In this busy world of technology and e-mail, one of best things you can do to nail down a loan deal, seal a long-term relationship, or woo a prospect - is to write a personal letter!

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Here are 30 reasons to get out the pen:

1. To follow-up on a sales call
2. To set up an appointment
3. To apologize for something you may have done wrong
4. To compliment someone for something
5. To recognize an anniversary of almost anything
6. To celebrate holidays other than Christmas — Thanksgiving and Valentine’s Day, for instance
7. To solidify/follow-up on the telephone contact you’ve made
8. To solidify the in-person contact you’ve made
9. To thank someone for seeing your demo or hearing your presentation
10. To thank someone for making a purchase or closing a deal
11. To thank someone for their time even if they said “no” to your offer!
12. To thank someone for giving you a referral
13. To welcome someone to anything at which they’re new
14. To applaud someone for a job well done
15. To reiterate how much you’ve enjoyed working with someone
16. To congratulate someone on a promotion or a new job
17. To mention that you saw the person in the news (include a copy of the clipping)
18. For a congratulation on a special achievement or award
19. To thank a person for doing a favor for you
20. To thank someone for exceptional service
21. To let a person know that you appreciate their product or service (I do this one quite often!)
22. To thank a person for their time
23. To express regrets if regrets are warranted
24. To thank someone for inviting you to something
25. To tell someone that you hope they get well
26. To express condolences
27. To congratulate someone on a new baby, marriage or their new home
28. To recognize a person’s birthday, anniversary, or milestone
29. To announce a new product or service that you offer
30. To give advance notice of a discount you’ll be granting

These letters should be accurate, brief and clear. They should get directly to the point and reflect your personality, which can be conveyed by handwriting. These should never be form letters.

The idea is not to impress anyone, but to express an idea. I carry personal note cards wherever I go, and make a point of filling out during idle time (such as in an airport!)

Try to make a point to send out at least 10 personal notes per week, then increase it to 3-5 per day. You’ll be AMAZED at your increase in business!

©copyright Chip Cummings. All rights reserved. Chip Cummings, CMC, is president of Northwind Financial Corp., originator and a national speaker, trainer and consultant to the mortgage industry. He can be reached at 866-977-7900 or info@northwindfinancial.com. For more of Chip’s marketing tips, go to The Mortgage Minute. Chip is a member of the National Advisory Council for GoGetLoan.com. Visit his page here: GoGetLoan.com/get/chipcummings.

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