It is our intention that these marketing tips will
help you avoid common mistakes made by the majority of loan officers.
Heed this advice!
Make your advertising and print media more
effective by having a headline on everything: letters, greeting
cards, ads, everything.
Headlines are what get the reader. They make them
want to read more. They tell the reader what benefit he/she will
get from reading more. And that's exactly what you want them to
Make the headline powerful and include a benefit.
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I started thinking of you when I read this article
Make sure to include a headline in all your media
and it will increase your results.
When you do something for a client, brag about
What I mean is, if you accomplish something, make
it a big deal.'
"Mr. Hity, I was holding my breath for a
while, and that collection on your credit report made it real close,
but I fought for you and got the lender to approve your loan!"
That's a lot better than saying, "Hi, your loan
was approved today. Congrats."
Make yourself out to be the valuable professional
you are. Make sure that your clients know exactly what you do for
Write thank you notes to people everyday.
This one mortgage
marketing tool can make you so much money your head will
spin. Everyone loves to be appreciated and acknowledged. Being nice
and having manners are a thing of the past. But when you take the
time to thank someone, you connect to them on deeper level.
Get yourself some thank you cards from the stationery
store and thank people who did something for you today. It could
be for anything,
Thank your mailman for bringing the mail up to the
Thank the underwriter for a speedy decision
Thank your client for calling to say they would be late
Thank the realtor for the referral.
These cards can make someone's day. And you really
stand out from the crowd as a caring mortgage professional when
you use them.
If someone answers your phone for you, have
him or her use the following line.,
"He/she is working with a client right now,
let me see if he can take the call."
This does a couple things,
1. Makes you seem busy even if you are not. This
shows the client that you are in demand and confirms that he made
a good decision by choosing you.
2. Allows you to not talk to people you do not want to talk to
3. Allows you to say to the caller, if you pick up, that they are
important enough to you to interrupt an important client meeting.
This might not be a "traditional" mortgage-marketing
tool, but it will make you more desirable. And while it will
not make the phone ring more, when it does, you will get respect
from those on the other end of the line.
Constant and Never Ending Improvement
Do something everyday to improve your business. 1 small change everyday
can make a huge difference in a couple months. Implement one mortgage
marketing tool at least once a week. At least.
Over the course of a couple years, the results will
Just one small thing is enough. Examples are:
· Hanging a certificate of completion on the wall
· Hanging a testimonial on the wall
· Adding a signature to your emails
· Adding a small consumer article to your website
· Subscribing to The Millionaire Loan Officer Newsletter
· Reading the FREE articles on mortgage broker marketing
Look at other businesses for great ideas to
adapt to your business
Most innovations come from other businesses.
Like the drive thru window. Who knows who started
it, but fast food places use it, banks use it, pharmacies use it,
and even restaurants are experiencing success with it.
What new services do you use that make your life
easier? Can you adapt these to your business? How about emailing
potential customers the interest rate everyday if they request it?
Or Providing a Post-Closing Kit with items clients will need when
You can use the marketing tools from other businesses
too. If you see a marketing piece that really gets your attention,
think about how to adapt it and use it in your business.
It doesn't matter how good a loan officer you
are - if you suck at marketing, you will starve.
Knowing how to get clients is infinitely more important
than any other knowledge you may attain.
Tony Robbins is not the best NLP trainer out there,
but he is the richest because he knows how to market himself.
The Men-Mars, Women-Venus guy is not the best marriage
counselor out there, but he sure made a killing in books, tapes,
mortgage lending marketing tools are available at MortgageBrokerTraining.com's
Mortgage Bookstore. Just
How much money you make has very little correlation
to how much you know. Of course you must know the basics, but other
than that, it makes very little difference at all.
He who markets best, makes the most money.