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Special Reports
In this section of BrokerUniverse we examine a subject of key importance
for mortgage originators every month, based on special reports that run in our sister publication, Origination News.
Lead Generation: Bringing in Business
Bringing In Business
Maybe more so than any other sales position, a mortgage broker/loan officer relies
on leads and referrals to bring in new business (or have existing business return).
The length some people go to in order to generate these leads is astounding.
At the recent Foundation Marketing Turn On Your Million Dollar Brain IV marketing
show in Delray Beach, Fla., the most popular session of the three-day event was the "Show and Share."
Mortgage originators lined up with samples and handouts and spoke about what they did to generate business. Origination News and Broker magazines were among the event's sponsors and Brad
Finkelstein, ON managing editor
and Broker editor, was a judge
in the "Show and Share" competition.
The winner was a broker from Jupiter, Fla., Danny Poulos. He was looking to give
a token of appreciation to his Realtors, customers and referral sources. Furthermore, this token had to be something
they would not throw out and they would have to call him if they wanted more.
A friend of his operates a food seasoning company. Mr. Poulos had labels printed
up with his contact information and stuck them to the back of the spice mix.
When the recipient runs out of the mix, he has to call Mr. Poulos to get a new
bottle, insuring that Mr. Poulos has continued contact with that person.
In this Special Report, read about how to establish relationships with Realtors,
how one Atlanta lender is working with a neighborhood website provider and one expert's opinion on why brokers
need to be savvy in getting new leads.
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