A wealth of information awaits you within your existing client files. Staying in touch with your clients on a regular basis ensures that when they, or their friends, require mortgage financing, they will think of you first.

The KIT Marketing Program provides a cost effective method for you to keep in touch with your clients. Recent studies have indicated that 35% to 40% of your income could be derived from repeat business or referrals from former clients, if your client list is consistently worked.

The KIT Marketing Program combines the establishment of a database to be used for marketing purposes, along with regularly scheduled mailings to your clients.

LONG TERM GOAL:

The long term goal of The KIT Marketing Program is to stay in touch with your clients in an effort to secure the new financing on behalf of those clients on the maturity of their mortgages.

SHORT TERM GOAL:

The short term goal of The KIT Marketing Program is to receive referrals from your clients when they or their friends, relatives or acquaintances require mortgage financing.

Maintenance of a quality database is paramount in the administration of a professional marketing program.

The KIT Marketing Program utilizes a flexible Windows-based software package that allows us to customize the database to your specifications.

Conversion of previous files can be achieved in a number of ways:

• Transfer, by disk, of data from your existing database, where export facilities are available

• Manual entry of files from hard copy supplied to Bramguard

• Manual entry of files from hard copy by YOUR staff

ONGOING DATABASE MANAGEMENT:

The success of The KIT Marketing Program is dependent on the quality of the data supplied. A number of possibilities exist in the maintenance of the database, and we attempt to provide the solution that is the most cost effective for your individual needs. Some of the options available include:

• Forwarding hard copies of mortgage applications, once per month, after the files have closed

• Entering the data on site, and forwarding the updated database by disk or e-mail

In any case, a copy of the database can be installed on your computer for use in your day-to-day business operations. This will provide you with an additional tool in dealing with your clients. It also ensures that we have parallel databases, the ultimate in off-site back-up.

The KIT Marketing Program provides for the regular processing of cards, letters and other marketing materials to be sent to your clients. On a monthly basis, the following will be produced for you by The KIT Marketing Program:

• BIRTHDAY CARDS for all clients (applicants and co-applicants) who will be celebrating a birthday in the upcoming month. These cards can be customized for individual mortgage agents, and the graphics and design can be changed on a regular basis (as required). Birthday cards are mailed approximately four days before the clients' birthday, and a report listing all cards produced will be sent to you at the beginning of each month.

• ANNIVERSARY CARDS on the FIRST ANNIVERSARY OF A PURCHASE will be prepared for all clients whose "purchase" transaction closed 1 year ago. These cards can be customized for individual mortgage agents, and the graphics and design can be changed on a regular basis (as required). Anniversary cards are mailed approximately four days before the anniversary date of purchase, and a report listing all cards produced will be sent to you at the beginning of each month.

• Monthly, renewal letters will be prepared for all mortgages maturing 90 to 120 days from the date of processing. These letters will be sent to you for personal signing and mailing. A report indicating all renewal letters processed will be included in the package to be used for follow-up.

• Monthly, solicitation letters will be prepared for all files with prior mortgages maturing 90 to 120 days from the date of processing. These letters will be sent to you for personal signing and mailing. A report indicating all files processed, will be included in the package to be used for follow-up.

Program Enhancements:

The above program can be enhanced to include any and all of the following:

•  Thank you cards or letters, to be sent immediately after closing

•  Thank you cards or letters to be sent to referral sources after closing

• Christmas cards

•  Newsletters, bulletins, flyers, etc.

All incidental costs (data entry, consulting, etc.) incurred with respect to The KIT Marketing Program are based on an hourly rate of $50.00 (plus GST). Cards utilized in The KIT Marketing Program are billed at $3.00 each, plus postage. (This includes the cost of the card and envelope and all processes required in the mailing of those cards.) Mail-merged letters are billed at $1.50 each, plus postage.

Prior to engaging in any large scale project, we will provide an estimate of time required, and may be able to offer a flat rate alternative on a project by project basis.

Cost Benefit Analysis:

It is important to compare the costs involved in any marketing program with the potential benefits to be derived. Based on the above (aside from any initial set-up costs), you are looking at a monthly cost of approximately $80.00 to $120.00 plus the cost of the cards utilized. That translates to an annual cost of about $2,500.00. Three or four deals, over a period of a year, will cover the entire cost of the program.

Let's look at it another way. On a five year mortgage, you will probably spend $45.00 over the life of the mortgage on cards and mailings. What is the fee you are likely to receive on negotiating a renewal, and how much did this program increase you chances of a successful renewal transaction?

*Please note that there are no up-front costs involved in The KIT Marketing Program.  You do not pay in advance for 5 years worth of mailings for each client.  You are billed monthly only for the cards prepared and sent in that month.

In addition to the above regularly scheduled mailings, we can assist in the preparation and mailing of special notices, newsletters or flyers, as required. The development of consistent, cost effective marketing materials should be included in any long range marketing plans.

The cost / benefit of special mailings and promotions are a little harder to quantify. But if you look at any component in isolation, how many deals does it take to recover the costs? And how much goodwill did you create in the process? Let's look at The KIT Newsletter. If you were to produce 1000 newsletters, twice per year, your total cost would be under $2,000.00. How many deals does it take to recover $2,000.00 in marketing costs? How many deals can you expect to receive by distributing 2,000 strategically targeted newsletters?

A service that you or the agents may find appealing is the establishment of database(s) for your referral sources. These databases are set-up and administered as with your client database, but the data is used for promotional mailings, etc. In conjunction with this, we can offer a fax or e-mail broadcast service to your referral sources. Again, pricing for this service is on an hourly basis, and the service will be totally customized to your needs and requests. This service can be offered to your agents, and those who choose to participate may do so at their cost.

All information, data and records received by Bramguard Holdings Inc. from you shall remain strictly confidential, to be used solely for the purposes described above. No client information, data, records, mailings lists or other related information shall be shared with, sold, given to or distributed to any other party or organization without your written consent.

As stated several times in this proposal, the key word is flexibility. We are proposing a customized service designed to meet your needs, and the needs of your agents and your clients. Your needs are going to change over the next few months and years. You should be constantly seeking ways of increasing and improving your company's communication with clients and referral sources. I believe the program outlined above will provide the flexibility to allow you to grow into the program, and allow the program to grow with you.

For more information, or to arrange for a personal presentation, contact

Lorne H. Collis

KIT Services

Tel: 905-846-5687

Fax: 905-846-4844

E-mail: kit@bramguard.com

Helping Mortgage Brokers Keep In Touch since 1996