Integrating a lead conversion funnel into your marketing efforts can turn Realtors into your best mortgage lead sources

If you could get referrals from Realtors consistently, they could be your best mortgage lead sources, couldn't they? But when you approach Realtors are your results always the same? Do you constantly hear how they're happy with their current lender? Or do you feel like they'll never give you a chance?

If so, you're stuck because you're using the wrong approach. Instead of Realtors chasing you, you're like a hamster running on a giant wheel, but going nowhere. And yet, it doesn't have to be that way. Convincing real estate agents to work with you shouldn't be traumatizing, instead it should be fun!

Learn how mortgage broker software can be the right approach for eliminating rejection and turning Realtors into your best mortgage lead sources.

Lead It or Be Led

If you have no or too few relationships with Realtors, you have one of two choices: lead it or be led. Wandering the streets in search of loans and soliciting real estate agents is an example of being led. You're at their mercy, and often, it's not pretty. Leading means you've taken charge. You're not chasing Realtors, but rather, getting them lined up at your door.

Is it really possible? Absolutely, when you discover how a lead conversion funnel makes the difference. A lead conversion funnel is a series of steps defined to convert leads into prospects. With identified steps you can measure progress and develop your funnel into a proven, predictable model.

It's the same principle that makes franchises, like McDonald's, ultra successful. Have you ever heard of a McDonald's franchise owner going bankrupt? With a predictable model, you can duplicate it repeatedly.

Case in Point

One of my clients, Ken McCormick with American Financial, follows 3 simple steps for prospecting real estate agents without getting objections or rejection. Instead of cold calling, Ken uses the Agent Introduction Campaign from my Quick Start System.

It's a series of email messages for prospecting Realtors so instead of wasting time getting rejected, he uses email as his initial approach. The email messages in the Agent Introduction Campaign are specifically designed to encourage Realtors to reply with requests.

Just recently, a real estate agent replied to Ken's email message and requested additional information. This action achieved Ken's first stage of his lead conversion funnel - converting a lead into a suspect.

Whereas, the old school of prospecting meant confronting a Realtor loyal to another loan officer, today, email prospecting is a smarter strategy; it's less time consuming and a heck of a lot more enjoyable because you don't get rejected.

After exchanging emails, Ken contacted the real estate agent by phone. Ken investigated problems he could help the Realtor solve. It condensed the relationship process and led the agent to inviting Ken to visit her next open house - achieving his second stage of his lead conversion funnel - converting a suspect into a prospect.

Too many times, loan officers invert the lead conversion funnel and end up producing poor mortgage lead sources. Instead of getting a Realtor to invite them to explore building a relationship together, the loan officer invites the Realtor to lunch. Because the Realtor feels obligated, lunch results in false commitments. It's no surprise when loan officers express a desire to search for new mortgage lead sources. Don't make this mistake, see how we help you make Realtors your best mortgage lead sources.

On the other hand, Ken visits the Realtor's open house at her request and spends more time learning about her business. This leads to an appointment to meet again at her office and discuss how to generate leads for each other - achieving his third stage of his lead conversion funnel - converting a prospect into a client.

Within a few weeks, Ken's lead conversion funnel produced a client with minimal effort and no rejection. Its steps he duplicates repeatedly and as someone who has been a loan officer less than a year, he's engaging Realtors more successfully than experienced loan officers. Oh, and he's doing quite well considering it's a slow market. He's effectively turned Realtors into his best mortgage lead sources without spending the exhorbants amount of money loan officers spend on poor Internet mortgage leads.

Become an Agent Magnet

If your prospecting efforts are going nowhere, stop doing it because doing the same thing repeatedly and expecting different results is insanity. The Quick Start System can help you get clients from Realtors as fast as 30 days, but more importantly, it's a system you can use repeatedly to convert Realtors into your best mortgage lead sources.