Without experience, generating exclusive mortgage refinance leads is always easier said than done. You likely already figured that out.
While it may not be easy or cheap, it is definitely worth it if you have patience, a marketing budget, and dedication.
There are specific advantages working refinance deals over pursuing buyers.
Whether you decide to take advantage of my advice regarding refinance business or disregard it, creating a mortgage lead generation funnel is one of the best decisions you can make for your business. Generating exclusive mortgage refinance leads may feel complicated but really you just need to position yourself correctly and work with a mortgage lead gen specialist who has experience and knows what they are doing.
Invest time and money in a website/sales funnel that serves as an authoritative resource for any prospective clients seeking to learn more about mortgage refinancing. This part of the strategy is the same for generating commercial and residential refinance leads. This part of the process is essential to maximizing your success everywhere else.
After all, people don’t want a loan to refinance their home, they want financial freedom, cash to solve their specific problems, etc… In order to ensure that you get a shot at helping them, you need to establish comfort in your person, pricing, and product – online. Display refinance testimonials (preferably video) and help people feel comfortable with you, your mortgage refinances products and your rates.
Keep track of your wins on your website, social media, etc… and generate fresh content everywhere. If you are not accustomed to generating original video or blog content, this may feel like a daunting task – but with the right marketing and content creation tools, it’s really not so bad. Some of my favorite/free resources for creating content are below.
Every time you are able to save a client money or put them in a better situation in their life, you should be documenting this publicly so people can see what kind of results you’re producing.
Identify your target audience (buyer personas) and specific areas of expertise. Create video and original blog content answering questions for prospects in this space. #2 explains how to find the right questions.
2. Figure out what questions your ideal prospects are asking. Answer these questions and deliver the content.
It’s as easy as recording a video of yourself on your smartphone than using very simple phone apps to edit. Then share this content in a way that is likely to be seen by prospects who can benefit from it.
YouTube is now the largest search engine for people looking to learn things and it’s your perfect opportunity to put yourself out there in a way that establishes credibility and trustworthiness at the same time.
For example, whether you’re targeting residential or commercial refinance prospects, brainstorm a list of questions your prospects are most likely to be asking. You can also use websites like Quora to find out the exact questions people are asking.
I find more often than not that mortgage professionals forget that the general public does not understand mortgage terms and lingo like they do. The idea is to explain things like you’re talking to an 8-year-old. This is very important. If you go over their head they will be instantly turned off. The same goes, in many cases, for commercial property owners as well.
Some common property refinance questions might include: “Are penalties generally paid during refinance transactions?” “What are the primary benefits of refinancing?” “What are the downsides of refinancing?” “Is my original mortgage paid off when I get a refinance loan? “What’s the difference between a HELOC and a straight refinance?” “Is it a bad idea to refinance a home in order to pay for various life emergencies?” “What’s the financial difference between paying closing costs and any additional fees to refinance versus using a credit card or personal loan?” Etc…
Conduct some YouTube research to see what other types of competition you have out there answered these questions. Throw in your local geographical area and see how many people are asking these questions for your particular area. There may be some people making videos of these sorts but what I often find is that the presentations are very boring and the tone of voice is generally extremely monotone and the vocabulary is over the average watcher’s head.
You can tell how effective these videos are as many of them have less than 10 views after being up for a year.
3. Create and deliver your original content to a highly targeted audience group using social media advertising.
Instead of sending out postcards, use better and more comprehensive technology to reach out two potential refinance clients.
Social media websites such as Facebook, Twitter, LinkedIn, Instagram, and Pinterest are all actively collecting information about the behavior of their users, in order to enable more accurate advertising efforts. Each has their own special way of gathering information and making it available to advertisers.
Just keep in mind, many people use particular social media services in order to avoid advertising rather than to be bombarded by it, so proceed with caution. Your social media ads should not feel like advertisements and there must be constructed in a way that is not perceived as advertising. Not only is this true for generating mortgage leads, but it also applies equally to generating leads for real estate agents/brokers.
If you don’t have full mortgage sales funnel up and running, you will run into significant challenges capturing the lead information. Lead capturing is an art and a science. Once you have professional sales funnel in place, this process will go much smoother.
4. Take advantage of search engine PPC advertising to catch mortgage refinance leads at the right time.
Social media ads can be great at getting the right message in front of the right person but search engine marketing has a tremendous advantage in that it allows you to get your targeted message in front of the right person while they’re looking for the information you have to give them.
Social media ads are geared towards catching a highly specific audience. PPC ads, on the other hand, target an audience showing intent to receive your information. PPC ads don’t use the same type of audience targeting, so the key is to create a highly targeted ad, landing page, and offer geared very specifically to the search terms identified.
Since PPC advertising is fairly competitive it can also be one of the more expensive strategies to generate mortgage leads online. The key is to start slow, make test groups for everything, and as your tests give you feedback – slowly ramp up your ad spend according to the results you receive.
If you have plans to Target LinkedIn, Pinterest, or Twitter, there are also tracking codes available through these websites which enable you to gather additional Insight on your website visitors and continue your remarketing efforts.
There’s always another possibility which would make life easier for you. Having us take care of this entire process for you would save you significant time and headaches. In addition to having personal experience as a Realtor and as a mortgage loan originator, our team is also highly specialized, making it able for us to achieve some of the incredible mortgage lead generation results our clients are currently experiencing. Our entire team is highly experienced in mortgage lead generation, social media marketing, and mortgage and real estate sales funnel creation and implementation, etc.
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Last month we generated 196 exclusive leads for our client using an exclusive mortgage lead generation system we created and implemented on their behalf. Our target audience consisted of homebuyers and alternative lending candidates who were unable to obtain traditional bank financing. Please keep that in mind before you see the screenshot.
Forty-six of those leads equated to a specified buying intent between $57 million-ish and $86.3 million (see image below from the campaign)- an average of $620k to $900k per lead. The other fifty people either opted to not share their estimated loan amount or they just left before they were asked.
Our clients generally convert 8% to 15% of the leads into application submissions. In this case, 11 of the leads opted to fill out an app prior to having any human contact. By combining our mortgage strategy with a real estate lead generation strategy, these campaigns can be extremely powerful, even leading to total market domination.
Many of the leads have been somewhat qualified upon hitting the inbox, but others still required a conversation to get them warmed up. Generating high-quality mortgage leads is always easier said than done – but we have a consistent system figured out which is generating hundreds of closed deals for our clients.
With proper ongoing optimization and adjustments, the system we created for this client will continue to produce qualified client prospects for the foreseeable future.
A sample from our recent mortgage lead generation work. Some of the lead capture systems we use to give the prospect the ability to communicate to the extent which they feel comfortable. Keep in mind, this was for a direct lender who specializes in providing financing that banks are unable to offer (People with lots of cash and credit issues are the target market).
How to Generate Exclusive Mortgage Leads Online
Success in the mortgage industry is dictated – to some degree – by to your ability to implement a consistent lead generation system online. You have to capture the attention of your target audience where they are paying attention. Online is where you can find it.
Lead generation isn’t everything, though. You must also be likable, good at what you do, and have competitive loan products and services to offer. Make yourself a resource for clients who need your services. Make videos, blog posts, etc…
It’s almost 2018. Purchasing large ad spaces in the old school yellow pages is longer a viable method for attracting qualified borrowers. The keys to success lie in your ability to capture the attention of qualified borrowers, in a relevant and meaningful way. You may have the best loan programs and personality in the entire mortgage industry but if nobody knows about it, what difference does it make?
Who is this Google mortgage lead generation formula designed for? Mortgage origination professionals who are dedicated to their success. Ask yourself the following questions: Do you offer competitive loan products? Are you easy to work with?
If you answered yes, the rest of this should not be rocket science. That doesn’t mean you won’t have to step outside of your comfort zone, however.
You might have the lowest rates and best client intake process in the world but if nobody knows about it, what difference does it make?
Can I Do This Work Myself?
If your objective is to generate powerful mortgage sales funnel that engages and qualifies leads on auto-pilot, it may be worth considering hiring a professional who works with mortgage and real estate companies on a daily basis.
If automation is your objective, it would be wise to consider hiring someone with mortgage origination experience who also has a strong track record generating mortgage leads (myself and my partner, for example). If possible, stay away from hiring a digital marketing company lacking this experience to figure out how to generate exclusive mortgage leads on your dime.
That isn’t out of personal interest, but rather out of personal experience. I have run into more than a few situations where writing ad copy would have been absolutely impossible without understanding the loan products I was making the ads about. If you hire digital marketing companies who do not have industry experience, expect issues. The further outside of traditional home loan products you go, the less concrete the concepts become, and the more challenged a person without actual industry experience will be.
If you’re going to do this the right way, it’s not going to be cheap or happen overnight, but it can happen quickly if you are diligent and have the right help. Making the decision to work smarter is one of the best moves you will make in terms of your work and life. You can use this formula to generate whatever kind of exclusive mortgage leads you desire including refinance leads, commercial mortgage leads, reverse mortgage leads, etc…
The Path to Success: Mortgage Lead Generation for Lenders, Brokers, and Loan Officers
Step 1: Identify your value proposition.
What makes you stand out from every other mortgage broker out there? You might be surprised as to how many mortgage brokers skip this altogether. This step is really tied in with step 2 because, in order to determine your client’s definition of value, you must know your ideal client. But before you define your client, you should really understand what it is that you do best. It really doesn’t make sense to generate mortgage leads without having a clear understanding of your value proposition.
In order to set up a system that generates consistent exclusive qualified mortgage leads, you must determine what sets you apart from everyone else. You will be lead to discover (or create) your value proposition by answering the questions below.
Questions to Define Your Value Proposition:
What do you do for your clients, specifically?
What’s in it for the client?
How do you do it differently?
How do you want to be perceived?
Whats in it for you?
How do you make life easier for clients?
How do you make life easier for realtors?
Some Benefits of Creating a Value Proposition (Other Than Necessity) Include:
Increasing (or creating) an ability to attract the attention of your ideal client.
Having the ability to differentiate your offering.
Enabling a client to justify their decision now, and to work with you.
Shortening the sales cycle.
Increasing customer satisfaction.
Figure this out before you move on to the next step. Spread your value proposition throughout the media you create.
Step 2: Define your ideal client and create a buyer persona.
The next step is to identify your ideal client. The value you have to offer should be in line with the ideal client you wish to work with. If it’s not, you may need to work with another person who has more experience in that area. Build up your confidence and competence to accelerate your path to success. You can generate leads all day but if you are not confident with your abilities its not going to matter.
For example, you are an FHA home loan expert and your value is being the most resourceful, johnny-on-the-spot FHA mortgage professional out there. Your ideal clients invest in office buildings. That means now is a good time to learn as much as you can about commercial real estate investing, pro forma, and everything your ideal client is involved in on a daily basis. You should be able to speak their language.
Some Questions to Help You Create a Buyer Persona
Who is included in your target market?
What is their demographics?
How can your clients be identified?
How can your clients be reached?
How do they make decisions (as an individual, group, on a budget, with a pro forma)?
How do they define value?
What is their primary purchase criteria? (Why, Who, Where, When, How)
Now put yourself in their shoes. Make a list of where your ideal client is likely to fix their attention on a regular basis. Some ideas may include:
Social media platforms: With 80% of the world having a Facebook account, this is probably a good place to start. Do they use Twitter, Quora, LinkedIn, etc…? Create an account on all of the platforms you are Target client is likely to be using. Get familiar with how people make posts, the type of posts people make, and the overall etiquette for the platform.
Search engines: I’ll make this one easy. They probably use Google or Bing. Most likely Google. Use Google to help you figure out the rest of these items you need help with.
Publications, websites, etc…: Most areas seem to be dominated by people in certain industries. If you originate loans for residential buyers in an area which employs mostly healthcare professionals, bookmark some websites that keep you up to date on the healthcare industry in your area or in general. If you live in an area where people are involved in technology, get yourself into a routine of staying on top of the tech world. People will be pleasantly surprised if you know about the things that they spend their time doing. It won’t go unnoticed.
How to Develop Your Buyer Persona and Reel in Better Customers (Forbes)
Step 3: Position yourself as the expert by giving value and establishing trust.
The beauty of the digital evolution era is in the fact that there are now more ways to reach your target clients than ever before. You can deliver valuable video content using only your mobile phone. Consider your answers from the previous sections and figure out what kind of questions your target audience is likely to be asking. Match that up with the answers you are most suited to provide and generate content in a way they can understand and digest.
It doesn’t have to be a big production and really, it shouldn’t be. You can literally take your phone, point it at your face, and get real with people. Don’t try to BS. People will smell right through that. Just provide some genuine insightful content for your target audience to consume. Give them information or insight which will make their process easier, save them money, give them resources they otherwise would not know about, etc… Tell them about common mistakes you see buyers making. Help them understand what they are getting into.
Easy mobile apps to use for video recording/editing:
Step 4: Engage in strategic referral reciprocity. If you want to receive lead referrals, give them away first.
Although I no longer work with newbies in the mortgage industry, I was approached by many when I first started this project. I discovered very quickly that there are many more aspects involved in establishing a successful, consistent mortgage lead funnel. Surprisingly, many new loan officers have been trained with realtor referral solicitation as their primary strategy for success. Many of these loan officers have not been advised regarding how or why Realtors should agree to give them business or why that might be in their best interest. In reality, it’s probably not in most cases.
As a mortgage broker, this concept is of particular importance, especially if you have loan officers working on your team. Hopefully, you have a clever strategy of portraying how you will make a Realtor’s life better if you are going to be soliciting business without having business to give.
How can you get referrals from Realtors if you have never closed a loan and don’t have business to give?
If you’re new to the industry, good luck. Why would a realtor put their reputation on the line to refer you business if you have never written up a single loan? If you’re new to the industry, you should consider working under the wing of a very successful mortgage professional you can learn from. I encourage you to establish some experience before you spend time soliciting Realtors. You only get one chance to make a first impression and if you have not established yourself as a resourceful expert who is going to make their life easier, give them more business, or help them close more houses, then it’s not going to happen.
If you want leads, give them away first.
The reality is you can generate referral business from Realtors all day. You just need to have quality leads – that have not been purchased – to give them first. If you are purchasing leads, there is a good chance those poor people are getting calls at all hours of the day by other people who have also purchased those leads, trying to do the same thing you are doing. You don’t want to give the Realtor more work to chase, you want to give them quality business. If you set expectations with them, in person, and have found the right Realtors to do this with, there is a good chance they will reciprocate.
Identify strategic Realtor referral prospects.
In order to do this the right way, first, you want to identify and screen the best Realtors to work with. You want to find Realtors who are diligent but not annoying, who will show properties to the clients that fall within their capacity to purchase, who understand the local market, and who basically just know what they are doing. Generally speaking, the Realtors who have the most listings and sell the most properties tend to fall within these parameters, but not always. There’s a fine line between persistence and being annoying and you want to stay away from anybody who is going to annoy the people you send, or you will start losing deals as a result.
If you specialize in VA loans you need to identify and meet Realtors who are experts VA regulations and who can help clients find properties that fall within VA guidelines. If you specialize in financing apartment complexes you want to find the best apartment realtors. And so on…
You also want to find Realtors who are on top of the game in areas outside of your expertise.
Turn dead mortgage leads into referral opportunities.
Many of the leads that come your way will end up making other arrangements or they might be looking for products you can’t compete with or offer. You still want to have resources to give those people, even if they turn out to not be a good fit for you. If you can still help them by providing resources that will make their Journey easier, and create a referral relationship with a realtor in the process, you are winning.
Once your exclusive generation system is up and running, you’re going to receive leads at all different phases of the buying process. You want to be very careful giving away leads that have not made any kind of commitment to you as you don’t know what type of arrangements the realtor has previously made with other brokers.
Step 5: Put a human face on your business.
People want to work with other people who have their best interests at heart and who can relate to them.
It’s easy to fall into the trap of allowing a company logo to become the face of a company and assume that a brand will provide confidence to clients – unless you specifically take action to put a face in front of your business. The truth is people need to see faces and know there is another human there to help them. Tell them your story in a way that shows them you understand where they’re coming from.
Establish trust with prospective clients.
This is why I previously recommended video content over everything else. Buyers don’t know who they can or should trust. They’re generally not too excited about dealing with the mortgage process. There’s a lot of money on the line and most people have heard about horror predatory lending practices. Nobody wants to be the next victim or, more likely, to be pressured into anything they are not 100% comfortable with – but a lot of people have a stigma around the fact that might end up happening.
So ask yourself, why should people trust me? And, if I was in their shoes what would it take to trust me?
Having nice pictures of you smiling preferably is a good start. Creating videos that provide value to your target audience is really where it’s at. Additionally, if you get happy clients to film themselves sharing their testimonial about you, it will go a long way. The next best thing will be Facebook reviews (from real people), then Google my business reviews, Yelp, and any other credible review websites.
With the rest of these items in place, a highly effective lead generation system can be established which will produce consistent leads, belonging to you. In addition to providing an opportunity for closed loans, the leads can (and should) be used to create working referral relationships. The process involved in creating a successful lead generation system for mortgage brokers is described below.
Capture the attention of your target audience by creating media that answers questions they are likely to have in a way that portrays your expertise and helps them understand who you are.
Produce advertising which is targeted utilizing advanced market data and search intent targeting. Also, utilize remarketing technology to target prospects after they have left your website or social media pages. Sometimes it will take more than one visit for visitors to convert into mortgage leads. Keep building trust.
Once the attention has been captured, drive the prospect to a page or platform which enables you to capture their contact information to take the next step. The threat level of your call to action here needs to match the intent that the visitor was making (or wasn’t) when their attention was grabbed. If the visitor was simply surfing the internet or on a social media page, you don’t want to try to get their name and phone number from the first step. By offering a deliverable that requires a lower Threat Level, an attempt can be made to collect more information from the confirmation page they land on.
We tend to use a combination of a few different to give the visitor the opportunity to choose whichever they are most comfortable with.
If the visitor was showed search intent or there’s reason to believe they would have specifically been looking for information when they found you, it’s possible you will be able to further qualify here. The more questions you ask the lower your conversion rate will be. The idea is to find a good balance that converts and collects enough information so you know the gist of the situation.
Once the lead has been captured your real work begins. If the lead was gathered without additional qualification information you would likely want to start the process there. That way you can ensure the best use of your time and the client’s time. If you work with residential buyers they are naturally going to have some questions and concerns along the way. Communicate with them in a way that shows them you are working on their behalf but don’t annoy them. Ideally, you will use a CRM system to keep track of your conversations and follow-ups so you can be automatically reminded and maintain consistency in your communication.
You made it this far, now it’s time to help the client get what they need and collect some lunch money. If you have set proper expectations from the start and have done your job in building a relationship and holding their hand, there shouldn’t be any surprises here and everything should go smoothly.
In my experience, closings that don’t go well are usually caused by a failure to set proper expectations. Nobody wants to be surprised when it comes time to sign paperwork.
Once we have some data to work with and have generated some leads and closings it’s time to optimize our efforts. By reviewing the best leads and closed deals to determine exactly how they were generated, we can continue optimizing the systems to further expand those avenues of client acquisition.
Follow the steps detailed above to position your lead generation system in a way that allows you to generate exclusive qualified leads consistently. It will take a while to organize your thoughts on everything but the time will be well spent.
There is also a possibility we can help you, however, we are only accepting new clients under very specific circumstances. If you feel you meet the following criteria, fill out the form below and we will evaluate your situation for suitability. The requirements we have in place for new clients are designed to ensure success and that our time is being used effectively. This is also due to the manner in which we are generating leads for you. We are not fabricating a reputation or details about the situation to make this work, therefore we need a positive, established reputation to work with.
Requirements of new lead generation clients:
Established mortgage industry experience.
Positive overall reputation online.
Ability to effectively process an additional 50-100 leads/month.
The willingness to create video content and assist with media as needed to facilitate mortgage lead generation efforts.
The ability to invest $3,000 – $10,000 for setup and a similar amount for ongoing management. This will vary depending on the situation and what needs to take place.
If you feel you meet these requirements and are interested in further discussion, please fill out the form below including as much relevant information as necessary to answer the questions. Learn more about our team here.
A clear and consistent approach to generating exclusive, high-quality mortgage leads.
Before we get into the details of the two primary systems which you need to understand if you wish to generate high-quality mortgage leads using social media or search engine advertising, 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. For that reason, I view every campaign as a learning opportunity and also as a way to improve upon every other setup which I have created. The system is continuously involving and improving. After all, there isn’t exactly an instruction manual. I have had to test and build these systems myself, and I’ve been fortunate to have had some great clients willing to be guinea pigs for the cause.
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 necessary understanding of the loan products, experience working with the loan products, and track record required to formulate a campaign about the loan products capable of producing results.
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 the development of the greatest mortgage lead generation system to formulate your own method that works for your business. Or, save money and time and you can reach out to me about doing it for you.
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.
Since then, I have learned a lot. I’ve generated many thousands of mortgage leads and have 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 2018, after becoming clear about a systematic lead generation model designed specifically for the mortgage industry, I launched ifunnel Inc. – a more official and focused extension of what I started with FogPusher as a freelance project.
Messenger Chatbots: The Secret to Generating High-Quality Mortgage Leads With Facebook Advertising
If you have been following me for some time, you might raise your eyebrows to discover that Facebook advertising is at the center of one of the strategies.
You see, several months ago I had entirely written off Facebook ads as a consistent means of generating high-quality forward purchase mortgage leads.
So I went about my way, accepting the idea that Facebook ads were not ideal to use as a means of generating consistently high-quality mortgage leads and that was that.
Then, in June 2018, a client approached me looking to set up a system which produced a consistent flow of Realtor leads, which he could use to help his referral network generate new business.
Since over the past year, a significant portion of my focus has been on the creation of lead generation chatbots, I opted to dive into the world of Messenger chatbots to carry out the lead generation function of this campaign.
Once I made this decision, I asked myself, ‘Is this the solution to the Facebook lead quality problem I had discovered previously?’
Come to find out it was the problem.
By using Facebook Messenger as the lead capture, engagement, and segmentation tool, you obtain this magical ability to ask better questions. So this, in turn, enables you to (more-or-less) automatically qualify and segment any given audience.
The problem in the past was not the fact that Facebook traffic was shit, it was the fact that using lead forms to collect the leads prevented the right questions from being asked. This, in turn, prevented the audience from being segmented properly.
Asking the Right Questions Makes the Entire Difference Between Your Success and Failure Using Facebook Ads to Generate Quality Mortgage Leads
In August 2018, Facebook stopped collecting (allowing access to) third-party data about its users.
Since Facebook eliminated its third-party data in August 2018 the audience targeting has been scaled back enormously, making it impossible to target renters, homeowners, or people who are likely to be first-time homebuyers, like you could in the past.
Today, for this reason, you have to use broader audience targeting.
However, so long as you are asking the right questions of the prospects, and doing so in the right way (Messenger chatbots), you can automatically qualify, segment, and understand your prospective mortgage audience in a much easier and engaging way than what would be possible using lead form leads.
Failure to approach this situation in this specific way puts you in a position where all of your leads include only the prospect’s name, email address, and phone number. They all appear to be the same, and as a result, you have no idea where they are along their home buying journey. You don’t know what they are up to, why they are up to it, and most importantly, you don’t know how you can further help them when you generate mortgage leads in this way.
Looking back, of course. It’s an obvious route to generating crappy leads. But really, its not that the leads themselves are crap. It’s just that, without asking the right questions, all leads generated in this way are bound to be crap.
If you follow up with a person who has already found a home and who needs an immediate quote the same way you do with the people who are just aimlessly clicking stuff on facebook, you are going to spin your wheels and burn out before you make anything work. A phone call is a waste of time, actually, because you don’t know anything about who you are calling. They just clicked to learn about the free money in your ad.
There are a couple of reasons for this. The first is that, unless you are asking the right questions, you are not putting yourself in a position to offer value in direct accordance with a prospects specific situation.
The other is that, as a result of failing to qualify and segment the audience appropriately, it becomes impossible to prioritize your time according to a priority level of the lead.
Not only does generating leads in this way prevent you from offering value to these prospects, but it also makes it impossible for you to prioritize your time trying to do so. You don’t know what they are dealing with and where they are along that journey, so you cannot help them, and it’s a waste of your time trying to do so.
If you are going to use Facebook ads to generate mortgage leads, you have to do it the right way. Period. It’s all about asking the right questions and asking them the right way.
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 2018
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 – for medium to large-size mortgage companies, brokerages, lenders, etc.. who have also invested in digital mortgage 1003’s and technology and that have prepared themselves for internet mortgage leads that have shown a high level of intent to obtain mortgage financing.
This system is generally designed to attract the attention of search engine traffic and capture their information using conversational engagement forms, set up on landing pages which are relevant and directly related to the intent of the various search inquiries.
Since you can expect a lead generation system utilizing this type of setup to start with about a $10,000 minimum investment, it makes the approach less than ideal for the majority of individual loan originators.
Since all campaign components of this are explicitly designed to match the value of each mortgage provider and match that to a specific search intent of their prospects, campaigns must be custom designed to suit each unique situation.
And until you have purchased enough data from Google about the performance of the ad campaigns you are running, it is impossible to optimize the ads in a way that maximizes our certainty that they will perform.
Additionally, when analyzing human behavior, it is not until we have large datasets to work with that we can make reliable predictions of how humans will likely respond to stimuli (our advertising campaigns, landing pages, and means of engagement) moving forward.
There is actually a name for this law, but I am drawing a blank on its name at the moment, and my Google searches are also falling short. Mostly, human behavior, when analyzed in small data sets, will appear to be random, but when examined in larger groups it tends to follow reasonably clear patterns.
Don’t make the mistake of half-assing your Google Ads campaign, without having the appropriate keyword groups and landing pages in order, and analyzing the performance of these campaigns using less than complete data sets. You will end up wasting your money, sinking it into the abyss of the bottomless advertising dollar money pits.
There is a way to do it but it has to be right. Moreover, it has to be thorough.
System #2 – for loan originators, mortgage brokers, lenders, etc…
The groups that utilize the first system can (and should) use this one. This system can just be implemented with a much smaller budget, making it within reach of the majority of LO’s and lenders.
This system utilizes a comibination of Facebook advertising, Messenger, a Messenger chatbot designed to give you the understanding about your audience that you need to have in place in order to help them,
Since the general ad copy, chatbot conversation, and overall approach can be borrowed from other campaigns I am running (as long as you are not in a competing market with my existing clients running these campaigns), we can set these up with a reasonable level of predictability in regard to the way they will perform.
The Magic Mortgage Lead Machine Formula
Mortgage & Real Estate Experience
Web Design & Digital Marketing / Advertising Experience
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.
A very common misconception is that having the best mortgage website is essential to generate mortgage leads or even for effective mortgage marketing. It’s helpful if it’s used to show expertise, value, testimonials, and original content, but there are many other ways to optimize your online presence in 2018. The most important of these being, a Messenger chatbot.
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).
Hiring a professional who understands mortgage marketing and lead generation, with a background in mortgage loan origination and real estate sales. Have us manage your advertising and sales funnels, generating leads for you while you focus on closing loans and building strategic referral relationships.
Tracking code installation/utilization to re-target visitors with ads. Sometimes the first visit isn’t enough to make a visitor comfortable enough with you to make contact. Follow them with ads after they have visited your website (if you have one).
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.
A/B tested lead capture pages that capture your lead’s information. A/B testing is an ongoing process to maximize results.
Hot sales-qualified mortgage lead funnel which produces qualified prospects that belong to you and only you.
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…
Guaranteed Mortgage Marketing Profitability Formula
The formula below is used to ensure mortgage ads are profitable for clients. It applies only to the first system, using Google pay per click ads, described above.
I always recommend brokers and MLO’s to look at their current cost/loan app with their current situation (including guaranteed draws against commission/salary payments/employee benefits) and compare this to the numbers our clients are generating. Many will find that their cost to maintain loan officers is far greater than the cost of having a dedicated lead generation agency on their team.
Ad Performance Variables
CPC – Cost per click
CTR – Click through rate
Conversion on Landing Page
Conversion on Sales Page
CPL – Cost Per Lead (applicable without running ads)
Cost Per Loan App
CPA – Cost Per Action (loan closing)
AOV – Average Order Value ( $2,000 – $6,000)
If CPA < AOV, the setup is profitable.
My Areas of Expertise & Experience
Social Media Management, Marketing, and Lead Generation
Real Estate Sales
Custom Home Building/Project Management/Sales
Ad Targeting & Retargeting. Lead Funnels. Sales Funnels
Mortgage Loan Origination
Lead Capture / Sales Funnel Creation & Implementation
Email Automation & Automated Prospect Engagement
SEO / Web Design
Why Invest in the Best Mortgage Leads?
The opportunity is here today but it won’t be around forever. It’s 2018 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:
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…)
If you feel you meet these requirements, please visit ifunnel, where you will receive additional details.
If you are looking for a solution to generate high-quality mortgage leads (reverse mortgages, residential, commercial, refinance, purchase, etc…) The pricing will vary depending on the scope of the work, but if you are going to do this right, there will need to be a budget to implement all of the necessary components required to do so.
This is not the ideal place to cut corners as it can transform your business fairly quickly. It can also be a gigantic waste of a budget if you put a person behind the wheel who should not be there.
Have questions? Feel free to reach out.