Mortgage Lead Generation for 2010Topic: Mortgage
Mortgage lead generation should be considered one of the most important activities a loan officer can engage in. Without a reliable source of fresh and qualified prospects flowing in each week, your pipeline, and ultimately your pay-check will suffer.
Unfortunately, this subject is often put on the back-burner for many loan officers, as they seek out a fast and easy solution such as purchasing leads, or paying for expensive mail drops, and other strategies that are pitched to the originator as "turn-key" solutions to closing more loans.
You know how that usually works out right? A good mortgage lead generation plan is typically going to require a bit more than just writing a check to a service provider. Think of it this way; if the service really delivers great mortgage leads, then how long do you think it will take before that particular service becomes saturated with long lines of loan officers wanting in? It won't take long before this once effective source is watered down. There are only so many pieces of mail that can be sent, and only so many times a lead can be sold before the borrowers get frustrated.
So what's the solution? Should we simply throw in the towel and look for another career? Not a chance!
Mortgage Lead Generation Tip #1
Let the borrowers come to you. Think about it. Are you at your most friendly when a telemarketer calls you to sell you on a new credit card protection plan? If you're like me, then I doubt it. We don't like to be interrupted with sales pitches. Neither do your prospects. But how about when you actually need a service badly enough to go in search for it? Now are you more likely to listen to what the sales person has to say?
Of course! The same is true of your borrowers. In most cities, there are hundreds, if not thousands of borrowers who take the time to visit a search engine online and perform a search for mortgage loans. These people are serious enough to take time out of their days to search for and research the topic of mortgage loans. Wouldn't you say this makes these people far more qualified leads than those you would cold call?
Imagine if you had a strategy as part of your lead generation campaign that put you in front of these people at the very moment they performed these searches? Are you seeing the potential here?
Mortgage Lead Generation Tip #2
Have a Call To Action. I took a little trip across Google looking at dozens of mortgage websites. Can you guess what I found? Most of them look, and sound as if they were written by the same organization. I'd be hard pressed to find a single site that stood out. All of them brag about great service on the front page, and then excitedly point out that I can apply for a free mortgage quote.
What's so special about that? Think like a borrower. Will he or she see this as an amazing opportunity to get a quote? Nearly every single website offers this service, and I have yet to find a site that charges for it, so why is a big deal being made about the fact it is free?
The claims of great service are also clich?. Have you ever run across a loan officer who warns his prospects that his service is mediocre at best? Not a chance! In other words, these are the sorts of messages that go in one ear and out the other. They blend you in with everyone else. If you want a mortgage lead generation campaign that delivers something other than the same old results you're tired of, you need to think of a few calls to action that make your prospects excited.
This could be a list of tips, warnings, an e-book, a guide... If you're marketing online, you can create an audio clip or video. There are numerous ways to draw your prospects in without sounding like every other loan officer and mortgage company on the block.
Many originators are searching desperately for a reliable way to self-generate their own mortgage leads.
by Chad Weber
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There is no such thing. When you use those types of lender, they prey upon peploe like you with high fees that make the mob blush. If you want reasonable fees, use a legit bank ..but I am willing to bet you do not have the credit and income for that or else you would not be resorting to online lenders.
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