When I was selling mortgages and mortgage protection insurance, I just depended on referrals.
My trainer was telling me that I had to build a referral based business.
The problem is, how can you can get referrals if you're not getting enough leads to begin with.
So in this article, I'll be going over:
- Buying leads
- Phone prospecting
- Using automation
- Getting leads online using the search engines
While you can get leads fast, the problem is that the cheap ones are hard to deal with.
What cheap lead companies do is share the lead.
They call this a non-exclusive lead.
When you've paying that much and you're running against competition, timing and your ability to sell yourself are critical.
Unfortunately, most beginners lack on one or the other, so a lot of money just goes down the drain.
Phone Prospecting If you're focusing on mortgages, then most likely you'll run against the Do-Not-Call (DNC) list if you're here in the United States.
I used to buy "scrubbed lists" where the leads weren't supposedly on the DNC list.
What happened to me is that my list aged.
By the time I got to some prospects, they had already registered.
Another issue is that the leads were extremely cold.
While I was able to get business from telemarketing, it wasn't a flexible or likeable approach compared to what I do now to generate leads.
Using Automation One of the best ways to generate leads is through the internet.
You can use extremely affordable technology.
For example, instead of following up through the phone, you can have a computer system automatically follow-up.
In fact, you can even automatically follow-up with all of your prospects for months or even years with no extra work on your part.
When I was doing something called 2-step postcard marketing, I had to spend a lot of money to mail them out.
While postcards can be cheaper compared to some paid forms of advertising, you can generate mortgage leads online using free forms of advertising.
Getting Leads Using the Search Engines Search engines like Google, Yahoo, and MSN make it affordable for you and I to generate leads.
These are sites that have millions of visitors a day.
While you can't grab all of that traffic, just getting a slice of it can allow you to make a great living if you take advantage of it.
All you have to do is send traffic to a web page that collect leads.
Combine that with automated technology and you'll have a mortgage lead generation machine.