Sales Plan Project

Executive Summary

This company is a small mortgage firm, which requires creating and building Realtor relationships to generate buyer referral. Thus, the company intends to create value added services to the Realtor by means of CRM system, offering a call capture for each listed properties, offer marketing assistance via web, social and print media, and offer a sales assistance to each real estate agent. The company also emphasizes on getting buyer referrals (internet, customer, advertising, real estate mortgage referrals) to broaden the customer base; and thereby, business profitability.

I. Executive Summary2

Introduction4

II. Customer Pain Point Story4

III.History of the Business6

IV.Developing a Relationship Strategy8

V. Developing a Personal Selling Philosophy10

VI.Solution to Customer Pain Point11

VII.Developing a Product Strategy14

VIII.Developing a Customer Strategy15

IX.Presentation Strategy16

X. Conclusion and Call to Action17

References18

Sales Plan Project

Introduction

Customer Pain Point Story

Customer relationship management (CRM) emerges as a vital component for success of any business. CRM is basically a model that helps firms in managing dealings of a firm with current and future clients. It engages technology that helps the company in organizing automating and synchronizing technical, marketing customer service and sales support. Since, it is a Sales Plan Project for a Small Mortgage Company, a system of CRM can simply engage contact manager system that can integrate faxes, jobs, documents, emails and schedule individual accounts. This system will help the company in tracking relations with buyers (Appel-Meulenbroek, Brown & Ramakers, 2010). Thus, Small Mortgage Company needs to develop realtor relationships to understand and cash over the buyers prospects. In order to gain competitive edge in the marketplace, the company focuses on offering value added services to Realtor so that they can increase sales revenue.

In today's competitive marketplace, mortgage professionals should create and build relations with real estate agents to gain business profitability, as well as to increase purchase-loan business. Ultimately, there will be a drastic increase in interest rates, and decrease in refinances. At this instant, purchase business starts improving; building good relationships with agents of real estate is very useful.

To develop these relationships, Small Mortgage Company require to follow below listed points, which often overlooked by mortgage originators that helps mortgage originator and brokers get started developing these future sources of referrals.

Adopt the proactive approach. Since, it is frustrating for realtors when they want to contact the company to know the file status. At the time loan is approved, an appraisal is completed, which necessitate Small Mortgage Company must be proactive and get in touch with the agent with these changes. It is also essential to remain honest; real estate agents know that all lenders can originate all loans. In case, an agent offers a scenario of loan to a firm, it is inappropriate to say yes immediately. Here, it is essential to carry out diligence and analyze if it is a loan that fits guidelines of loan. In additional, remain liable. Do not make excuse if a concern arises on a loan file. Although, it is not easy, still you should talk over issues with the Realtor (Chau, Wong, Yiu, ...