The Art of Mortgage Lead Generation

I recently ran a Know Your Numbers session with a small group Rookie Brokers, where we determined how many leads each broker needed to generate each week/month to achieve their dollar income target.

Knowing the Numbers is the easy part of c0urse. We then spent some time brainstorming and came up with a great list of ideas for generating mortgage leads. There are hundreds if not thousands of ideas on how to generate mortgage leads and the list we came up with was:-

1. Facebook marketing campaign.
2. Speak to Hairdressers … they can be good referrers.
3. Visit estate agents at Open Houses.
4. Produce your own Labelled Water Bottles.
5. Tell Everyone you meet what you do.
6. Allianz 90 Day Free Home Insurance cover note – great way to get into real estate offices.
7. Coffee Vans – supply branded cups with your logo & contact details.
8. Participate in Fundraisers - network with other people.
9. Helping at Elections – you meet a lot of people.
10. Paid leads from an Internet Lead Provider.
11. Leaflet Drops.
12. Divorce Lawyers – sometimes can get two deals.
13. Migration Agents.
14. Networking Groups.
15. Offer free RP Data Property Reports to clients.
16. Paid Referral Partnership with real estate agents.
17. Paid Referral Partnership with accountants.

My favourite on this list is number 5 ... never waste an opportunity to tell others you are a mortgage broker and what you do. As YBR's Mark Bouris recently noted in his presentation at the Better Mortgage Summit in Brisbane we are in the business of "Hopes & Dreams"... something to keep in mind when crafting your elevator pitch about what you do.

An activity plan without action however is simply a concept, a to do list, a piece of paper. The key to hitting our lead generation targets is to roll up our sleeves each day and get it done. If we get to Wednesday and we haven't yet got face to face with a prospect (customer or referrer) we are half way towards wasting the week.

So what are your best mortgage lead generation tips?

Footnote: A big thanks to Glen, Shane, Les, Ben and Kim from Resimac for a great brainstorming session.