6 Effective Lead Generation Tactics For Mortgage Brokers

A mortgage lead provides an endless opportunity with the first purchase, investment properties and re-financing. Having a consistent flow of mortgage leads is essential for every mortgage professional to keep a healthy pipeline, and run a successful mortgage business.

How to Generate Mortgage Leads

1. Focus on your unique value proposition (UVP)
2. Network
3. Repeat business
4. Referrals
5. Focus on reviews
6. Get social

Tip 1: Focus on your unique value proposition (UVP)

Potential clients can just as easily take their business to another mortgage broker or the bank directly. Your goal needs to be proving to the client why they should select you.

This all comes down to being clear with your UVP and clarifying this across your socials, web and email marketing platforms. You may choose to focus on:

• Price
• Speed
• Efficiency or making the process easier
• Problem-solving
• Lender choice
• Being an expert for a specific niche of the market for example first time home buyers or portfolio builders.

As every client is different, your service offering will need to be tweaked slightly depending on the client you are dealing with. However, always keep your UVP top-of-mind.

Tip 2: Network

Start networking with:

• Local real estate agents
• Property investment consultants
• Professional networking groups
• Financial planners
• Accountants
• Conveyancers and solicitors

It also always helps to expand the networking to our inner circle - friends and family.

Tip 3: Repeat Business

Once you have worked with a client who you have developed trust and rapport with, you will not need to re-sell to them if they choose to use your services in the future. This is where the post settlement phone call and/or email can go along way.

The general rule of thumb:

• Contact clients around 2 weeks after their loan is settled to make sure their mortgage has the right structure and the first payments came out.
• Conduct annual reviews to ensure their home loan is still competitive

To save the manual work, consider utilising your Client Relationship Manager (CRM) to send an automated email to the clients and reminder notifications to you, to call them.

Tip 4: Referrals

Friends and family talk transparently about money and seeking professional services. Getting your name in the mix could lead to an automatic client conversion as consumers rely strongly on the opinions of their inner circle. Try constructing an internal referral campaign for clients to refer their friends and family to you.

Tip 5: Focus On Reviews

Positive reviews help you stand apart from your competitors on Google. Yes, review focus should take priority on Google, however also remember the third-party sites such as:

• Word Of Mouth
• Product Review

Tip 6: Get Social

Your unique content on social will make you stand out. It will have you top of mind when your prospective client is ready to start working with you.

Consider the following:

• Build your connection based on LinkedIn, Instagram and/or Facebook
• Start posting frequently (1-3 times per week) on the selected platform/s
• Distribute monthly property market updates across socials
• Be responsive to all comments and messages that come through

Naomi Johnston

Founder & Creative Director | NJ CONSULTING

E: [email protected]

W: njconsulting.com.au