Happy Holidays everyone.
One of the most common objections I face in selling Top of Mind Networks comes from the “do it yourselfer” who prefers keeping CRM activity in-house. What follows is a brief overview of the main reasons people typically give me for doing it themselves along with my rationale for outsourcing as much Mortgage CRM activity as possible.
Reason 1: Cost
Of course price is typically the #1 objection we in sales get on a regular basis. So here, I’m going to break down what it would likely cost someone to do themselves what we do for $50.
Send 24 letters and greeting cards via first class mail:
- 25 stamps @ 42 cents per stamp = $10.50 in postage
- 25 letterhead quality envelopes with high quality greeting cards @ .50 apiece = $12.50
- Labor cost of having an assistant print, stuff, stamp and QC 25 letters/cards (let’s assume 1.5 hours of labor cost at $15/hour) = $22.50
Total DIY cost: $45 (so the do it yourselfer saves $5)
Reason 2: Control
Lots of do-it-yourselfers are control freaks, and I get that. When it comes to some things, I’m a control freak too. Licking stamps and stuffing envelopes is not one of them. The time sacrificed conducting manual labor for a mortgage professional would be much better spent in the field meeting with new referral sources, networking, etc.
Reason 3: Quality
Sometimes, people tell me that they like signing everything personally. I think that’s great - but again, the time spent on this function could be better utilized in the field. The Top of Mind Networks follow-up program is designed to look and feel as if it came off your desk. Each letter and greeting card is personalized with your company logo, professional photo, even your digital signature!
So as 2009 nears and you’re wondering how to take your mortgage business to the next level, please consider outsourcing functions like your Mortgage CRM to a specialist. You might spend an extra few dollars, but the precious time you’ll save will generate huge returns – and you’ll never have to lick a stamp again !
Mark Green – Top of Mind Networks
