How do I win mortgage clients? How do I get more leads?
Check out our top 7 tips on how to win more mortgage clients.
Fancy a takeaway? Download our CEO’s top tips at the end of this post.
1. Ask for references/ testimonials and use these in your outreach
People are more likely to buy a product or service if a friend recommends it. Word of mouth can be your most valuable marketing tool to drive more mortgage leads to your business. Ask your most recent customers or ones you have good relationships with to give you a recommendation. Use this on your website, emails and any promotional material that you’ve had done.
2. Personalise your communications throughout your client’s journey
Customers are accustomed to personalised and tailored notifications that address their needs and interests, so why should brokers be different?
Make sure you’re making your clients feel valued with relevant content, sending them the right message at the right time. Keep things easy and straightforward too. Don’t make understanding mortgages complicated for your clients as they’ll soon lose interest.
3. Do a targeted Facebook campaign for your local area promoting some helpful content
Don’t be afraid to set up your own paid ads on social media; this is where your clients spend a lot of their time. Facebook targeting can be super specific, which means you can drill down to a granular level and promote your services by postcode. Promote educational content, like jargon busters that you might post on your blog ( we’re coming to that next) rather than the hard sell of “ pick me I’m the best mortgage broker since sliced bread” that way you’ll get more valuable leads through your marketing efforts.
4. Write some blog posts on tips for buying your first home 🏠. Be quirky; maybe feature your favourite doormats…
Mortgages are ranked second to divorce as the most stressful life process. So why not do a podcast or write a blog about managing mortgage stress with meditation.
Even have a little more fun with 6 top ways to relieve your mortgage stress, which doesn’t include punching your broker? You can also repurpose any content you produce into soundbites, tips and checklists and use these to draw in more clients.
5. Pimp yourself, you’re kind of a big deal
We said before that word of mouth can be a powerful tool. Once people start to hear about your business, they’ll do their own research online to see how legit you are. Some of these searches will be on social media sites such as Twitter and LinkedIn. Social media is a great way for you to promote your business organically (not paid) too. Posting helpful insights, reviews from clients and even just being active can help you be heard by your target audience- and it’s free. Don’t be shy, shout about your achievements and encourage your network to get involved in polls or start conversations. It’ll gain you a bigger following and in turn, attract new customers or even new job opportunities!
6. Make sure you keep in touch with your current clients, so they think of you when they want to remortgage.
One of the biggest rumours in sales:
“I need more leads to hit my revenue targets.”
Did you know it’s 5 to 25 times more expensive to acquire a new customer than to retain an existing one?*
Keeping your customers can reap you more rewards than investing more resource into lead acquisition. While its good to have a healthy funnel of new interest it can be costly to convert, so don’t put retention on the back burner. Stick to quick wins, invest in retention and keep in touch with your customers before they forget about you.
7. Use a CRM to track your efforts and stay organised
Relationships need to be managed efficiently to encourage repeat purchases and referrals. Like it or lump it we’re well into the digital age. Your business needs to evolve with your customer expectations. Otherwise, you’ll struggle to meet their needs and lose out on current and future business.
If you don’t track your customers, you won’t know how effective your strategies are, which makes poor planning for future efforts to deliver on business revenue targets. Invest in a CRM, and you’ll be able to make data-driven decisions that will more likely get backing from senior management and produce results.
Remember what we said: it’s 5 to 25 times more expensive to acquire a new customer than to retain an existing one.
Turning your attention to retention can win you more cases vs the cost of bringing in new leads (which you still have to convert once they’re in the pipe).
Investing in specialised automated tools, that help you keep your clients, might be worth more than the time you’ll invest in activating the 7 tips in this blog post.