Where can you find the people who need a mortgage? Lead generation is easier than you think.
You. Yes, you! Stand up and take a bow. If you weren’t in the mortgage business, the rest of us couldn’t buy homes. The tricky part, though, is with mortgage lead generation. Where are all those home buyers?
Whether you work for a bank or as an independent mortgage broker, you still need to generate leads. You have something big in your favor, however. Buying a home is a mystery to most people, especially first-time home buyers. The majority of people will only go through the mortgage process two or three times in their life.
As a mortgage broker, you know the system inside and out. This knowledge is your key to mortgage lead generation. Your expertise is the basis for most of these ten tips; use that as your secret weapon to bring in leads and create business.
10 mortgage lead generation tips that you can rock
1. Ask for references
When you have a good relationship with a client, ask if you can use them as a reference. There is a lot of talk about testimonials and referrals (both of which are excellent ideas), but the magic happens when your potential client speaks with a satisfied former client.
2. Build a relationship with real estate agents
Referrals, as noted, are an excellent source of business. Develop a good working relationship with a few of the top real estate agents in your area, and you’ll have a steady stream of clients.
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3. Write a column of home-buying tips to publish in your local magazine or paper
A regular feature in your local monthly magazine or your neighborhood newspaper will reach home buyers in your area. Bonus points if your readers can write in with questions that you answer in your column.
4. Make your website a resource
Like any marketing, your website isn’t about you. It’s about how you can solve a problem for your clients. They need a mortgage; they don’t, however, care if you went to the University of California or Ohio State. What they do care about is how knowledgeable and competent you are. You can tell them that over and over, but if you want to make it count, you’ve got to show them.
Provide exhaustive information about the home buying process, the mortgage process, insurance, home inspections, and anything else related to buying a home. When you’re the expert, you automatically enable mortgage lead generation.
5. Maintain an active social media presence
To go along with your website resources, maintain an active presence on at least one or two social media sites. Your social media is more personal and interactive than even the best website. This is where potential clients can get to know you and learn more about you.
6. Use unique business cards to get attention
You have a business card. So does every other mortgage broker in the country. Does your card stand out? Make a statement and get noticed when you think outside of the rectangle for your next business card.
7. Offer a discount for referrals from large employers
If there is a large business in your region, see if you can take part in the employee perks package. Offer a discount for employees that get their mortgage through you. By providing discounts to a group, you’re automating your mortgage lead generation tactics.
8. Build a relationship with banks
If you don’t work for a bank, you should work with a bank. You might offer something that mortgage officers within a bank aren’t able to offer. Likewise, if you refer a client to a bank for help with a mortgage that you aren’t able to service, your customer service is noticed. The more positive relationships you create, the better your business will be.
9. Do a 5-minute segment on a local radio show
If you can get a daily or weekly segment on a local radio show, you A) get free advertising and B) provide value to potential clients. In fact, you can use one topic, let’s say “What is a home inspection”, and have a blog post on your website, multiple social media posts, and a segment on your radio program using the same material. In effect, you turn one piece of marketing material into several.
10. Use a CRM to stay organized
Working on mortgage lead generation is one thing. Keeping it all together (and organized) is another. A quality CRM will help you with emails, automate follow-ups, and measure the results of your marketing efforts.
Want to take your mortgage lead generation to the next level? Schedule a free demo of our lead management software and turn leads into customers with less work!