The mortgage industry is known for its intense competition, and for the most part, mortgage brokers and loan officers are on their own for prospecting new clients, so generating great leads is very important.
Getting those leads can pay off for you if done right. It’s usually cheaper than other lead-generation methods. In this article, we’re going to share 12 easy-to-apply techniques to help you dig up some leads without breaking the bank! Put these tips into action and watch your career take off in the right direction.
12 Mortgage Lead Generation Strategies That Work
When it comes to successfully getting mortgage leads, it’s important to avoid unnecessary steps and simply focus on the essentials. Finding the right customers can be a bit intimidating at times, but it doesn’t have to be hard!
In this article, we’ll focus on practical and actionable techniques that fit your needs, designed to help you find potential clients without emptying your pockets. So, if you’re ready to boost your mortgage business, keep reading for simple but effective strategies that will help you reach your goals of customer conversion!
1. Build the best website possible.
Great content is key to bringing in fresh mortgage leads. think of your website as a great resource that can bring in potential clients. Your content should offer what people are searching for when considering a mortgage – valuable and useful information. So, provide them with the information they’re looking for to capture your lead’s interest. Your customers are seeking information, so give them what they want.
A website can provide blogs, videos, images, charts, and newsletters. Offer a free newsletter in exchange for their email address, and you will be able to gain new leads in an instant. These potential clients are already interested and by providing them with a newsletter, you will be able to inform them of your services. They may be in the fact-finding stages, but they will have your business in mind when shopping for mortgages. You have an opportunity to win their trust by giving them answers and thorough information.
To get the most out of your website engage with your website visitors by using Webchat by Podium. This great tool can significantly increase the number of leads coming in and expand your business. What’s even better is that it operates via text, allowing you to keep connections with potential clients long after they’ve left your website.
With Podium’s Webchat, you have the advantage of collecting lead information even before the conversation begins with your potential client. This means you can focus on delivering amazing customer service and closing deals without the struggle of getting leads!
2. Focus on your niche and find your mojo.
Niche marketing helps you cut down your list of leads to those that are most likely to choose you. Market your ability directly to them. Focusing on a particular loan type will help you give all your attention and knowledge to the people who are looking for that loan. If home mortgages are your expertise, focus on that niche.
This hyper-focused marketing plan will increase your closing rate on the deals you propose. By focusing on one niche, you’ll soon become the expert in your area and will be able to generate a nice flow of free mortgage leads.
When you focus on a niche you:
Become a leading authority on that topic by:
- Providing more value to your clients.
- Avoid spreading yourself too thin.
- Having less competition.
- Paring down to a niche is done by taking more than just the types of loans into account.
Also consider your market by:
- Gender – Who makes the buying decisions?
- Age – Do you want to focus on retirees or first-time buyers?
- Income – Can you help low-income families?
- Hobbies – Golfing community sales only?
- Habits – Focusing on outdoor enthusiasts looking for raw land?
- Location – Catering to the city loft buyers or country farm buyers?
- Relationship status – Can you help single moms more than others?
3. Write an article for the local paper.
Call the paper ahead of time and arrange for your writing to appear somewhere in the newspaper. As a professional in your field, you should get an op-ed piece printed. Any local newspapers or magazines will work! Getting your name in print, where it appears as the authority on a mortgage loan, is all that is important. Show you are an expert by:
- Referencing research, case studies, and other known sources.
- Adding links to other authoritative sites within your article.
- Use quotes that you can cite to lend credibility.
- Write articles on something specific to those in your area and tell them why they should value your opinion.
Let everyone know how to find your website and reach you. This advertising is not just free, but it also paints you as an authority and expert in your field. If you are not a proficient writer, consider hiring someone to do the work for you.
Everyone wants to talk to the expert. People inherently want the best. It’s human nature to ask for the “manager” because people want to speak to the person in charge. Make yourself the person in charge.
4. Work with local real estate agencies.
Many mortgage brokers forget to reach out and build connections with local realtors. Most people will look at homes for sale via publications and websites before they contact a potential lender. Why not make it easier for them by working through their real estate agent to get a plug?
Yes, it takes time to develop this sort of lead building because you have to get to know the agents. They like to recommend mortgage brokers who go the extra mile and get their clients the financing that they need. It is a win-win for them and you when a home is sold and you’ve provided the loan. Show agents that you’re trustworthy, and don’t forget to recommend them to everyone you know as well.
Using these alliances for shared advertising is also a way to reduce your total cost of advertising. When the full-page ad in the newspaper is reduced by half by splitting it with the local real estate agency, you can put more toward your bottom line when deals are closed. These alliances also go a very long way in building your reputation, which means a great deal in smaller towns and cities.
5. Get organized and capture leads more effectively.
Being a very organized person is not just necessary to perform at your best, but it is also part of the image that you portray. When people see you as disorganized, they trust you a little less. Your professional image, as well as your organizational skills, is of the utmost importance.
Make the best possible impression by using effective tools such as Podium. Our Webchat feature, reviews, text marketing, and inbox help you to bring in leads for mortgage brokers. When integrated with your website, it’s a powerful tool for your business!
6. Create a mortgage lead funnel.
Building an effective mortgage lead funnel is all about simplifying your approach to convert potential customers into long-term clients. You should start by identifying your strengths and see what makes you stand out in the competitive mortgage field. Focus your efforts on reaching your target audience, whether it’s first-time homebuyers, real estate investors, or other specific groups of people.
By creating a specific approach that speaks to your ideal clients, you’ll increase the quality and number of leads you capture. Make sure you’re not repeating yourself and that each step in your funnel offers a fresh and compelling reason for potential clients to take the next step in their homebuying journey. This way, you can guide your clients from initial contact to closing the deal.
7. Focus on getting positive customer reviews.
Enhancing your online reputation through positive customer reviews can be a game-changer for your mortgage business! You should focus on making sure your online reputation is stellar. Encourage satisfied clients to leave reviews, and make it easy with Podium’s Google Review Link Generator. Simply enter your business name, and you can start generating free Google Review Links in no time!
The effect of more positive reviews reaches very far, driving increased online traffic, both to your website and even physical locations. With a higher online ranking, you’ll attract more potential clients. Managing these reviews is super easy with AI-powered tools, like Podiums AI Assistant Tool. With this comprehensive tool, you can automate review invitations, respond promptly to customers using AI-powered suggestions, and efficiently maintain your reputation across various platforms—all through a user-friendly, single dashboard for a better experience.
8. Try SMS and email marketing.
When it comes to connecting with your audience, you can use SMS and email marketing to help you get your message or point across. Instead of focusing on the complexities that SMS and email marketing can have, focus on quick and effective communication strategies. Utilize Podium’s wide array of text message templates tailored for small businesses. If you find yourself at a loss for words, you can use Podium’s free text message templates to elevate your local business’s text marketing to the next level!
With Podium, you can launch a text marketing campaign in just a matter of minutes, saving you the time and effort typically spent on weeks or even months of campaign creation. Craft your message fast using templates, reach the right audience for your campaign, and witness results in potential minutes all with Podium. Text your way to success effortlessly!
9. Create engaging and relevant content.
An easy way to get more leads is to craft content that speaks to your audience. Everyone uses social media these days and by posting relevant content to social platforms like Instagram, Facebook, or Twitter you can increase your leads quickly. Focus your efforts on producing videos or images that speak to your potential clients. Whether it’s blog posts, social media updates, or informative videos, make sure that your content is not only attractive but also relevant to your audience’s needs.
By posting content that adds value and addresses your lead’s concerns, you’ll establish yourself as a leader in the mortgage industry!
10. Track your campaign’s performance.
Monitoring the effectiveness of your marketing efforts is key! Rather than getting lost in the technical details, focus on the practical side of campaign evaluation. Keep a close eye on your campaign’s performance metrics.
This information will help you understand what’s working and what needs improvement. By being proactive in monitoring your results, you can make adjustments to improve your strategies and ensure you’re on the right track.
11. Streamline your workflows.
Efficiency is very important within the mortgage industry. Instead of getting tied down to the technical aspects, consider automating your workflows. Podium offers an AI Assistant Tool that can help you manage communications, respond to email leads quickly, and streamline various tasks!
Podium’s AI Assistant pulls leads from various sources, sends pre-made auto responses within minutes, and can even summarize customer phone calls. With these tools at your disposal, you can enhance your customer experience and grow your business in a fraction of the time!
12. Design a referral program.
Creating a successful referral program can be a game changer for your mortgage business. You can motivate your satisfied clients to recommend your services to their friends and family, and even provide rewards or incentives for their referrals. This, in turn, leads to even more customers for your business boosting your reputation and profits!
This approach can lead to a steady batch of new leads, often of higher quality, as they come with a personal recommendation. Be sure to create an effective and appealing referral process that rewards both referrers and referees, creating a win-win situation for all parties involved!
Grow Your Mortgage Business With Podium’s Tools
Podium brings powerful tools to the table, that can help transform your mortgage business. With a wide array of resources, including an AI assistant, review management tool, webchat, and more, Podium is your ultimate tool for growing your mortgage business. With Podium, you can connect with your client base in a quick, yet meaningful manner which will help establish you as a top mortgage business. Let’s dive into how these tools can boost your business!
Webchat by Podium
Make the best possible impression by using online platforms such as Podium. Their Webchat feature can help to bring in leads for mortgage brokers. When integrated with your website, it’s a powerful tool! With Podium’s Webchat, your website transforms into an engaging platform for conversations.
This tool can boost leads significantly compared to other traditional methods. Because Podium WebChat is text-based, you can maintain connections even after visitors have left your site. By gathering lead information before the conversation begins, your team can concentrate on delivering exceptional customer experiences and effectively closing deals for your mortgage business.
Podium Interactive Platform Puts All Your Messages In One Place
Podium’s Inbox feature can help you bring every aspect of your business together. You can manage all your social media account messages in the same place as your website chat. Keep track of conversations with ease so that you never forget a name or the context of a conversation.
You can quickly and easily look up the conversation you had with someone because it will all be in the same place. This means that you are better prepared and organized at all times.
Get Great Reviews By Using Podium Reviews
Your mortgage clients can also leave you reviews more easily with Podium and you can prompt them to do so through text messages that they simply click on to leave their review. When you have a lot of reviews, your business will rank higher in search engines, which also goes toward building your reputation, website traffic, and lead generation.
Gather a lead’s phone number right at your website. Text information and have conversations with them. You’ll even be able to send them documents via text messaging, enabling you to gather loan information and documents so that closing deals is faster and more convenient.
Tools that bring your mortgage loan business into the modern era are necessary to set yourself apart. Too many companies forget to take advantage of the modern technology that is available to them. Customers love technology that makes things easy. Match their enthusiasm for technology and leave competitors behind. Lead generation will become far better when you use these tools!
FAQS:
Q: Where do mortgage companies find their leads?
A: Mortgage companies can find leads through many channels! It often includes building relationships with real estate agents, financial advisors, and other professionals in related industries. Additionally, online marketing, referrals, and lead generation services are common sources of leads for mortgage companies.
Q: How can I obtain free mortgage leads?
A: Getting free mortgage leads usually involves a combination of strategies like using social media, creating valuable content to attract traffic, and nurturing your existing network. By providing valuable information and building trust, you can generate leads without significant costs!
Q: What defines a quality mortgage lead?
A: A good mortgage lead is typically someone interested in obtaining a mortgage, meets your target client, and is more likely to convert into a paying customer. Quality leads often come from referrals, pre-qualified inquiries, and individuals actively seeking your services through various marketing channels.
