where all our DTR’s are categorized and marketed to based on their production, ability to refer, and overall likelihood. 

Mission, Statement, Purpose 

• The purpose of this campaign is to maintain our relationships with our top referral partners to ultimately bring in more business.

• We don’t want to lose or miss the opportunity to work with great business partners.  

Agenda 

• • The second week of every month:

    • • • The Marketing Team completes the Account Pyramid using leads data from the past 24 months.

        • Mark approves DTR list & gives green light for fulfillment.

        • The Marketing Team removes anyone categorized as a Client, Client (Import), E-Player, Employee, LO, or Other.

        • The Marketing Team uses the Account Pyramid to categorize each contact into their correct DTR rank based on the following legend: 

      • • Whale – MP Chasing

        • VIP – MP’s Favorites

        • A-Player – 8-20 Closings 

        • B-Player – 4-7 Closings 

        • C-Player – 1-3 Closings 

        • D-Player – >0 Leads, 0 Closings

        • E-Player – MP Do Not Gift

        • The Marketing Team

Monthly Gifting

Budget: $500 per month = $6,000 / yr

Gift Note Ideas:

• • • • • “No matter how you slice it, you and your referrals are the core of my business”

        • “Always here to help your referrals have a clean real estate transaction!”
          “Don’t let your next deal go sour! Choose Mortgage Mark for all your mortgage lending needs.”
          “Your referrals are a homerun in my business!”
          “If you’ve got a lemon of a deal, Mortgage Mark can make it into lemonade!”
          “Great service is how we roll”
          “The difference between ordinary and EXTRAordinary is that little extra.”

        • “Give me a shot at your business.”
          “I want you to bring your business back to me.”
          “Let’s go to war together.”
          “Let’s knock out some deals.”

Tracking 

Marketing Calendar – The Marketing Team will track when gifts need to be ordered and sent out.

Gift Tracking – Where the Marketing Team will track the gifts that were sent.