Mortgage Marketing Animals

“Swamp Marketing” vs “Well Marketing”

by

I see a lot of LOs making a truly fatal mistake.  I call it “Swamp Marketing”.

If you think of a swamp, it’s wide and shallow AND it’s very muddy… certainly nothing that we would want to drink out of (or get referrals from).

A well, on the other hand, is a highly targeted and smaller space, but much deeper… and that’s where we get great, cool & clean drinking water… or high quality referrals.

So in our marketing, we don’t want to be email blasting out or social media marketing to a huge list of prospective strangers or referral partners, see that’s wide and shallow. 

Instead, we want to go deep with a much smaller list. 

It’s a bit counter intuitive.  A smaller, much smaller list of the “right agents” will actually get us many more referrals; more loans than a bigger generic list.

With a smaller targeted list of “qualified agents” (those closing 8 buy sides or more in the last 12 months), we connect and go deeper with those.  

What does deeper look like?  It’s actual phone calls <gasp> and perhaps face to face or zoom meetings <double gasp>. 

I flew out and was just doing a presentation to a large group of LOs earlier this month, and somebody asked me which automated tool was best to call people and drop “ringless voicemails” like SlyDial does. “That way I don’t actually have to talk to them” he went on to say.

See, that’s swamp marketing.

Come to find out, when we actually talk to a small amount of qualified agents, that has been the one thing that has been responsible for my team closing thousands and thousands of closings… literally.
While the swamp marketing may look attractive, avoid it like the plague… that’s the water that will make you sick.

Instead, we want to go deep with a few (30 or so qualified agents) at a time.

I’m convinced that everybody intuitively knows to go deep with a few, I think it’s just that they have never been taught how to do it and what to say.

I’m happy to help you with exactly who to target, how to find the 30 or so qualified agents, and what to say to them to get more referred leads (that’s the kind that actually closes).

Just go here and we’ll give you a full example of the 1 on 1 zoom calls, just like we do with our high level Loan Officer Freedom Club members, where we show them step by step how to do ‘well marketing.’

I’m betting that you will be amazed on how much you will get accomplished on this one simple private zoom meeting with either myself or one of my coaches… and it’s totally free.  No catches or gimmicks, just results… because that’s how we roll around here.

Freedom Club Demo

See ya on the inside.

You’re One Action Away from Being In Control Of Leads

by

On this episode of Loan Officer Freedom, I’m joined by one of the amazing team members here behind the scenes at Mortgage Marketing Animals, Jami Clark. Jami works in the marketing department and is our facilitator of the Loan Officer Breakfast Club zoom meetings.

Today, we chat back and forth about the actions that get leads and referrals. Sometimes, the steps we take need to be looked at to be sure we aren’t putting our eggs all in one basket. There are certain focused actions we can take that we are in complete control over, unlike some ways of advertising and getting leads, such as paid ads through Facebook or Google. 

The basic actions that we talk about in this podcast are proven by hundreds of thousands of loan officers who have used this strategy to ramp up their business and be in control of their leads and referral business. 

You’ll also hear why I always go back to one of my favorite quotes “Feel the fear and do it anyway.”

Want help with getting over the reluctance and fear of these actions? We can walk you through it on a free demo – schedule here.

Why an Email or Text Is Never Enough

by

The vast majority of loan officers / branch managers make a huge mistake:  They send emails or texts without the willingness to make a phone call or follow up. 

Most LOs try to figure out a way to send out emails giving updates to agents and the borrowers on the progress of the loan, instead of simply calling with the updates, which gives a golden opportunity for asking for even more referrals using the simple “just ask” script at this point (this has been one of our biggest sources of even more closed loans).

Don’t get me wrong, in my branch, we also do have the automated “milestone” updates that go out to the borrowers and agents via email and text for when milestones like the appraisal come in and / or when we are clear to close…

… so those automated updates are great, but in addition to those, we actually pick up the phone and update by the phone ALSO.  That’s where we get most of our purchase referrals is with those simple update calls with our “Just Ask” script at the end to get even more referrals on those calls.  It’s kind of one of my secret sauces.

Keep in mind, the purpose of the “update calls” isn’t really to update them, even though they all love that part, it’s really to ask for yet even more referrals… and it’s very, very effective in doing just that.   Oh, did I mention that this one set of calls is responsible for most of our repeat referrals… you know, the kind of leads that actually close at a very, very high level.


Oh sure, we get some referrals from the email and text communications, but it’s when we picked up the phone that things really started to take off for us and other LOs that are doing it the same way we are.

We find the same results with all of our marketing – phone calls out trump everything else combined.

It really just makes common sense.  In our single days, if we are looking to date somebody, I think we can all agree that a phone call would out trump an email.

In fact, there is a famous study that in person meetings were #1, phone calls #2, text messages a distant #3, snail mail #4, and email was in last place when it comes to influencing people.

So why do most loan officers communicate their marketing messages with the least effective way to do it??

I’m convinced that they simply didn’t know the facts about  1. How ineffective emails are,  2. How effective phone calls are,  3. They aren’t sure what to say. 

So again, I’m not telling you not to email, I’m simply letting you know that if you are avoiding making the phone calls, that’s likely going to cause you a lot of pain and lost opportunity to close yet even more purchase deals going forward, and I can totally help you get over that.

If you need help with what to say on these update calls to get more inbound referrals, or what to say when calling your past database to get more inbound referrals, I’ll be happy to share with you the same ones that we share to our members on a free “Freedom Club Demo” call. 

There’s no charge for this and the charge for not doing it is likely HUGE!!

See ya on the inside ☺

Get Your Offers Accepted

by

On this episode of Loan Officer Freedom, the #1 podcast nationwide for loan officers, I’m joined by my good friend and Freedom Club member, Kei Kullberg. 

Kei first started listening in on the podcast while in a tree stand. Technically, I guess that means we ‘met’ in a tree stand. That was a first for me… 

After listening to the podcast for twelve hours straight, he decided to come on out to one of our MasterMind events, and from there he took off running by applying the strategies and DSP (daily success plan) into his mortgage business. 

Kei reveals the valuable reasoning behind communication throughout the transaction and why picking up the phone is a win-win for all involved. You’ll be ready to put this play into action and to be sure your team is using this process the same way Kei’s is.  

Use this as your step-by-step guide to Getting Your Offers Accepted by giving the listing agent the confidence they need to move forward —– and allowing the buyer’s agent to free up their time to go bring in more leads.

We have so many more strategies that we teach here at The Marketing Animals – and we want to share them with YOU. Choose a time here that works, and we will give you these … for free. 

No obligation. < It’s just a cool thing we do. >

Loan Officer Freedom