Mortgage leads for loan officers aren’t always easy to come by— unless you know where to look. Here are our top 5 picks.
Life as a loan originator is one big hustle. Maybe for people working in a depository bank, it’s a little easier. They just wait for the next client to walk through the door. But building a steady stream of mortgage leads for loan officers at non-bank lenders is different. They have to work for it.
If you don’t have a solid reputation, repeat clients, and impressive networks, then mortgage lenders won’t even talk to you. Mortgage leads for loan officers are crucial to a growing business.
Where do you find these leads? It often takes more digging than expected. But if you know the best places to look and can position yourself better than other loan originators, you’re bound to find new clients.
Little known places to find mortgage leads for loan officers
1. Tapping your referral networks and happy clients
There’s never enough one can say about developing a consistent referral strategy. It’s the best way to drive leads, bar none. Not only for quality, but also for streamlining. Loan officers who have worked out a referral process work less, and receive more.
2. Creating new relationships with realtors or strengthening old ones
Contacting real estate agents—a no-brainer for loan originators, right? Why go over something you already know?
Well, ask yourself: do you get enough leads from real estate agents? If they’re inconsistent or send you “dead” leads, maybe it’s time to do something about it.
First, consider ways to strengthen the relationships you already have. How can you make a decent relationship great?
- Actively consider ways to make their lives easier. Realtors and loan officers are on the same team. Pick up your phone and cold call a few realtors in your area. Ask how you can help.
- Set realistic expectations for working together, and meet those expectations every day without fail. Accountability counts.
- Make your lead generation efforts a two-way street. Realtors are great source of mortgage leads for loan officers, but are you pulling your weight for them?
3. Share useful, authoritative content over social channels
A lot of people talk about content these days. What does it mean for the average loan officer? Is it re-hashing and sharing articles from mortgage podcasts? Maybe, but curating your own content and giving an opinion is a better way to catch attention online.
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Take a topic that you know well, and write a simple 500-word article about it. It doesn’t have to be mind-blowing. But it should be insightful, maybe even surprising to you reader.
A few examples:
- How borrowers can fix low credit scores
- 5 things lenders search for in potential consumers
- How to avoid common home-buying mistakes
4. Buy leads from reputable source and call with a strategy
Buying leads is an icky topic for loan officers. The reasoning is fairly straightforward: a lot of these services send low-quality leads. And it’s difficult to weigh the cost vs. the return (how many leads you will receive against how many you close).
But, that said, there are advantages to buying.
- You don’t have to spend time prospecting.
- You receive leads consistently.
- Most leads are pre-qualified in some way, which saves time.
The main issue is organizing your time to follow-up with a sales call. In these situations, Call Logic offers a unique solution. We streamline outbound calls and organize the contacts for you. You can find out more here.
5. Share your clients’ success stories and give proof of service
What’s the first thing a potential client does before they contact you? He looks for credentials. He looks for reviews. But what he’s really looking for is proof that you’re the right choice. He wants to trust you and have confidence in picking up the phone.
One of the best ways to build that initial trust is putting case studies (or customer success stories) on your website. These short testimonials provide a story people can relate to and in a simple format. Plus, it shows you help people in need and do the things you say you’re going to do.
If you’re serious about phone sales and want to triple the number of sales calls you make in an hour, give Call Logic a try. Sign up for our free trial now!