Mortgage leads generation is serious business. Just how serious? Well, if you get it right you can have a successful and rewarding career in Mortgage sales and investments. Get it wrong and you could be facing yet another career change.
It begs the question. "what is the best way to generate leads?" Well, the truth of the matter is that there is no one right way.
Possible ways to generate leads include farming expired listings, Mortgage leads generation through email marketing, newsletters, direct mail campaigns, networking and on and on.
There really is no limit to the many ways you can generate leads, both buyers and sellers, and convert them to paying customers.
Lets take a closer look at three of these lead generating strategies.
Mortgage Lead Generation via Mortgage Web Site Content.
Imagine this. It's 3:00 AM and an Internet surfer has just found your web site, stays on it long enough to read 3 or 4 pages then requests via your web subscription a special report on buying a home with low money down. Bam! That's the power of web site content as a lead generator.
Web sites work around the clock promoting you and the services you provide and the bait that attracts visitors is good content.
If you don't have time to create your own and devote time to everything else that you need to be doing, and who does, you can use pre-written content. However, a good rule of thumb is to always personalize it to make it uniquely yours.
There's an abundance of pre-written Mortgage marketing content on the Internet that is easily found and can be used in a variety of ways. Specifically, it can be used as Mortgage marketing reports, articles, web site content, etc.
In fact, you may be surprised at the amount and diversity of information you find and the many ways you can use it to generate leads. But above all content offers a way to provide useful information and gain the trust of your readers and site visitors.
Mortgage Lead Generation via List Building.
List building is the most important aspect of any online business, including Mortgage sales.
And no matter which business model you follow your top priority should be to build a list of prospects to send information to on a regular basis.
One key to your success will be over delivering valuable, useful information. Treat your list members well and you'll have a pool of candidates that will convert to paying customers at some point in time.
Give them free reports once a month or every other week as an enticement to stay on your list. This will give you a reason to contact them and them in turn a good reason to open your emails when they see them in their inbox because they never know when you may send them another useful piece of information.
Finally, the biggest key to profiting from your lists is to not hard sell them.
Do not bombard them sales pitches and advertising, as it will lead to them unsubscribing faster than you can write your next sales pitch. Instead, gently plug your services and know that they'll contact you when they're ready to make a Mortgage transaction.
Plan Your Day Before it Starts
Create, develop, and continually improve your daily routine to stay on top of your business and cultivate new lead sources. Consistency leads to long-term stability and eliminates the ups and downs of loan production. Always track, monitor, and cultivate your top referral sources. Call, email, and mail them regularly. Schedule a certain number of prospecting calls each day to stay in-touch with your lead sources and solicit new business.
Network, Network, Network
Join and contribute to at least two networking groups and develop win-win scenarios with complementary businesses. You should also partner with realtors, insurance agents, attorneys, and contractors to share referrals.
Become a Expert and Contributor
Create a blog and post useful material related to your profession. Be accessible to your lead partners, past customers, and new business.
Customer Service and Great Communication
Your reputation is invaluable. Some of the best attributes a loan officer can have is timely communication, follow-up, and a commitment to superior customer service.
Detailed Follow-Up System with All Prospects
Create a system to follow-up with all leads and lead sources. Always remember communication is the key.
Be a Student of the Game
Educate yourself on loan products and prepare for upcoming changes in the mortgage industry that will help you stand out from the competition. Take complete loan applications and submit fully documented packages to underwriting.
Time is an asset
It should be maximized to your benefit. Review and adjust your daily routine to help improve your results. Becoming an expert in particular loan products will lead to Mortgage agents and customers seeking you out for advice. Refer loan types that you are not familiar with to another loan officer who knows that product. Don't trap yourself by taking any and all loans that come your way. A solid company culture based on efficient processing, underwriting, and closing departments is also a key component to sustained success. The best loan officers pride themselves on complete loan applications and fully documented loan files. They take the time to thoroughly explain issues upfront with their support staff to avoid delays later in the process. Good loan officers are smart, and they know if it is possible to meet the closing dates and deadlines.
Effective loan officers manage their time, direct their efforts, build new habits, and develop their expertise. They are committed to communication and customer satisfaction. Determination and self-discipline will lead to long-term growth and success.
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