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I spend time going over business marketing plans my “Broker owners” who want to step up their game all the time.. The main thing those successful in leadership do with 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> If you’re a small shop or big, you should have some “marketing plan” in place to take advantage of several of these on the list.

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. Reach out to me I can give you at least 10 more ideas in this segment, from hosting lunch and learns, to visiting open houses.
2. Offer Specialty Financing- Market special programs on Flyers or print ads, or on social media.  But key here is segmentation.  Like a VA campaign, or a specialty product like a construction loan or 203k for example.  When you niche market you can gain a lot of exposure.
3. Help Realtors market their listings– Pre qualify the realtors buyers by using programs like listingbooster.com or http://www.singlepropertysites.com. *BIG ONE – This is major JUICE and for those that “get it” on social media are helping their pillar partners drum up leads.  (hint doesn’t have to be just RE Agents)
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.  If you’re all referrals and don’t buy leads, you should have a marketing campaign strategy to reach out to “different pillar partners” at different TIMES of the year.  (October is for this)
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.  I am a fan of always having multiple mediums to advertise on, Radio, print, and social are the top one’s for sure.  I’d spend time learning social if I was you.  (hint I have the BLUEPRINT that can teach you to the basics of driving traffic FREE to your fan page – The BLUEPRINT social media training workshop
6. Apartment Complexes: Buy mailing lists (www.ApartmentToolKit.com) and send postcards on a regular basis. Heck I would go there and find some pin up board in the laundry room and post up a flyer or a business card at all the local apt complexes around me.  – Do some leg movement here.  Partner with them.
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. So here we are in Jan, did you reach out to a divorce attorney yet?  No, make a list and reach out next week.  Thank me in six months.
8. Auctions: There are a ton of “cash only” that need Delayed financing right away.  This is a great way to segment and can be a great source to follow up and gain referrals with.
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. – Are you branding your brand?  At closing how many of you Mortgage Companies are giving the client a white glove treatment.  Do they any goodies they leave with?
10. Blogs: Check out blog spots to social networking where top real estate agents blog. Connect with them.  Some have them, but rarely do I see them shine.  Do you advertise on LinkedIn like I do when you post?  Do you post a video like me?  Do you have banners or ways to actually drive “revenue” from this outlet?  Oh yeah I just said that – and Blogging can be lucrative enough to create a pot of extra cash you give back to your sales force for contests even.  But as an LO, you can use it to drive exposure and post on multiple platforms all at once.
11. Business Cards: Use different ones with different messages on the back: one for sellers, one for buyers, one for professionals (banker, attorney, CPA).  Look if you haven’t heard of a virtual business card yet, look into it.  As an LO, if you give someone a business card you would want to know when they are thinking about you (or your rate) and call them when they are “hot”.  This is what they do.
12. Builders Models: Stop by and leave your financing flyers. – You know builders are on social, they do have models and from a financing standpoint, many LO’s just think they have their own lender.  Well guess what, they want you to stop by.  Most builders I talk too only do the whole “preferred lender” thing because no other LO’s stop by.  They actually have a LACK of options and don’t speak up.
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.  What’s funny is this is part of the while glove experience I am talking about! Partner with movers and carpet cleaners too, not just RE Agents, think outside the box.  Being creative is what will gain you results.
14. Classified Ads: Great place online and in newspaper to see FSBO and call them. What you thought RE Agents are the only ones to call expired listings?  Or FSBO homes.  Funny thing is, in a short as 10 calls I bet you can find one person interested in cash out that might have the equity.
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. WHAT? You don’t have a corporate go to credit repair company?  You should.  And they are a great referral source for mortgage LO’s.  Many forget about them.
16. Direct Mail: Target a couple of subdivisions and regularly send out mortgage information using the good old U.S. Post Office. – If your creative, and have good ad copy, there’s no reason why you couldn’t see a decent ROI from a mail campaign.  – It’s not completely dead, and with the right targeting it can drive results.  (FYI- stay away from VA mailers, this is overkilled)
17. Door Hangers: Door to door blitz anyone? – How about a community give back event or a barn raising.  Or habitat for humanity home build your team takes part in and then blitz’s the nearby neighborhood? – Just outside the box thinking.
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.  – These happen every weekend, are you in tune>
19. Expired Listings: Offer to call expired listings for the real estate agent. – Depends on how hungry you are, you could actually make calls to help a RE Agent.  Just stay in your lane, (keep your license in mind).
20. Facebook/LinkedIn: There is a great way to drum up business on FB now and have leads come to you.  – Want a full done for you solution custom tailored with a CRM and 6 month email drip campaign all built in.  Yep turn on the robots yourself and sit back and call the leads that come flowing in.  Done 4 you Facebook marketing funnel solutions
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. – We are told to do in the beginning, however rarely a LO goes back to their “family” and really push the matter.  When was the last time you reached out to your uncle and let him know what you do?
22. Farm an Area: Become the local neighborhood expert. – Literally, either segment in like a USDA area (farm area) or just know the local area enough to be marketing as the expert.  (Grocery stores should be added to this list – Have you ever seen a RE Agents face on a bus, or a bench, or a grocery store shopping cart?)
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.  – There are some wholesale lenders that provide broker’s these.  I encourage it, and helped create them in my day, and I have a ton of ideas you can actually use these for, hit me up. (see end of article)
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. – Facebook and social selling is where it’s at.  If you’re not “checking in” to your business page at least once a week you are missing out!
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. – Again this is gold, and I’d be on the look out for those you drive by as well.
26. Garage Sales: Is there a for sale sign in the front yard?  Do they need a mortgage? – Ha, GOLD here.  You know there are more garage sale groups on facebook than any other type of group.  How many in your area are you in?
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.  You kidding me, one of my best TX broker’s owns a salon, and she gains all her business from just shop talk.
28. Homebuilders: Find out what they are looking for in a lender and see if they will refer business to you. Network, Network, Network. Ummm did I say 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. – Inside tip, check your state regulation, but an LO can absolutely advertise in many states the HUD foreclosures. (certain disclosure and or state jargon needed look it up)
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. – Not just co branding, but actually sourcing leads that want a house.  Yep, another funnel system, do you see a trend yet?  Complete done for you option for this type of ad copy.  And done by one of the pro’s – Buyer/Seller lead Funnel Campaign
31. Insurance Agents: You can also refer your clients to them who need to buy homeowner’s insurance. I think you’re beginning to see that I suggest you expand your referral network beyond just RE Agents.  Insurance agents are a great source of referrals, and apart of your “White Glove” treatment.
32. Large Employers: This is where setting up a corporate benefits program can help you get your foot in the door by offering exclusive savings to their employees. – Mentioned in the video, and I think its super hot.  Many don’t do this from a mass perspective.  If you’re in small town USA and half the town works at that one manufacturing plant I would be all over this.
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. – UMMM – Yeah, I hear of Broker’s that gain deals from Wells guys all the time that they can’t do.  Got a person to send your turn downs too? (mind RESPA and do the right thing peeps)
34. Lists: You can buy lists for pretty much anything: neighborhoods, properties with no mortgage, mortgages older than five years, etc. – While this is older and not as viable I don’t think, what is GOLDEN now days is “internet cookies” you see INFORMATION is the new gold rush.  You can buy lists that target those that may be looking based on behaviors now, and they may not have filled in a form yet.  If they looked up “mortgage rates” you can find out.
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. – One of my best brokers in Cali has his shops smart car wrapped.  It’s awesome.
36. Market Bulletin Boards: Grocery stores, coffee shops, restaurants, gas stations, even apartment complexes have pin up boards in common laundry areas for example. – Again these are everywhere, hardware stores have them too.
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. – If you’re in an area that is near a VA base I would suggest you stop by, offer to do a presentation on VA home loan benefits etc.  This is a huge segmentation niche I would suggest you jump into.
38. Neighborhood Newsletters: Create them or bring a fresh zing on an article to life with a small published article. – I pay a HOA, and I get a news letter in the mail, and you know what I looked at the back and saw who advertised before I threw it away.  – Maybe your ad could be eye catching enough.  FYI. CHURCHES have programs like this handed out every week.  Some don’t charge to advertise.
39. Networking: This would include LBN/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. Chamber of Commerce in your area meeting? Join these events.  And go for the long term, they pay off big time. (Local Business Networking – look it up)
40. Pens: Buy cheap ones and leave them everywhere with your logo on it. – Do you have some leave behind that has your name on it that you leave all over the place? These are great ideas!
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. – I’d go a step further and get into a VFW hall or something and do a presentation on VA home loan benefits.  – Just a thought.
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.  I had another one of my broker’s sponsor a concert with the goo-goo dolls and it was a hit.  They got to be on the radio, go to the show, meet the band and got a TON of leads.  Are you thinking outside the box?
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.  If you have a construction loan of any type to market I would be all over groups that have my target audience in it.  Just me “typing” out loud.  lol
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?” – Funny thing is referrals come from testimonials, and if I was you, I’d be attempting to get a review online every chance I could get.
45. Relocations: Get in touch with relocation companies or local companies who move their employees around a lot. – Again if you think outside the box, there’s tons of leads here.
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. – You could even talk to a landlord about putting renters in a land contract to help him be bought out 12 months down the road.  I call it property planning.
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. – Again referral network expansion.
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. – Somewhat overkilled but still viable with certain niche marketing.  I’d go after the niche’ stuff.
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. – Fan page marketing anyone? When was the last time you had someone post one of these on your fan page?
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. – I think often times title companies are forgot about because their “service” is used in all loans.  When was the last time you had this conversation with your title rep?
51. TV: Cable companies may offer community service spots for free. – Just a thought.
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.  If you do not have some landing page or website, I network with lender home page, a great company to help you get a viable website with calculators and the whole nine to become more social media prevalent. See the banner on the far left of website. 🙂

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.