(Completely revised and re-written in October 2021)
Table of Contents
1. A clear and consistent approach to generating exclusive, high-quality mortgage leads.
2. Creation of a mortgage lead generation master.
3. What are ‘mortgage leads’?
4. The Absolute Most Effective Mortgage Lead Generation Systems in 2021
5. The Magic Mortgage Lead Machine Formula
6. The Problems With the Old Lead Generation Models
7. The Mortgage Marketing Solution(s).
8. Why Invest in the Best Mortgage Leads?
Introducing… The 2021 Home Buyer Magnet:
A clear and consistent approach to generating exclusive, high-quality mortgage leads with AI technology.
Before we get into the details, let’s talk about how all of this came to be.
As you will learn today, I take what I do very seriously, and I am passionate about what I do. From 2015-2021 I ran FogPusher on my own, learning more with every new client.
In early 2021, I came on board with Thryv, a company utilizing AI technology and integrated business management software, enabling mortgage professionals to generate high-quality leads and nurture them along their buying journey.
Today, I am able to do this much more effectively than I was when I was working for myself. Now, I have much better technology and a gigantic library of proof that the services are working.
As you embark upon this mission, of generating high-quality prospects for your mortgage business, it is essential to keep the following fact in mind.
Many digital marketing specialists are more than willing to offer their services to mortgage industry professionals, but very few of them have the proof of performance for their services like I do in my current position.
Additionally, most people who claim to offer mortgage lead generation services have no mortgage background. And that is where we are different. I worked in the mortgage and real estate industries prior to making my move to digital marketing back in 2015.
I’ve run into these people time and time again since I started down this path. Today you will learn about an easier way. Use the time, money, and energy I have invested in figuring this out and ultimately, being found by Thryv, which was all necessary in order for me to have discover what I have to offer today.
The systems described here have come about as a result of hundreds of hours and tens of thousands of dollars invested in the optimation of the ultimate mortgage lead generation system.
Let’s discuss the story about how this came to be, as that paints a clearer picture of why it is the way it is, and most importantly, why it works.
Creation of a Mortgage Lead Generation Master
As a former loan officer, I was exposed first hand to the shortcomings most loan originators face when generating mortgage leads. Fortunately, my prior experience as a Realtor and project manager for a high-end home builder in NE Ohio, and managing lead generation/nurturing all prospects in each position gave me the first-hand knowledge I needed to excel in a short timeframe.
Before leaving the position in 2013 due to a nearly fatal car accident, only one loan officer was generating more business than I was. That was out of 12 Southwest US offices with 40 other loan originators. I had just held that position for about a year.
Several months after the accident I launched FogPusher on a full-time basis, specializing in search engine optimization and web design. Since my doctor had been pretty clear about how important it was for me to leave the stress of the mortgage industry behind me for at least 18 months, it didn’t even cross my mind at that time to work with mortgage or real estate companies. I specialized in working with vape shops.
I focused on providing these SEO and web design skills for about two years. Then in early 2017, I began extending this digital marketing wisdom to mortgage and real estate industry businesses and professionals.
From that time until May of 2021, I learned a lot. By that time I had personally generated many thousands of mortgage leads for my clients and had absorbed a library of wisdom about the way humans go about their home buying and mortgage acquisition journies & how to go about attracting their attention and segmenting their intent as they embark upon that life objective.
In May of 2021, Thryv reached out to me about coming on board with them. I did extensive research, and decided it was the move. And I couldn’t be happier with my decision.
What are ‘mortgage leads’?
While this may seem like a silly question, it’s the right place to start.
If you are familiar with the old system of buying lists of mortgage prospects, there is a good chance you are familiar with this approach, and possibly even looking for that exact thing.
We don’t sell lists of mortgage leads. We set up and manage systems that generate lists of exclusive mortgage leads, on your behalf. The leads are only available to you. They are not available for purchase.
If you are here to find lists of leads to purchase, you are in the wrong place. But before you leave, I would highly encourage you to consider a better alternative.
Many of my clients who have contacted me looking for lists of mortgage leads have started out doing that because that is the only thing they were familiar with having access to in the past.
In many cases, these people have had business models which depend on a call center approach, in which their employees spend all of their time calling databases of mortgage leads, which have been sold to them and to every other company willing to purchase them.
While keeping your staff busy, or more accurately, making it look like your team is working, is a novel idea, it’s far from an ideal approach. I am here to help you discover a better way.
The Absolute Most Effective Mortgage Lead Generation Systems in 2021
Today there are two primary mortgage lead generation systems we are using to generate highly-quality, exclusive borrower leads with the best ROI & conversion ratios you will find anywhere.
System #1 – Omnichannel Advertising Supported and Optimized With AI
This system, called Thryv Leads, provides an omnichannel approach to advertising. It utilizes state of the art AI technology to evaluate the cost and performance of every engagement then uses that data to optimize your campaigns where we are getting the best results.
This system spreads your budget across social media ads, search engine ads, display (re-targeting), directories, and voice search networks, then the AI automatically optimizes to maximize your budget and overall peformance.
Don’t make the mistake of half-assing your Google Ads campaign and whimming it on your own. It’s too easy to waste $2,000 with zero leads to speak of. And believe me, it happens more often than you would think.
System #2 – Search Engine Marketing
This approach utilizes the best experts money can buy on this particular approach. They find the best buys on the best keywords then optmize the keywords and strategy moving forward. Although we have some great success stories from SEM, Thryv Leads is capable of generating more leads for a similar budget.
System #3 – Search Engine Optmization (Local and Organic)
This approach optimizes your local, Google My Business positioning and it does this by optimizing every factor involved in local SEO ranking. I have written very long articles on this website in the past – no need to dive into it here.
We also offer the only search engine omptimization service I am personally aware of that comes with a money back guarantee. (This is not local SEO – it’s optimizing for specific keywords).
Tying it All Together
Arguably, the most important component necessary to make the most of the leads generated, is utilizing nurturing sequences to keep in touch with prospects throughout their buying journey.
Thryv provides the ability to do this and much more.
The Magic Mortgage Lead Machine Formula
Mortgage & Real Estate Experience
The Best Web Design & Digital Marketing Team Money Can Buy
Understanding & Having a Successful Track Record Utilizing the Latest in Targeted Advertising/Lead Capture Technology
The Problems With the Old Lead Generation Models
- In-house marketing manager provides no guarantee of ROI. They are expensive. You hire them and they receive the consistent job security associated with their position. Who is offering you job security?
- Many mortgage loan originators fail to establish themselves as the expert. You must generate meaningful content that answers questions your target audience is asking. Put yourself in their shoes and create media that answers the questions they have. So many fail to do this even though its one of the most powerful strategies in the mortgage (really, any) business.
- Live transfers are cool and all but how many people are making calls before they do research online. Millenials are more prone to use online lead capture tools before they pick up the phone – and they may never pick up the phone. Plus, in a live transfer situation, the lead has no prior knowledge of you or your company. Your closing rate on those is not likely to be anywhere close to what it can be with we have in place. After all, with live transfers you are receiving calls as they come in, they have not been screened. How effectively are you using your time if you are receiving random leads on the phone who have no idea who you are?
- Buying mortgage leads online is also a waste of time and money. If you want to chase after leads that have been sold to literally everybody who is interested, be my guest. The key to succeeding is creating a system that generates high-quality exclusive mortgage leads.
- Lack of lead generation & capture system in place. Most mortgage brokers and real estate brokers simply do not have a consistent lead generation/ mortgage sales funnel in place.
- Prowling on Realtors for referrals is another grand waste of time, unless you have a strategic plan in place, involving offering them leads. With this system, you will have plenty of leads to send their way. If you want to get something, give it away first. Active reciprocity will change your life – not just your business.
- Networking events can be fun but they rarely result in business. The only consistency to come of networking events is potential friendships, which may lead to more opportunity down the road. There is nothing wrong with attending a networking event as a mortgage professional, but it’s not the most effective way to go about acquiring new mortgage clients.
- I recently found significant evidence suggesting friends and family are far less likely to borrow or invest money with friends and family as they were even 5-10 years ago. I believe Google and consumer access to information have greatly contributed to this situation. For this reason, the traditional financial services business model falling apart, even for some of the larger wealth management companies. There is reason to believe a similar situation is happening in the mortgage industry. People want to make the best financial decisions they are able to make given their particular situation. This is much different than making a decision based on where their friend or family work.
The Mortgage Marketing Solution(s).
- Utilizing an AI-driven, omnichannel lead generation platform and Thryv, the end-to-end client experience platform that enables you to nurture your prospects automatically, keeping them engaged and providing them with value along their purchasing journey. Have us manage your advertising so you can focus on closing deals.
- Re-targeted ads. Sometimes the first visit isn’t enough to make a visitor comfortable enough with you to make contact.
- Market-proven ads delivered to the highly targeted audience of potential home buyers. We utilize the latest in intent-based targeting and in-market client acquisition strategy. Ongoing A/B testing, optimized with AI technology.
- Implementing an automated mortgage lead generation system that enables you to generate exclusive leads for whatever your niche may be. We can generate exclusive mortgage refinance leads, commercial leads, reverse mortgage leads, etc…
Our Other Areas of Expertise & Experience
- Social Media Management
- Marketing Automation
- Lead Generation
- Automated Nurturing Sequences
- Text to Opt-In
- Local SEO/Listings Management
- Reputation Management
- GMB Optimization
- Web Design
Why Invest in the Best Mortgage Leads?
The opportunity is here today but it won’t be around forever. It’s 2021 and it’s time to start working smarter. Before you purchase mortgage leads online, do yourself a favor and invest in a system which generates leads on your behalf.
The thing is, if you want to generate high-quality leads, you must consider how high-quality mortgage prospects go about buying, and you must be willing and able to invest the resources necessary to reach those people, at the exact time that they are willing to be reached.
Who We’re Looking For
Our objective is to create successful partnerships with mortgage professionals. We work with banks, lenders, mortgage brokers, and LO’s who meet as many of the circumstances as possible, listed below: and brokers who have as many of the following characteristics as possible:
- Industry Experience
- Money to Invest in the Generation of Exclusive Mortgage Leads – the Right Way
- Positive Online and Offline Reputation (I will not fake testimonials but they are absolutely necessary. Bonus points for video testimonials.)
- Ability to Handle and Effectively Manage the New Business Generated
- Willingness to Step Outside of Comfort Zone to Establish Oneself as an Industry Expert
- Original Content Creators (Videos, Blog Posts, Etc…)
- Willingness and ability to put together nurturing sequences (with our team’s assistance)
If you feel you meet these requirements, go here to learn more and to schedule a free 30-minute strategy call.