Mortgage Marketing: Ideas for Lead Generation

In the mortgage broker business, the name of the game is lead generation.  If you’re looking to devise new strategies for attracting clients, we have ideas to help make the process easier.  Consider trying some of the following:
Generate a List
Think of the people who you come into contact with over the course of a year.  These people could include friends, family members, acquaintances, service professionals like your mechanic, and past co-workers.  On an annual basis, send out a letter highlighting your services suggesting that they request a consultation with you to learn more.
Be a Do-Gooder
Most people have charities that are close to their hearts.  Get involved with one that you feel strongly about and use it not only as an opportunity to help others, but also as a chance to network.  When you meet new people, hand them your business card.  Rather than go for an immediate hard sell, allow people to ask you about what you do and use those moments to casually highlight your services.
Join a Networking Organization
If there’s a professional networking organization in your community, become a member.  If one doesn’t exist, consider creating your own with people who work in complementary industries.  For example, you might want to start a small networking organization that includes a real estate attorney, a realtor, and a builder.  Socializing with other networkers gives you the opportunity to share leads, as well as acquire new leads of your own.
Ask for Referrals
It’s always a good idea to ask your existing satisfied clients for referrals.  After closing a deal for them, find out if they can provide you with names of people who might be interested in your services.  This not only will give you more leads, but it will also provide you with a testimonial of sorts from the individual who made the referral.
Offer Presentations
If there’s a topic that you are well-versed on, consider giving a presentation on it. You can present at local civic groups, your library, or your community’s recreation center.  This will give you a chance to show off your expertise while also giving you the opportunity to pass out business cards to attendees.   This can also include other people who are interested in getting into your field. For example if you are well versed in mortgage marketing and can share helpful information to others it usually will stay in their minds and they would be more likely to even refer people or clients to you.
When following these strategies, remember to be friendly, rather than the stereotypical pushy salesperson.  No one wants to inadvertently subject themselves to an aggressive sales pitch.  Instead, focus on meeting new people and when the conversation drifts to your line of work, use that as an opportunity to answer questions others have about your business.  You’ll find that these casual exchanges will ultimately help you to generate more leads and grow your business.