We turn tumbleweed websites into mortgage lead generating machines.

“The easiest way to generate a quality lead is to convince someone who is looking for what you do that you are worth 5 minutes of their time on the phone.” Alex Curtis – The Lead Engine

Mortgage Leads

Hey, I’m Alex
I’m on a mission to disrupt the lead buying culture in financial services.

Because there is a much better, cheaper and more efficient way to generate your own mortgage leads.

I don’t want any mortgage broker to stress about where their next deal is coming from but I know that getting quality mortgage leads can be tough if you don’t know where to start.

I’m going to share with you how you can generate mortgage leads without spending a penny but I also have some options for you if you want to scale that up or don’t have time to do it yourself.

Sound good?

Are You Missing Out Too?

In the first month of launching a new mortgage website redesign, we almost doubled the number of leads from 35 to 68 without adding any extra traffic.

The new design and layout convinced more people to pick up the phone.

See how we did it.

Mortgage Leads

What Mortgage Brokers Say

Mortgage Leads

Jim Smyth CeMap

First Stop Mortgages and Protection NI

“Alex encouraged me with my social media presence which has seen a marked increase in my business. I would recommend Alex to anyone in financial services.”

Mortgage Leads

Thomas Honour

Thomas Honour Mortgage Services

“What Alex doesn’t know about online marketing for brokers isn’t worth knowing.”

Mortgage Leads

Akhil Satsangi

PKS Associates

“Alex and the team @ the lead engine have been great in planning my Marketing campaigns and would highly recommend them to others and look forward to working with them again 🙌”

Mortgage Leads

Amanda Marsden

Bliss Financial

“I attended the latest event as i want to grow my business and it was fantastic, thought-provoking and practical, would not hesitate to book on to the next event.”

Quadruple The Visitors

Before launching their new mortgage website it was actually getting quite a lot of traffic 2222 visitors per month but only converting 2.11% into a lead.

In 6 months our team has quadrupled the visitors from Google (No paid traffic) and nearly doubled the rate at which people enquire for help.

Going from 47 leads per month to 175.

See how we did it.

Mortgage Leads

What Mortgage Networks Say

Mortgage Leads

Julia Smith - Openwork

“After being recommended, I contacted Alex to support our Network of advisors looking to enhance their media and marketing strategies- Alex provided three sessions which were absolute eye-openers and really helped focus our advisors in what changes they need to make to ensure they stay at the forefront of their client’s minds – couldn’t recommend Alex strongly enough!”
Mortgage Leads

Dave Corbett - Primis

“I invited Alex to speak to a room full of our adviser firms in July 2019. Social media and lead generation is key to our brokers’ businesses moving forward and will overtake more traditional means of obtaining new clients. Now I’ve seen Alex in action, it is clear to me that the approach the Lead Engine takes to create quality traffic to your business is cutting edge.”
Mortgage Leads

Shahidur Tarafdar - Stonebridge

“Arranged a webinar with Alex on lead generation and online marketing tips for our advisers. A fantastic event with a lot of useful information from. The presentation was brilliant, informal and interactive with the advisers which I feel made it a better event. I know our advisers got a lot out of the webinar from the feedback they provided and have put into practise some of the things that Alex discussed. Would be more than happy to work with Alex again in future.”
Mortgage Leads

Liz Sym - Connect

“Alex delivered a presentation to our Academy of new mortgage advisers and this was extremely well received. His presentation was engaging and informative and helped our advisers to think about their market positioning and plan strategies.

Alex also delivered hands-on training giving our advisers practical skills to take away and implement into their businesses. We have asked him to come back and cover further Academy sessions.”

Are You Missing Out On Local Business?

Whether you help people remotely, nationally or locally this is a bit of a quick win. There’s no need to be super techy, waste loads of time or get overwhelmed with this tactic.

It’s pretty simple there’s a free app called “Google My Business”.

You’re probably already registered but if you’re not featured in the “Map Pack” (The three local business featured on the Google search results) here’s what you can do about it.

Transcription

Alex Curtis:
Good afternoon. Thanks for joining, thanks for watching, if you are for this little Google Maps crash course. You may or may not have been on the PRIMIS webinars last week, where I did a 10-minute crash course on Google Maps. And I thought it’d be good to share with you guys.

Alex Curtis:
I know there was a lot of non-PRIMIS people on there, and I know a lot of you may want a bit of a refresh, because it was 10 minutes, in your face, real quick. So it’d be good to have a refresher and then you can watch it back anytime in here as well.

Alex Curtis:
Give me a shout in the comments if you’re watching live. I think there’s a few of you guys doing so. It’d be good to see who is here. Hopefully, I can see that on the screen. And then hopefully, we will get started in a second. And then if you’ve got any questions about Google Maps, I know…

Alex Curtis:
Hi Aman, how are you doing? Been regular on our virtual coffees, be good to get an update on you, mate, on where you are on the old network side of things.

Alex Curtis:
Stefan Cork, hello. How are you doing?

Alex Curtis:
Nizam, how’s it going?

Alex Curtis:
Jamie Thompson’s here. Imram’s here. Jim Smith is here. Simhul’s here. Wow. We’ve got the whole gang. I’m going to wave at you all. There you go.

Alex Curtis:
Well, I’m going to dive straight in because it is only a quick one. I’ll give it maybe two seconds. Has anyone… Smile? I am smiling. I’m sorry, AJ, I’m not a professionally trained actor like yourself, but I will smile. I’m very happy today. I’m just waving back.

Alex Curtis:
Steven Dickinson’s here. Anne Robertson’s here. Who else have we got? We’ve got loads of you guys here. Awesome. And I’ve got a heart as well.

Alex Curtis:
So I’m going to share my screen and I’m going to dive straight in. So it’s only a 10 minute bit of training. Let’s dive straight in. So it’s Google Maps. It is three tips, which I think I’m going to go through in a sec. But what I wanted to say is that obviously a referral is the best kind of lead you can ever get because the trust has already been built. And I think that’s why they’re much, much easier than your normal web leads. But I want to talk about generating a warm lead, the next best thing, so that we get those kinds of inquiries. Someone said here, “Can you call me so I can explain to you in more depth?”

Alex Curtis:
And these ones where people are giving figures and things like that. We find normally, the more they put in the message part, the more bought in they are. So stuff when they are properly unpacking their situation, because they already know that you can help them. So these are the sorts of leads you want to get.

Alex Curtis:
Hi, Aqeel. Hi Andrew Charles. Hi Steven Dickinson.

Alex Curtis:
Okay. So three tips. So we want to get more traffic from Google Maps, we want to convert more of that traffic into an inquiry, and we want to increase the contact rate. I’m going to give you a tip for each one of those.

Alex Curtis:
So guys, if you were to Google mortgage advice, mortgage advisor, mortgage broker, we’ll all get different results on the Google results page. So there’s no one top of Google. Google sees this as like a local search. It will give local results. So often the ads at the top will be different, the maps will be different, and then the listings underneath will be different as well. But I’m going to be talking about the map section mainly here.

Alex Curtis:
But across the UK each month, there are 60,000 searches for just mortgage advice and all the related terms, so where can I get mortgage advice? Who gives the best mortgage advice? 60,000 across the whole UK. Almost everyone that searches that sees a different result based on where they sat in the country.

Alex Curtis:
People spell it as mortgage advisor, not mortgage adviser, so 90,000 people search for a mortgage advisor, another 3000 each month for a mortgage adviser. Obviously, the same thing. So, what? 93,000. So it’s like, where can I find a mortgage advisor? Blah, blah, blah.

Alex Curtis:
Mortgage broker. So over 100,000 searches every month, someone that’s already decided they want mortgage broker or asking maybe a question about a mortgage broker. All of these searches are going to provide a different result. So you can get a slice of all of this in your local area.

Alex Curtis:
Hi Daniel Wenham. Hi Graham Wilson. Hi Lewis Shaw. Hi Nesh. How you doing? I haven’t spoken to you for a while. Nesh came to our first ever event. And I haven’t spoken to you for ages, mate. I hope you’re doing well.

Alex Curtis:
Okay. So if I were to Google mortgage advice, the ads will obviously be there. You could choose to advertise locally if you want. You can choose to advertise nationally. So you may get different results in there. But I want to talk about these three spots on Google Maps. So if you were to try that after this call or even now, if you’ve got a spare screen, search for mortgage advice, mortgage broker, you’ll see the Google Maps come up with different results, obviously.

Alex Curtis:
So that’s what happens for me in Peterborough. It’s all managed in the Google My Business app. So if you get the app on your phone, it’s really easy to manage and completely free as well. So we’re not paying for any of this traffic.

Alex Curtis:
Okay. So I searched for a mortgage broker in Cambridge. I’ve got Turney & Associates, Mortgage Solutions Centre, Fitch & Fitch, and you’ll notice that they’re not in order of who has got the most reviews.

Alex Curtis:
Sorry, I’ve just lost my feed on my phone. Just give me two seconds, or we’re going to have to go without it. But I think people are saying stuff and I can’t see. Apologies. I’ll come back to the comments in a minute.

Alex Curtis:
So what I wanted to say is it’s not just about getting reviews. There are a little more things you can do.

Alex Curtis:
I’m back, so hopefully people can say hi again.

Alex Curtis:
Also Norwich, another example. Look, it’s not ordered in reviews. In fact, Balanced Financial Services have the least amount of reviews. They’re in third place. Vincent, Mortgage Advice Bureau. And you notice Balanced is on the outskirts of town, and you can notice as well, in Lincoln, that Mortgages in Lincoln are not actually in Lincoln.

Alex Curtis:
Sorry, my computer’s going crazy. Okay. Again, not ordered by reviews. There’s more going on here. So I’m going to talk through how we can get featured. And I’m really sorry that my screen is going crazy.

Alex Curtis:
Okay. So the Google My Business tools that you can use on the app, I’m just going to go through three of them that are going to help. There is more to it. We did a podcast episode last week on it, so check that out. But posting, getting more reviews, enable messaging.

Alex Curtis:
So the post. If you go in the app and you log into the app on the bottom right-hand corner, you can create a post. And you tap on that and it’ll give you different options of different types of posts that you can do. And you’ll notice there that there is a COVID-19 update. That’s probably the one thing that I would do today, if you haven’t done already is let Google know that you’re open for business and you’re working during this time. It’s obviously a signal that they’ve set up that they want you to use.

Alex Curtis:
Now, the posts, I would do them once a week, and I’ll show you that on the next screen. But you’ll see on the right-hand side here, if I searched for The Lead Engine, the posts actually come up right at the bottom. So you don’t often see them. So don’t really put as much thought as you do into your social media to try and get attention or whatever. Think of it as every time I’m doing a post, I’m saying to Google, “I’m here. I’m in this location. I’m doing business. This is me doing work.” So make it part of your process every Monday morning to put a post out, it takes two seconds. As you can see, tap, tap, boom. I should copyright that. Tap, tap, boom.

Alex Curtis:
Yeah. Do your COVID-19 update now, do FAQ’s once a week because from the Google search results, so if someone were to Google your name, they can ask you a question from the search results. It’s not working at the minute because Google have put a few restrictions on the app. But when we come out of lockdown, people will be able to ask a question about you on the Google search results page. And if you were to have already created the answer, when they ask that question, it can autopopulate using posts and reviews where you’ve already answered it. So do FAQ’s.

Alex Curtis:
And it doesn’t really matter. So the last thing that you could post about is literally anything, because again, it’s just saying, “Hi, Google. I’m here. I’m still trading.”

Alex Curtis:
Okay. So getting more reviews. I know a lot of people say, “How you do it.” It’s mega easy from the app. So go in, tap Customers at the bottom, Reviews at the top, Get Reviews, that gives you a URL to copy. So you can just tap Copy and then you can send it in a text, send it in a WhatsApp group, send it into a WhatsApp chat, on Facebook chat, email. If you scroll down, all your apps are there. So however you’re talking to your client, you’ve just submitted an offer or you’ve just completed their protection or whatever it is that you do, you can then say, “Look, do you mind just dropping me a cheeky little review on Google? Because that really helps me.”

Alex Curtis:
And then you can enable messaging as well. So this Request a Quote button on your listing, when someone such as your name. Unfortunately, we can’t edit the name Request a Quote, so it’s not ideal, but again, we want to use Google’s tools more so than the other competitors in our area to get featured.

Alex Curtis:
So if you log into the app, go to Customers at the bottom, Messages at the top, Turn on Messaging, and that Request a Quote button will be there and then they can contact you. Make sure you do contact them back really quickly, otherwise Google will take that from you. But again, it is you using one of the tools that Google provides. If you do, that could be the difference between you and the other people being featured.

Alex Curtis:
So that could take anything up to six weeks if you’re doing that, posting regularly. It depends on what everyone else is doing in your area. Some people have jumped on straight away. It just depends. I think there’s a bit of a link to how good your website is as well. You do need a website as well. There’s lots of little signals, but check that podcast episode we did with more detail.

Alex Curtis:
So we’ve got more traffic hopefully, more local people, and they have got specific problems and we want to give them as many specific solutions as possible. So this is a bit of a broad tip that I would use all the time for anything, not just for your website, for social media. I think sometimes we talk about everything we do rather than specific problems. It really helped me actually, writing in my book, when I thought one person, one problem, one solution. So if you think about the pages on your website, your blog posts, your social media posts, if you follow that pattern, that is going to help you convert more of that traffic into an inquiry if you have that content on your website.

Alex Curtis:
Your name and your face are the important thing. I’m going to be sharing some data. I’ve been doing some video surveys with random people of the public, friends, family, people that I don’t know. I’ve been sending them one link to one website, a link to another. And I’ve been asking them what they like or who they would be most likely to speak to. Pretty much everyone has said, “I liked the person that they’re showing, I know who they are. I know what their name and their face is.” I’ll share that data with you when I’ve collected it all.

Alex Curtis:
And the other thing we’re finding working really well is a simple form over something like a chat bot. We’ve found that the chat bots are really better at collecting data, but giving the message box is making it easier. So I’m just going to dive through.

Alex Curtis:
So as you probably know, I recently launched the Equity Release Podcast, and what we’re finding is when we do episodes on specific problems… So this one is talking about an interest only mortgage expiring, so someone over 55, they’ve just had a letter from the bank saying, “Your interest only mortgage has expired. You own 80 grand. You need to pay that back. We can’t offer you a traditional mortgage.” So this is where equity release might be quite helpful.

Alex Curtis:
So if I put my shoes in the person of, I’m that person that has had that letter, and I see a potential solution, yes, there may be a smaller amount of people, but I think you’ll find higher engagement and you can get them through onto your side. So again, if I’ve come through, I’m looking for mortgage advice or financial advice or equity release advice, and I’ve found your website on Google Maps and I’ve gone through, and I see an article or a post or a podcast episode, or a video about this specific problem, which I have, I’m more likely to engage and inquire with you.

Alex Curtis:
Showing your name and your face. So this is one of the links that I’ve been sending out, asking people to compare. It’s using the old website, so it’s not the most jazziest designed website. But they really, really loved that they could hear from James and that they saw his name and his face, and an invitation to call was huge. So don’t hide behind your logo. No one cares what your mortgage brokerage is called, they care who you are.

Alex Curtis:
And then this simple form on the right hand side of every page, we’re finding working really well at the moment. That message box gives people an opportunity to unpack their problem. And you’ll notice, we haven’t even titled the form. By actually putting a title on there, like Arrange a Callback, some people don’t want a callback, they just want to unpack their problem, and they’ll ask for a phone call if they want it. So it leaves it open. We’re finding more inquiries, but those meatier ones, like the examples that I showed you at the beginning, where people want your help and they’ve already decided that they want your help.

Alex Curtis:
And then increasing your contact rate, your thank you page. So I’m guilty of not doing this for our website. It’s like the cobbler’s kids shoes, I never get to spend time sorting my own website out. But what I should do is something like this, saying, “Hey, thank you for your inquiry. My name’s Alex. I’ll call you back. This is my number. Save it to your phone so you know it’s me.”

Alex Curtis:
If you do all those things, I believe you’ll get more traffic from Google Maps. If you post regularly in the Google My Business app, if you use that basic form on the hero section, like I showed you and let them know who’s calling, I think if you do those three things, you will get more inquiries.

Alex Curtis:
So that is it. That was my 10 minutes. How long did that take? What are we up to? We’re on 15 minutes, but I did natter at the beginning. Does anyone have any questions for me in the comments? Otherwise, I will dive out. Let’s just have a look.

Alex Curtis:
“Has anyone else’s screen gone blurry?”

Alex Curtis:
Oh no.

Alex Curtis:
“This is pure gold,” from David.

Alex Curtis:
Hi, Jeff. “Hopefully this will be available to catch up.” He’s got to shoot. Lewis, mate. He’s back in the game.

Alex Curtis:
AJ, sorry. I don’t know if my screen has gone blurry. I will record it again if I need to. Apologies. Do we have any other questions? Otherwise, I’m going to shoot. Let me know. We’ve gone quiet, so I’m guessing… Is anyone still there? I hope so.

Alex Curtis:
I’m going to go then, because no one has asked me anything. If you want to know anything, ask me the comments. If it’s after we’ve gone live. Thanks very much for watching. We’ve had a podcast episode go live today on being smart with PPC where Tom and I pretty much talk around circles.

Alex Curtis:
“It might just be AJ’s useless wifi.” Potentially. But I’m going to do another one of these crash courses, I think, because I like smashing it in 10 minutes. Some little things.

Alex Curtis:
“Good stuff,” from Jeff.

Alex Curtis:
Rajesh just saying, “Yes.” I’m not sure what that yes is for.

Alex Curtis:
Right, okay. Nesh, “Can you tell me how bad my Lincoln Estate Planning Solutions Ltd. Google page is.”

Alex Curtis:
Nesh, So that is you? We have been chatting, but via the Lincoln Estate Planning Solutions. Can I tell you how bad it is? Do you want everyone else to know?

Alex Curtis:
Nizam, “Good help, good info.”

Alex Curtis:
No worries, my man.

Alex Curtis:
What is it? Lincoln Estate Planning Solutions. How bad it is. I don’t think it’s a case of being bad, it’s just a case of it doesn’t come up in Google, so let me show everyone. Sorry to call you out, Nesh, on this, man. So I’ve Googled your name and it’s not come up even with the Ltd. So it should come up in the right hand side. So it may be that you’ve not registered it. If you work from home and you don’t have an office, you can use a virtual office. I’ve seen people use that before. Check with your network. Someone asked about network.

Alex Curtis:
“Yes. Why not? It will get better.”

Alex Curtis:
I don’t know. Nesh, have you verified it? Did you get the postcard from Google, and did you have to verify it with a code? And then it might just be…

Alex Curtis:
“Just launched the Google.”

Alex Curtis:
You’ve only just launched it, so that could be it. It’s not always immediate.

Alex Curtis:
“Can you have a quick gander at mine too? Mortgage Advice Bureau, Thame.”

Alex Curtis:
All right. So this is Mortgage Advice Bureau Thame. Let’s have a look. It would help if I could spell. Yes. So we’ve got 47 Google reviews.

Alex Curtis:
“Got lost at the hero bit.”

Alex Curtis:
Well, Stefan, I think we’re talking about your website, aren’t we? At some point. So yeah, yours is here. 47 reviews. You’ve got no posts that you’ve done recently.

Alex Curtis:
So just going back to Nesh, it might be a bit early, mate. Possibly. Especially with all the issues going on at the minute. And then if we go to…

Alex Curtis:
You’re featured already, but you are third. You are third in that. So maybe, you might be able to bump yourself up Stefan, with doing posting once a week. Just make it so there are some other things.

Alex Curtis:
So I’ve got a few questions. I’ll deal with them one at a time. So if you hang on. Just back to Stefan, I reckon if you were to do your posts once a week and then just making sure… Because what you’ve got here on your address, Stefan, if you’re still watching, 1 Croft Cl, Thame. And then, let’s just make sure that matches exactly with what you’ve got on your…

Alex Curtis:
And this is great, I’ve got a few questions. I’ll deal with them in a minute. So I’m just going to load up Stefan’s website, which is a bit slow at the moment.

Alex Curtis:
Right. So, this may seem really pernickety, but this is what Google is looking for. So Stefan, you’ve got 1 Croft Close, Thame, there on your website as your address. Now, not to get too geeky, but there is some code on your website that you can tell Google that this is my address format, which I don’t think you’ve got on there.

Alex Curtis:
I’ll do another tutorial on this. But you see how your address is different on here to your website. So update your Google My Business to make that match exactly the same. It is something they’re looking for, the exact same format of your address. And then do some posting, Stefan, I think you’ll push up to position one.

Alex Curtis:
Okay. So I have a question from Nizam. How much impact do Google reviews have on pushing you up the list? We direct our clients to Trustpilot, but would we be better off using Google reviews instead?

Alex Curtis:
So I think Trustpilot is great. So let’s go through that because Trustpilot is really good. I wasn’t sharing my screen when I was just talking there for a second, was I Let me just go back through and just… Or am I? I can’t remember. I think I am now.

Alex Curtis:
So Stefan, give me a shout in the comments if you understood the whole address format thing.

Alex Curtis:
Nizam, yes, Google reviews do count. So I know obviously, you’re in Peterborough as well, and you guys didn’t come up. So the reviews do have an impact on which one is featured, but what I would say is don’t get all your clients to review you at once. One of the things they’re looking for is regular reviews. So 100 five star reviews in one go is probably not as good as a four stars once a week for 100 weeks, if that makes sense. So get them regularly as possible.

Alex Curtis:
Would I recommend it over Trustpilot? If you’re using the paid Trustpilot version, you can start getting the stars in your Google results page. Especially if you’re running ads, you can have to stars from Trustpilot on the paid version. And that does really help with click through rate and building authority as well. So, really good question. I’m going to do some video articles specifically on that. That was a really good question that we had from someone else as well. They were using Facebook.

Alex Curtis:
Ideally, can you do both? Depends how good you are with clients. AJ, “Does it matter if we use Google Business app on phone or desktop?”

Alex Curtis:
Not really. I find the app really easy. I don’t know if you can turn on messaging without the app. That’s the only thing, AJ. But you can use your desktop. That’s fine for doing your posting. Posting on desktop is really easy. I just find it really easy to manage, send reviews and everything on the app.

Alex Curtis:
Cool. If we’ve not got any more questions… Or maybe we have. Do we? Stefan, you’re good. Nizam, good, good, good. Cool. Right guys, that was awesome. I’ll do these more often. So thanks very much. I will speak to you soon. Have a good Monday and stay safe everybody. And I will see you very soon. Bye-bye.

Did you know there’s over 700 searches in the UK each month around Japanese Knotweed Mortgage, because people search all sorts of really niche things because they’ve got specific problems and you guys have got specific solutions.

So this time around on the Advisers Assemble Podcast, we talk about the size of the market online.

So what people are searching for, how often we recorded this episode in our Facebook group and we took questions from the brokers in our Facebook group.

So if you’re not in there, join there just search for Advisers Assemble on Facebook.

You can join our group and we talk about all the different kind of search volume.

So we talk about equity release, life insurance, all the different mortgage kind of search terms.

Mortgages has probably got the biggest breadth of search terms, if that kind of makes sense.

People search all sorts of things, contractor mortgages, like I said, Japanese Knotweed Mortgage, timber frame, self-employed, limited company
owners, all sorts of things.

And we give you in this episode the search volume.

So how big is the market in the UK for financial advice?

Do People Actually Search Online For Financial Advice?

Short answer, yes! In their droves.

Hundreds of thousands of people each month in the UK and they search for all sorts of things.

In the episode of the Advisers Assemble Podcast, we answer your questions on how big your market is.

You Are Going To Be Compared

Whether you like it or not your website is going to be compared with others.

Our surveys and research suggest that most people open at least four or five websites each time they search for financial advice.

Find out what that means for you, watch the video intro and listen to the podcast episode all about it.

Hey, welcome back to the Advisers Assemble podcast, it’s Alex Curtis sorted and when you say my full name, but I’m here on my own, doing a little in between, he said I went through a kind of a bit of a Phase three lockdown of doing some inbetweenysodes, and just kind of catching up with myself, really, after a bit of a manic period, taking a little bit of time off and then sort of getting back into the swing of things now, sense of normality, although working from home rather than the office.

And I wanted to get back in the habit of doing some in between sets and just adding a little bit extra, if you may or may not have known.

I was planning to release my book early last year and I got caught up with kind of the whole Amazon self publishing thing. And I sort of went through and I just basically wrote the book and I finished it. I was really happy with it. I was going to get it published and done. And in a way, I’m glad that didn’t happen. And then obviously covid in the way because I’ve sort of revisited it now. And I wanted to add some data because the book was all my opinions on everything.

And what I’ve learned is very anecdotal about my experiences and actually wanted to back up a lot of the principles with some evidence, with data. So I’ve been doing a lot of surveys at different experiments and things like that just to prove some of the concepts for the book. And one of the kind of interesting things that I’ve learned, actually, because we’re getting people’s feedback. So it’s not just polls and things like that. We’re getting people to send their kind of thoughts and comments on certain things.

This particular one is a lot of people. I think there’s a bit of an issue and a bit of a disconnect between people thinking, right, I’ll get my website done and then I’ll start marketing it. But your website is marketing and what people think is of I’ve been not getting the right people to my website. That’s why I’m not getting leads. But I think you can get send the right people to your website, but they don’t get in touch with you because of the website, if that makes sense.

So this in between so is called sending the right people to your website doesn’t mean you’ll get leads because most people compare multiple websites. I think it’s really important to understand how people search for an advisor. So from those kind of surveys and research that we’ve done, most people are opening at least four websites when they’re searching for financial advice or the mortgage brokers, EFAs equity release, whatever it is. People are looking at about four different sites when they search and they search in their hundreds of thousands.

I mean, you’ve heard the episode hopefully about the size of the market. And also I think it’ll be really interesting to see what you guys in the Facebook group thought about comparing sites. So I put a post out saying I realized the other day, if I’m searching for something new and I’m going to invest in it, open at least five tabs and look at all the websites rather than just position one on Google, just me or do you do the same?

I also asked about clicking the ads, so I’ll be probably I’ll probably just separate between you said on that, but not people saying skip the ads. But we’ve got Simon here. So he looks at three to five websites until he’s happy with the provider. Jordan saying always look at at least five, usually far more, tend to look at the top page and compare those with the organic ones underneath and saying, look at the top two or three natural ones.

Stuart’s saying bypasses the ads, but looks at the first four or five organic listings on Google that we’ve got Sam saying you open around five.

Adjaye saying he will always compare with. So he looks at the ads, but he doesn’t click on them as he doesn’t want them charged. But he compares and he’s comparing about four different websites. So you guys are doing it yourself. So all of those people that are the mortgage brokers. Yes, all of these are mortgage advisors, mortgage brokers. So you guys are doing it yourself. So you must expect that your potential clients are doing that as well.

So we’ll all forget for the moment about who clicks on the ads and who doesn’t and just kind of think about. Right. So people are clicking. If I am on page one, the people are clicking on mine, but also clicking on others as well. And they’re comparing one to the other. And I think people expect great service. They expect to be professional and they expect that you’ve got access to the best deals. I think that’s like a given.

It’s a given. That’s your actual job. I think we as a consumer, we expect all those. But I think a lot of people lead with that. So there’s nothing to differentiate you with everyone else. And this is where there’s a quote. I’ve mentioned it on the podcast before. I think I mentioned it with Ash. And it’s my favorite quote to kind of understand how people pay for services. And if we get a sense that a seller understands and appreciates us and they seem to have our best interests at heart, then we allow that intelligence and dependability to be of service to us.

So basically, we feel more comfortable if the seller.

So you as a seller, as the broker advisor, we feel comfortable. We’re going to your website and we get a sense that you understand us, you appreciate us, and you’ve got our passenger. So this is where I think content really helps, and this is why I think a lot of people bang on about, you know, you must do video people buy from people, all these things because of that reason. So if let’s say you are a mortgage broker in Peterborough here, my local town city, someone such a mortgage broker compete for your position.

Three, you’re going to get some clicks there, but they’re going to be comparing you with the others if they go to yours. And let’s say they’re remortgaging. You’ve got remortgage page and in there you’ve got a video explaining the process. You’re kind of showing that you care about them. That video is all about them. It’s not about you. It’s about them. And a lot of the time, it’s not like what we say. It’s how we say it and why we’re saying if we’re doing it, we genuinely want to help people that will come across and someone will be way more comfortable to pick up the phone and speak to you.

And then you’ve generated a lead like that for me is the most powerful thing that you can do. And that is why if you’re thinking about why should I create video or audio or whatever it is or content, for me that is the reason why that is all I wanted to share this time around is that you are going to be compared with everyone else. Don’t copy your competitors. If you see someone who’s like a local broker and you’re annoyed that they’re on Google Maps when you search or whatever you want to copy them, don’t do something different.

Different is better than better. But also I just think that is why I do content. That’s why I would show my face so people can be like, oh, that’s how I’m going to speak to. And that’s why I want to sort of help people so they feel comfortable enough to give me a call. And I think the same works for my business and should work for your business as well. So they have it. They are. So sending the right people doesn’t guarantee you’re going to get leads is what they see and experience when they get on your website.

Try and think of your website as part of the whole marketing process. Don’t just go through a website together, throw some ads at it and expect to get leads. You’ve got to really, really think about this and there’s probably nothing more important than that. So there you go. Thanks very much for listening. That was my little in between Soad and Isles, which is in.

What Do I Class As A Mortgage Lead?

For me, a mortgage lead is something you can act on not just some data. I would say “enquiry” is a better word to describe it.

If someone genuinely wants to speak to you about their mortgage and has asked for a callback, that’s a lead.

What I Don’t Class As A Mortgage Lead?

I don’t think capturing someone’s email address in exchange for a PDF or “lead magnet” is a lead.

Until that person is ready to chat about their mortgage would I consider it to be a lead.

Why Generate Your Own Mortgage Leads?

Would you want to speak to someone who knows who you are, that you can help them and genuinely wants you specifically to call them back? Often this can be done for no extra direct cost.

Or would you rather pay for the name and email of someone who has no idea who you are and might be interested in a mortgage?

Sounds like a bit of a no brainer to me.

If you want to build rapport before the call, be in control of who you attract then that’s why I think you’re better off generating your own leads.

Who Can Generate Their Own Mortgage Leads?

Short answer, anyone really. Whether you do it yourself or hire someone to help depends on how many leads you need and how much time you have.

There are some quick wins, like being featured locally on Google Maps when someone searches for a “Mortgage Broker” locally. Which they do in droves by the way.

There are also some long term strategies like ranking on page 1 of Google nationally when someone searches for a niche mortgage product like “contractor mortgages”.

Google Ads can generate mortgage leads quickly for a reasonable cost.

There’s plenty of options for the solo broker, or large multi-advisor firms and lenders.

Mortgage Lead Engine Website Templates For Low Budgets

If you don’t have the budget to work with an agency we do have a solution for you.
Our team have developed a number of mortgage websites templates along with some training so that you can generate your own leads. We provide you with the tools and get you set up with your own website.

Watch the video to see a new mortgage website that’s just launched.

Mortgage Leads Starter Course

I was delighted to be approached by Openwork, Primis and Stonebridge to put together some webinars for their brokers to help them self generate mortgage leads.

The webinars took place during the 2020 lockdown and were attended by hundreds of brokers each time.

I took the hours of recordings, edited them down and ordered them into bite-size lessons.

This course is now available to everyone and the details are below.

If you’re looking for quick wins there are some however, there’s no short term solution to long term success. If you miss out the first part of the course about positioning your brand then don’t expect to be an overnight success.

Mortgage Leads

So What?

I want to help as many people as possible, I think some lead sellers are giving the industry a bad name.

Consumers are filling out a form on a website and getting calls from 7-8 brokers who have been sold their details.

The sooner we stop that the better for everyone.

You can take the first steps today in generating your own mortgage leads with my completely free “Lead Generation Starter Course”.

It’s all the best bits taken from a series of webinars I’ve been asked to present for some of the mortgage networks.

The majority of brokers will be able to generate more of their own leads without any extra help from me or my team. But, if you need more support or need to scale faster we are here for you too.

Mortgage Leads