Use Mortgage Marketing Materials to Become a Mortgage Marketing Animal
The purpose of mortgage marketing is not different today than it was 50 years ago. Mortgage marketing materials included bio’s, flyers, brochures, promotional items, social media (SMM), email, text messaging (SMS) are tools designed to build a respected identity, to make your name and your company’s name well known and highly branded. Past customers are lead sources that should never be left behind, easy to pinch for referrals and cost less than retaining new customers. Sending mortgage marketing brochures and materials to past clients have taught us that you will get an excellent response from this lead source and turn into new business. Everyone likes to do business with people with whom they have had a great experience.
If you fail to maintain a continuing contact you will soon be forgotten. Keep your mortgage promotional items with you at all times. Do not overlook people with whom you have just finished closing a deal. They are your best referral source because their whole experience with you is still fresh in their minds. If you aren’t currently sending your mortgage marketing material to your past borrowers, please use this time to update your list. You should be diligent in sending materials regularly to your important referral sources.
The in-person approach is always the best way to hand out these materials especially your mortgage business cards. Don’t say you don’t have time to do this. In the industry top producing Loan Officers are strong believers in the face-to-face approach. The benefits from the in-person sales call cannot be compared to any other selling method. This means handing out your mortgage marketing flyers that have a relevant interest in your sales prospects will have staying power and work for you long after you have left. If the material is on the Realtor’s, Financial Planner, CPA, Attorney, Title Insurance Reps desk with your photo, name and phone number, it is doing exactly what it was designed to do. It also helps to point out a specific topic or interest. In a few weeks, you will be a welcome sight. Many of you have loyal prospects who given you regular referrals. Ask them if you can leave some of your materials at their open houses or at the office for potential buyers to read. You could even go a step further by printing up either a separate flyer supporting your prospects (Co-branding), and giving them several to distribute to prospective buyers, or printing something about the Prospect directly. You could even feature a Prospect with each marketing material you offer. Make a list of free mortgage marketing materials that you can offer your prospects so they know that you are serious about them. A lot of these businesses don’t have marketing materials and if you can provide that you are in like flynn.
LOCAL, BUSINESS AND SOCIAL GATHERINGS
Do you go to real estate meetings, Chamber of Commerce breakfasts or other networking gatherings? If so you can provide useful mortgage marketing ideas for these professionals. Frequently there is a table for members to display and offer their marketing materials. This is an excellent source to start with. To make this even easier start with your local restaurants, movie theater, realtor, insurance agent, supermarket or newspaper stand to leave materials with. You’ll be surprised how many people are willing to consider in giving the material out.
Example: As you go to a borrower to take a loan application you can leave a mortgage sales kit so they can read the information later on. You’ll be surprised that leaving some mortgage marketing material instead of your mortgage business card will show the borrower that you have interest and they’ll probably refer you to someone else down the road. If someone does refer you please send a hand written Thank you card in the mail not a quick email or text message to that person for thinking of you.
PRIOR TO SETTING AN APPOINTMENT
Send out an email, text, or phone call to clients before your appointments. You always can also send some type of mortgage marketing material before you meet with a client to give them some knowledge of yourself or background of the company and products.
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