Generating Mortgage Broker Leads - A Tutorial

Fresh mortgage broker leads are the lifeblood of your business. Without them, you have no one to follow up with. Without a follow-up and outreach program, you have no pipeline to fill. Thus, mortgage broker leads are a high priority for most people in the industry.

This article marks the first in a series that will cover lead generation from a mortgage perspective. But let’s take it one step at a time by defining what this process is all about.

What Is Mortgage Lead Generation Anyway?

Generating mortgage broker leads is a confusing topic for many people, especially for those who are new to the industry. I know this for a fact, because one of the most common questions I receive from readers is: “How do I generate more leads?”

One of my objectives with this website is to alter the way you think about lead generation. Buying mortgage leads has always been a popular strategy among brokers looking to grow their business. But it is by far NOT the most effective way to handle lead generation from a mortgage perspective.

When you buy leads from some third-party organization, you are procuring the names and contact information of folks who (A) do not know you, (B) have not asked for your help or correspondence, and (C) could very well be working with another mortgage broker by the time you contact them. So by contacting such a person, you face an uphill climb right from the start … especially in the age of do-not-call.

Make the Leads Come to You

Now let’s completely reverse the way we think about mortgage broker leads and how to obtain them. Instead of contacting strangers, what if you were able to make people want to contact you? Wouldn’t that be a refreshing change of pace? Think of how the consumer’s mindset changes here. In the previous scenario of cold calling, you are contacting strangers who don’t know anything about you. And because we live in an age of skepticism, they will have a level of distrust right from the start.

But what if they contacted you first? Clearly, they would be more willing to listen to what you have to say about your mortgage services. After all, they contacted you to learn about that very thing. In addition, they would be more trusting and receptive toward what you had to say. The bottom line is that you would have an easier time building a business relationship with them.

Now that’s the way to pursue mortgage broker leads in the Internet age we live in! And that’s what we are going to talk about in many articles over the coming weeks.

Lessons In This Series

• Lesson 1 - Getting loan officer leads from your website
• Lesson 2 - What is lead generation anyway?
• Lesson 3 - Increase the value to improve the response
• Lesson 4 - Web traffic alone doesn’t equal leads
• Lesson 5 - Combine multiple strategies for best results
• Lesson 6 - Offer free information to generate marketing leads
• Lesson 7 - Setting goals for your mortgage lead system
• Lesson 8 - Mortgage marketing with no cold calls
• Lesson 9 - Other key parts of your online marketing program
• Lesson 10 - How to generate broker leads for free
• Lesson 11 - Generating Internet leads by using FAQ programs
• Lesson 12 - Using a mortgage blog to produce online inquires
• Lesson 13 - Using a chat program to generate leads online
• Lesson 14 - Creating your own community with a web forum
• Lesson 15 - Using a landing page to capture more leads
• Lesson 16 - Increasing web traffic to your key pages
• Lesson 17 - Buying exclusive leads to grow your business
• Lesson 18 - Generate more loan leads with a quality website
• Lesson 19 - Make your website easier for people to use

There’s a lot more great advice coming soon. So if you haven’t done so already, join our free newsletter so you can keep up with this article series.