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Q1 2019Focus Your Efforts: Drip Campaignsand Lead Follow-up ScriptsAs a busy real estate professional, you keep yourdatabase loaded with leadsfrom customer referrals, communityevents, and everything in between.Yet no matter what strategy you use,what you say when you contact alead can make or break the transition from prospect to client. In ahighly competitive market, makingthat conversion requires a strong focus that puts you ahead of the pack.That’s why every agent andbroker needs a solid plan: the rightmethods and the right words,communicated at the right time, toget and keep attention from yourleads. Through follow-up scriptsand email drip campaigns, you canoffer a flow of information to keepyourself top-of-mind with yourcontacts. And the time you spendup front will help you save time andearn business in the long run.Begin With the BasicsBefore you begin contacting yournext batch of leads, take time toestablish a standard process—oneyou might even want to document.Include hints and tips, notes andexceptions, and step-by-step procedures to follow. Most importantly:Use a lead-gathering strategy tomaximize information. You needmore than just a name and emailor phone number to determinewhat prospects will want to know.Are they first-time homebuyers orexperienced owners? Do they havea move planned or are they justlooking for now? Are they buildingtheir family or downsizing for anempty nest? It’s also a good ideato make note of how they wish tobe contacted to further customizeyour approach.rent, providing the knowledgethey need to move forward. Provide recent testimonials fromsatisfied clients and businesspartners. Direct them to your website,blog, or social media for themost up-to-date news.Follow-Up ScriptsEmploy a good database or customerrights management system. Customerrights management systems(CRMS) allow you to store, categorize, contact, and track your leadsand clients. Over time, you can easilysee which messages are most effective, which segments are most lucrative, and where best to focus yourattention. Some CRM programscan help you plan, then distributeautomated email drip campaignsbased on a one-time setup.Consider your business or teamstructure. If you’re a solo agent withlimited office help, your needs will bedifferent from a multi-member teamwith marketing assistants. Considerscheduling times or days for eachfollow-up method, or assign teammembers based on their strengths(written communication vs. speakingin person or on the phone).Email Drip CampaignsMuch more than just a catch-phrase, email drip campaigns canbe powerful tools in any agent’sarsenal. One email may be easy toignore, but an informational serieswill gather higher open rates andclick-throughs, which are essentialto converting that lead into a client.Fortunately, a good CRM oremail marketing application canmake it easy to build a drip campaign. Segmenting and other settingsallow you to choose which prospectsreceive which email, and when—allautomated and customizable. Createdifferent campaigns for homeownersand investors, or mid-market andluxury buyers; send weekly emails for“hot” prospects, or monthly for thosewith a longer timeline.As for the emails themselves,personalization is key. Write brief, attention-grabbingtext that pays special attention totheir interests. Keep the content fresh and cur-Email is an invaluable tool forany business, but nothing canreplace talking to your leads directly.Many prospects—especially thosewith an immediate need you canfill—appreciate the personal touchof a phone call or face-to-face visit.Follow-up scripts enhance thesemeetings by providing a framework,allowing you to speak comfortablyas you keep your goals in mind.Your CRM or database willstill play a central role as you planand prepare scripts. Well-designedreports can tell you who’s beginninga home search or which companywants to exchange opportunities ina nearby area. You may even havedetails that will help you win themover, from a favorite local coffee spotto their dream neighborhood fortheir new home.Once you have a call or visit list,create an easy-to-remember writtenscript to apply to everyone. No matter who you’re talking to, be sure toaddress the following: Place the focus on the person(and/or their company) and theirmost immediate real estate needs. Provide valuable informationthat will benefit them and theirspecific interests. Offer your best customerservice—provide suggestionsor referrals to help guide theirContinuedFiveStarFORCE.com Voice of the FORCE1
Continued from front coverimportant decisions. Include a call to action that willguide them to contact you assoon as they’re ready to begintheir search, sell their property, orget assistance with the transaction process.Read your script out loud severaltimes before you begin using it; evenbetter, commit it to memory. Themore you repeat it, the more naturalit will feel when you’re talking to aprospect.Then, assemble a person-byperson “cheat sheet”—on paper,on your laptop, or in your mobiledevice—to spark your memoryduring the meeting. Make notes ofspecial requests or interests, and addin personal details as appropriateto show your interest in getting toknow the person and their needs.After a few meetings using yourfollow-up script as a guideline, itwill be second nature, freeing you toengage without forgetting anythingimportant.Applying Focus to ConvertingYour LeadsEach real estate business—whether you’re an office of one ora team leader of 20—has its ownprocesses, management protocols,and individual needs. Yet gooddrip campaigns and lead follow-upscripts can be useful to all of them.Many management and CRMsystems offer unique features thatwill help you design your outreachstrategy and track your effectiveness.CINC (previously CommissionsInc.): Their CRM offers a leadmanagement dashboard, com-Read your script out loud severaltimes before you begin using it;even better, commit it to memory.The more you repeat it, the morenatural it will feel when you’retalking to a prospect.munication tools, multisource leadintegration, automated workflows,and a mobile app. Custom dripcampaigns, mass texting, bulkemails, and more provide all theoptions you need.Contactually: This system servesbrokers as well as agents, with toolsto fit the needs of each. Agentsget help to qualify and nurtureleads, utilize relationships to growreferrals, and prioritize what’s mostimportant. Brokers can maximizeCRM adoption rates, augmentemail workflows, and increaseagent production.Market Leader: This mobile-optimized solution helps generate leadsand improve engagement, offering acomplete CRM, marketing designcenter, and customizable IDXwebsite. Options support individualagents and the team as a whole, withemail tools, analytics, lead consolidation, and a mobile CRM.Showing Your Clients Genuine GratitudeOften, you may think ofsaying “thank you” as justanother box to check onyour to-do list. Yet homebuyer clientsare more than a source of business—they’re the foundation of the entireresidential real estate industry.The art of showing gratitudecan mean the difference between awarm handshake or a solid referralbase for years to come. When you’reready to say thank you at the end ofa transaction, the following ideascan make you and your businessmemorable in all the right ways.Be pleasantly personalYou and your clients havelearned a lot about each otherduring the transaction process. Ifyou’ve been attentive and done yourhomework, you may know theirfavorite vacation spot, preferredwine, decorating style, hobbies andinterests, and much more. Keepthese in mind when choosing apost-closing gift; your personalattention and memory for detailscould be a factor in future referrals.Heartfelt, handwritten wishesIn the modern business atmosphere, communications are oftenmore casual than they were in thepast. Still, it’s as important to beprofessional as it is to be warm andfriendly.Emails and pre-printed stationery might be sensible for a quickhello, but they just aren’t sufficientfor thanking people who havetrusted you with helping them buya home. A note or letter, written inyour own hand, will be particularlymeaningful when it arrives with acarefully-selected gift.Give personalized home giftsYour clients will be more thanready to make their new place trulyfeel like home. You can lend a handwhen you order a custom décorgift (or a few, delivered at intervalsthroughout the year) with the residents’ names. Options abound, fromsignage to kitchenware and wall artto photo frames, in every style andbudget.Hire a cleaning crew for move-inEvery client will want their newhome neat as a pin, which can bea challenge for traditional andREO sales alike. Contact a maidor make-ready service to give yourbuyers the gift of a clean space,which they’ll truly appreciate at theend of a hectic move.Share something deliciousMove-in week is always chaotic,but new homeowners still need toeat. Have a family-sized meal delivered on day one, or give them a giftcertificate for grocery delivery. Youcan also choose beautifully packedsweet and savory snack boxes, oreven a food-of-the-month gift.Use or promote their businessor companyThey put their trust in you todeliver a successful transaction—soStay in Touch with the FORCE!2 FiveStarFORCE.com Voice of the FORCESearch for Five Star FORCEreturning the favor is a sensible wayto say thanks. If your client has abusiness or works for a companywhose services you can employ,consider utilizing them; you can alsopromote them through referrals orsocial media, if appropriate.Give them a night outBusy people who’ve just bought ahome deserve a chance to relax, particularly when they’re adjusting to anew city. Offer a gift of dinner anda movie, or tickets to a local event;help them find a trustworthy sitterfor children or pets, if needed.Support a beloved charityYou learn a great deal about clients during a transaction, includingwhat causes inspire their passionate support. Consider a donationin their honor to a charity theyfind meaningful. It’s a gesture thatdemonstrates care for the businessrelationship you’ve built together—and a gift they won’t soon forget.www.twitter.com/FiveStarFORCE
Hiring Nightmares andHow to Avoid Themthey will mesh with their colleaguesand your corporate culture.Background ChecksAdding new people to a realestate team can generategreat excitement and anticipation. Whether it’s a newly-created position to help with growingbusiness, or a chance to add a freshperspective, the opportunities are asgreat for the company as they are forcandidates.Unfortunately, there are risksinherent with any hiring, fromregulatory considerations to applicants who can’t offer what theypromised in their interview. Hiringmistakes can cost the business largesums of money, create an inefficient environment, or even resultin lengthy legal battles. Companieswith human resources departmentshave an additional gatekeeper, butindividuals and small teams may nothave such an advantage.It’s up to hiring managers toanticipate candidate and new hiretroubles, and to find ways to avoida situation that could haunt you foryears. But if your expertise is in realestate sales, marketing, or management, how do you protect yourselfand your business? Consider thesebest practices whenever you’re hiringsomeone new to keep your officerunning smoothly. If it’s your first time as an interviewer, or even if it’s been a fewyears, do some research on betterways to approach job seekersin their interview. Numerous manager-advice websitescan guide you through a list ofrecommended questions. Ask at least one question theapplicant won’t expect—possiblyeven something lighthearted(though still business-appropriate). Their surprise may elicit amore genuine response that willdisplay their personality, andhow they handle the unexpected. Give them a chance to surpriseyou, too. Ask for an anecdoteabout their most unusual prior jobduty, their most unique solutionto an issue, or how they handled asurprise “twist” in a transaction.Talking the TalkBeyond the Q&AYou asked plenty of questions,and the candidate you chose offeredall the right answers. Yet just a fewweeks in, you’re seeing a negativeattitude and other toxic tenden-The new agent on your team is asuperstar, with years of experience ina nearby city and a thorough knowledge of your state’s requirements forhandling REO transactions. In fact,cies that you didn’t anticipate. Orperhaps the bright, energetic faceyou hired has become somber, slow,and disengaged. What happened?Sadly, even applicants who givetheir best during the interviewsometimes have nothing to offerwhen it comes to tackling their duties.To combat this issue, find ways tostrengthen your interview techniques.they came highly recommended byseveral professionals you know, withregional awards to boot.But they don’t seem to get alongwith their coworkers—all theirinteractions are stiff, even cold.When you ask one of your connections about this, you discover thatthe agent is used to a stricter, lesscasual environment than the one inyour office. Their work is impeccable, but team morale seems tosuffer day by day—not a disaster,but something you wish you’danticipated.While interviews are yournumber-one hiring tool, they shouldbe more than just a simple Q&Asession. Find opportunities to evaluate how a candidate will fit in toyour team and company culture.Engage candidates in genuineconversation, giving them theopportunity to feel comfortable aswell as professional. This will helpyou gauge if their style is formalor relaxed, detail-oriented or bigpicture focused.Ask them what they know aboutyour company, and what they wouldlike to know. If you mostly worksolo or in a small team, tell themyour goals and intentions, and howyou would expect someone to support you.Meet with your applicant morethan once, and invite others to meetthem, before you extend an offer.You’ll have a chance to see more oftheir personality and evaluate howYour new broker has a resumeoverflowing with memberships andcertifications, but they’ve been onthe job for weeks without a hint ofthe dynamic professional they claimto be. Yesterday, your colleague gota call from a first-time homebuyerwho was denied a loan based oninaccurate information an agentgave them. And just a few monthsago, one of your partners’ officesfired a closer who was involved in awire transfer theft scheme.To most of us, an employmentapplication is the last place we’dthink of lying. Yet to some applicants, dishonesty is the best policyfor getting a job. That’s why a background check is essential to protecting your business, whether you haveone employee, or 10, or 100.Running a background check inspects public and private records toverify employment and educationalhistory, legal work status, criminalrecords, driving records, and (subjectto some limitations or employerpreferences) credit history, socialmedia profiles, and medical records.Larger companies may alreadyhave an agreement with a companythat provides background check services, but if your business is small,you don’t have to remain in thedark. Many reputable backgroundcheck providers offer one-time orlower-volume services.Remember that in most cases,you are simply verifying that theinformation the candidate providedis accurate.Best Practices, Better HiresReal estate is constantly changingand unpredictable—but hiringdoesn’t have to be. Choose morewisely by thoroughly looking atwho your applicants are, what theycan do, and if they can live up totheir promise. You’ll save time andmoney, avoid risks, and most importantly, build a team that’s ready tosucceed for years to come.
Celebrate theNew Year Witha Brand UpdateThe new year brings a chanceto find fresh ways to standout in the market, like thosein the “Opportunities to Grow YourBusiness” article. A brand update letsclients and partners know that youand your team are offering more thanbusiness as usual—and helps bringyou more attention where you needit most. Apply these ideas to dust offyour image and celebrate the arrivalof 2019 with a fresh brand outlook.Be Consistent4 Opportunities to GrowYour Business in 2019The start of a new year isthe ideal time to take adeep breath, survey thehorizon, and get to work on makingit the best year yet in your business.Consider these ideas to help you getstarted—then add your own uniqueknowledge to create an annual planthat works for you and your team.Think AffordabilityThe inventory shortage, combined with rising interest rates andfalling wages, has created a lack ofaffordable homes for a broad rangeof income brackets. Learn yourcommunity—and your clients’needs—inside and out to help findthe best prices within their means.Discover where to find the best inteland cultivate every resource, eventhose you’ve overlooked before.REO-focused pros could beparticularly suited to this area, withgrowing interest in shadow listingsand online asset disposition foraffordable choices. Opportunitiesabound for agents, brokers, and asset managers to build even strongerpartnerships based on making themost of what your region has tooffer.Go SustainableAfter a heavy push to go greenearlier in the 2000s, troubles inthe economy shifted attention tokeeping global business afloat. Now,with alarming recent reports onclimate change and natural disasterscausing widespread loss, it’s an idealtime to turn your attention back tosustainability.Many clients and prospectswant to know how they can reducetheir impact and become less proneto disaster, so do your research.Learn which homes in your areaalready meet higher standards,and what options are available torefit and rehab those that don’t. Beprepared to make suggestions thatwill fit smaller budgets as well aslarger ones. Keep a list of the bestand most wallet-friendly insurers,contractors, and energy providers tobe a one-stop resource for the peaceof mind every buyer deserves.Set the StageIf you’re not already using a staging service, you may be missing outon selling opportunities. Researchshows that staged properties—those where a specialized designprofessional has arranged for a stylish, yet lived-in look—sell within afraction of the time unstaged onesdo.This option may seem counterintuitive in some cases, particularlyREO listings in desirable areas.4 FiveStarFORCE.com Voice of the FORCEYet for the slower-to-move homesin your portfolio, staging may turnthings around. Start by seekingout a certified professional, thenput them to work before you shootphotos of a property. You mightjust impress a seller or investor, andput your team on track to receivemore referrals and clients.Look to the PastResearch continues to show that75 percent or more of an agent’sbusiness comes from referrals—andthere’s no better source for referralsthan satisfied past clients. If youdon’t already have one, create a planfor checking in with them. Remindthem of their time working withyou, and let them know that youwant to offer friends and family thesame great experience.Equally as important, take thetime to check in and find out what’snew. Ask how they like their homeand neighbors, what they enjoyabout their neighborhood, or iffamily members have milestoneevents coming up. Refer them tocontractors and service providers when they’re looking to makeimprovements. Send greetings andgifts, when appropriate. The morehelpful and memorable you are, themore likely your past clients will beto send business your way.You do your best to be a knowledgeable, reliable resource to yourclients every day. Be certain thatyour brand clearly displays this, inlook and feel as well as face-to-face.Your reliability will stand out withclients and prospects, reinforcing your brand and your businessrelationships. Once they know youas a dependable resource, they’llbring all their questions—and theirbusiness—to you and your team.Choose a clean, simple logo,design, and fonts to go withwell-edited text. Have a colleagueor friend proofread to make sureyou don’t overlook misspellings orpunctuation issues.Clearly state your capabilities,specialties, and goals for workingwith clients in a way they’ll understand. Highlight your accomplishments, but don’t use too muchindustry jargon.Use a similar biography or profileon every website where you’re listed.Adapt your listing to the audienceand their needs, but establish yourofferings and deliver each time.Be MemorableRead enough self-authored profilesby agents and brokers, and you maybegin to think they’re filling in a template of adjectives, nouns, and verbs.Most of us are experts at soundingprofessional, but don’t forget that it’sjust as important to be memorable.Branding is as much about whoyou are as about how you conductbusiness. Highlight your style andpersonality in a way that complements your expertise and capabilities.In some regions, a folksy, casualpersona combined with detailedknowledge of the area makes the
most sense. Other cities may preferrazor-sharp wit and fast, preciseanswers. Know your market andyour strengths, and use them tobuild your brand.Do you have a signature coloror symbol, a catchy tagline, or aninteresting story behind your business name? Include those touchesthroughout your branding, whichwill help you stand out in clients’and contacts’ minds.Be UniqueIn a market flooded with optionsand shortcuts, the most outstandingprofessionals will continue to seesuccess when others are struggling.As you refresh your brand, find yourunique attributes and highlight themto draw in new and repeat business.Ask yourself what you offer thattruly makes you stand out amongstyour competition. Then, ask yoursatisfied clients—why did theychoose you and your company?What’s special about your servicesthat would convince them to recommend you?In a market floodedwith options andshortcuts, themost outstandingprofessionals willcontinue to seesuccess when othersare struggling.If you feel as if you’re too generic,consider what you can do to addvalue. Think about becoming anexpert in a specialized area of REOor general transactions. Learn everydetail of a state or federal regulationthat confuses homebuyers or sellers.Respond to every communicationin two hours or less. Then, promoteyour feature as much as possible.Whatever your focus, strive to dowhat you do better than anyone else.Above-and-beyond effort shows inyour interactions and dealings withclients and partners, and will earnyou the best branding of all—wordof mouth and referrals.New Members,New FacesEach month, the FORCE features some of its new members in its newsletter.Here are some of the agents we’ve recently welcomed to our network:Maria ZunigaSalzman Real EstateMaria Zunigabecame a Realtorin 2006 and iscurrently a brokerassociate in the LosAngeles and Ventura County,California areas, where shespecializes in luxury properties andvaluations, and manages a team of40 agents. Beginning in the 1990s,Zuniga worked as a real estateparalegal, servicing major financialinstitutions on judicial foreclosures,bankruptcies, and unlawfuldetainer—information she has putto use on the agent/broker side.As a broker, Zuniga has sharpened her adjustment skills by completing hundreds of BPOs (brokerprice opinions). She also maintainsa focus on the needs and interest ofupmarket buyers and complementsher REO business with serving asan agent for luxury clients.Zuniga was 2010 Broker of theYear and 2010-2013 Top Leader atCarrington Real Estate Services;in 2012, she was named among thetop 250 Latino real estate agents inthe United States. She is a memberof the National Association ofREALTORS, California Association of REALTORS, NationalAssociation of Hispanic Real Estate Professionals, and Asian RealEstate Association of America.and residential/commercial realestate sales.Nunziata is part of the womanowned Madison Group, a specialized REO business now partneringwith Keller Williams VillageSquare to help agents and investorsearn the highest price as quickly aspossible. She focuses on prioritizing the client experience throughresponsiveness, competence, andreliability in working with all parties. A graduate of Tufts University with a degree in psychology,Nunziata helps her team executeover 150 transactions per year.Jennifer DinserLatter & Blum Classic Homes &Properties, Inc.Jennifer Dinser is aRealtor and REOmanager servingLouisiana. Licensedsince 2005, herexperience includes residential,commercial, and property management experience, with a certificationas a Short Sale and ForeclosureResource (SFR).Dinser attended Burke BakerSchool of Real Estate and Appraising, studying mortgage originationand residential appraising. Sheis a member of the Hammond,Louisiana Chamber of Commerceand president of the Teacher-ParentAssociation at Trafton Academy.Maritsa NunziataLisa VargasAn agent anddirector ofmarketing locatedin Ridgewood,New Jersey,Maritsa Nunziata earned her realestate license in 2005. Her extensiveexperience includes mortgageunderwriting, home improvementcontracting, property management,Lisa Vargas is a realestate agent withextensive knowledge in real estatemarketing,management, financing, title andclosing, luxury properties,relocation, REO and short sales,serving the Dallas/Fort Worth,Texas area. Her business group, theMadison Group Keller WilliamsKeller Williams“Home Sweet Home Team,” hasparticipated in selling more than22,000 homes, working closelywith financing and title providersto ensure smooth closings.As an AVP at Bank of America,Vargas was responsible for overseeing the management of the largestREO portfolio in the U.S. Heradditional past experience includeshuman resources, organizationalmanagement, and property management, and she has earned a SixSigma Green Belt certification.She holds a bachelor’s degree fromSouthern Nazarene University andan MBA from Keller GraduateSchool of Management.Brenda AllenLeaving A Legacy Realty LLCBrenda Allen is aTennessee-basedreal estate broker,licensed in herhome state as wellas Mississippi and Arkansas. Shespecializes in residential real estate,partnering with local financial andcommunity institutions to educatebuyers, sellers, investors, andlicensed professionals. Since 2002,Allen has facilitated more than 115milion in buyer and sellertransactions for individuals,financial institutions, governmentagencies, and non-profit groups.Allen attended Christian Brothers University, studying businessmanagement and marketing.Her previous experience includesmarketing and management in thehospitality and service industries.Allen holds numerous designationsand memberships, including theNational Minority Supplier Development Council, NAR, MemphisArea Association of Realtors,Northwest Mississippi Associationof Realtors, North Central Mississippi Board of Realtors, and manyothers.
THE LATESTTHE 2019 FIVE STAR EVENTS LINEUP MARK YOUR CALENDARDATASE R V IC I NGOR IG I NAT IO NSERVICINGFEBRUARY 25, 2019HAVANA NIGHTSSE C O N DA R Y M A R K E TG OV E R N M E N TCUBA LIBRE RESTAURANT ORLANDO,FLORIDATHEFIVESTAR.COM/HAVANA-NIGHTSJoin hundreds of your fellowmortgage professionals atthe industry’s hottest party,featuring Caribbean-influencedcocktails, fine Cuban cuisine, livemusic, and premier networkingopportunities.48 THE M REPORTMARCH 11–13, 2019MARCH 13–14, 2019APRIL 23, 2019SINGLE-FAMILY RENTAL FIVE STAR FINTECHSUMMITSUMMITFIVE STARGOVERNMENT FORUMTHE GUEST HOUSE AT GRACELAND MEMPHIS, TENNESSEETHE GUEST HOUSE AT GRACELAND MEMPHIS, TENNESSEETHE NEWSEUM WASHINGTON, MFeaturing informative sessionsled by the market’s top experts,the 2019 Single-Family RentalSummit will discuss thetechnologies, strategies, andintel needed to craft an effectiveSFR investment plan.Join us for the 2019 FiveStar Fintech Summit, whereattendees will have theopportunity to discuss thelatest innovations in financialtechnology with leading subjectmatter experts from the techand mortgage industries.Leaders from mortgageservicing and the federalgovernment will cometogether to participate in anopen dialogue surroundingthe mortgage industry’s mostpressing issues and challenges.FIVESTARGOVERNMENTFORUM.COM
THE LATESTSERVICINGOR IG I NAT IO NFOR THE FIVE STAR’S MANY EXCITING EVENTS COMING IN 2019.SE R V IC I NGDATAMAY 6–7, 2019MAY 8, 2019THE ADOLPHUS HOTEL DALLAS, TEXASLEGALLEAGUE100.COMFIVE STAR DIVERSITYSYMPOSIUMFIVE STAR NON-QMSUMMITTHE 16TH ANNUAL FIVESTAR CONFERENCETHE ADOLPHUS HOTEL DALLAS, TEXASTHE ADOLPHUS HOTEL DALLAS, TEXASHYATT REGENCY DALLAS, TEXASThe 2019 Five Star DiversitySymposium will serve as aplatform for mortgage industryleaders to advance the diversityand inclusion dialogue andpromote progressive businesspractices.The inaugural Five Star NonQM Summit will host leadingmortgage lending and servicingorganizations for conversationssurrounding the opportunitiespresented by non-QM lending.FIVESTARCONFERENCE.COMThe most significant event inmortgage servicing returnsin 2019 for inspiring keynotes,industry-leading academiclabs, and unparalleled businessopportunities.*Open only to Legal League membersand mortgage servicing professionals.THEFIVESTAR.COMTHE M REPORT 49SE C O N DA R Y M A R K E TThe Legal League 100 ServicerSummit is where the nation’selite financial services lawfirms come together withservicing executives to discusspolicies impacting professionallegal services supportingthe mortgage industry.SEPTEMBER 23–25, 2019G OV E R N M E N TLEGAL LEAGUE 100SPRING SERVICERSUMMITMAY 9, 2019
1349 EMPIRE CENTRAL DRIVE,STE 900DA L L A S , T E X A S 7 5 2472 1 4 . 5 2 5 . 6 70 0Annie Collier Executive Director, FORCE 214.525.6700 Annie.Collier@TheFiveStar.comThe Ultimate Guide toFinding Qualified REOAgents and Brokers.REORedBook.com is themortgage industry’s trusteddirectory of qualified residentialREO agents and brokers,exclusively comprised of FORCEmembers. The FORCE’s vettedagents—license, E&O insurance,and national background check—stand at the ready to addressyour business needs.THE OFFICIAL MEMBERSHIP DIRECTORY OF THE UNSTOPPABLE FORCESearch Today
phrase, email drip campaigns can be powerful tools in any agent's arsenal. One email may be easy to ignore, but an informational series will gather higher open rates and click-throughs, which are essential to converting that lead into a client. Fortunately, a good CRM or email marketing application can make it easy to build a drip cam - paign.
