If you are into mortgage lending business, you should know how important it is to have a list of qualify-able mortgage leads. It doesn’t matter what the size of your business is, you will always require a steady stream of solid leads. A business without leads is like a luxury Jet plane without any gas – it is of no use.
There are two ways you can get access to a steady stream of high quality mortgage leads – you need to have an in-house lead generation team or you should purchase exclusive and personalized real time mortgage leads from a reputed lead generation company. The first option would require a lot of investment, time and efforts from your side, while the latter is a cost-effective option that gives you excellent results without you having to put in any efforts.
You might have read many articles online that may have discouraged you from buying mortgage leads from lead generation firms. Most of these writers are of the opinion that purchasing leads (instead of generating them all by yourself) puts your business in a vulnerable position, making you highly dependent on these third-party lead generation firms.
This is not true at all!
You may think that you can save a lot of money by generating leads in-house; but in fact you will be losing more money this way. Before we go any further let us understand how in-house lead generation works…
One of the most popular methods of generating leads is adopting the online approach. This approach involves the following steps:
- Launching a website: You will need to launch a website for your mortgage lending business, in case you don’t already have one. This includes buying and registering a domain with a web hosting site, getting a web designer to come up with an excellent design for your website and getting in touch with a web developer to actually develop and launch the website for you. Yes there are methods to build your own website; but the success of such a website cannot be assured.
- Optimizing your website for the search engines: It doesn’t matter how impressive your website is if it doesn’t appear on the first page of the search engine results for relevant keywords. Improving your site ranking would involve the use of many proven SEO strategies as well as search engine marketing techniques. So, you will have to hire the services of an SEO professional who can implement the right techniques to drive traffic to your website and increase your visibility.
- Capturing and Nurturing Leads: Not all the visitors that visit your website can become your leads. Once they fill in their details on your web page, you will have to verify their details by sending them an email or by calling them on their phone. You may have to make sure they are actually interested in borrowing mortgage from you by asking the right questions, in the right way.
- Converting potential customers into customers: This is the very important step in lead generation. Once you have hit upon a potential client you will have to make efforts to convert him into your customer. This includes a lot of follow-up, including various techniques such as cold calling, prospecting and negotiating until he agrees to borrow the mortgage from you.
Most mortgage businesses have a tough time completing steps 1 and 2. It is not easy to get your customers to notice you, especially with the increasing number of mortgage websites coming up every now and then. Even if you do manage to get through these steps, it is tough to find out which website visitor makes for a good lead. So, without proven strategies, it is almost impossible to get a steady stream of mortgage leads that can help improve your business.
A few more things to think about in this regard include the formation of an in-house team of tele-marketers who can generate leads for you. Consider the amount of space you would need to accommodate these new recruits. Are you ready to invest in the infrastructure you will have to provide them? Can you manage paying their salaries and other employee benefits? And moreover, there is no way you can find out if spending such huge amounts of money will actually work to your benefit.
So, obviously the best choice would be to outsource your mortgage lead generation campaign to a reputed lead generation firm.
Professional lead generation firms would have a ready team of skilled and experienced tele-marketing professionals who can give you a steady stream of high quality mortgage leads for as long as you require them. Plus, they usually have a fixed price per lead and so you get to pay for only what you buy. You get to save a whole lot of money.
A reputed lead generation firm can give you real time mortgage leads exactly as per your requirements. These are leads that have not been contacted by any of your competitors and so they offer high chances of conversion. Furthermore, the details of each and every lead would be doubly-verified by the lead generation firm before they are transferred to you.
Outsourcing lead generation can help in streamlining your business much more efficiently. All that you need to do is come up with the right marketing strategies that can help convert these leads into clients and enable you to close deals as quickly as possible.
So, start the search for a reputed lead generation firm that can give you the exact kind of mortgage leads that you are looking for, to improve your business and maximize your ROI.
