50 + WAYS to GENERATE MORTGAGE BUSINESS

Want to increase your cash flow$$$$?

I spent the am going over a business marketing plan with one of my “Broker owners” who is drumming up a lot of business. The main thing he does with his LO’s is similar to what I do.  WE ACTUALLY GIVE OUT IDEAS TO HELP LO’s DRUM UP BUSINESS.  The going get’s tough on a referral based business from time to time, and the LO’s that come to me in a slow moment have done ONE or multiple ideas of the 50+ ways to drum up business below.  IT WORKS>

Weekend Call to action = Ways to generate leads! Find one or two below and implement some idea that helps you drum up business.

Most LO’s are commission driven, which means you are your own business. Get marketing some way to allow you to transition from making calls to receiving calls. The most important system to establish in any business is any lead generation marketing system. Without exposure there is no customers, without customers there is no business. So I challenge you to attempt an angle that is here.  There is no shortage of ways to generate leads. I suggest that you pick only two or three of them to begin with, then once you have a solid pillar partner you work on the next one.  Here’s over 50+ ideas to drum up a mortgage.

  1. Real Estate Pillar referral partners.  – Ton’s of ideas on how to market Realtor’s and develop lasting relationships.
  2. Offer Specialty Financing- Market special programs on Flyers or print ads
  3. Help Realtors market their listings– Pre qualify the realtors buyers by using programs like listingbooster.com or http://www.singlepropertysites.com.
  4. Accountants and CPA Firms: They have clients who are buying or selling a home or need a cash-out refinance.  Just don’t call them in April.
  5. Advertising: Never stop. Use simple ads with a unique headline; for example, “Don’t sell your home until you get pre-approved for another one.” Print ads can be every where, even digitally now on social media.
  6. Apartment Complexes: Buy mailing lists (www.ApartmentToolKit.com) and send postcards on a regular basis.
  7. Attorneys: Attorneys know when people need money, often to pay their fees. Not just probate but divorce, family law and real estate attorneys. Divorce attorney’s are hot right now.  More divorces are filed during holiday time than any other time of year, call them now, more than likely anything filed 6 months ago is rip to be a lead for you.
  8. Auctions: There are a ton of “cash only” that need Delayed financing right away.
  9. Apparel with Logos: Hats, T-shirts, golf shirts and handbags—I’ve talked with a ton of LOs who got leads while standing in line at the grocery store.
  10. Blogs: Check out blog spots to social networking where top real estate agents blog. Connect with them.
  11. Business Cards: Use different ones with different messages on the back: one for sellers, one for buyers, one for professionals (banker, attorney, CPA).
  12. Builders Models: Stop by and leave your financing flyers.
  13. Carpet Cleaners: Many of their customers are getting ready to sell their home. Great to network with carpet cleaners to offer an incentive to start the deal… hint hint
  14. Classified Ads: Great place online and in newspaper to see FSBO and call them
  15. Credit Repair Agencies and Counselors: Ask them to refer clients to you who have gotten their credit scores in order and are ready to buy a home.
  16. Direct Mail: Target a couple of subdivisions and regularly send out mortgage information using the good old U.S. Post Office.
  17. Door Hangers: Door to door blitz anyone?
  18. Estate Sales: Attend with your real estate agent and see if they need the property listed or have a relative who wants to buy the home.
  19. Expired Listings: Offer to call expired listings for the real estate agent.
  20. Facebook/LinkedIn: There is a great way to drum up business on FB now and have leads come to you.  Facebook Marketing for LO’s
  21. Family Members: Explain what you do and ask for referrals. Put them on your mailing or email list and keep them updated on what’s happening in the real estate market and with interest rates.
  22. Farm an Area: Become the local neighborhood expert.
  23. Flyers: Cut your cost in half, print two to a page and distribute at shopping centers, Wal-Mart, Home Depot and malls. Put on car windshields, heck hang them at your local convenience store
  24. Friends: They know who will be buying or selling a home this year. Heck when was the last time you called your HS class mates.
  25. FSBO Sellers: Offer to pre-approve them before they sell their home. It’s also a good way to refer listings to your real estate agents if the FSBO seller gets tired of trying to sell it himself.
  26. Garage Sales: Is there a for sale sign in the front yard?  Do they need a mortgage?
  27. Hair Salons: Lots of talking going on. You can ask your hair dresser to refer you and give him/her a stack of business cards to distribute. Great place for a flyer
  28. Homebuilders: Find out what they are looking for in a lender and see if they will refer business to you. Network, Network, Network
  29. HUD Foreclosures: Link to HUD’s website (http://portal.hud.gov/hudportal/HUD?src=/topics/homes_for_sale) and regularly email the list to your client and Realtor database.
  30. Internet: Check Craigslist and FSBO websites and offer to pre-approve seller for a mortgage. Even Rent to own sites or Zillow, to Trulia a great way to even “co-brand” with RE Agents.
  31. Insurance Agents: You can also refer your clients to them who need to buy homeowner’s insurance.
  32. Large Employers: This is where setting up a corporate benefits program (www.corporatebenefitskit.com) can help you get your foot in the door by offering exclusive savings to their employees.
  33. Lenders: Bank and credit union loan officers may not be able to offer the same mortgage programs as you do. They are also a great resource for loans that you cannot do.
  34. Lists: You can buy lists for pretty much anything: neighborhoods, properties with no mortgage, mortgages older than five years, etc.
  35. Magnetic Car Signs and Wraps: While this might cost you thousands of dollars, it’s a great way to advertise. I know a loan officer who gets calls on her cell phone from people waiting in traffic behind her.
  36. Market Bulletin Boards: Grocery stores, coffee shops, restaurants, gas stations, even apartment complexes have pin up boards in common laundry areas for example.
  37. Military Transfers: Check out military bases for those needing to sell and buy off-base housing.  Heck go to the base and do a presentation for all Vets on their VA home loan benefits.
  38. Neighborhood Newsletters: Create them or bring a fresh zing on an article to life with a small published article.
  39. Networking: This would include BNI groups, clubs you belong to, the church you attend, PTA, etc. There are groups in every county that meet super early in the am and refer business to each other.  Get involved in some business networking group.
  40. Pens: Buy cheap ones and leave them everywhere with your logo on it.
  41. Public Speaking: Offer to speak at Rotary, Lions and Kiwanis clubs, Realtor meetings and builder associations. Prepare a bio and a short description of your topic and what people will learn from your presentation.
  42. Radio Ads or Host a Show: It’s not as expensive as you think to host your own radio show. Invite real estate agents, appraisers, home inspectors, insurance agents and interview them. Then post the audio recording of your show on your website or social media.
  43. Real Estate Investors: Know the underwriting rules for non-owner-occupied home purchases. Join RE investor clubs. Let real estate agents know that you specialize in this niche.
  44. Referrals: Don’t “ask for referrals” but say this instead—“If you know of anyone buying a home or who mentions the word ‘mortgage,’ would you mention my name and phone number?”
  45. Relocations: Get in touch with relocation companies or local companies who move their employees around a lot.
  46. Rent with an Option to Own Deals: Educate real estate agents on the underwriting rules regarding “rent with option to own” and tell them you’ll prequal them so when ready to buy, they will be qualified.
  47. Property Managers: They usually manage rental homes for investors. They know who is moving and can often refer the investor to refinance their homes. Even land contract companies can be a great target too.
  48. Seminars: One size does not fit all. Think about holding “niche” seminars: first-time buyers, women only, buying investment property, refinancing your home, new construction, FSBO seminars.
  49. Testimonials: Ask for them on a regular basis. At closing is a good time to ask them to write a little testimonial for you. Post them on your social media pages and website.
  50. Title Companies: Not all transactions close like they are supposed to. Let the title companies know you can help if the deal does not close.  What about ask them for a list of homes bought in the last 3 months with no mortgage, and all cash.  You can call them and ask if they want to do any improvements and can help them with a special “delayed financing” loan.
  51. TV: Cable companies may offer community service spots for free.
  52. Websites: The National Association of Realtor’s states that over 85% of people search the Internet for information about you before they decide to do business with you. Get your bio out there and state how you can help them get a mortgage. Every Mortgage company should have some website now days in my opinion. Now market it.

Hope this ignites a fire, on ideas to drum up loans with little overhead.  The rest is just taking action.  I have a ton of ideas and can give specific examples of real life stories on about each one of these.  WEEKEND CALL TO ACTION OFFER: For a free strategy session next week PM me.  I can help create a tailored marketing plan people typically pay for with your team.  Sell Well – Juiceman.

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