Advanced lead generation

Hello Realtors-

Well, you’ve made it this far! This alone weighs quite strongly in your favor. Faced with the same down market that has caused many of your colleagues to jump ship, you may be wondering, “Now what?”

Prospecting has long been a vital part of a good Realtor’s marketing and new business generation model. Referrals and mining of existing contacts only goes far enough for the most veteran and seasoned, to produce prospects. Even for the latter, getting the phone to ring with hot leads can sometimes prove a challenge.

So the question is, how does one prospect more effectively? In this current buyer’s market, how are these hot leads found, and how does one focus and target them most effectively?

The answer is more simple then you may think. You may be running direct main pieces, cold call campaigns, print and radio advertising etc, but without the correct content and target market you may as well be lighting your money on fire. Yes, I said on fire.

So what is the answer? Go back to basics. Find a good loan officer, and I don’t mean the one that calls up 30 days and begs for deals. A business minded loan officer will do much more than just take referrals from you:

 > Create specialized, custom marketing pieces for you 
 > Is willing to sit at your open houses
 > Will run sign rider and call capture campaigns with you 
 > Offers the most effective and current loans, FHA, VA etc 
 > Offers education on current mortgage industry issues to you 
 > Has your “back” if the client is working with multiple realtors

There are many other ways a loan officer can help you build your business. If your loan officer can’t see your success makes his second, fire him and get a new one!