All The Ways To Get Mortgage Leads

Visit real estate offices consistently, with or without flyers. When you call these offices, be effective and let them know about all the new financing options available to create value. Don’t rely on flyers to grow your business for you. Flyers are only useful to let Realtors know that you were there, or for announcing a new program that’s unique to you or your company. If you are using flyers as a crutch (to give you a sense of security) to call on offices, do it!

Ask to talk at weekly meetings for real estate offices. When you do land a meeting, be sure to prepare. Make them want to do business with you. Do something different from everyone else. Make them laugh, make them better, and make them want to do business with you.

Offer to sit in the real estate office and or open houses on weekends with the Realtors to be available for pre-qualifications, answering questions, and taking new loan applications. This is an aggressive move and shows them that you mean business and are willing to do whatever it takes to make it happen.

Join your local MLS to network with realtors. The more places you put yourself allows you to meet more people who can give you business. While getting involved in these organizations is good, nothing will replace going up to a Realtor or builder or borrower and asking for business. Asking for business point-blank will always work if you do it enough. Remember that this is a numbers game.

Join builder-associated groups such as the National Association of Home Builders (NAHB) and the local Building Industry Association (BIA). Your involvement in these organizations must be consistent to get the most out of them. Understand that it’s difficult to be all things to all people. Narrow down what you’re going to commit to and get involved in.

Join local affiliated groups such as The Rental Housing Association and others such as escrow and title company groups. These relationships are what I call non-direct or affiliated relationships. They have some business potential but don’t devote too much time getting involved in everything they do.

Host an event for the local real estate professionals. You can get the local title companies and others to help sponsor to keep the costs low. I conduct seminars on peak performance and I always get a sponsor and invite the Realtors. I have anywhere from 50 to 150 attend. They love it because my focus is on helping them out. As a result, I get business.

Join and attend all Multiple Listing Service (MLS) and Board of Realtor functions. If your business is Realtor-based, you must campaign for yourself. Look at yourself as a politician. If people know you and you have a great reputation, you will be in a position to get lots of votes…or loans in our case.

Send a weekly flyer, newsletter, or another mailer to Realtors. Include small mom-and-pop shops even if they have just one person. This is a must. There is no excuse for not having and sending out a personalized professional newsletter to clients and potential clients. So many great companies offer your name, picture, and personal information on their pre-written newsletter. All you have to do is pay the fee and they do all the work.

Check the the MLS or Zillow or other open house publications for open houses. Call Realtors and do financing flyers for them. They always appreciate this because again, you are helping them out. It’s easy to get them to say yes to open house flyers. If you get them to say yes there, it will be easier to get them to say yes to giving you some loans.

Stop by open houses on weekends. Bring goodies and be prepared to do financing alternative flyers,pre-qualify borrowers and/or take a loan application. This is the easiest way to expand your business. Realtors are always approachable in this setting.

Offer to sit on their model home tract on a weekend to prequalify borrowers. You can do this with builders or Realtors. But do not let them take advantage of you. Make sure you’re getting business from them if you are providing this service.

Conduct or sponsor seminars that help Realtors and/or builders increase sales. One idea would be to interview the top 10 Realtors in your area. They will love to do an interview because they all love to talk about their success. Then offer to present the results of your interview to other real estate offices to help them increase business. This also gets you in-the-door with the top producers.

Conduct “New Homebuyer” seminars for the public. When done right, this works great! You can get a sponsor or two to help make this more of a success. Title and escrow companies, Realtors, and financial planners are good contacts for sponsors. Use ads that catch attention such as: “Don’t Buy Your First Home Before Attending This Free Seminar!”

Call and/or visit FSBO’s. Do a computer cost sheet and help them pre-qualify the potential homebuyers who look at their home. You can also offer signs, guest registers, and market analyses on their home. This is an easy sale because they are also very concerned about qualified borrowers.

Consistently build off your past borrowers. Have a contact management list. Send a mailer to all of the loans you’ve closed and keep in touch with them. Ask for referrals! You’re throwing business away if you don’t keep in touch with your existing clients.

Keep a journal or some kind of record on who has called on loan information and check back with them within a week. Many loan officers talk to potential borrowers, then throw the information away. Start a file for floor calls. Make notes to call these people back as follow-up.

Join outside organizations such as, clubs, singles groups, ski clubs, gym memberships, and churches. Whatever your interest and beliefs are, make sure you tell everyone what you do! Always keep your business cards with you and ready to give out.

Contact your local TV and radio stations and offer your expertise for news specials and industry changes. I once took calls for one hour on a TV show regarding refinancing and received a ton of business. Get to know your local TV and radio personalities. Once you get in with them, they will continue to contact you as an expert.

After you close a loan, send a thank-you note to the borrowers and both Realtors. Then call them to ask for referrals. Make it a point to call on them personally as well. This is great timing. They will appreciate you for closing the transaction.

Get a list of potential refinance customers from a title or escrow company. These lists are usually free and you can team up with the title company to grow your business. This is a must because it’s an inexpensive way to reach many customers.

Do joint advertising with top Realtors or builders. This is a great way to team up to help each other expand and grow business. Make sure to monitor what you invest to make sure you’re getting a return on investment. To do this, you must be getting a lot of business from your partner in advertising. Of course, you don’t want to alienate other Realtors who might not use you because of your affiliation with your advertising partner.

Offer free credit counseling for people interested in home buying. Free credit counseling can be a big draw for new clients and referrals. Make sure you give them accurate and professional advice. If they can’t qualify for a home now, let them know when they can and advise them accordingly.

Ask local city and county housing or planning departments for local contractors that are active for rehabilitating homes. They will give you this information by phone or by mailing you a list. These contractors are a great source of referrals for first and second mortgages. Especially if you do a lot of FHA 203K loans and the like.

Develop a website. This is a must. This is an inexpensive way to let many people know who you are and what you do. You can get a basic website for as little as $150. Get your website started and improve it as you go. You will want to be included in as many search engines as possible.

Visit new model homes on the weekend. The key to builder business is starting relationships with the builder’s salespeople sitting on the new home tracts. Look in the weekend newspaper for their locations. It’s important to be as familiar as possible with the particular builder you are calling on. Consistently visit their site so that you can get to know the homes as well as the people selling them.

Write out names of everyone you know. Most people know at least 250 people. Those 250 people know 250 people each. That’s 62,500 people that you are connected with right now. I promise you that out of all those people, you will find new mortgage loans.

Advertise. It’s impossible to advertise too much. Go to seminars and workshops to learn as much as you can on how and when to advertise in newspapers, real estate magazines, specialty magazines, billboards, radio, TV, and any other place to get your name out there. Keep trying until you find what works for you!