Every Friday, each team member will do the following:
- Call 5 people from their VIP list.
- The purpose of the call is to remind VIPs that we’re in the mortgage business and that we expect business.
- Call 5 Realtors
- Write 5 “Thank You” cards
- These don’t have to be thank you cards; they are “thinking of you” cards.
How do we track? Make Greatness Trackers? Put in Jungo?
MP to PJ: maybe create a spreadsheet in the playbook where every enters the names of who they called and wrote to each week. We then show that on Monday daily meetings.
In the Playbook:
5/5/5: How To
Every week all employees (i.e. sales and ops) are to complete the 5/5/5 protocol before the team meeting on Fridays. (It’s recommended that you don’t wait until Friday morning to start this assignment).
Note: marketing and non-processing ops are to see Mark for who to call. We can work on a call list and scripts.
Call 5 Personal VIPs
Everyone should have a Top 25 VIP personal list. This includes family members and friends. These are the people that you care about and who care for you.
Ask them about their personal life and their work life. In turn, they should ask how your work is going. Remind them you’re in the mortgage business and work on the best team in the world. Ask them for business and/or set them up for the future request for business. (Ex: Rates will be dropping soon. At that time I’ll call you to see if you know anyone that needs to refinance).
Call 5 Referral Partners
Call five referral partners that you haven’t spoken to in three weeks. Remind them of how much we love them and how much we love working with them. Ask them for business.
Write 5 Cards
Write five cards to either referral partners or recent clients. Thank them for being a person of significance in our business. (These can be the five referral partners you just called).