02/26/2019
***Untapped Strategies To Capture Mortgage Leads Fast
“So how can I capture leads that actually want and need a mortgage ASAP”?
In my 14+ years of coaching loan officers and mortgage companies, this is easily the question that I get asked more than any other hands down… In this post, I will show you 3 PROVEN methods we’ve been using over and over again for years all across the U.S. to get near instant results.
Ready? Let’s go:
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1. Your current database - This includes past closings, leads captured or purchased who never materialized, and even old/cold prospects and referral sources.
I’m serious... if you need leads that will turn into applications RIGHT NOW, you’d be hard pressed to find a better source than your current database. But you need to have the right approach, which is where most LO’s are lacking at the moment. Let’s fix that.
In A Nutshell: Use a free video screen recording software (I’ll show which I use in the free guide that'll be ready Thursday. Type SEND ME in the comments below and I'll send it to you.) to craft short messages to those in your database.
Use odd holidays (Nearly every day of the year is an obscure holiday of some sort in America) to wish them a “Happy __________” with some simple tips, then ASK for a referral or recommendation. It’s super easy and gets referrals and loans nearly immediately. Don’t need to spend a dime to implement.
Pros/Why it works: Sending 1 to 1 video emails or messages to your past clients or database is a very reliable and proven method to get positive responses and applications. (Not to mention referrals) I’ve noticed that most LO’s with a smaller database are sitting on at least 2 or 3 loans that are ready to close this month if they’d just reach out.
Have a larger database? Easily sitting on 4 or 5 closings… The key is you have to reach out in a personal way that is hard to ignore. You need a REASON to reach out. (I’m almost done setting up a step by step downloadable guide that shows you how to do exactly what I described above. Just type SEND ME in the comments below and I'll send when it's ready)
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2. Video ads
What: Video ads are generally 30 - 60-second messages that pack in the value, and offer valuable information/calls to action. These videos can be run on multiple platforms as pay per click, or pay per view/impression.
In A Nut-Shell: Record a short presenter-style video, or explainer video. Keep it short, and have an offer at the end. Run these on Pay Per Click ads platforms. When clicked, lead to a landing page or mini-quiz, or Bot.
Pros/ Why this works so well: Video ads tend to be cheap (As in DIRT cheap) compared to other ad types, and are more difficult for your competition to copy. The targeting and filters available on some platforms would have you salivating all over your keyboard… (Yep...They’re that good)
Video engages your prospective borrowers with far more emotion than regular ads. Many studies show up to 300% increases in viewer engagement, and length of message viewed. Don’t ignore this powerful form of lead capture. If you do, you WILL fall behind. No ifs, ands, or buts here. You NEED this as part of your marketing arsenal.
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3. Micro-niches: Niches within a niche…
In A Nut-Shell: Target hyper-specific niches instead of the larger niches. (I’ll show you how in the free How-To guide. Type SEND ME in the comments below and I'll send you directly when ready) Run ads to these micro-niches specifically mentioning the niche by name, so that the prospect thinks: “Hey, that’s me”! (I’ll even give you some sample micro-niches in the free guide.)
Pros/Why this works so well: Micro-niches are hyper-targeted groups of people that all share some sort of identifier in common. No, we’re not talking FHA, VA, or reverse mortgages here. We’re talking even more targeted.
Think of it this way. A prospect sees your ad and thinks to him/herself “Oh wow! That’s me”! That’s what we’re going for here, and in the age of segmented labels that the media puts on everyone, we all tend to self-identify with those labels whether we want to or not.
Tap into this, and you will generally pull in 40 - 50% more leads for about 25 - 35% less spent per lead. (*These are my observed #’s and averages - Not a guarantee of performance for everyone as many variables can impact performance)
Labels… Everything is about labels these days! You can ignore it, or you can tap into it with ads that speak to how people see themselves. For example - “What do all of these people have in common”? Answer: “This micro-niche is filled with people who all work _________ or at ___________ and have the job title of ______________… See what I’m getting at here? This form of targeting kicks the tail of most other forms of targeting. More leads, while spending less? Yes please!
Ok, that's it for the brief introduction - But now you're ready for the step by step? Ok then, I'll send out the step by step How-To guide on Thursday, but only to those on the waiting list. Type: SEND ME in the comments below and I will add you to the list,
See you on Thursday! (Only if you commented below that is...) ;)
