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 everywhere you turned, someone new needed your products or services. 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 opportunity. It’s those professionals that never give up, no matter how the pendulum swings, that come out on top. Marketing is about what you do, not always what you spend.
We have compiled, mostly free, marketing techniques you can use without breaking the bank. These techniques can bring in more leads, which will lead to closing more loans no matter what the conditions are like in your area.
Every city has areas that grow and appreciate. Create flyers that are very specific to the neighborhoods 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.
Ask for referrals
Although it seems obvious to ask for referrals, they are the best ways to bring in new leads and speak immediately to your credibility. Every once in a while, mail your recent clients to request referrals from them. Make sure you include “Thank You” notes for all referrals and a few of your business cards.
Write a press release and submit it to the 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).
Be a guest speaker
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, homeowner association meetings, college economic classes, co-op meetings and more.
Use your business cards creatively
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 card along to.
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
Joan Piantandosi is president of Titan List and Mailing Services. For more information, call (800) 544-8060 or e-mail [email protected]