Sue I. — The Woodlands, TX
Sue had heard the same marketing advice that most mortgage
professionals hear time and time again. “Keep in touch with your past
clients to increase repeat and referral business.”
She decided to follow this advice and set up a bi-monthly
direct mail campaign sending Recipe Postcards to her past client database of
Sue saw success right away! On average, she receives
between 10-15 phone calls or emails each time she sends a Recipe Postcard
to her database. The phone calls are either repeat business of clients needing
a mortgage review or new loan, or a referral from her past clients.
Sue states “I get great feedback from clients about the
Recipe Postcards, and always get repeat business. When my clients get my cards,
they also refer other clients because I am in front of them all year
For only .73 per Recipe Postcard (inclusive of
postage), Sue has seen an increase in business because of her direct mail
Sue also sends a weekly email to her professional referral
sources to effectively market to that very important segment of her database as
Rhonda N. — Bend, OR
Rhonda was ready to start a marketing campaign to her past
clients to increase her repeat and referral business. She contacted In Touch
Today to design a campaign that would fit her budget, be consistent, and
provide something to her clients that would be valuable – so they would keep
She decided to send a Recipe Postcard to her clients
quarterly. She tracked her results and found that each time a postcard was
sent to her database of 300, she received an average of 10 phone calls or
emails! And with each set of calls, Rhonda received new opportunities for
business she would have otherwise not established.
Rhonda’s marketing campaign costs her $231 each quarter.
That is a total of $924 per year. Just ONE CLOSED DEAL will pay for an
entire year of marketing.
In addition to her quarterly Recipe Postcards, she also
sends Birthday Cards to her past clients, and sends flyers about special
programs to her professional referral sources to keep them informed – thus
resulting in additional referral business.
Diana M. — Seattle, WA
Diana has been in the mortgage business for many years and
has tested several marketing campaigns in help her maintain a solid pipeline.
She has tested email marketing that her company provides, along with various
marketing flyers for specific programs, and they all performed less than ideal.
She decided several years back to test out sending the
Recipe Postcards from In Touch Today to her past clients each and every month
and track the response and results. She was shocked yet pleased with the
results she saw! Each time her postcard is sent to her database of 210
folks, she consistently receives between 2-5 calls or emails from her past
clients inquiring about their financial situation and requesting additional
information from Diana.
When asked about her Recipe Postcard campaign, she said
“My clients seem to enjoy them and it always reminds them of me when they
think about refinancing or purchasing a new, or second home. That is the one consistent piece of marketing
I send to my clients that works.”
For just .83 per postcard to be personalized, printed AND
mailed, she reaches her past clients every single month. That is only
$175 per month she spends on marketing, and receives several warm leads for
new business because of the .83 investment into that particular client.
Diana’s company sends a weekly email to her clients about
new programs at the company, however she has not been able to track results to
this particular marketing channel. Her tracked success using her automated
postcard campaign at In Touch Today keeps her business increasing, and she
plans to continue it for many years to come.
Teri K. — Denver, CO
Early on in her career, Teri realized that much of her
business was coming in from clients she had done business with before. Without
even trying, she was getting referral and repeat business regularly. In an
effort to increase this repeat and referral business, she decided to begin
mailing a Recipe Postcard to her list of past clients each month. The
investment for this campaign was only $250 each month to reach her database
of 325 past clients. Each postcard only cost $.77 including postage!
On average, Teri receives 3 emails or calls each time she
mails out a Recipe Postcard! She states, “my business is almost all
past clients coming back to refinance, or buy a new home, and the postcards
give them my current contact information for easy access.”
In addition to her monthly Recipe Postcards, she also send
Birthday Postcards to her clients, an annual Christmas letter and a weekly
Mortgage Matters email to her referral source partners. Since her marketing is
automated through In Touch Today, this frees up her time to do what she does
best – helping people buy or refinance their home!
Catherine P. — Charlottesville, VA
Catherine was lucky enough to be part of a company that
provided a client retention program for all of their mortgage professionals to
use when marketing to their past clients. After testing it out and receiving
minimal results, she decided to seek out other marketing options.
She found In Touch Today and decided to test a new marketing
campaign using the Lender for Life Postcard, and sending it out every other
month to her past client list of 700. At
just .73 per postcard (including postage) it was small investment per
When we asked Catherine to tell us about her marketing
campaign she said “The results I get each time I mail ALWAYS pay for the
mailer plus more! I do track whether people are calling specifically because of
the postcard and I get AT LEAST 6 calls each time I mail.”
As you can see, Catherine has proof that her lead quality is
a lot better and warmer from her marketing at In Touch Today compared to what
her company sends!
Sam M. — Walnut Creek, CA
When Sam decided to start a marketing campaign to increase
his business, he went all in making sure to reach the two most important
segments of his database – his past clients and his professional referral
Sam started by sending a postcard monthly to his database
of 200 past clients and referral partners. He chose the Recipe Postcard
because it not only provided a delicious recipe to share with his past clients
and referral partners (thus encouraging them to keep it around) it also
provided a soft reminder of his services and offered a call to action on each postcard.
At just .83 per postcard (including postage), each
campaign cost Sam about $166 to send.
He felt that .83 was quite a reasonable amount to invest in his clients
who have chosen him in the past for their financing needs in hopes of receiving
repeat and referral business from them in the future.
Sam states “I get a few calls right after each
Recipe Postcard campaign is mailed. My past clients call for more
information about the market and their particular financial situation, and
referral sources are reminded that I am the professional that they should send
their referrals to. Keeping my name in front of them monthly is
Sam also knew that providing a valuable and weekly market
update to his referral partners would establish him as the industry
professional for his referral sources. He chose to send Mortgage Matters, a
weekly and automatic email newsletter that outlines what happened in the
mortgage market the week prior, and discusses key economic indicators important
for the upcoming week.
When asked about his results to his weekly Mortgage Matters
email, Sam said “I get several emails and calls from my referral
partners each week referring new clients and buyers my way.”
In Touch Today is Sam’s one stop marketing solution that automates
his marketing campaigns, allowing him to do what HE does best by providing
Donald S. — Kaneohe, HI
Donald knew that marketing was important if he wanted to
grow his business. But like most professionals, he found himself on a budget
that wasn’t ever giving. After looking through his expenses, he decided that
would invest $100 per month in marketing to his past client database. He
looked at this as an INVESTMENT not an EXPENSE.
Donald knew that postcards have a better read rate than
letters or direct mail that requires the recipient to open it. He chose to send
the Lender for Life postcard to his database of 100 past clients each
and every month. The total cost for his direct mail campaign is $88 per
month – $12 BELOW his budget!
Even if the marketplace is volatile, he gets a minimum of
one call each time his postcard is sent. When market conditions are ideal, he
sees between five to ten calls each mailing! Donald says “I have seen my business
increase and at the very least stay steady as a result of keeping in touch with
my database regularly. The phone rings when the cards are mailed.”
The Lender for Life postcard was a great fit for Donald
because he wanted to keep his past clients up to date on important industry
trends or new programs that might benefit them. Since In Touch Today creates a
brand new Lender for Life postcard each month, this helps Donald provide fresh
information to his clients regularly!
Carol S. — Long Beach, CA
Carol has been a REALTOR since 1994. She has been through
the good times and the bad times, and is still going strong. The level of her
business today is attributed to her unique way of serving her clients in
putting their needs first, paired with a successful marketing plan to retain
those clients she worked so hard to get, AND receive referrals of their friends
In 2002, Carol decided to try a new way of marketing since
open houses, and newspaper advertising were not proving to be effective any
longer. She chose to utilize the Clients for Life Newsletter from In Touch
Today to regularly keep in touch with her past clients.
When we asked her what she thinks is most beneficial about
the newsletter she responded with this. “An agent must create name
recognition, as well as provide market information to capture the attention of
the reader. I feel that one of the best ways to do it is sending a quality
newsletter - something that looks the
same with new information in it every month so people become accustomed to
looking for it in the mail. My Clients for Life Newsletter has been an
affordable solution to reaching people on a regular basis so they always have
access to my phone number.”
Carol sends her newsletter to her database of 230 past
clients each month. She also chose the option to include a custom article
in each newsletter that gives the newsletter a more personal touch. The
response has remained steady since 2002 when she began using it. Each month,
she receives 1-3 calls per month. Sometimes the call is from a past client,
but sometimes it is a call of a referral from one of her past clients.
The cost for Carol to keep a consistent Newsletter direct
mail campaign being sent to her past clients is about $244 each month. Carol
closes at least one transaction per month that can be tracked back to her
newsletter – which more than pays for the marketing investment for that
month. In fact, depending on the home sold,
it covers nearly an entire year of this marketing campaign.
Holly L. — Steamboat Springs, CO
Holly participates in a weekly meeting with Realtors in her
area, which is a great way to establish herself as the mortgage industry
expert, and answer questions on the spot for potential referral partners. She
would always try to bring flyers with her featuring the latest news about what
is going on in the mortgage industry and hand them out. This became a laborious
process every week, and was taking time away from taking care of the clients
she was currently working with.
She went on the search for a mortgage industry focused
newsletter that would be produced each week that highlighted important news and
upcoming economic events to help educate her potential referral source
partners. Holly was ecstatic when she found Mortgage Matters at In Touch
Today. This was a perfect fit!
- This newsletter contains mortgage related news each week
that was easy to understand, yet very professionally written.
- It is automatically emailed to her list of up to 150
referral source partners each and every Monday morning. The email is sent
‘from’ Holly, and replies were sent back to Holly as well – In Touch Today
serves as the invisible middle man.
The bonus for Holly is that she is also able to print out
this weekly newsletter, and bring it with her to her weekly meetings to hand
out to potential partners. Holly told us, “nearly all of the
Realtors I meet with each week read, and keep this newsletter.” For just $35 per month, her list of
referral source partners automatically receives a weekly email quickly, yet
professionally, educating them about the mortgage industry, AND provides her a
great marketing piece for her event.
Gary P. — Woodstock, GA
As the mortgage and real estate industry shifts, as well as
the technological capabilities of business, Gary knew it was important to reach
his past clients and referral sources in different ways. After all, everyone
likes to be communicated with differently. Some people love receiving email
correspondence, some enjoy the physical mail piece. It also depends on the type
of day the recipient is having – which is why consistency is important. Gary
knew that if his past client has a bad day they get his postcard, they might
not read it, but if they are in a better mood the day his Digital Newsletter
arrives, he might make the connection that day!
Gary implemented an automated marketing campaign that
allowed him to be in front of his past clients and referral sources both
digitally and through direct mail. And it has paid off!
When asked about the kind of response he receives each time
his Digital Newsletter is sent, Gary stated ” I send it out to
about 350 people per month and I typically hear from about three to five
of them each month with a question, referral, or inquiry. I also notice my website traffic goes up
whenever I send out the newsletter.”
In addition to using the Digital Newsletter with tracked
success, Gary also sends Postcards and Holiday Greeting Cards to his past
clients to mix up the marketing channels and keep his clients looking for
something new from him! ” I would like to think that past clients and
referral sources would have thought about me for their financial needs,
however, I think staying on their radar is important and can only help
especially with the market the way it has been the last few years.”
Since all of these marketing items are written,
designed and automatically delivered to Gary and his past clients, the
investment he makes of $35 per month for his Digital Newsletter is WELL
worth the investment.
Dan L. — Reston, VA
Dan has been in the mortgage business for 40 years, and is
quick to say, “had I kept in contact with my clients like I do now when I
started originating loans, I can’t even imagine how much business I would
have!” Just a few years ago, Dan decided that marketing regularly to his
past clients needed to become a regular part of his monthly investment into his
business, and it has proven to be an effective way of increasing his business.
Taking his database of 500 past clients and referral
sources, he began sending a Seasonal Greeting Card from In Touch
Today to all of them each and every month. For just $1.68 per greeting card,
he personalizes each card with his digital signature, has his business card
inserted and has each card professionally addressed, stamped and mailed -
The Seasonal Greeting Card Campaign was appealing to Dan
because he was looking for something that was automatically done for him so he
didn’t have to worry about managing it. That tends to be the number one reason
mortgage and real estate professionals don’t market – they don’t have the time
to do it!
Dan’s commitment was to be consistent in his marketing
campaign so he could track if it was effective. Each month after the Seasonal
Greeting Card is mailed, he receives an average of a 5% response rate
from his mailing!
In addition to the Seasonal Greeting Cards, Dan sends a
weekly digital newsletter out to his database, and also Holiday Greeting Cards
to his entire database every year. He also incorporates a postcard mailing a
few times a year to keep his database informed about current market conditions
Like with most every past client marketing campaigns, the
return on Dan’s investment was instant which paid for the entire year of
marketing to his database. When we asked
Dan what his favorite part about working with In Touch Today is, he said
“In Touch Today makes marketing easy. I know my personalized campaigns are
being sent automatically giving me time to focus my time on taking care of my
clients and closing more loans. That is priceless to me.”
Kelly R. — Littleton, CO
Kelly was in need of an automated marketing campaign that would
keep her in front of her clients that she worked so hard to get. After spending
so many hours developing a relationship with these folks, and helping them
find, and buy a perfect home, she knew she needed to do something to continue
the relationship for repeat and referral business.
She was thrilled when she found the perfect solution at In
Touch Today! For just $25 per client, she could automatically keep in
touch with her clients every six months for three years with a personalized
Greeting Card! What she liked most is that each Greeting Card has a unique
message timed with the next event applicable to that client. Here is an outline
of each Greeting Card Kelly sends to her clients.
On Your New Home (sent 2-4 weeks after closing)
You Continued Enjoyment (sent 6 months after closing)
Home Anniversary (sent 1 year after closing)
of You (sent 18 months after closing)
Home Anniversary (sent 2 years after closing)
You For the Opportunity to Work With You (sent 30 months after
Home Anniversary (sent 3 years after closing)
Kelly receives phone calls and emails regularly from
clients who receive her Greeting Cards, especially when they are ready to sell
their home! Since the campaign spans over three years, Kelly is still in
contact with her past clients when their circumstances may change, and they
Each Greeting Card is personalized with Kelly’s digital
signature, professionally addressed, stamped and mailed for her at the appropriate
time for each of her clients. In Touch Today also sends an email to Kelly
each time a Greeting Card is mailed so she can follow up with a phone call to
touch base. And since each of her clients have closed at different times
throughout the year, there is a constant flow of new Real Estate business for
Kelly in response to her Greeting Card Campaigns.
John C. — Phoenix, AZ
John has always felt it important to thank his clients for
choosing him to help them with their mortgage needs. But he found himself
frustrated with the options out there that lasted longer than candy or flowers.
He decided to try personally presenting a Return Address
Stamp to his clients at each closing. The Return Address Stamp has a much
longer shelf life than the typical closing gifts John, wasn’t too fond of, and
it was less expensive too!
For just $17.45, he personalizes each stamp to include
his clients name(s) and new address, along with his contact information printed
on the handle of the stamp. A small, tasteful thank you note is also
included with the stamp to show his appreciation for their businesses. “My
clients give me such great feedback after receiving the stamp, and they are
always presently surprised by how unique and useful the stamp is.”
If John is not able to attend the closing, he simply has In
Touch Today send it directly to his clients new home – which adds a nice touch
after the big closing day. In addition to the immediate closing gift for his
clients, he also sends a Happy Home Anniversary Greeting Card to his
clients each year, which reminds them they are still on his mind – thus
increasing the likelihood of repeat and referral business.
With the ease of ordering both the Return Address Stamp and
the Happy Home Anniversary Greeting Card online, as needed, marketing is a
breeze for John using In Touch Today.
Judy S. — Westminster, CO
Judy was on the hunt for a closing gift that would
accomplish three things.
1. Show her clients how much she appreciated them choosing
her for their mortgage needs.
2. Be useful for her client for a long time.
3. Keep her contact information close to them for easy
Judy had used In Touch Today for a direct mail newsletter
campaign in the past, and since she had seen success using that particular
product, she decided to try using the Return Address Stamp as a closing gift to
her clients. It accomplished all three of her goals when finding the perfect
For just $17.45, she could have a custom Return Address
Stamp created with her clients new address, include a special thank you note,
and have HER contact information printed at the top of the stamp! She
chooses to have the Return Address Stamp sent directly to her clients a week or
two after closing as a special surprise – and it is very well received.
“On average I close about 5-9 loans per month and
get at least 1-3 phone calls or emails thanking me for the stamp. I
actually just closed a refinance this week for a past client and she mentioned
that she still use the return address stamp I sent her 5 years ago when they
purchased their home. She said she
thinks about me each time she uses the stamp.”
This closing gift at In Touch Today is well worth the
investment. It is automated, personalized and is the gift that keeps on giving.