WELCOME...to a review of some motivational and new sales ideas for your business. My personal goal is to keep you informed of critical and not so critical news. I hope you like the new format and I value your feedback for any special interest you may have for future editions.

Please let me hear from you for any special topic you have an interest in for future editions.

Joe Stiles

Most would agree that referrals are one of the best sources of new business and I, personally, agree with that statement.

Creating an environment for getting referrals is easy to say and can be difficult to do. Here are some thoughts on how to create a positive referral environment to help grow your business. First, evaluate if or why you think you are not getting referrals. I suggest you, first, discuss with your best friend or trusted advisor why you think you are not receiving referrals. You might be surprised at your friend's comments.

Some of the reasons why you are not getting referrals might be:

• Failure to ask for a referral at the appropriate time
• Inadequate explanation of your service or product
• Over qualifying your service or product
• Other networking sources over qualifying your service or product
• Poor service or product image
• Inappropriate personal appearance or a poor attitude

The list can be long and needs our thorough, special attention

NOW...how do we get referrals?

• MEMORALIZE our product or service in the minds of others
• Be brief in our description of our product/service
• Offer distinguishing characteristics from your competitors
• ASK for a referral when you finish a successful sale
• PUBLIC SERVICE is a great means to help others and being able to "Stand Up to Stand Out"
• SELL what others are buying; e.g. service, 24 hour availability, etc.
• Apply the technique of 95% listening and 5% selling
• Offer HOW TO programs to prospective clients
• Utilize your media contacts for insight into new client venues

OH...did I mention the BEST place to get a referral? Look for the answer in 1 Peter 4:10 and Proverbs 11:25

www.joestiles.com

There has to be hundreds of networking groups throughout the Houston Metropolitan area. Selecting the BEST one is not easy because we only have just so much time. How many of the networking groups should we join is another question to ask ourselves. Can we be loyal to more than one group when there are duplicate type members in each group?

In my personal experience, I have been invited to join many networking groups from chambers of commerce to local civic clubs (Lions, Rotary, etc.) to charities. I found the professional networking groups have initiation dues as well as monthly dues plus lunch costs. The local civic associations have much more modest dues and are focused on worthy causes.

Your personal focus will guide you to the "best" group and don't overlook forming a group with similar interests.

Texas

Applies to identity theft victims with a police report Fee of $8 to place, adjusted for inflation No fees to remove Placement at one CRA must be honored by all Passed June 2003 and effective date: September 1, 2003 Texas Business & Commerce Code Ann. § 20.031 to 20.039 Text of statute (see Chapter 20, Section 031 - REQUESTING SECURITY ALERT from link below): http://www.capitol.state.tx.us/statutes/bc.toc. htm

If you ID has been stolen, file a local police report (and get a copy for your records) or if traveling out the United States, file a report with the American Embassy (and get a copy for your records). Immediately notify your affected various creditors as well as all three credit repositories; Equifax, Experian and Transunion, which are accessable online.

• "I can do this" vs. "What does it matter"
• "I can learn this" vs. "Why should I continue"

1. Stop using negative phrases and words (period - ever)
2. Use positive and re-enforcing phrases to describe our attitude when asked "how are you"
3. Keep on keeping on...until you succeed
4. Adjust our attitude to fit the saying by Knute Rockne "The team that won't be beat can't be beat
5. Read positive stories from talented authors
6. Chart your progress in a daily journal and feature even small baby steps of progress

When you need a mortgage banker that works as hard as you do, let me introduce you to MORTGAGE FINANCING WITH...STILE

Are you looking for new new business development opportunities? Be sure to ask me about the Private Label Mortgage Lending Program and how it benefit you, directly.

www.joestiles.com

JOE STILES has over 20 years mortgage experience and lives in West Houston with his wife, Linda, a dynamic professional speaker and communications trainer (www.lindastiles.com). Joe earned a BBA degree in Marketing from the University of Houston, where he was awarded membership in the Phi Kappa Phi and Beta Gamma Sigma honor societies. Joe is also a graduate of the School of Mortgage Banking at Northwestern University. Joe is active in the Houston community through numerous civic organizations.

Network Funding is a Houston, TX based mortgage banking firm that has 160 branches in 32 states.