6 More Mortgage Marketing Nuggets
- Become an Expert for a Specific Loan Type
People tend to have different tastes, wants and needs when it comes to housing. By the nature of your profession, you depend heavily on referrals from your customers. It makes perfect sense that people usually recommend a service to family, friends and colleagues who have like interests. This means that if you become really good in a certain niche, you could claim yourself as the expert.
The worst thing to become is a man of many talents and focusing on none, just all over the place. So, choose a specialty, whether it be home improvement loans, hard money, fix n’flip, VA loans, FHA loans, reverse mortgages, or any other, and promote that to prospects and past clients.
- Put yourself in the shoes of a borrower. Which marketing messages catch your attention as a borrower. This can easily be done by testing which marketing campaigns have performed the best.
- Give your prospects and past clients value more than anything else. Make yourself as the trusted resource by sharing some expertise prior to asking a client or referral partner to trust you.
- Focus on the relationship and the quality of service you give, not the deal. Remember you are helping people with likely one of the biggest financial transaction in their lives. If you have bought a house, relate to those emotions of buying a house and build a long-term relationship!
- Generate referrals with targeted marketing to past clients
Because referrals are regarded as easy for most people, you can utilize mortgage postcards to encourage your former clients to send their family and friends your way.
Here’s how:
- Use your email list!
• Create a postcard with an irresistible offer that rewards them for sending you referrals
• Mail that postcard to your list a minimum of 3 times
Note:
Your special offer needs to give them a REALLY good reason for your existing clients to bother referring their friends or family to you. Or as some would say, give them a deal they can’t refuse!
With an illustrious special offer, your clients will be more willing to refer you leads…
Look at the entire postcard design gallery made entirely for mortgage brokers. Go to PostCardmania.com.
Automate your follow-up with clients to generate referrals even easier. Create an email marketing system to send out emails on consistently to your current and past clients reminding them that you accept (and reward) referrals.
Here’s an example email campaign:
• 1st email- Thank you for your business!
• 2nd email (2 days later) – Your reward, a $20 Visa Gift Card for every referral!
• 3rd email (5 days later) – Help your family save money & win a FREE gift!
• 4th email (14 days later) – Rates FELL, you may be able to lower your payment
Each email that gets distributed should remind clients that you are grateful for any referrals and promote your practice. If you know of any other money-saving deals let them know about that too.
6. Automatically follow-up with prospects.
Rather than emailing and calling them on a daily basis, set up an automated email follow-up campaign to save time.
The way it works is by sending out emails to a list of prospects on a specific date & time. Simple You schedule it and it gets sent out while you’re doing whatever.
There’s no more blocking out 15-30 minutes of time in your day that you could use to be more productive.
You can connect with them about other savings and local events as well.