Insider tips and tactics from top mortgage professionals
The pursuit of leads is a never-ending quest, and MPA’s ‘Big Question’ series is here to tackle this pressing issue.
In this week’s MPA TV episode, experts in the field shared their insights on obtaining more leads and turning them into valuable partnerships. The episode kicks off with a simple yet vital question, “Do you want more leads?” The answer is almost unanimous, but the path to acquiring those leads varies among the experts.
Patrick Creek, Western regional vice president of wholesale sales at Deephaven Mortgage, suggested that the key to more leads lies in forming partnerships with different referral partners.
“To get more leads, you need to get out and become those referral partners with different types of tax attorneys and financial advisors,” he said. “By doing that, you really need to know how to go out and market to those people and find out what type of clientele they’re dealing with. How can they help their clients? Because at the end of the day, it’s a partnership with referral partners.”
Mike Pearson, senior VP of business development at A&D Mortgage, added his perspective, highlighting the need for innovation in getting noticed. He pointed out that having a website and a minimal online presence are no longer sufficient.
Instead, he recommends leveraging Google services, refining your profile, and establishing a strong online brand presence. Networking events, conferences, and face-to-face interactions also play a crucial role in expanding your reach.
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Windsor Mortgage CEO Chris Vinson delved into the numbers game. He challenged professionals to set clear goals and create a vision for their lead-generation efforts. Vinson explained the importance of categorizing leads, from VIPs to the broader database.
“You’ve got to do a better job of programming all of these buckets to be able to refer you,” he advised. “What are you doing to stick out? Are you providing them something to help them with their business? Are you asking the right questions to find out their problems, or are you asking for a deal?”
Stay tuned to “The Big Question” series to unlock more secrets to generating leads and achieving success in a highly competitive market.
