9 Extremely Easy Ways To Generate More Mortgage Leads
Isn’t it a great feeling when a new prospect wants to do business with you over your competitors and it’s not because you found the best rate.
They trust you to do the best job or provide the best service, normally this happens through a referral.
But what if you could build that kind of trust and rapport on autopilot with new prospects without having to rely on referrals?
I believe that people buy from people, people they like and trust.
So the question is how can we start building rapport? Sell the phone call not the product and sell is probably the wrong word too.
You (or your advisors) are the unique selling point. You’ll know yourself that’s why the deals go through and why some advisers are better than others. They build great rapport.
So start doing that earlier, on the webpage (or in the chatbot – spoiler alert).
Hopefully that gets you thinking about what to have on your web page and here’s 9 easy ways to generate exclusive mortgage leads.
1) Use A Chatbot & Facebook Ads
At the moment we’re finding the combination of Facebook Ads and a chat bot provides not only the cheapest but the best quality mortgage lead.
When it comes to a mortgage everyone has unique circumstances and very little time to spare speaking to brokers on the phone.
They want to know that calling you will be worth their time.
So by allowing them to give you their unique circumstances and that being acknowledged before you ask them to schedule a call is key.
By not asking for a phone number straight away and actually asking a couple of questions gives them the confidence it won’t be a wasted phone call.
2) Get Cheaper Clicks On Google Adwords
So my second of 9 mortgage marketing ideas is…
One of the best ways to drive more traffic to your website (of people who are actually searching for a mortgage) is Google Adwords.
However, the prices of Google Adwords has been going up right? Well, sort of, if you don’t know about quality scores. Google wants the most relevant ads to get the most clicks. So the most relevant ads, get a cheaper cost per click.
3) Get Free Advertising On YouTube
YouTube Ads (which are managed in Google Adwords) are incredibly cheap already and there’s a technique to get more free advertising time.
YouTube TrueView in-stream ads are only charged if someone watches 30 seconds or half the video (whichever comes first).
That’s up to 30 seconds of free air time. If they skip your ad, there’s no charge.
We developed a technique of asking users to skip if they are not interested or click through to our website if they are at around 25 seconds.
4) Find Similar Customers On Facebook
If you haven’t heard about Facebook lookalike audiences then prepare for your jaw to hit the floor.
Facebook ads allow you to upload an email list of your customers. You can then create a ‘Lookalike Audience’ of those customers. It basically matches the email addresses to profiles, then finds the connections between them. It’s all compliant too as everything is encrypted and you are not sharing any new data with Facebook.
A Quick Lead Gen Win You Can Do Yourself
There are some things you can do yourself to generate more leads. One of the best quick wins is picking up free traffic locally.
Getting featured on Google Maps is easier than you think. We've created a free tutorial showing you the exact steps to take. Watch the video for more info.
5) Smash Your Targets With Facebook Video Ads
Do you have video content? Is it about mortgages? Would someone who is looking for a mortgage watch at least 75% of the video?
If you answered yes to all three (or no to the last one but could maybe get a video editor to cut it down a bit) then you could generate a whole bunch of advisor leads through Facebook video ads.
Facebook ads allow you to create a custom audience of people who have watched a certain percentage of a specific video. Your video becomes an audience filter. If someone watched the whole video then they probably need/want a mortgage. So now you can follow that up with an ad in their Facebook feed.
6) Generate Leads Early In The Buying Cycle
So the best thing about generating your own leads is that ability to build rapport and trust. That’s the main difference from buying leads, and maybe why people wonder if buying mortgage leads work.
If you wait until someone is ready to make an application you have no time to build a relationship. There will be no difference between you and the competition.
There are plenty of early signals that someone is looking to get a new mortgage. Once you engage with them you can then nurture the lead to application (on auto pilot).
7) Retarget – But Not Everyone
The fact is not everyone who visits your website will make a mortgage application. Even if they really need a mortgage right now.
We’re easily distracted, a number of things can happen that result in a potential hot lead leaving your website. So retargeting provides you with another chance of generating that lead. But, you don’t want to retarget everyone. You can identify people who have read your page, or spent enough time on your website.
8) Use Messaging To Filter The Quantity And Quality Of Your Leads
The most important thing in your advertising and website is the messaging. Mainly the headline and call to action.
Experiment with a different call to action messaging depending on whether you need more leads or better quality leads.
A ‘mortgage calculator’ may sound less committal than a ‘full mortgage application’.
You may get more people use your mortgage calculator but better quality leads from a full mortgage application.
9) Make Your ‘Bad Leads’ Good
In the past, we’ve sent the same leads to one company who said they were rubbish but another company are thriving on them.
The longer you leave a lead to call them back the less likely you will be able to get hold of them.
A boring voice mail won’t inspire action.
Have you tried an automated email sequence to chase your ‘dead leads’?
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It’s full of videos and interviews from experts in marketing and/or financial services.