12 (Almost) Free Ways to Get More Leads & Close More Business

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1 HARP: Past, Present & Future 12 (Almost) Free Ways to Get More Leads & Close More Business JOAN PIANTADOSI President

2 Like many mortgage professionals, you have probably seen your fair share of downturn in your business over the last couple years. With things beginning to look up, you are ready to get creative and bring in new, qualified leads through the door. Mortgages are still happening in every city, but the challenge is improving your marketing efforts so you are experiencing plenty of business. It used to be that new clients were raining from the sky. Everywhere you turned, someone new needed your products or services. And now, today, it feels like a daily struggle to stay afloat in this ever-changing climate we call the mortgage industry. However, with change comes new opportunities. It s those mortgage professionals that never give up, no matter how the pendulum swings, that come out on top during rough and high times. You will prosper if you invest the proper efforts into your marketing strategies. Marketing is about what you do, not always what you spend. In this white paper, we have compiled 12, mostly free, marketing techniques you can use without breaking the bank. These techniques can help you bring in more leads, which will lead you to closing more loans. Use these tips and tools to help you succeed in the market, no matter what the mortgage conditions are like in your area. 1 Get local. Every city has areas that grow and appreciate. Those areas are prime targets to consider a home equity line or refinance. Find a neighborhood rising in value and set out to divulge the facts. Create flyers that are very specific to the neighborhood in terms of relevant statistics and the values of the local people there. Share how you can help them-make yourself available as a local resource. 2 Attend webinars. Webinars are offered all the time- most of the time they are even free. Take advantage of learning about topics that are industry related or will help you learn more about marketing, leads and closing sales. 12 (Almost) Free Ways to Get More Leads & Close More Business 2

3 Experts are offering their knowledge every day, so take advantage of these opportunities. 3 Network with the online world. You ve heard before the benefits of networking, but in person networking events can be awkward and sometimes not helpful. Try the approach of networking online with free services that help you connect/reconnect with people you may already know. Try one of these services to help you get started: Facebook, LinkedIn and also ActiveRain. 4 Ask for referrals. Although it seems obvious to ask for referrals, they are one of the best ways to bring in new leads, and they speak immediately to your credibility. Every once in a while, or call your recent clients to request referrals from their contact base. Make sure you send handwritten thank you notes for all referrals and include a few of your business cards. Use the thank you note as another opportunity for them to help spread the word. 5 Team up with a real estate agent. Most agents, like you, are looking for creative ways to get new business too. Build a referral network with the top producers in your area. However, make sure you offer what you can do for them in exchange for their partnership. 6 Write a press release and submit to local media. Announce local trends, a milestone in your business like over 2,000 loans, or perhaps announce a new technology you have that will make your way of doing mortgage business better for consumers (think faster, easier, more secure or more green). 7 Be a guest speaker. Offer yourself as an expert in group settings. Many people are intimidated by public speaking, but doing so can help you bring in business and build credibility that keeps bringing more leads long after the speech is over. Offer to speak at local meetings such as real estate boards, 12 (Almost) Free Ways to Get More Leads & Close More Business 3

4 homeowner association meetings, college economic classes, co-op meetings and more. Be sure to take plenty of business cards with you and information flyers or marketing materials. 8 Ask for a testimonial. Testimonials are great for building up your credibility and earning trust of new clients. They can be added to your website and other marketing materials, because nothing looks better than sharing the words of your happy customers. However, testimonials are also great for reminding your satisfied client of their great experience with you. Sparking that reminder could lead them to refer you on to others. 9 Participate in online forums. Another way to promote your business is by answering questions posted online. If you submit an answer, be sure to include a link If you submit an answer, be back to your website and position yourself as sure to include a link back to an expert. Some websites with a lot of users your website and position and question forums are Trulia, LinkedIn, and yourself as an expert... Yahoo! 10 Accept text messages. Text messaging isn t just limited to teenagers. Put your mobile number on your business card and write Text Me! next to it. For some people, texting is an easy way to ask for help or more information. It feels private and perhaps safer than having to call you or meet with you face-to-face initially. If they text you, text them back. Only call if they ask you to. 11 Use your business cards creatively. Your business cards aren t just for exchange during meetings. Think outside the box. Leave your card with your servers at a restaurant, your hair salon, the doctor s office etc. Write a simple note on the back such as call me when you decide to buy. You never know whom you might reach at the right time or whom they might pass your 12 (Almost) Free Ways to Get More Leads & Close More Business 4

5 card along to. Don t forget to give your family members several cards. They can help you distribute them to their own contacts. 12 Run a promotion. In return for giving you their contact information, offer things such as movie tickets, gift cards, gas cards or discounts off closing fees to your prospects. Commit to a promotion for a year and publicize it on all Commit to a promotion for a your marketing materials. Be sure to check year and publicize it on all your state s laws on offering sweepstakes so your marketing materials. you are legally obliging to the rules. Business doesn t come as easily as it once did, so it s up to you as to how much you help yourself to the resources around you. Explore the marketing techniques above and stick with what works best for your strategy. The savvy mortgage professionals will find more than enough business to weather the market. At the end of the day, your marketing is only limited by the extent of your efforts and willingness to try new things. 12 (Almost) Free Ways to Get More Leads & Close More Business 5