Work with realtors!

dj_laugs · Joined: 10 Nov 2006 Posts: 36 Location: Lake Luzerne

As a new loan officer I was facing the challenge on how to generate business in a market I never operated in. I have my BA in banking and Insurance obtained in the Netherlands. When I started I was thinking on how to generate quality leads for my new activeties.

I have been working as Internet Sales Manager for the automotive the past 4 years. I moved from Europe to the USA and I understood that many companies forget to focus on their own local market when building a website. And a website should not only be informative, it should be interactive mainly. You want a website invite your customer to INTERACT with you. So I built my agent website. This site is linked to our company site and that way I can now see WHO is visiting my site in REAL TIME. As instead of waiting for the customer to contact me, i can INVITE them via a screen to talk to me. That generates a lot of leads for me, some good some not... but the interaction that I can have with my customer is GREAT.

So.. by focussing on my local area with a very interactive website has been helping me generating leads for myself and our other LO's.

5 loans in 14 days is not a bad average I think. Besides that I am providing other LO's with leads. If you want to know how that works PM me. Since I receive a lot of info from this site I am more than willing to share my experiences with other LO's.

The realtor I work with is in my local town:
(link deleted) (NOT my link - this was just an example, I understand your policy, but this wasn't spam nor was it advertising!)

On his listing details you'll find a link to my pre-qual form. If you can make arrangements with local real estate agents, that's a very solid way of generating your online leads.

AstonishResults · Joined: 11 Jul 2006 Posts: 7

David,

I was interested to see that you were an Intenet Sales Manager in the Automotove industry. My company was built off a similiar model and in fact two of my partners once owned the company BZ Results (not sure if you're familiar with them).

We're using this same model with our digital marketing system (i.e. using an internet sales manager). We've found that alot of LO's aren't used to following up on internet leads. I'm curious to hear how the talents you used as the auto internet manager are translating for you....

dj_laugs · Joined: 10 Nov 2006 Posts: 36 Location: Lake Luzerne

Well... first of all I answer my emails PROMPTLY. If you PM me i send you the link to my "agent" site.

I have 4 ways to get in touch with me:
1. TOLL free number.
2. LIVE HELP.
3. Pre Qualifcation form
4. Quick contact form

If I get an email or be contaced otherwise; I interview the customer and fill out a credit application. The application is going to my senior loan officer who looks at my interview, selects a mortgage bank that does what the customer is looking for (refi, new purchase, deb consolodation etc) and then I contact the customer back. This takes only a short time.

By that time I can contact my customer back by phone and tell them that they are qualified or not. The pace I do this in leaves basically no other mortgage company a chance to "steal" the customer. (Read, obtain their business).. I make sure that all emails get followed up,l we use OUTLOOK for this. If I hand over a lead I assign a TASK via outlook wich I send via our own intern mail system. That way I can see if a LO is actually responding back asap with the customer or not.

If you receive a request from a prospect that's 1000 times more valuable than buying lists. The leads via our own website have a closing ratio of 66%.

Because some customers want just information I have enabled a quick quote form. Based upon basic customer info (no SSN) I can offer them a product that should fit their needs. Then I try to convert the intrest in a sale. Quick follow up with detailed answers is what customers are looking for. It's therefore that I work with experienced loan officers explaining the product that they are offering that particular customer. That is for me a learning process as well. That way the customer is served with correct information and I learn as I go.

Our site get's roughly 100 visitors a day. Offers Mortgage Calculators and affordebillety calculators. I spend a lot of detail on having an INTERACTIVE site. I use an animated lady that navigages customers through the site, a LIVE HELP solution that allows me to contact customers directly etc.

These tools bring me quality leads. A quick and accurate response assures that I obtain the customers trust and their business.

chow · Posted: Sun Nov 12, 2006 9:39 pm Post subject:

"We've found that alot of LO's aren't used to following up on internet leads."

Golly, I guess we need to teach "Follow Up 101"?

Every lead is a good lead, and Every lead is a bad lead.............
How do you look at your leads?
When I first started selling loans, the rates were double digits, and you know what my leads were?

Trash I was clearing out of a desk and a office I took over!

I closed 12 loans out of the gate.

dj_laugs · Joined: 10 Nov 2006 Posts: 36 Location: Lake Luzerne

I have a RED line running through my system. Take Application, get pre approval, submit info to underwriter and keep customer informed during the process. Oh yeah, appraisal etc goes without saying.

I work with outlook and make a reference number for every customer. The day I innitiate first contact I create a case number:

Example: 11102006001 David Laugs

That stands for 11/10/2006 001 David Laugs. That way OUTLOOK let's me sort the info by DATE, by reference number (001) and custome name. While I punch the customer info in my addresbook, i flag it to follow up in 24 hours. After I turn my PC on in the morning it start sending me reminders throughout the day. That way I don't forget a single customer. There is room for remarks.. in there I put the next course of action. So when the reminder pops up, i know exactly what to do or to check.

Following up has sometimes to do with time managment and an organized way of working. I did a symposium on that in the Netherlands when before I moved oversees. Most of us have those tools allready, it's just a matter of utilzing them.

Info@E2Pros.com · Joined: 20 Jun 2007 Posts: 5

You can try to get more referrals from Realtors, and even nationwide if you are partnered with a net branch company.

We've been helping businesses (those who have products/service to offer our data of 400,000 Mortgage Pros or 1 Million Realtors) to Email Broadcast their message to Professionals through our Premium Server with an average open rate of 15% - 22% due to our high delivery rate with our relationship with the Major ISP and technology/server.

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